Dear Dave,

Great columns. I always learn a lot. Can you explain exactly what “pocket” or “off-market listings” are, how they work, and how a buyer can tap into that segment of the market?

– Bill F., Grand Junction

Bill,

Great question—and thank you for the kind words. I’m glad you’re finding value in these columns!

The often-overlooked “pocket listing” is one of my favorite tools in the real estate world, and we use it every year with great success. In fact, we sell a dozen or more homes annually using this very approach.

So, what is a pocket listing? In simple terms, it’s a property that a seller is willing to sell—but it’s not yet publicly listed on the MLS (Multiple Listing Service). These homes are “in the pocket” of the listing agent and often shared only through private conversations, office meetings, and agent networks. They’re real homes, for sale, but not advertised publicly—at least not yet.

Why would a seller go this route?

There are several reasons. Some sellers want to test the waters before going full market. Others may not be quite ready for the full-on showing parade and need time to prepare. And in some cases, sellers just prefer to keep things private—especially if they value discretion or dread having a For Sale sign in the yard.

A pocket listing allows a seller to begin fielding interest and even potentially secure a buyer without ever going fully public. It can be a great way to quietly ease into the market, especially if you're worried about timing or showings.

Now, let’s look at it from the buyer’s perspective. One of the best ways to tap into this side of the market is to work with an agent who has strong relationships with other local agents and a good pulse on what’s coming soon. We use agent-to-agent email blasts (what we call e-blasts) to ask, “Hey, does anyone have something that’s not quite listed yet that matches our buyer’s needs?” You’d be surprised how many gems surface this way.

Buyers love off-market properties because it feels like they’re getting the inside scoop—a first look at something before the rest of the market gets a crack at it. And sometimes, that’s exactly what it is. You might miss the bidding war and lock down the home before the sign even hits the yard.

A few things to keep in mind:

• You won’t typically see multiple offers or over-asking prices on pocket listings. Since competition is limited, sellers often aim for a fair, full-price offer.
• It won’t work for everyone. If you’re after top dollar and want to drive up demand, the traditional public launch is usually the better route.
• But if you’re a buyer looking for something unique or elusive, digging into the pocket listing network can uncover some real treasures.

Bottom line—some of the best finds never even hit the open market. Let us know your criteria, and we’ll get to work turning over stones.

– Dave Kimbrough
The Kimbrough Team – RE/MAX 4000

Have a question? Ask Dave!
?? dave@thekimbroughteam.com