How to Find Real Estate Deals in Any Market – Expert Tips from Soli Cayetano

If you’re struggling to find profitable real estate deals in today’s market, you’re not alone. Whether you’re brand new or scaling your portfolio, tight inventory and rising interest rates can make it feel impossible to figure out how to find real estate deals that actually make sense. But according to seasoned investor Soli Cayetano—founder of Lattes & Leases and owner of over 45 units in four years—the key isn’t about waiting for the market to improve. It’s about building a system that finds deals no matter what the market is doing.

Here’s a breakdown of Soli’s most powerful strategies she shared in her most recent exclusive webinar for our members on how to find and analyze great investment deals anywhere in the country.

Build a Bigger Deal Funnel

“You could be an expert at deal analysis—but if you don’t have any deals to analyze, it doesn’t matter.” — Soli Cayetano

Most investors struggle to find deals because they’re relying on one or two sources—like Zillow or a single agent. Soli compares this to fishing with one rod in a giant pond. The key? Cast more lines.

Sources to include in your funnel:

• Listing sites like Zillow, Redfin, and Realtor.com

• Multiple real estate agents

• Local wholesalers

• Direct-to-seller outreach (e.g., driving for dollars, Facebook groups)

• Investor referrals

👉 Pro Tip: Soli closed 14 deals last year through 4 wholesalers and 5 agents. That’s 9 people actively finding deals for her. If you’re only leaning on one, it’s time to scale up.

Use Strategic Filters to Learn How to Find Real Estate Deals Others Miss

Forget endlessly scrolling. Soli shared two simple—but powerful—filters to find on-market deals others ignore:

• Redfin “Time on Market” filter: Target listings that have been sitting longer than the market average. These sellers are often more motivated and open to lower offers.

• Realtor.com “Price Reduction” filter: Look for properties that have dropped in price. Multiple reductions often signal desperation—and opportunity.

Combine these with aggressive (but respectful) offers. “I’ve seen people get 40–50% off list price just because they were brave enough to ask,” Soli says.

Create a Precise “Buy Box” to Save Time and Money

A “good deal” is subjective unless you define what it means for you. That’s where your Buy Box comes in.

Your Buy Box should answer:

• Strategy (long-term, midterm, short-term rental, flip, etc.)

• Property type (SFR, duplex, multifamily, etc.)

• Market & zip codes

• Neighborhood class (A–D)

• Price range

• Renovation level

• Desired cash flow and cash-on-cash return

Once you know your Buy Box, you can quickly eliminate deals that don’t fit—and avoid wasting time (or overanalyzing bad fits).

👉 Pro Tip: Use the Backflip app to help you instantly filter through and analyze deals based on your Buy Box. You can even connect your email to the app using our My Leads tool to keep track of all leads that come through to your email, and we’ll highlight the ones that are great deals.

Master the Math of Deal Analysis

If the numbers don’t work, the deal doesn’t work. But Soli emphasizes it’s not just about rent minus mortgage.

Your true net cash flow should account for:

• Property management

• Maintenance and repairs

• CapEx reserves (roof, HVAC, etc.)

• Vacancy

• Snow removal, landscaping, utilities

• Property taxes (reassessed post-purchase!)

Soli also recommends setting return benchmarks:

• Cash-on-cash return: Aim for 10%+ for long-term rentals

• Monthly net cash flow: At least $100–300/month

If a deal doesn’t hit your target, don’t fudge the numbers. “Hope is not a strategy,” Soli warns. “You’re building a business, not playing what-if games.”

Don’t Just Analyze—Submit Offers

The biggest trap new investors fall into? Overanalyzing and never pulling the trigger. Soli challenges investors to stop tracking analyzed deals and start tracking offers submitted.

Her formula: Analyze 100 deals → Submit 10 offers → Close 1

It’s a numbers game. But if you know your Buy Box and have done your homework, there’s no reason to be afraid of submitting low (but justified) offers.

Final Takeaway: The Fortune is in the Follow-Up

One of Soli’s most underrated strategies for how to find real estate deals that others overlook? Following up. If your first offer is rejected, set a reminder to follow up every 2 weeks. “I’ve had sellers say no three times—then take my offer a month later.”

Persistence, clarity, and confidence are what separate thriving investors from those who stay stuck on the sidelines.

Ready to Start? Here’s Your Next Move:

• Define your Buy Box

• Add at least 3 new deal sources to your funnel

• Use Redfin and Realtor.com filters today

• Analyze 10 deals this week

• Submit at least 1 offer—yes, even a low one!

This blog post is based off of our webinar with Soli. If you’re interested in attending a Backflip webinar, check out our lineup here.

About Soli Cayetano

Soli is a real estate investor located in the Bay Area, CA with a portfolio of properties in Ohio, Georgia, and Palm Springs, CA. In her first 4 years of investing she’s built a $13M portfolio including 45 long term and mid term rentals, 64 unit multifamily syndication, and a 13 room boutique hotel. In 2023, she founded HelloRentals which has helped hundreds of investors learn how to build cash flow in more affordable markets across the country.