Broker-owners, if you want a reason for strong agents to choose you, give them something most brokerages can’t: real expertise in off-market deals.
We all know the traditional path: the MLS, LoopNet, the usual channels. But as Mark Hulsey of Results Commercial recently pointed out, a growing share of valuable transactions now happen behind closed doors, especially in commercial and high-end residential.
Why Off-Market, and Why Now
- It’s growing. Off-market opportunities are more common every year, and agents who can work them are in demand.
- The stakes are high. These deals often involve large sums, which makes them attractive to clients and agents alike.
- Expertise matters. Hulsey’s warning is clear: without proper representation, sellers can be badly shortchanged. That’s where your firm earns its place.
The Agents This Niche Attracts
Position your brokerage as the off-market expert, and you’ll draw agents who value real expertise, take fiduciary duty seriously and want to master their market, not just list in it.
How to Build It
- Lead with fiduciary duty. On-market or off, the client’s interest comes first.
- Train for it. Teach valuation, negotiation and due diligence specific to off-market deals.
- Build the network. Off-market business runs on relationships. Help your agents build them.
- Be the most transparent firm in the space. Integrity is the selling point in a world of private deals.
- Consider a dedicated team and market that capability clearly.
- Make sharing normal. A culture where agents share knowledge and contacts makes the whole firm stronger.
The traditional market is the main game. Off-market deals are the advanced levels. The brokerages that master both will attract the agents who want to play at that level.
Framework: This post is part of Create Your TRIBE, the Recruiting Insight framework built on one belief: recruiting is an act of leadership. See all five steps: Think, Research, Influence, Block and Embrace.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
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