Over the 100+ property deals I’ve completed across three decades, the single hardest challenge has always been the same: sourcing the right deals consistently.
My business model has long focused on buying, refurbishing, and selling for profit, creating value through smart improvements rather than relying on luck or market inflation. Back in the 1990s, this was easier. Property prices were rising steadily, and by the time you finished a project, the market had often handed you extra margin for free.
That safety net no longer exists.
Today’s market demands discipline. Prices aren’t climbing like they used to, build and labor costs have surged since Covid, and profit now comes from manufacturing equity, not waiting for appreciation.
In simple terms, I see property buyers as falling into two camps:
- Trade buyers, who create value through refurbishment, reconfiguration, or development
- Retail buyers, who pay full market value and rely on rent growth or price rises to make money
My edge has always been staying firmly in the trade buyer category. But none of that works without one thing: consistent deal flow. Below are the sourcing strategies that still work today, if you’re willing to put in the effort.
Direct-to-Vendor: The Hardest, Most Powerful Channel
Direct-to-vendor (D2V) is talked about endlessly, but very few people execute it properly. My best D2V deals didn’t come from mass leaflet drops; they came from walking the streets, learning my patch, and spotting opportunity in plain sight. Empty homes. Neglected properties. Buildings with clear value-add potential. My process is simple but relentless:
- Walk local streets regularly
- Log target properties into a spreadsheet on my phone
- Use tools like Property Data or Property Filter to identify owners
- Send registered, signed-for letters
- Follow up, aggressively, when there’s no reply
And when there’s still no response? I go into detective mode:
- 192.com
- Companies House
- Facebook and social platforms
- Local neighbour door-knocking (often the best intelligence source)
- Tracing agencies like Vilcol.com
It’s slow. It takes patience. But it works if you stay consistent.
Estate Agents: Relationships Beat Discounts
Estate agents remain a strong sourcing channel, but only if you treat them like partners, not gatekeepers. The fastest way to build trust? Give them your lettings business. Once you’re a client, you’re no longer just another buyer enquiry, you’re someone worth prioritising. What helps:
- A professional online presence
- Being visible at local networking events
- Supporting agents on social media
- Focusing on agents who handle commercial or mixed-use stock, where price per square metre is often cheaper
- Understanding that commercial properties often offer easier Permitted Development routes
And yes, sometimes buying the office cakes and chocolates actually helps. Small gestures build goodwill. Most investors never bother.
Rightmove & Online Tools: Use Them Like a Pro
Most people barely scratch the surface of what Rightmove can do. You can search inside listing descriptions using keywords such as:
- “development opportunity”
- “in need of modernisation”
- “in need of”
Set up alerts so you’re notified the moment listings go live, and aim for first-mover advantage. Agents often reward the buyer who shows early, serious interest. Rightmove also allows alerts for auction listings, which is invaluable if you want early access before competition builds.
Auctions: Speed + Due Diligence = Edge
I’ve bought and sold at auction, and the biggest lesson is simple: Start due diligence immediately. When a property hits the market:
- I visit it right away
- I try to secure early access, even unofficially
- I download and print the entire legal pack
- I highlight anything unclear
- I review risks with my solicitor before pressure builds
The most critical tip? Identify what’s missing from the legal pack. Auction properties often lack a Buyer’s Information Form, and missing documents can hide expensive problems. Early preparation prevents rushed, emotional decisions.
Networking: Old-School Still Wins
Despite LinkedIn, email, and online sourcing platforms, face-to-face networking still outperforms. I treat networking as a long-term pipeline:
- Attend consistently
- Exchange business cards
- Add contacts on LinkedIn during conversations
- Message people the same night so I remember them
- Follow up the next day
And I keep my pitch simple and repeatable: “I’m buying old pubs or offices suitable for residential conversion.” People forget. Repetition makes you memorable. The goal is to stay top-of-mind when a deal appears.
The Reality of Today’s Market
Deals still exist, but they’re no longer obvious or easy. Margins are tighter. Competition is smarter. Costs are higher. Which means success now depends on:
- Lead generation volume
- Speed of action
- Deep local knowledge
- Relentless consistency
- Willingness to do what most people won’t
The investors who win today aren’t luckier. They’re simply more systematic, disciplined, and persistent.
