What Are Off-Market Properties?

Off-market properties are properties for sale that aren't publicly advertised on real estate portals like Domain or realestate.com.au. They're also known as:

Silent listings – sold quietly without public marketing
Pre-market – available before public campaign begins
Pocket listings – held in agent's "pocket" for select buyers
Whisper listings – shared through word of mouth
Exclusive listings – offered to limited buyer pool

These properties are sold through private networks, agent relationships, and direct approaches rather than public advertising campaigns.

Why Do Properties Sell Off-Market?

Sellers choose off-market sales for various reasons. Understanding these motivations helps you appreciate why these opportunities exist:

Privacy & Discretion

High-profile sellers, celebrities, or those going through sensitive situations (divorce, financial difficulty) may want to avoid public attention. Neighbours, business associates, or the media won't know the property is for sale.

Testing the Market

Some sellers want to gauge buyer interest and potential price before committing to a full marketing campaign. If results disappoint, they can withdraw without the property appearing "stale" from extended time on market.

Avoiding Disruption

Open homes and inspections disrupt daily life, especially with families or tenants in residence. Off-market sales allow targeted inspections with serious buyers only, minimising intrusion.

Tenant Considerations

Investment properties with tenants can be difficult to present for public inspections. Off-market sales reduce tenant disruption and maintain rental income during the sale process.

Time Pressure

Sellers needing a quick sale may prefer targeting known buyers rather than waiting for a marketing campaign to generate interest. Estate sales, relocations, or financial pressures can create urgency.

Saving Marketing Costs

Public campaigns involve significant costs—professional photography, floorplans, copywriting, portal listings, print advertising. Sellers may prefer to avoid these expenses if a buyer can be found privately.

Targeting Specific Buyers

Some properties suit specific buyer profiles. A development site might be offered to known developers. A unique property might be shared with buyers who've expressed interest in that exact type.

How to Access Off-Market Properties

Off-market properties aren't publicly advertised, so finding them requires different approaches than browsing property portals:

Through a Buyers Agent

This is the most reliable method for accessing off-market opportunities. Buyers agents have:

Established relationships: Years of working with local selling agents who share off-market listings
Active buyer status: Agents know they have qualified, ready-to-purchase clients
Transaction volume: Regular completions keep them top-of-mind when off-market properties arise
Professional reputation: Selling agents prefer working with professionals who can complete deals smoothly
Two-way value: The relationship works both ways, with referrals and cooperation over time

These relationships take years to develop and can't be quickly replicated by individual buyers. This is one of the key values buyers agents provide.

Building Direct Agent Relationships

You can attempt to build relationships with local selling agents yourself:

Register with agents in your target suburbs as a serious buyer
Attend open homes to meet agents and express your interest
Provide clear criteria so agents know what you're looking for
Follow up regularly to stay on their radar
Be responsive when contacted—agents prioritise engaged buyers

Reality check: Individual buyers are typically lower priority than buyers agents with established relationships and proven track records. Agents have limited time and focus on leads most likely to convert.

Direct Approaches (Letter Drops)

Some buyers approach homeowners directly in target streets:

Hand-written letters expressing genuine interest in the area
Door-knocking in target streets (approach respectfully)
Leaving your contact details with neighbours

This approach is time-intensive with low response rates, but occasionally uncovers opportunities from owners who hadn't actively considered selling.

Personal & Professional Networks

Word of mouth can surface opportunities:

Let friends, family, and colleagues know you're looking
Professional networks (accountants, lawyers, financial planners) sometimes know of clients selling
Community groups and social connections

Benefits and Considerations

Potential Benefits

Less competition: Fewer buyers know about the property, reducing bidding pressure
More time: Without auction countdown or campaign deadline, you may have more time to consider
Exclusive access: See properties others don't know exist
Negotiation room: Without competitive tension, there may be more flexibility on price
First-mover advantage: Secure property before it reaches the broader market
Motivated sellers: Off-market sellers often have specific reasons to sell

Important Considerations

Not always cheaper: Off-market doesn't guarantee a bargain—sellers still have price expectations
Limited comparables: Harder to assess fair value without market testing
Seller expectations: Some off-market sellers want premium prices for the "exclusive" opportunity
Due diligence still essential: Same inspections and checks required as any purchase
Time pressure possible: Some off-market deals move quickly with short decision windows
No market validation: You won't know what others would pay

Key point: Off-market is an additional channel for finding properties—not inherently better or worse than on-market. The right property for you might be publicly listed. Consider both.

