{"id":21909,"date":"2018-07-30T01:00:57","date_gmt":"2018-07-29T15:00:57","guid":{"rendered":"https:\/\/realestatetalk.com.au\/?p=21909"},"modified":"2018-07-30T01:00:57","modified_gmt":"2018-07-29T15:00:57","slug":"the-difference-between-off-market-and-pre-market-property-cate-bakos","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/the-difference-between-off-market-and-pre-market-property-cate-bakos\/","title":{"rendered":"The difference between \u2018off market\u2019 and pre-market property \u2013 Cate Bakos"},"content":{"rendered":"

One agent says she is sick and tired of having to answer for agents who pitch \u2018off market\u2019 properties with a misleading \u2018price quote\u2019 and a set sale date. Cate Bakos<\/strong> says she has to spend a lot of time educating buyers about the difference between a genuine off market, and a pre-market property offering<\/p>\n

Transcript:<\/strong><\/p>\n

Kevin:\u00a0\u00a0<\/strong>We\u2019ve spoken in the past about off-market opportunities. It sounds really interesting, and it probably is in genuine cases where you can achieve getting to someone before an agent does, looking at securing a private sale, or even someone who doesn\u2019t want to market a property.<\/p>\n

So, what is an off-market opportunity? One buyer\u2019s agent, Cate Bakos \u2013 who will be my guest \u2013 talks in this interview about the difference between a genuine off-market opportunity and a pre-market offering.<\/p>\n

Hi, Cate. How are you doing?<\/p>\n

Cate:\u00a0\u00a0<\/strong>Hi, Kevin. It\u2019s great to be here.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>Yes, nice to be connected again. Cate, of course, is a buyer\u2019s agent. Would it be fair to say that there are more opportunities like this in some of our cap cities, in Sydney and Melbourne, Cate, from your experience?<\/p>\n

Cate:\u00a0\u00a0<\/strong>That\u2019s a good question. I think that off-market opportunities exist in any market, and it really is a sign of an agent\u2019s relationship with the dominant byers, but obviously in capital cities, there are more buyer\u2019s agents and it\u2019s certainly a common theme between agents and buyer\u2019s agents because we often have a pool of buyers who are buy-ready \u2013 they know exactly what they\u2019re after and are able to articulate it.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>What makes an off-market opportunity? This is something that I\u2019m interested in. Is it driven by the seller not wanting to market a property, or is it driven by a buyer who wants to seek a property without any competition?<\/p>\n

Cate:\u00a0\u00a0<\/strong>It\u2019s actually driven by a seller who needs to sell the property and may not have the convenience of lots of time to have a traditional campaign. So, for any off-market property, I always find that the majority of vendors who are selling off-market are selling because they have a particular date they need to meet or they have a short timeframe and it isn\u2019t long enough for a good auction campaign.<\/p>\n

Sometimes, you\u2019ll find that vendors want a quiet sale or a private sale, or they\u2019re just wanting to avoid having people traipsing through their home. They might be a public personality or something like that.<\/p>\n

Other times, you find that vendor motivation for going off-market is not ideal for the buyer, and that\u2019s when we determine whether it\u2019s actually good off-market or a waste of our time.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>Yes, let me deal with that in just a moment. Can I ask you another question about off-market sales? From a seller\u2019s perspective, isn\u2019t there a danger if they don\u2019t expose it to an open market that they could actually undersell it, Cate?<\/p>\n

Cate:\u00a0\u00a0<\/strong>There is a danger, and if they\u2019re in a position where they haven\u2019t enough time to really negotiate hard and maybe have a couple of buyers fighting it out, that is a danger. But on the flipside of that, if a buyer really wants property and this particular property matches their needs and they know that they\u2019ve got a window of time to put in a bid for it that\u2019s competitive enough to have the vendor agree to shut it down and sell it, the buyer knows that they might have to match the vendor\u2019s asking price or even give them an offer that tempts them to take it and restrict marketing it to others.<\/p>\n

But every now and then, a vendor can get a really impressive price on an off-market property, and that\u2019s the skill of the agent and their ability to match the house to the buyer. And obviously, a buyer\u2019s agent doesn\u2019t want to pay a premium, but every now and then, a vendor will get lucky with an off-market property.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>It\u2019s a fairly common occurrence where an agent will do a pre-marketing campaign, that is say to a seller \u201cLook, I understand you want to sell it, let\u2019s get it listed, but in the meantime, I\u2019m going to expose this to some buyers or buyer\u2019s agents who may be interested.\u201d That\u2019s a difference between a pre-market offering and an off-market sale.<\/p>\n

