Prospecting for Off-Market CRE Deals: Tips & Tools for Brokers
Learn
Key Takeaways
- Layer multiple data points - Combine ownership records, sales comps, and pre-foreclosure status to identify the most motivated sellers before reaching out.
- Use listing history as a timing indicator - Properties with frequent relisting attempts or price reductions often signal owner fatigue and openness to off-market negotiations.
- Target lease expiration data strategically - Buildings with upcoming tenant rollovers present repositioning opportunities and owners who may be more receptive to selling.
- Focus on distressed properties for urgency - Pre-foreclosure filters help identify sellers who need to move quickly, giving you leverage in negotiations.
- Lead with data in your outreach - Reference specific market comps and property history in your initial contact to position yourself as a knowledgeable partner rather than just another cold caller.
Off-market commercial real estate deals can offer a major competitive edge. Since these properties aren’t actively marketed, fewer brokers are circling, and buyers have more room to negotiate. It’s a win for both broker-rep deals and for agents building their own inventory of listings.
Off-market prospecting also creates space to build trust with owners, without the pressure of a live listing. This approach is especially important in low-inventory or highly saturated markets. Simply put, if you’re only working with what’s listed, you may already be too late.
That’s why we built powerful prospecting tools directly into Crexi's tools: knowledge is power, and the more you can proactively fill your pipeline with the best (if off-market) deals, the more success you’ll achieve.
Core CRE Prospecting Tools in Crexi Intelligence
Crexi Intelligence gives brokers access to over 60 million property records nationwide. Using layered data tools and filters, brokers can dig deep into key property information to uncover motivated sellers or properties poised to hit the market soon.
Ownership Records + Contact Data
The first step in successful off-market prospecting is knowing who owns the property - and how to contact them. With Crexi Intelligence, you can search nationwide parcel data and export verified contact details. You get in-depth information with which to personalize outreach efforts based on asset type, location, and ownership history.
Sales Comps + Listing History
Understanding a property’s history can offer clues about an owner’s intent. Was it previously listed? Did it fail to sell? Is the price trending up or down?
Crexi’s listing history and sales comps allow you to see past campaigns, price reductions, and time-on-market trends. These data points are gold when identifying owners who may be ready to relist, or those open to selling off-market. It’s also a great way to back up your pitch with real data when making contact.
Pre-Foreclosure Filters + Distressed Assets
Distressed properties can signal urgency and opportunity. Crexi Intelligence makes it simple to filter for properties in pre-foreclosure, narrowing in on motivated sellers before they default or list.
Customize your search by document type, foreclosure stage, or date recorded. Whether you’re working with investors looking for value-add opportunities or clients aiming to move quickly, the pre-foreclosure commercial real estate data filters help you spot deals others miss.
Tenant + Lease Expiration Data
Timing is everything, and leveraging lease expiration data helps you stay ahead. CMBS-reported tenant data, included in Intelligence, shows all-important lease terms, occupancy status, and expiration timelines.
These insights are especially useful when identifying underperforming assets, buildings with upcoming vacancies, or properties that may need a new leasing strategy. If a tenant is about to roll off, there may be room for a creative offer or repositioning plan.
Smart Prospecting Workflows with Crexi PRO
Crexi PRO is the next level up from our free platform, unlocking enhanced filters, export features, and deeper CRE prospecting capabilities. Think of it as the workflow engine that turns all that Intelligence data into meaningful action for brokers.
Search and Segment by Investment Criteria
With PRO, you can refine property record searches based on filters like cap rate range, loan type, ownership structure, or years owned. Want to find long-held retail properties with expiring leases in growth corridors? You can build that list in minutes.
Layering filters helps you target precisely the types of deals your clients are looking for, or even your next client, without wading through irrelevant results.
Export, Track, and Outreach
Once you’ve built your list, PRO lets you export ownership records and contact data with notes and labels. Use the My Listings dashboard to keep tabs on interactions and revisit past opportunities, so no details slip through the cracks.
