The Off Market Trap (and What to Do Instead)

When most buyers think of working with a buyer’s agent, they picture one thing: exclusive access to off market properties.

Sounds exciting, right? No crowds at the open home, no bidding wars, no “fear of missing out.”

But here’s the thing—off market properties aren’t always the holy grail.

The Good

Yes, buying without competition is a massive advantage. Who wouldn’t want to avoid battling 20 other buyers at auction?

The Not-So-Good

The real issue with many off market properties comes down to one word: motivation.

If the seller isn’t truly motivated, guess what happens?

• They put an unrealistic price on the property.

• They change their mind halfway through.

• Or they never really wanted to sell in the first place.

Just last month I had three examples in a row where things fell apart because of this:

• A vendor backed out after my clients had already spent around $1,000 on reports.

• Another had their family talk them out of selling—after we’d already inspected.

• And one inspection was cancelled the day-of because only one vendor had agreed to sell.

Frustrating doesn’t even begin to cover it.

Why This Happens

Selling a property is a big decision. Financially. Emotionally. Sometimes people like the idea of selling “if the price is right.” But when things start getting real, they back away.

The Smarter Option: Pre Market Properties

Instead of chasing every off market lead, I tell my clients to focus on pre market opportunities.

These are properties where the owner has:

• Signed up with an agent.

• Prepared the contract of sale.

• Organised reports.

• Or started fixing the place up before launch.

The key difference? These owners are serious. They’re actively moving toward selling—you’ve just gotten in before everyone else sees it online.

And yes, you can absolutely buy these without competition.

When Off Market Does Work

Don’t get me wrong—sometimes off market really is a gem. Think:

• A landlord who has to sell but can’t wait until the lease is up.

• Someone who can’t afford marketing costs.

• Sellers who want privacy—like after a divorce or if they’re in the media.

• Families who can’t manage open homes.

In these cases, motivation is crystal clear.

Bottom Line

If you’re a buyer, don’t get caught up in the hype of “off market.” The real win isn’t being the first to see a property—it’s making sure you’re buying the right property, at the right price, from a seller who’s actually committed.