You’ve been house-hunting for months, stuck in a defeating cycle of bidding wars, and your frustration is growing. You begin to wonder if you’ll ever get the keys to a house you can call your own. But then you find it — the perfect home in the right neighborhood that you can imagine yourself living in. There’s just one problem: It’s not for sale.
If you’re in a competitive housing market where inventory is tight and multiple offers are common, you don’t have to let the lack of a for-sale sign stop you. While it isn’t always successful and might take time to accomplish, you can buy a home off the market with patience and dedication to the process.
But the process for buying an off-market home differs from that for purchasing a house listed on the multiple listing service (MLS). It’s not as simple as scrolling home listings and setting up a showing before you make an offer.
In this guide, we’ll walk you through how to buy a home that’s not for sale, from searching for unlisted homes to approaching the owner and submitting an offer.
Does this actually work? Setting realistic expectations
“Buying off-market can help buyers avoid bidding wars and get into their ideal neighborhood, but it takes more work and the right approach,” says Gavin Frater, Realtor at Align Right Realty Riverview in Riverview, Florida.
Frater advises buyers to be fully committed to an area and the outreach process before pursuing the off-market approach. That includes putting in time and effort to write letters, knock on doors, make phone calls, and collaborate with an agent.
However, realistically set expectations upfront: Writing letters and cold pitching homeowners has a low success rate. Volume is key here. The more homeowners you pitch, the better your chances of a successful sale.
“The important thing to remember here is that the average person isn't necessarily thinking about selling their home,” says Ryan Fitzgerald, Realtor and owner of Raleigh Realty in Raleigh, North Carolina. “As such, your success rate is low.
“Perhaps one out of ten or twenty people will respond. Of those people, perhaps one out of ten will actually result in the sale of the home.”
Fitzgerald explains that timing is a crucial factor that can impact your success. If you happen to approach a homeowner after they’ve experienced a significant life change, such as a job transfer, retirement, or a newly empty nest, they are often more willing to discuss a home sale.
Some sellers even prefer the added privacy and control over the timing of an off-market home sale, and buyers can leverage those benefits in their offers.
“Off-market isn't easier,” says Frater. “It's just different. If you want it to work, bring a plan, bring patience, and bring a pro.”
How to find a home's owner and make first contact
Once you’ve found an off-market home you like, it’s time to approach the homeowner. Here are a few strategies that can help you make that first contact.
How to find owner contact information
With the address of the home you want, you can search county property records to identify the current homeowner. County property records are public record nationwide. Here are three steps to take:
- Locate county property records: If you know the county the home is located in, search “(county name) property records” online to find the county recorder’s website.
- Search for the home’s address: The property record will list the current owner’s name.
- Find a mailing address: With the current owner’s name, search for a mailing address. Keep in mind that the mailing address may be different from the address of the home you’d like to buy if it’s a rental or second home.
Having trouble finding the home’s owner this way? You can also ask a real estate agent with MLS access to search for the contact information from the home’s prior listing. Or an agent can use their professional network to try and connect with the owner.
Tip: Skip-tracing apps like DealMachine and PropStream can help you find a property owner’s contact information, but these tools are mostly for real estate investors.[1]
Letter vs. knock vs. agent outreach — which approach works best?
One of the most effective methods for contacting an off-market home’s owner is by using a real estate agent. Some agents have experience with successfully securing unlisted homes for their clients. Or you can find an agent who represents the specific neighborhood you’d like to buy in. Using an agent to reach out to the homeowner directly shows that you’re a serious buyer interested in a legitimate sale.
If you’d rather take the initiative yourself, you can try what’s known as “cold knocking.” This approach involves showing up to the home unannounced and sharing your interest with the owner. Cold knocking might work best in tight-knit communities where door-to-door visitors are common. But be prepared with a thick skin for potential upfront rejection and even an agitated homeowner. [2]
“Cold calling or visiting people's homes to solicit them to sell may come off as being intrusive; sending them a letter on your agents' letterhead and following up with a telephone call are generally the best methods,” says Fitzgerald.
A personal letter written to the homeowner typically explains why you love the house (or the neighborhood) and want to live there. It’s less intrusive than showing up unannounced and gives the owner time to consider your proposal. In some cases, the owner might keep your information until they’re ready to sell, at which time they could contact you and reassess interest.[3]
But if you go the letter writing route, understand that some homeowners — especially those in desirable neighborhoods — may get dozens of these letters. Brace yourself for the possibility that your letter might end up in the garbage without reply.
