When Marc Rousso and his partner Jay Mezistrano were building what would become an $85 million-per-year homebuilding business JayMarch Homes, they learned a lesson some developers overlook: the best deals often aren’t on the market.
In fact, 100% of the properties JayMarc Homes acquires are off-market. This strategy is driven by thousands of hours of research, relationship-building, and hyperlocal knowledge. It has been one of the most critical factors in the company’s explosive and sustainable growth.
Here’s why off-market deals matter, how they work, and how you can use this strategy to scale your own real estate empire.
Where It All Started 💡
Marc and Jay were in their early 20s when they took their first leap into real estate. At the time, Jay was running his family’s furniture store while Marc worked as a real estate agent. After selling their side hustle, a DJ business, for just $15,000, they pooled the proceeds and began buying and remodeling homes on the side. By age 30, they had built a portfolio of about 30 rental properties.
One of those properties came with a bit of extra land, which led them into land development. That house-plus-lot deal became a turning point. They quickly shifted their focus from rental properties to larger development projects, eventually working on sites with 50 lots or more. What started as a side hustle had grown into a full-fledged real estate business.
To finance those early projects, they relied on hard money loans which had higher interest rates, but gave them the capital and opportunity they needed to gain real-world experience. After three years of consistent performance, they were able to qualify for traditional bank financing, which allowed them to scale more sustainably and profitably.
But just as momentum was building, the recession hit—and it hit hard. Marc and Jay lost nearly everything. They were forced to liquidate their assets and still found themselves $2.5 million in debt. Rather than file for bankruptcy, they made a commitment to repay every dollar, which they did in just seven years. That experience reshaped Marc’s view on business, money, and success. It taught him the value of long-term thinking, humility, and building a company with a strong foundation, rather than chasing growth for growth’s sake.
It was the lowest point that laid the groundwork for their biggest breakthrough. From there, they rebuilt with greater clarity and discipline—eventually scaling their homebuilding company, JayMarc Homes, into an $85 million operation rooted in integrity, strategy, and purpose.
Why Off-Market Deals Matter 🏚️
“When you buy on-market, you lose control... You don’t control the price. You don’t control the terms. And if you’re in the business of building homes at scale, you can’t afford that uncertainty.”
Off-market deals, on the other hand, offer builders a strategic advantage. They allow you to:
- Negotiate directly with the property owner
- Set terms and timelines that align with your project needs
- Avoid inflated prices driven by bidding wars
- Build relationships that can lead to future opportunities
Marc puts it simply:
"Off-market deals are about more than just saving money. They’re about building relationships, understanding your market, and running a smart, intentional business."
Having control over the structure of a deal also unlocks key benefits:
- Flexible closing timelines that allow time for financing, permitting, or design
- The potential for seller financing when trust is established
- Exclusive access, without competition from retail buyers with unrealistic offers
- For developers who want to scale efficiently and sustainably, off-market acquisitions aren’t just helpful, they’re essential.
How to Source Off-Market Deals 🔍
Marc and Jay didn’t stumble into off-market deals. They built a repeatable system over time. Here’s a simplified version of their approach that you can use:
Get Hyperlocal
Pick a target city or neighborhood and commit to learning it inside and out—every street, every zoning nuance, every recent sale.
Drive & Document
Start driving neighborhoods and taking note of properties that fit your criteria (teardowns, under-maintained homes, rental units, etc.). Document everything in a spreadsheet or CRM.
Build Relationships
Reach out personally—whether by mail, phone, or knocking on the door. Don’t push for a sale; just introduce yourself and express interest if they ever consider selling.
Follow Up, For Years
Keep in touch. Deals often take time, and persistence builds trust.
Be Ready When the Time Comes
Have a financing plan, design concept, and closing strategy ready so you can act quickly when a property becomes available.
Check out our guide to finding the best off-market real estate deals…
How To Choose The Right Off-Market Property ✅
Not all off-market properties are created equal. The key to a successful acquisition is selecting properties that align with your investment goals, offer upside potential, and minimize avoidable risks. Here’s what to look for when evaluating an off-market opportunity:
1. Look Beyond Curb Appeal
Just because a property has great curb appeal doesn’t mean it’s a sound investment. While an attractive exterior can catch your eye, it’s crucial to look deeper. Always conduct a thorough inspection, including assessments of the structure, roof condition, foundation integrity, electrical systems, and plumbing. If possible, bring in trusted inspectors early in your due diligence to avoid costly surprises down the road.
2. Analyze Market Value and ROI Potential
Determine the property’s fair market value by comparing it to recent sales of similar homes in the area. Factor in renovation costs, holding expenses, and your target profit margin to calculate whether the numbers work. This step is especially important in hot markets, where sellers may still expect a premium even off-market.
3. Understand the Seller’s Motivation
Knowing why a seller is choosing to transact off-market can give you a powerful edge in negotiations. Are they going through a life change like divorce, relocation, or financial distress? Or do they simply want to avoid the hassle of listing publicly? Understanding the “why” can help you tailor your offer and create win-win solutions that appeal to the seller’s priorities.
4. Evaluate Location with a Long-Term Lens
Off-market deals are often in desirable, established neighborhoods—especially in infill markets like where JayMarc Homes operates. Look for locations near schools, transit, and job centers. Be aware of zoning rules, future development plans, and long-term neighborhood trends that may impact value.
5. Assess Timeline and Flexibility
Some off-market sellers are in no rush, while others need to close quickly. Make sure the property’s timeline works for your financing and project plans. One of the biggest advantages of off-market deals is the ability to set terms that benefit both parties—use that to your advantage.
About JayMarc Homes
JayMarc Homes is a luxury homebuilding company based in the Seattle metro area, specializing in new construction on infill lots in some of the region’s most desirable neighborhoods. Founded by longtime business partners Marc Rousso and Jay Mezistrano, the company was built on a shared vision of high-quality craftsmanship, thoughtful design, and intentional growth.
What started as a small side hustle—buying and remodeling homes with a $15,000 investment—has grown into a powerhouse business generating over $85 million in annual revenue. JayMarc operates two main divisions: one focused on speculative homes for sale and the other dedicated to custom builds for families who already own land.
Their approach to real estate is defined by strategic off-market acquisitions, a disciplined business model, and an unwavering commitment to customer experience. From design to delivery, JayMarc homes are built to offer not just a place to live, but a place to belong.
With a strong internal culture, award-winning design, and a reputation for integrity, JayMarc has become one of the most respected homebuilders in the Pacific Northwest—and a case study in how to scale with purpose.