Need to follow up in 90 days or send comps after a market shift? Everything’s organized in one place, helping you stay responsive and proactive.
Use Listing History to Anticipate Timing
Properties approaching a 5- or 10-year period since their last trade may be hitting the market soon. Crexi PRO users can access listing patterns to analyze when a property may be ready to come back to market. With this data, you can find motivated commercial property sellers that may be open to an off-market conversation.
By studying behavior over time, you can reach out at just the right moment and make a decision backed by relevant data.
PRO Tip: Combine Pre-Foreclosure Data with Market Comps
Smart prospecting often means layering insights. One powerful combination? Cross-referencing pre-foreclosure status with favorite market comps.
For example, say you’re looking at multifamily properties in pre-foreclosure. Filter for buildings with strong rental history and solid sales comps in the area. Then, use that data to make a confident, compelling pitch to the owner. You’re not just guessing, you’re showing them the numbers.
Crexi’s Tips for Better Prospecting
Want to level up your off-market research? Start by combining smart strategy with centralized data.
Instead of juggling multiple subscriptions or spreadsheets, brokers can use Crexi to access centralized data in one easy-to-use interface. It’s designed to support real workflows, so you can move faster and stay organized.
Once you know how to use Crexi for prospecting, try these tips to further level up your game:
- Use aerial views and foot traffic insights to pre-qualify locations before you reach out
- Focus on second or third gen buildings or properties with repeated listing attempts, as they may be primed for change
- Export owner contact lists and create structured follow-up sequences to stay top-of-mind
- Reference recent pricing comps or market activity in your outreach to make it relevant and timely
Good data supports great outreach. When you combine accurate insights with a thoughtful approach, you’re no longer fishing for leads. Instead, you’re positioning yourself as a knowledgeable partner ready to help owners make their next move.
With comprehensive commercial real estate prospecting tools, Crexi PRO helps brokers turn research into results.
Want to find and close more off-market opportunities? Schedule a demo to see how the right tools can accelerate your outreach.
Prospecting for Off-Market CRE Deals: Tips & Tools for Brokers
Learn
Key Takeaways
- Layer multiple data points - Combine ownership records, sales comps, and pre-foreclosure status to identify the most motivated sellers before reaching out.
- Use listing history as a timing indicator - Properties with frequent relisting attempts or price reductions often signal owner fatigue and openness to off-market negotiations.
- Target lease expiration data strategically - Buildings with upcoming tenant rollovers present repositioning opportunities and owners who may be more receptive to selling.
- Focus on distressed properties for urgency - Pre-foreclosure filters help identify sellers who need to move quickly, giving you leverage in negotiations.
- Lead with data in your outreach - Reference specific market comps and property history in your initial contact to position yourself as a knowledgeable partner rather than just another cold caller.
Off-market commercial real estate deals can offer a major competitive edge. Since these properties aren’t actively marketed, fewer brokers are circling, and buyers have more room to negotiate. It’s a win for both broker-rep deals and for agents building their own inventory of listings.
Off-market prospecting also creates space to build trust with owners, without the pressure of a live listing. This approach is especially important in low-inventory or highly saturated markets. Simply put, if you’re only working with what’s listed, you may already be too late.
That’s why we built powerful prospecting tools directly into Crexi's tools: knowledge is power, and the more you can proactively fill your pipeline with the best (if off-market) deals, the more success you’ll achieve.
Core CRE Prospecting Tools in Crexi Intelligence
Crexi Intelligence gives brokers access to over 60 million property records nationwide. Using layered data tools and filters, brokers can dig deep into key property information to uncover motivated sellers or properties poised to hit the market soon.
Ownership Records + Contact Data
The first step in successful off-market prospecting is knowing who owns the property - and how to contact them. With Crexi Intelligence, you can search nationwide parcel data and export verified contact details. You get in-depth information with which to personalize outreach efforts based on asset type, location, and ownership history.
