The Real Story Behind Off-Market Deals

Off-market transactions often carry the perception of being a "deal," but the reality is more nuanced—and more complex.

Off-market deals require a delicate balance of strategy, communication, and compromise. They are rarely about finding a discount; instead, they’re about uncovering opportunities that aren’t available to the broader market—and navigating the negotiations that follow.

Recent example:

The Opportunity

The home had previously been listed but was pulled from the market after limited activity in the price range that aligned with the seller’s expectations. The owners didn’t need to sell, but they were open to doing so—if the price was right. This meant that they had a firm "make me move" number that, at the time, didn’t resonate with the active buyer pool.

When my clients expressed interest in the property—even though it was no longer publicly listed—I reached out to the listing agent to request a showing. The agent was clear: he would only show the property if we were comfortable with the seller’s price expectations. I assured him we were.

The Negotiation

After viewing the home and reviewing comparable sales, my clients felt the asking price was reasonable and decided to move forward. We submitted an offer that met the seller’s stated terms, including price and a rent-back agreement.

Surprisingly, the offer was declined.

The sellers had adjusted their expectations—now seeking a higher price. While this sudden change raised some red flags, the listing agent provided a legitimate explanation for the shift. Regardless of the reasoning, it became clear: this was the new number needed to make the deal happen.

My clients took a step back to reassess. Although they didn’t see full value at the new asking price, they still saw potential in the property. They decided to come up part-way toward the seller’s revised figure and the seller agreed.

The Outcome

The transaction moved forward smoothly from that point. The property appraised at the final purchase price, both parties remained cooperative throughout escrow, and the deal closed without issue.

Most importantly, both buyer and seller walked away satisfied—each feeling they got what they wanted out of the transaction. That’s the hallmark of a true win-win.

Final Thoughts

Off-market transactions can be incredibly rewarding, but they require more than just good timing—they demand strong representation, market knowledge, and a willingness to navigate complex dynamics with clarity and calm.

Ronnie Jenkins, Realtor

408-784-0378 | ronniejenkins@gmail.com