Due Diligence for Off-Market Purchases

Off-market doesn't mean less diligence. Complete the same checks you would for any property:

Building and pest inspection reports
Strata inspection report (for apartments/townhouses)
Contract review by your solicitor/conveyancer
Comparable sales research for value assessment
Council and planning checks
Flood, bushfire, and contamination risk assessment
Title search and encumbrance review
Zoning verification and development potential

Don't let the "exclusive" nature of an off-market opportunity rush you into skipping proper due diligence. Mistakes on property purchases are expensive.

See our property buyer checklist for comprehensive due diligence guidance.

Assessing Value Without Market Testing

One challenge with off-market is determining fair value without competitive bidding to establish what buyers will pay. Consider:

Comparable sales analysis: Research recent sales of similar properties in the area—size, condition, position, features
Current listings comparison: What are similar properties asking? (Though asking prices aren't sale prices)
Independent valuation: Consider a professional valuation for high-value purchases
Buyers agent assessment: Professional opinion based on market experience
Multiple data sources: Check CoreLogic, Domain, PropTrack for market data

Without market testing, your assessment relies more heavily on comparable sales analysis—exactly what professional buyers agents do regularly.

Why Buyers Agents Have Off-Market Access

Buyers agents aren't magically connected—their off-market access comes from practical business relationships:

Ongoing transactions: Regular purchases build relationships with selling agents who share opportunities
Professional credibility: Agents know buyers agents have qualified buyers ready to act
Smooth dealings: Reputation for completing deals efficiently earns future opportunities
Two-way referrals: Buyers agents may refer clients who need to sell, creating reciprocal relationships
Active presence: Constant activity in the market keeps them top-of-mind when off-market stock arises
Industry networks: Professional connections across agencies and areas

These relationships take years to develop. An individual buyer registering with an agent doesn't have the same standing as a buyers agent who's completed dozens of transactions.

Frequently Asked Questions

Are off-market properties cheaper?

Not necessarily. While there may be less competition, off-market doesn't guarantee a lower price. Sellers still have expectations, and without market testing, values can be subjective. Some sellers actually expect a premium for the "exclusive" opportunity.

How common are off-market sales?

This varies by market, property type, and conditions. There's no reliable data on exact percentages. Prestige markets typically have more off-market activity. The proportion fluctuates with market conditions—in slow markets, more properties go public.

Can I find off-market properties without a buyers agent?

Yes, through direct approaches to agents, letter drops, and personal networks. However, buyers agents typically have far better access through established relationships developed over years of transactions.

Should I only look at off-market properties?

No. Consider both on-market and off-market opportunities. The best property for you may well be publicly listed. Off-market is an additional channel, not a replacement for on-market searching.

What's the catch with off-market properties?

There isn't necessarily a "catch," but be aware: off-market doesn't mean discounted. Sellers have reasons for off-market that serve their interests—privacy, speed, convenience. The property still needs thorough due diligence like any purchase.

How quickly do off-market properties sell?

It varies. Some move quickly if the seller is motivated. Others may be "off-market" for extended periods while the seller tests the water. Don't assume you need to rush—but be prepared to act if it's right for you.

Want Access to Off-Market Properties?

Iconic Assets is a licensed NSW buyers agent with established relationships across Sydney. We provide access to off-market opportunities you won't find on public portals. Contact us to discuss your property search.

Get in Touch

Disclaimer: This page provides general information about off-market properties only. It is not financial, legal, or investment advice. Property values can rise and fall. Off-market does not guarantee better value or outcomes. Always conduct thorough due diligence and seek independent professional advice for your specific situation.

How to Find Off Market Properties