This Is the Secret Sauce to Scoring Your Dream Home Before It Hits the Market

When my husband and I were planning to move from New York to California, I spent most of my free time (and phone data) scouring Zillow. Messaging owners and agents directly and sharing our story ultimately led to us closing on a condo that was originally listed for rent. On a national scale, the current status of the housing market has forced a lot of people—buyers and real estate professionals alike—to get more creative.

Lindsey Harn, a residential real estate agent and owner of the Lindsey Harn Group in San Luis Obispo, California, shared her insights about this conundrum. If there’s low inventory, for instance, she’ll often strategize with clients by seeking out properties that aren’t yet on the market.

Below, Harn’s advice for people who want to be proactive while scouting out their dream home.

The Good Brigade/Getty Images

1. Be an Active Participant in the Process

“I’ll sit down with the clients to get a really clear understanding of their budget and then which of their favorite neighborhoods and streets are actually going to meet their house profile, their budget profile, and then those lifestyle amenities—whether that’s a specific school district, being able to bike or walk somewhere—to figure out the non-negotiables,” Harn says. 

Doing your research and hiring the best professionals will inevitably contribute to your success, too, according to Harn. This involves aligning yourself with a well-connected agent who can understand your goals and priorities. Plus, you have a homework assignment: Investigate the neighborhoods you really love.

“I always say, 50 percent of the time a buyer will know the second they drive past the house,” Harn says. “Make sure you drive around and really explore the neighborhoods you are considering multiple times during the day. Where will you go to the grocery store? Where will your kids attend school? How does the neighborhood feel?”

2. Build Your Home-Buying Formula

Harn says her team uses artificial intelligence (AI) to sort through large data sets to narrow down the best matches for buyers. If they want to live in a specific neighborhood but can’t afford it, she’ll also suggest similar, lower-cost areas to explore. 

“With our extensive network of agents, we are constantly putting feelers out to see if there is something in a pocket listing status that would work for one of our buyers,” Harn says. “We can also target specific neighborhoods or homes, to help our clients find what they are looking for.”

skynesher/Getty Images

3. Make Your Move ASAP

Well-connected agents will also have access to information about properties that haven’t yet hit the Multiple Listing Service (MLS). Harn says her team is alerted to properties that will eventually go on the market, but will likely need painting, flooring, landscaping, and reports and inspections before it goes live to the public. During this time, she will share details with her clients looking to buy, so they can start the preparation process.

“If you can have a heads up, it gives you time to get your finances in order, get organized, get prepared, and so having early access can make a big difference,” she says.

4. Share Your Story

When you’re working with an agent, make sure they know who you are and your backstory. Harn typically advises buyers to partner with an agent to draft a letter to homeowners, and having a detailed conversation can help create a greater sense of urgency. Over the years, Harn says she’s worked with agents across the country to fine-tune her template and strategy, which includes humanizing her pitch to potential sellers. 

“Usually, I’ll give them a little bit of backstory and say, ‘This is not a solicitation,’ because everybody gets hounded with solicitation letters,” Harn says. “I’ll sometimes use [prospective buyers’] first or last names, why they’re sending the letter, and then what makes this specific block or two so appealing to them.”

5. Be as Flexible as Possible

“If there’s some amount of flexibility, that’s always helpful,” Harn says. “You have to think, if someone’s just sitting at home and gets a letter, moving is pretty overwhelming. So, you want to try and make it as easy on the person as possible.”