Helping Clients Navigate the Hidden Market
What to Say Now about Off-MLS Listings
The real estate market is always evolving, but one shift we’re seeing more of right now? Listings that never hit the MLS.
Pocket listings, private sales, and off-market properties aren’t new, but they’re becoming a bigger part of the conversation again. For agents, that creates both a challenge and a big opportunity. Because when homes aren't listed publicly, buyers can’t scroll their way into a solution– and sellers need a trusted expert more than ever.
In other words: this is your moment to stand out.
Why Off-Market Listings Are On the Rise
There are a few reasons properties may sell off the MLS:
In slower markets, this happens to avoid too much “days on market” exposure. In hot markets, it happens to keep things quiet and clean.
Whatever the reason, the result is the same: buyers and sellers can miss out if they don’t have someone who knows what’s really going on behind the scenes.
What This Means for You (and Your Clients)
Your clients might not realize that off-market deals are even an option. Or they might assume these opportunities are only available to a select few.
That’s where you come in.
When you let them know that there’s more inventory out there than what’s online (and that you’ve got the connections to find it) you become the person they trust with their goals. It’s not about pressure or predictions. It’s about helping them get prepared and positioned to act when the right opportunity shows up.
This works just as well with sellers. If you’ve got homeowners who are curious about testing the waters without committing to a full listing process, an off-market strategy can help them ease into that conversation. And you can be the one to guide them through it.
How to Start the Conversation
Not sure how to bring this up? That’s why we built this week’s What To Say Now message. Here’s a version you can copy and paste into a text or email:
“Hey {{c.first_name}}, I’ve been seeing more and more homes sell off-market lately– before they’re even listed online. I thought of you because these kinds of opportunities are easy to miss unless you’re in the loop. Have you been thinking about making a move this year? I’d be happy to keep an eye out for the right fit or share what I’m seeing when we catch up!”
Simple, right? You’re not selling, you’re not pushing– you’re just helping them see something they might’ve missed, and reminding them that they don’t need to navigate it alone.
A Little Extra Effort Goes a Long Way
It’s non-pushy and lets your clients know that you're available to help them navigate their options when they’re ready. Whether they’re ready to take action right now or just starting to think about the future, you’re giving them the space to talk to you when it makes sense for them.
Moving Forward with Confidence
When inventory is tight or clients are feeling overwhelmed by the market, being proactive and staying informed is what sets great agents apart. And the best part? You don’t need to have all the answers. You just need to start the conversation.
That’s where trust begins, and it’s how business gets done.
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