Over the 100+ property deals I’ve completed across three decades, the single hardest challenge has always been the same: sourcing the right deals consistently.
My business model has long focused on buying, refurbishing, and selling for profit, creating value through smart improvements rather than relying on luck or market inflation. Back in the 1990s, this was easier. Property prices were rising steadily, and by the time you finished a project, the market had often handed you extra margin for free.
That safety net no longer exists.
Today’s market demands discipline. Prices aren’t climbing like they used to, build and labor costs have surged since Covid, and profit now comes from manufacturing equity, not waiting for appreciation.
In simple terms, I see property buyers as falling into two camps:
- Trade buyers, who create value through refurbishment, reconfiguration, or development
- Retail buyers, who pay full market value and rely on rent growth or price rises to make money
My edge has always been staying firmly in the trade buyer category. But none of that works without one thing: consistent deal flow. Below are the sourcing strategies that still work today, if you’re willing to put in the effort.
Direct-to-Vendor: The Hardest, Most Powerful Channel
Direct-to-vendor (D2V) is talked about endlessly, but very few people execute it properly. My best D2V deals didn’t come from mass leaflet drops; they came from walking the streets, learning my patch, and spotting opportunity in plain sight. Empty homes. Neglected properties. Buildings with clear value-add potential. My process is simple but relentless:
- Walk local streets regularly
- Log target properties into a spreadsheet on my phone
- Use tools like Property Data or Property Filter to identify owners
- Send registered, signed-for letters
- Follow up, aggressively, when there’s no reply
And when there’s still no response? I go into detective mode:
- 192.com
- Companies House
- Facebook and social platforms
- Local neighbour door-knocking (often the best intelligence source)
- Tracing agencies like Vilcol.com
It’s slow. It takes patience. But it works if you stay consistent.
Estate Agents: Relationships Beat Discounts
Estate agents remain a strong sourcing channel, but only if you treat them like partners, not gatekeepers. The fastest way to build trust? Give them your lettings business. Once you’re a client, you’re no longer just another buyer enquiry, you’re someone worth prioritising. What helps:
- A professional online presence
- Being visible at local networking events
- Supporting agents on social media
- Focusing on agents who handle commercial or mixed-use stock, where price per square metre is often cheaper
- Understanding that commercial properties often offer easier Permitted Development routes
And yes, sometimes buying the office cakes and chocolates actually helps. Small gestures build goodwill. Most investors never bother.
Rightmove & Online Tools: Use Them Like a Pro
Most people barely scratch the surface of what Rightmove can do. You can search inside listing descriptions using keywords such as:
- “development opportunity”
- “in need of modernisation”
- “in need of”
Set up alerts so you’re notified the moment listings go live, and aim for first-mover advantage. Agents often reward the buyer who shows early, serious interest. Rightmove also allows alerts for auction listings, which is invaluable if you want early access before competition builds.
Auctions: Speed + Due Diligence = Edge
I’ve bought and sold at auction, and the biggest lesson is simple: Start due diligence immediately. When a property hits the market:
- I visit it right away
- I try to secure early access, even unofficially
- I download and print the entire legal pack
- I highlight anything unclear
- I review risks with my solicitor before pressure builds
The most critical tip? Identify what’s missing from the legal pack. Auction properties often lack a Buyer’s Information Form, and missing documents can hide expensive problems. Early preparation prevents rushed, emotional decisions.
Networking: Old-School Still Wins
Despite LinkedIn, email, and online sourcing platforms, face-to-face networking still outperforms. I treat networking as a long-term pipeline:
- Attend consistently
- Exchange business cards
- Add contacts on LinkedIn during conversations
- Message people the same night so I remember them
- Follow up the next day
And I keep my pitch simple and repeatable: “I’m buying old pubs or offices suitable for residential conversion.” People forget. Repetition makes you memorable. The goal is to stay top-of-mind when a deal appears.
The Reality of Today’s Market
Deals still exist, but they’re no longer obvious or easy. Margins are tighter. Competition is smarter. Costs are higher. Which means success now depends on:
- Lead generation volume
- Speed of action
- Deep local knowledge
- Relentless consistency
- Willingness to do what most people won’t
The investors who win today aren’t luckier. They’re simply more systematic, disciplined, and persistent.
