If you’ve ever looked at a multifamily deal breakdown and wondered, “Where are people finding these 15%–20% cash-on-cash returns?” — you’re not alone. Apartment investor and educator Anthony Chara hears this question constantly.
Most new investors start by scrolling listings online and come to the conclusion that:
“There are no great deals out there.”
But here’s the truth:
The best apartment deals aren't found — they're brought to you.
And they’re brought to investors who know how to build the right relationships. By the way, learning how to build these relationships are a big part of Anthony Chara’s 4 Day Apartment Investing Bootcamp.
Heres’s a few things we learned about this from Anthony:
Start With the Same Sources Everyone Else Uses
Yes — you should still look at the mainstream platforms:
LoopNet.com
Marcus & Millichap
CBRE
Sperry Van Ness
Local commercial broker websites
Business section of the local newspaper
Even the Wall Street Journal
These listings give you:
A feel for pricing
What different classes of property look like
Who the active brokers are
But that’s just market observation — not deal flow.
Where Great Deals Really Come From
Once you’ve chosen a market (based on job growth, stability, or simply where you’d like to spend time), your next move is to build relationships with:
Commercial Brokers
Apartment Property Managers
Commercial Lenders
Commercial Appraisers
These professionals know who is about to sell often before the property is listed.
This is how investors get access to “pocket listings.”
The deal never goes public — because the seller prefers a smooth, quiet sale.
Pro Tip: Look for Brokers With the CCIM Designation
CCIM = Certified Commercial Investment Member
This credential signals the broker has:
Closed multiple commercial transactions
Completed advanced investment analysis training
Passed a rigorous final exam
Only ~6% of commercial brokers are CCIMs.
These are the brokers who understand numbers — not just square footage and signage.
👉 Search for CCIMs here: https://www.ccim.com
How to Become a “Pocket Client”
Anthony recommends the “value-first investor” approach:
Call several brokers
(3–6 is ideal)Ask smart questions about:
Market shifts
Recent sales
What product types are trading
Clearly explain your criteria:
Units
Class (A/B/C)
Target cap range
Market boundaries
Terms (i.e. seller financing interest)
Follow up every 1–2 weeks
Show appreciation (yes — gift cards, wine, game tickets go a long way)
This moves you from being “just another buyer” to being the first person they call.
Why Relationships Double Your Returns
When brokers know, like, and trust you, you get:
Deal access before the public sees it
Seller financing opportunities explained clearly
Honest feedback about whether a property is workable
Support walking the seller into a creative deal structure
That can turn:
a 10% Cash-on-Cash Return
→ into a 20% Cash-on-Cash Return
Just because a broker was willing to go to bat for you.
Want to Learn How to Analyze These Deals Confidently?
Because relationships open the door…
but deal analysis gets you invited into the room.
Upcoming Live Online Master Class
How to Evaluate Apartment Investments
with national apartment investor Anthony Chara
📅 Saturday, November 8
🕗 8 AM – 3 PM Central (Live on Zoom)
🎥 Replay Included
🧮 Deal Analysis Software Included
📂 Bring Your Own Deal to Review
➡️ Register at: https://www.MAREI.org/Calendar
Not a member yet?
Join for as little as $25/month at https://www.MAREI.org/Membership
Anthony Chara
MAREI's Go to Resource for learning how to invest in apartment buildings.
