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Selling home with discretion: let’s discover the off-market real estate segment
The real estate market is dense with sales methodologies, applicable according to the type of object and the needs of owners and buyers.
Agencies fulfill the role of mediation in the buying phase, identifying objects for sale, positioning them on the market and sponsoring them to locate concrete interested parties in the property.
With this in mind, advertising channels, mainly the real estate portals, play an essential role in fueling the process and streamlining the time to close the deal.
Through an engaging and curated presentation of its portfolio, the agency has the potential to generate many leads. The buyer, for his part, has a huge choice on which to base his search for his dream home, thanks to the highly competitive nature of the industry.
But what happens when the property owner wishes to sell without making his intent public?
Selling off market
The off-market sector is addressed to owners eager to complete a sale while maintaining strict confidentiality.
The property is not published on any search portal or official agency channel, and no marketing strategy will be implemented to promote it.
This method of sale assumes a total commitment on the part of the agency to protecting the owner’s privacy as well as his or her financial interests.
The entire process leading to the sale is therefore left to the skills of the agents, who will have to move their network of contacts to identify the ideal buyer.
In this regard, it is essential to rely on a company that specializes in the off market and has a constantly updated CRM full of potential buyers.
A well-maintained database allows to be able to propose items perfectly in line with the buyer’s needs, avoiding wasted time and unnecessary visits.
Strengths of the off market
Those who decide to sell an item off market enjoy several benefits.
First, the process will ensure total privacy protection, as no sensitive data about the property will be made public.
Being off market, the property will be offered exclusively to clients carefully selected by the agency. With this in mind, a meticulous profiling plays a crucial role. This system makes it possible to avoid visits with buyers with little interest in the object and, consequently, wasted time.
It will also be easier to maintain the sale price, as the property will be offered to an elite with strong potential and buying interest.
When the negotiation involves high-luxury properties, from 10 million and up, the same buyers turn to the off market. The confidentiality and exclusivity offered by this sector are not found in other forms of buying and selling, which is why those wishing to purchase absolute value properties often explicitly ask that they belong in this class. This allows for total confidentiality and non-public tracking of the negotiation and location of the property.
Finally, throughout the entire process, the owner will have only one interlocutor, namely the real estate agency. There will be no additional middlemen, other agencies soliciting the mandate, contacts from unserious buyers, sellers of advertising space, or signalers looking for a deal.
The off market segment caters to a clientele that wishes to maintain a low public profile but make a profitable sale, without intermediaries, avoiding overly downward negotiations on the final price.
The off market represents an important slice of the market, but this does not exclude or debase classic forms of negotiations.
Having an up-to-date, multichannel marketing plan helps a great deal in the daily work of an agency. The choice of the sales method depends on the value of the property and the needs of the client.
The off market is therefore an additional service that can be offered, provided you have a strong back office that allows you to locate buyers by making the most of your network of acquaintances and the company database.