Don’t let that stop you, though. Many aspiring home buyers have successfully purchased their homes with the help of personal letters. It’s wise to lean on an agent for help when considering this tactic; many aspiring buyers can inadvertently run afoul of Fair Housing guidelines.
Consider sending a letter and following up with a second note in 2-3 weeks if you don’t receive a reply. Avoid going to the home unless the owner has sent a warm response or invitation.
Here’s a quick comparison of the approaches:
| Pros | Cons | |
| Writing a letter | Less intrusive; gives seller time to think | Seller might not read it; can violate Fair Housing Act laws |
| Cold knocking | In-person introduction and assessment of seller interest | Can feel intrusive and puts seller on the spot |
| Agent outreach | Shows buyer seriousness and adds a layer of professionalism | Limited to agent’s timeline and availability |
What to write and what to leave out
Here are some best practices to follow to write an effective letter without violating compliance of the Fair Housing Act (FHA).
What makes a letter actually work
When penning a letter to the owner of an unlisted home, consider following these guidelines:
- Be polite, not pushy: Tone matters. Stick to a polite and respectful tone when stating your interest without making demands. Similarly, avoid pleading for certain results, such as an invitation to come see the home or to make a fast deal.
- Be specific and genuine: Don’t just say you love the home or the neighborhood and end it there. Give specific examples of why you love it. For example, maybe you have family already living in the neighborhood and you want to move closer to them. Or maybe you’re a bookworm who’s excited about reading and drinking coffee on the wrap-around porch.
- Highlight serious intent: Notify the seller that you’ve been preapproved for a mortgage or have the money to make an all-cash offer. This shows the seller that you’re a serious buyer worth their time.
- Focus on the home, not making a deal: Instead of opening with a proposal that states a price — which can sound more like an investor pitch — keep the focus on the home.
- Keep it short: This letter isn’t meant to be a formal pitch or an exhaustive list of why you want the home. Keep the length to 2-3 short paragraphs and focus on the most important elements.
Hand writing the letter, while optional, is another nice personal touch that can differentiate your letter from those written and printed in batches by investors or other buyers. Some buyers also include a small gift card with their note, but this gesture is optional.
For more help writing effective offer letters, check out Clever’s guide for writing letters to sellers.
Fair Housing: What to leave out
Because of the Fair Housing Act, many seller’s agents don’t deliver personal letters to homeowners, as these letters put sellers at risk of violating guidelines even if the buyer has good intentions. Fair Housing laws protect buyers from seller discrimination — such as choosing one buyer over another based on religious affiliation — in real estate transactions.[4] [5]
To stay in compliance with FHA laws and avoid unconscious bias, personal letters cannot include details regarding:
- Race
- Color
- Religion
- National origin
- Sex
- Physical and mental disability
- Familial status (including names and number of kids)
For example, sharing that an owner’s one-level home is accessible for your child with a disability gives away your familial status and a disability status, a clear violation of Fair Housing. You also should not include photos with a letter.
“The best way to avoid unfavorable consequences related to the Fair Housing Act would be to focus strictly on the property and your financial preparedness to purchase the property,” says Fitzgerald.
How to make an offer on an unlisted home
A few key factors distinguish an off-market home sale from a listed home sale.
“From a structural standpoint, it's still the same. You're still working off a standard purchase contract with contingencies and timelines and legal protections in place,” says Fitzgerlad. “It's just a different negotiation and a different pricing strategy.”
Pricing: How do you decide what to offer?
Because the home isn’t listed, it’s on you to do the research and offer a fair market value for the property. Take these steps to do so:
- Research comps: You can look up recent comparable sales in the neighborhood through sites like Zillow or Redfin, or your agent can pull examples from MLS data.
- Select a price range: Be strategic here. You want to get the owner’s attention without risking overpaying. At the same time, lowballing the seller can be insulting and end the deal before it even started. It’s best to offer market value or slightly above.
- Share your sources: Show your research or MLS data of what comparable homes have sold for recently and explain how you determined your price.
Earnest money: Go higher
For listed homes, a standard earnest money deposit typically totals 1-3% of the purchase price. But for an unsolicited offer, you might have to go higher to show the seller that you’re a serious and financially solid buyer.
Competitive offers can include earnest money deposits of upward of 5-10% of the purchase price to signal genuine commitment to the property.[6]
Acceptance window: Give them more time
Approaching a seller about their unlisted home means they probably weren’t looking to sell. Suddenly having an unsolicited offer on their home is a lot to process, so they might need more time to accept or reject your offer.
