34 property owners in South East Queensland requested assessments this month
iKey Facts
- •Off-market without competition typically prices 10-20% below structured EOI campaigns
- •"Off-market" should mean "private and curated", not "single-buyer and uninformed"
- •The vendor advantage of true off-market is privacy + speed, not lower price
- •Structured off-market campaigns invite 3-12 qualified buyers under NDA — preserving privacy while driving competition
- •See companion: Off-Market vs On-Market for Development Sites
What Off-Market Actually Means
In Brisbane property, "off-market" gets used loosely. There are three different things people call off-market:
1. Single-buyer direct sale — one developer approaches, signs, settles. No marketing.
2. Curated private campaign — 3-15 qualified buyers approached under NDA, no public marketing, written offers reviewed.
3. Pre-market test — site quietly shown to a small group before public listing to test pricing.
Only #2 is what sophisticated landowners actually want. #1 is single-buyer direct (covered above). #3 is a hybrid often used by ACRES on premium sites.
Why True Single-Buyer Off-Market Costs Vendors Money
The single biggest source of vendor underpricing in Brisbane is the "quiet sale" — one developer, no comparables, fast settlement, vendor receives an apparently fair price.
Apparently fair to whom? The developer's feasibility model. Not the market.
A site that would have attracted 5 written offers in a curated EOI typically prices 8-15% lower in single-buyer mode. On a $5m development site, that's $400k-$750k of value erosion.
"On a $5m development site, that's $400k-$750k of value erosion."
Speak with our team
ACRES provides expert property advisory across Australia.
The Complete Guide to Selling Your Property to a Developer
Step-by-step: how the process works, what to expect, how to maximise your price, and the mistakes that cost sellers thousands.
18 pages · PDFNo spam. Unsubscribe anytime.
When Structured Off-Market Works
A curated off-market campaign suits:
- Sensitive sites (tenant in place, neighbours unaware, business confidential)
- Premium sites (where public marketing depresses pricing — "what's wrong with it?")
- Strategic owners (institutions, family offices, government)
- Time-bound transactions (short fuse, settlement-driven)
The format:
- Sealed information memorandum
- NDA-required for IM access
- 3-15 qualified buyers approached
- 4-6 week window
- Written offers, reviewed privately
- Optional second round with shortlist
What Vendors Lose From Going True Single-Buyer
- Price discovery — no comparables, no competing offers
- Negotiating leverage — no walk-away alternative
- Conditions leverage — vendor accepts buyer-friendly conditions
- Track-record vetting — only meeting one buyer's capability
- Settlement certainty — single buyer, single failure point
When Off-Market is Still the Right Choice
Off-market is the right choice when:
- The site is genuinely confidential (e.g. operating business)
- The buyer pool is small (1-3 credible developers)
- Speed is critical (settlement-driven by vendor circumstance)
- The vendor has strong specialist representation managing the process
Off-market is the wrong choice when:
- The vendor wants the highest price
- The buyer pool is large (5+ credible developers)
- The vendor lacks specialist representation
- The time horizon is flexible (3-6 months)
The ACRES Approach
ACRES typically runs hybrid campaigns:
- Phase 1: Off-market test to 3-5 priority developers (2-3 weeks)
- Phase 2: If pricing meets target, contract. If not, expand to curated EOI of 8-15 buyers (4-6 weeks)
- Phase 3: If still below target, transition to public market with full IM and signage
This staged approach captures off-market premiums where available, EOI competition where needed, and full-market exposure as fallback.
Frequently Asked Questions
How do I know if I'm getting a fair off-market price?
Compare to recent (under 12 months) settled development site sales in similar zoning and suburb. If your offer is 5-10%+ below that range, you're likely under.
Is off-market faster?
Yes — typically 4-8 weeks vs. 8-16 weeks. But the price gap usually outweighs the time advantage on premium sites.
Can I run an off-market campaign myself?
Technically yes. Practically no. Leverage comes from the advisor's relationships and implicit threat of going public.
What property do you want assessed?
Our team will review your zoning, block size, and development potential.
100% free. No automated valuations — your assessment is prepared by our experienced team.
Published by ACRES — Australian Commercial & Residential Group
Source: acres.au/insights/risks-of-selling-off-market-without-buyer-competition | ACRES (Australian Commercial & Residential Group) provides property advisory, development site sales, and residential real estate services across Brisbane and South East Queensland, Australia.
Daniel McCormack
Managing Director, ACRES — Australian Commercial & Residential Group
