Selling Under The Radar

Written by Peter O'Malley Thursday, 08 December 2011

What is selling under the radar?

It’s when you sell your property without any marketing or open inspections other than selected buyers being handpicked and introduced by an agent.

Is it the best way to sell your property for the maximum price? The answer is “it depends”.

It depends on the circumstances and context of the sale. Under the Radar selling is not a recommended universal selling strategy for all properties. But when the scenario arises to do so, the results can be fantastic. Going to the open market is most often the best strategy for the majority of properties. Under the radar selling works best in 3 scenarios.

1. The first being the property has previously undergone a marketing/auction campaign that has failed to produce the desired result. A property that is left languishing on the market is a poor look. Buyers begin to ask that dreaded question, ”What is wrong with it?” In this situation, withdrawing the property and getting an agent to handpick buyers is quite often the best way to go. It protects the value of the property and avoids it being turned into a lemon.

2. The second scenario where under the radar selling can deliver a great result is when, the agent has a buyer that really needs and wants to buy, but has been unable to find anything suitable. They may have sold their property and are working towards a deadline; they maybe time poor and frustrated after missing out on a number of properties or have unique criteria of what they desire in a property. In a lot of cases, the agent will get a sense of whether these buyers are prepared to pay the right price to secure the right property. To finalise the property search, the buyer will quite often pay a premium market price.

3. Thirdly, sellers of unique properties can be well advised to sell under the radar. Why? Unique properties often appeal to unique buyers. Unique as in the features they require in a property. Unique is a greatly misunderstood word in real estate.

Unique is neither positive nor negative. It is neutral. Unique does not mean the property is worth more or less, it is a rare kind. Many have made the mistake of equating unique into priceless. Often the property can be priced right but have no takers. The right buyer, one who would see value in the unique features of the property may not be active in the market. It is a simple matter of waiting for the right buyer to enter the market.

Many people who are interested in selling hold off due to the process of selling rather than the act of selling. If there were a buyer ready to go, they are more than happy to sell. The thought of risking advertising money, stress, time and the energy of monitoring a campaign forces the sale onto the back burner.

If you are thinking of selling and like the idea of quietly waiting for the right buyer, give the team at Hudson Bond Real Estate a call on 03 9840 7700. It could be the quickest, ‘no fuss’ sale you’ve ever had.

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