Dec 28, 2025 Deal SourcingAcquisitions

The "Pocket" Listing:
Why Deals Don't Hit LoopNet

Real estate is not a transparent market. The best deals are traded in private phone calls, not on public websites. Here is the psychology of the "Pocket Deal."

If you are looking for deals on LoopNet, you are looking at the leftovers.

A "Pocket Listing" is a deal that a broker keeps in their pocket. They don't blast it to their email list. They don't post it online. They call 3 people.

Why?

The Broker's Incentive

Brokers are not motivated by "Highest Price." They are motivated by Highest Probability of Closing with Lowest Effort.

Option A (Public):List it for $2.2M. Deal with 50 tire-kickers. Do 20 tours. Deal falls apart in Due Diligence. Reputation damage with seller.

Option B (Spearhead):Call Michael. He offers $2.0M. He signs the PSA in 48 hours. He doesn't re-trade. He closes in 30 days.

The broker will take Option B every time. The $10k difference in compensation isn't worth the risk of Option A.

Our "Certainty" Premium

We have built a reputation in the Upstate broker community: Spearhead Closes.

We don't submit LOIs we can't fund. We don't use diligence as a fishing expedition to lower the price. Because of this, brokers bring us the "messy" deals—the probate sales, the partnership disputes, the "must-sell-by-year-end" assets.

We trade Speed and Certainty for Price. That is how we buy off-market.

Michael Holt

Principal

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