DealGround CEO Says Off-Market Commercial Real Estate Deals Require Targeted Approach, Not Cold Calling

Commercial real estate brokers seeking off-market deals often resort to cold calling every owner in a zip code, but according to Dan Mosher, co-founder and CEO of DealGround, that approach is both inefficient and off-putting to property owners. With approximately 160 million properties in the United States and only a small fraction currently listed, almost every property is technically off-market. Mosher argues that this scale makes the "carpet bombing" approach—dialing every owner—a mistake. "That becomes off-putting to an owner, that it creates a low probability of success," he said.

Instead, Mosher advocates for a "sniper-like approach" that targets a specific set of properties based on a buyer's criteria and provides owners with relevant information. "You have a buyer, or you are a buyer, that's got a certain philosophy and a buy box, and that property fits within that philosophy. That is not cold outreach. That's more of a warm lead," Mosher explained. This method involves creating filters and search parameters tailored to a buyer's needs, allowing brokers to reach out with compelling stories rather than generic pitches.

DealGround, an AI-powered commercial real estate intelligence platform, helps brokers make this shift by transforming fragmented property, tenant, ownership, and market data into actionable deal intelligence. The platform serves the top 15 CRE brokerage firms nationwide and aims to help brokers generate qualified leads and close deals faster. Brokers interested in learning more about this targeted sourcing process can visit DealGround's how it works page.

The implications for the commercial real estate industry are significant. As brokers adopt more targeted approaches, they may see higher conversion rates and stronger relationships with property owners. This shift could lead to more efficient markets, where deals are matched with the right buyers more quickly, benefiting both buyers and sellers. For Texas, a state with a robust commercial real estate market, this could mean faster transactions and more strategic development, contributing to economic growth.

Mosher's advice to brokers still relying on volume calling is clear: more calls do not necessarily mean more deals. A smaller, better-informed list usually beats a longer, generic one. By leveraging data and technology, brokers can focus their efforts on properties and owners most likely to be receptive, turning cold outreach into warm leads. This approach not only saves time but also builds trust and credibility, ultimately leading to more successful outcomes.

As the commercial real estate landscape evolves, tools like DealGround are positioning brokers to work smarter, not harder. For an industry where relationships and local knowledge are paramount, the integration of AI and data analytics represents a natural progression toward more efficient and effective deal-making. Brokers who embrace this targeted strategy may find themselves ahead of the curve, closing deals that others miss.