Commercial real estate brokers looking for off-market deals often resort to cold calling every property owner in a zip code, but according to Dan Mosher, co-founder and CEO of DealGround, that approach is inefficient and ineffective. With approximately 160 million properties in the United States, almost every property is technically off-market, making it impossible to have meaningful conversations with all owners. Mosher argues that the "carpet bombing" method of broad, generic outreach is off-putting to owners and yields low success rates.
Instead, DealGround promotes a "sniper-like" approach that targets a specific set of properties based on a buyer's criteria. "Off-market sourcing is creating a set of filters and search parameters that fit your specific needs as either a principal or a broker who's looking to find a deal for a buyer," Mosher said. By using data to identify properties that align with a buyer's buy box, brokers can approach owners with relevant information and a compelling story, transforming cold calls into warm leads.
This shift in prospecting strategy is particularly important as the commercial real estate market becomes more competitive. Brokers who rely on volume calling may find themselves wasting time and resources on unqualified leads. In contrast, a data-driven, targeted approach can increase efficiency and improve conversion rates. DealGround's platform aggregates property, tenant, ownership, and market data to help brokers generate qualified leads and move faster from prospecting to closing deals. The company serves the top 15 CRE brokerage firms nationwide.
For brokers, the implications are clear: more calls do not necessarily mean more deals. A smaller, better-informed list usually beats a longer, generic one. By leveraging AI and data intelligence, brokers can focus their efforts on owners who are most likely to be receptive, saving time and increasing their chances of success. As Mosher noted, "When you reach out to that owner, you have a story that is compelling... That is not cold outreach. That's more of a warm lead."
Brokers interested in learning more about this targeted sourcing process can review the methodology on DealGround's how it works page. For more information about the platform, visit www.dealground.com. The shift toward precision prospecting reflects a broader trend in commercial real estate, where technology is increasingly used to gain a competitive edge.