Sales Comps + Listing History
Understanding a property’s history can offer clues about an owner’s intent. Was it previously listed? Did it fail to sell? Is the price trending up or down?
Crexi’s listing history and sales comps allow you to see past campaigns, price reductions, and time-on-market trends. These data points are gold when identifying owners who may be ready to relist, or those open to selling off-market. It’s also a great way to back up your pitch with real data when making contact.
Pre-Foreclosure Filters + Distressed Assets
Distressed properties can signal urgency and opportunity. Crexi Intelligence makes it simple to filter for properties in pre-foreclosure, narrowing in on motivated sellers before they default or list.
Customize your search by document type, foreclosure stage, or date recorded. Whether you’re working with investors looking for value-add opportunities or clients aiming to move quickly, the pre-foreclosure commercial real estate data filters help you spot deals others miss.
Tenant + Lease Expiration Data
Timing is everything, and leveraging lease expiration data helps you stay ahead. CMBS-reported tenant data, included in Intelligence, shows all-important lease terms, occupancy status, and expiration timelines.
These insights are especially useful when identifying underperforming assets, buildings with upcoming vacancies, or properties that may need a new leasing strategy. If a tenant is about to roll off, there may be room for a creative offer or repositioning plan.
Smart Prospecting Workflows with Crexi PRO
Crexi PRO is the next level up from our free platform, unlocking enhanced filters, export features, and deeper CRE prospecting capabilities. Think of it as the workflow engine that turns all that Intelligence data into meaningful action for brokers.
Search and Segment by Investment Criteria
With PRO, you can refine property record searches based on filters like cap rate range, loan type, ownership structure, or years owned. Want to find long-held retail properties with expiring leases in growth corridors? You can build that list in minutes.
Layering filters helps you target precisely the types of deals your clients are looking for, or even your next client, without wading through irrelevant results.
Export, Track, and Outreach
Once you’ve built your list, PRO lets you export ownership records and contact data with notes and labels. Use the My Listings dashboard to keep tabs on interactions and revisit past opportunities, so no details slip through the cracks.
Need to follow up in 90 days or send comps after a market shift? Everything’s organized in one place, helping you stay responsive and proactive.
Use Listing History to Anticipate Timing
Properties approaching a 5- or 10-year period since their last trade may be hitting the market soon. Crexi PRO users can access listing patterns to analyze when a property may be ready to come back to market. With this data, you can find motivated commercial property sellers that may be open to an off-market conversation.
By studying behavior over time, you can reach out at just the right moment and make a decision backed by relevant data.
PRO Tip: Combine Pre-Foreclosure Data with Market Comps
Smart prospecting often means layering insights. One powerful combination? Cross-referencing pre-foreclosure status with favorite market comps.
For example, say you’re looking at multifamily properties in pre-foreclosure. Filter for buildings with strong rental history and solid sales comps in the area. Then, use that data to make a confident, compelling pitch to the owner. You’re not just guessing, you’re showing them the numbers.
Crexi’s Tips for Better Prospecting
Want to level up your off-market research? Start by combining smart strategy with centralized data.
Instead of juggling multiple subscriptions or spreadsheets, brokers can use Crexi to access centralized data in one easy-to-use interface. It’s designed to support real workflows, so you can move faster and stay organized.
Once you know how to use Crexi for prospecting, try these tips to further level up your game:
- Use aerial views and foot traffic insights to pre-qualify locations before you reach out
- Focus on second or third gen buildings or properties with repeated listing attempts, as they may be primed for change
- Export owner contact lists and create structured follow-up sequences to stay top-of-mind
- Reference recent pricing comps or market activity in your outreach to make it relevant and timely
Good data supports great outreach. When you combine accurate insights with a thoughtful approach, you’re no longer fishing for leads. Instead, you’re positioning yourself as a knowledgeable partner ready to help owners make their next move.
With comprehensive commercial real estate prospecting tools, Crexi PRO helps brokers turn research into results.
Want to find and close more off-market opportunities? Schedule a demo to see how the right tools can accelerate your outreach.