Instead of the typical 24-72 hour response deadline, give the homeowner 1-2 weeks to think things through, speak with family, or consult an attorney.[7]
Contingencies: Keep them
Real estate contingencies protect the buyer in case something comes up that warrants walking away from the sale. While you might think that removing contingencies would help persuade the seller to accept your offer, you shouldn't waive them all. [8]
At the very least, keep the inspection contingency. The inspection is even more important in an unlisted home sale because it lacks any public seller disclosures on known existing issues with the house.[9] The interior could have serious water damage or structural problems not visible from outside the home.
Representation: Does the seller need an agent?
Without a professional representing the seller — as is the case with for sale by owner homes — legal and contractual complications can arise and delay closing. Suggesting they secure an agent or consult with an attorney can ensure the process proceeds smoothly. Alternatively, you could also offer to hire a transaction coordinator to handle the paperwork.[10]
Other ways to find homes that aren't publicly listed
What if you’re more interested in a specific area or neighborhood rather than a single house? Here are other ways to find unlisted homes.
Work with a well-connected buyer's agent
One of the smartest strategies you can use to find unlisted homes is to work with a buyer’s agent who has a strong professional network. A well-connected agent often hears of home listings in desirable neighborhoods before they hit the market.
You can find a local qualified agent by taking a short quiz to get matched with a Clever Partner Agent.
Keep in mind: The National Association of Realtors (NAR) has a Clear Cooperation Policy, which states that a listing must be added to the MLS within one business day of public marketing. While this policy limits pocket listings, office-exclusive listings are exempt.[11]
Monitor expired and pending MLS listings
A buyer’s agent can also use MLS data to stay informed of expired and pending listings. These homes may become options if the owner is still open to selling once the listing expires or if a pending deal falls through due to failure to get financing or other contingency issues.
In these situations, an agent can reach out to the seller on the buyer’s behalf and help draft a back-up offer on any pending sales of interest.[12]
Probate and pre-foreclosure properties
While the home buying process for probate and pre-foreclosure properties is more complex, they’re another option worth considering.
- Probate properties: Homes that need to be sold when the owner dies often go to probate court and are on public record. Timelines are slower with these sales since there are more legal aspects to settle, but that means there might be less competition.
- Pre-foreclosure properties: Pre-foreclosed homes are owned by individuals who are behind on their mortgage payments and are at risk of losing the home. You can find pre-foreclosures though local county recorder offices and online. Look for the phrases “Notice of Default” or “Notice of Sale” to find these homes.[13]
New construction and builder inventory
It’s worth reaching out to local builders and developers to see if they have excess spec inventory or any homes that were under contract but failed to close. An agent specialized in new construction homes can help locate relevant developers.
If you’re hoping to buy a house that’s not for sale, your best resource is an experienced agent, who can help you navigate the process. Clever can introduce you to top agents in your area; take a short quiz to get started today.
FAQ
Can a homeowner legally refuse to sell to me?
Yes, a homeowner can refuse to sell for any reason except discriminatory ones. Under the Fair Housing Act, a seller cannot legally refuse based on race, color, national origin, religion, sex, familial status, or disability. If you suspect discrimination, you can file a complaint with HUD. Economic reasons (e.g., your offer is too low or your financing seems uncertain) are always a legally valid basis for declining. And not every homeowner wants to sell and can safely decline offers on that basis alone.
How much should I offer on a house that isn't for sale?
Base your offer on comparable recent sales in the neighborhood (your buyer's agent can pull these from MLS data). Don't offer below market: the homeowner hasn't decided to sell yet and an undersized offer is likely to end the conversation immediately. Some buyers offer slightly above comparable sales to compensate the homeowner for the inconvenience of an unexpected sale and to stand out from investor letters they may already be ignoring.
Do I need a real estate agent to buy a home that isn't listed?
You don't legally need one, but going without an agent is a real disadvantage here. A buyer's agent can identify owner contact information, reach out professionally, pull MLS comps to establish a fair price, draft a legally sound purchase agreement, and negotiate on your behalf, all in a transaction that has no standard structure to fall back on. The seller's lack of representation makes the process harder, not easier, without your own agent.
What happens after a homeowner agrees to consider selling?
Get a purchase agreement in writing as quickly as possible. A verbal agreement to sell is not binding. Work with your agent or a real estate attorney to draft a standard purchase contract, and schedule a home inspection before finalizing terms. The homeowner should ideally have an attorney review the contract on their side. From there, the closing process largely mirrors a standard transaction: title search, appraisal, financing, and closing.