SERHANT. CA Team Lead Proposes Shared Off-Market Listing System

In Los Angeles, California, the debate over private listings is being reframed by Courtney Poulos, Founder of SERHANT. CA and Team Lead of ACME | SERHANT., who argues that the focus should be on what gives sellers the best possible outcome. Poulos acknowledges that some sellers prioritize privacy over price and may opt for off-market sales, but she warns that such sellers are often required to acknowledge in writing that keeping a listing off the market could mean fewer showings or a lower sale price. She also points out that many buyers are not yet working with an agent and are browsing online, so every channel a listing is kept out of is a missed opportunity to reach those buyers. “I still feel like access is important, and we should not fracture,” she said.

Poulos proposes a middle path: if a seller wants to stay off large consumer listing websites, the listing could still be shared in a system that every licensed agent can access, rather than only agents within a single brokerage. This way, the seller keeps the home out of public view while still reaching as many agents as possible who may represent qualified buyers. More buyers, she believes, give a seller a better chance at a higher price. The key, in her view, is that everyone plays by the same rules, with all agents able to see each other’s off-market listings. Poulos also believes that once a listing is in the MLS and available to other agents, there should be no time limit on how long it can be marketed off-market. “The MLS needs to take its handcuffs off of us,” she said.

Poulos believes it is fair to ask who benefits when a listing is marketed only in-house. Keeping a listing within one brokerage can increase the chance that the same brokerage represents both sides of the transaction, which can be financially attractive for the brokerage. While not necessarily wrong, she says sellers deserve a clear understanding of the tradeoff. Until a shared system exists, she encourages sellers considering a private sale to ask their agent direct questions: Will my home be visible to agents outside your brokerage? How many buyers’ agents will realistically see it? What might I be giving up on price compared with a full public launch? For sellers of higher-end homes on the Eastside of Los Angeles and beyond, she believes the best strategy starts with the seller’s goals. Sellers preparing to list can find more guidance in the ACME | SERHANT. Buyer and Seller Toolkit.