03/26/2026
Let's talk about pocket, or off-market listings.
Lately, they're in the news, all over social media, and many clients are asking about them. So let's break it down.
There are a few (very few!) reasons that it may not be in the seller's best interest to have their home sold without being widely marketed:
• They just can't prep the home to go to market, and they are willing to take less money in exchange for less hassle. Perhaps there is a contentious family situation that makes publicly listing the home untenable. Perhaps they have health issues. A quiet, quick closing is preferable.
• Sellers are in the public eye, and listing their home publicly would draw unwanted attention.
• Sellers may have a specific price or terms in mind, and want to quietly test the market with a small group of buyers before going to market full force.
For the VAST majority of sellers, though, listing your home off-market does not serve you. The market principles of supply and demand rule the real estate market, and at this moment, much of the US is still in a state of very low inventory, making it a seller's market. This is certainly true here in Western PA. The best way to get the best price and terms for your property is almost always going to be to expose it to the MOST buyers possible.
"But won't I save on closing costs and commissions?" Well... maybe. According to 2023 data, homes listed for sale on the MLS sold for a whopping 17.5% more than homes listed off-market. Total closing costs for sellers vary, but they're typically in the 5.5%- 7% range. That 10% difference is a lot to leave on the table.
I get that not all sellers are solely motivated by how much money they can get for their home. But at almost every listing appointment when I ask my sellers what's most important to them, they tell me getting the maximum value for their home is at or near the top of the list. So when I recommend going to market to cooperate with other agents instead of keeping their listing in my pocket, it's because I know that the best way to accomplish their goals is to get as many eyes on their home as possible.
What do you think? Agents, agree or disagree?