Cate:\u00a0\u00a0<\/strong>Very much so, Kevin. These pre-markets that are bundled up under the guise of being called an off-market can be quite infuriating for us. There are usually a couple of reasons why agents will do this, and both of them aren\u2019t good reasons for the buyer, so they have to be very careful about what they say in situations like this.<\/p>\n

The first risk is that it\u2019s actually just a pre-market and the agent is floating it out there to see if there\u2019s anyone who is prepared to pay a premium or any under-bidders who are prepared to pay a price that\u2019s over and above what the property is actually worth, and obviously, then they\u2019ll secure a great sale result without having to put any effort into the campaign.<\/p>\n

That\u2019s a bad off-market, because it\u2019s a pre-market where the opportunity to buy it prior is only if you give the vendor an offer that blows them off their chair, and that\u2019s not what we want to do.<\/p>\n

The other reason why some agents will have a pre-market is maybe they\u2019re trying to secure an exclusive listing, and at this stage, they only have got a foot in the door. So, they might be saying to the vendor \u201cLet\u2019s get some buyer\u2019s agents through and demonstrate to you that we have these fantastic networks.\u201d<\/p>\n

And that\u2019s a waste of my time if I\u2019m going along to a property under the guise of it being an off-market and it\u2019s really just an agent trying to list it.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>The danger there for the agent of course is that\u2019s a breach of the Act. They can\u2019t represent a seller unless they have a signed agency agreement, Cate.<\/p>\n

Cate:\u00a0\u00a0<\/strong>They will have a signed agency agreement, but it might be a short range one, or it might be the vendor giving them a\u00a0[5:15 inaudible]<\/strong>\u00a0opportunity to show them what they\u2019ve got. It could be exclusive on just a three-day or seven-day\u2026<\/p>\n

Kevin:\u00a0\u00a0<\/strong>Yes, I understand.<\/p>\n

Cate:\u00a0\u00a0<\/strong>That\u2019s a waste of my time.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>Pre-market offerings are quite normal, provided they\u2019re not pitched as off-market sales, is really what you\u2019re saying.<\/p>\n

Cate:\u00a0\u00a0<\/strong>I think so. Yes, if an agent is honest with a consumer and says \u201cI can get you through this property, they\u2019ve had the photos done, they really want to put it on the Internet, but if you\u2019d like to buy it prior, you\u2019ll need to give them a price that blows their socks off,\u201d for some buyers, if they have the funds to do so and the house absolutely perfectly matches their requirements and they know that for them, it\u2019s still a good value proposition, the consumer will be happy to go through with it.<\/p>\n

But if it\u2019s under the guise of being an off-market and it\u2019s not really, it means that you\u2019ve shown your cards, you got excited, and then you have a four-week auction campaign to sit through while every other person sees it.<\/p>\n

Kevin:\u00a0\u00a0<\/strong>Interesting. It\u2019s great to look at it from all sides, from the seller\u2019s side, from the agent\u2019s side, and certainly from the buyer\u2019s agent side. And you\u2019ve given us that perspective quite well today.<\/p>\n

Cate Bakos is a buyer\u2019s agent, and you\u2019ll find her at CateBakos.com.au. Thanks, Cate, for your time.<\/p>\n

Cate:\u00a0\u00a0<\/strong>Thanks, Kevin. Great to chat.<\/p>\n","protected":false},"excerpt":{"rendered":"

One agent says she is sick and tired of having to answer for agents who pitch \u2018off market\u2019 properties with a misleading \u2018price quote\u2019 and a set sale date. Cate Bakos says she has to spend a lot of time educating buyers about the difference…<\/p>\n","protected":false},"author":176692473,"featured_media":21902,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[32,33,10,11,13,25,27],"tags":[101],"class_list":["post-21909","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-buying-a-property-topic","category-case-studies-topic","category-kevin-turner-sponsored-channels","category-kevin-update","category-latest-story","category-sponsored-channels","category-trends-topic","tag-podcast"],"yoast_head":"\nThe difference between \u2018off market\u2019 and pre-market property \u2013 Cate Bakos - Realty Talk<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtytalk\/the-difference-between-off-market-and-pre-market-property-cate-bakos\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The difference between \u2018off market\u2019 and pre-market property \u2013 Cate Bakos - Realty Talk\" \/>\n<meta property=\"og:description\" content=\"One agent says she is sick and tired of having to answer for agents who pitch \u2018off market\u2019 properties with a misleading \u2018price quote\u2019 and a set sale date. 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