Off-Market vs. On-Market Sales: Which is Better for Your Property?
The Decision Every Property Owner Faces
Selling a commercial property in the Raleigh-Durham area is not as simple as setting a price and waiting for offers. One of the first questions you’ll face is whether to list your property on the open market or quietly pursue an off-market deal. The Triangle’s growth—driven by tech, life sciences, healthcare, and higher education—has created demand for office, industrial, and retail space, but your strategy can dramatically affect your outcome.
What Is an On-Market Sale?
On-market sales mean your property is actively listed on commercial listing services (like CoStar, LoopNet, or CREXI) and marketed widely through broker networks.
Benefits of On-Market Sales:
Maximum Exposure: Hundreds of buyers and brokers see your listing.
Competitive Bidding: Demand can drive your price up.
Transparency: Publicly available details build buyer confidence.
Potential Drawbacks:
Longer marketing timelines.
Tenants, employees, or competitors become aware of a sale, potentially creating uncertainty.
Buyers may overanalyze due to increased visibility.
What Is an Off-Market Sale?
Off-market deals are more discreet. Your broker selectively approaches qualified buyers who are known to be active in the market.
Benefits of Off-Market Sales:
Privacy: Tenants and staff aren’t spooked by news of a sale.
Efficiency: Conversations happen only with serious, pre-vetted buyers.
Flexibility: Easier to test the waters without formally committing.
Potential Drawbacks:
Smaller buyer pool, which may limit competition.
May not achieve the highest possible price if exposure is too limited.
Raleigh-Durham Case Study
Recently, several flex/industrial owners in Research Triangle Park opted for off-market transactions. Buyers were lined up—often private equity or 1031 exchange investors—ready to close quickly. Meanwhile, downtown Raleigh retail properties have benefited from open market listings, drawing national investors competing for limited supply.
How to Choose the Right Strategy
Ask yourself:
Do I need maximum price, or is speed and confidentiality more important?
How sensitive is my property type (e.g., healthcare, lab space, or owner-occupied offices)?
Is my property in a high-demand corridor like Cary or Chapel Hill, where off-market buyers may already be circling?
Final Thoughts
Both strategies can work—but aligning with a broker who knows which investors are actively buying in the Triangle makes all the difference.