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美国房产小讲堂 · 交易方式

不是所有的房子都会挂到市场上。在高端社区，有相当一部分交易是在市场之外完成的。

1什么是不上市交易

大部分房子会挂到 MLS 等公开平台出售，但也有一些房子没有公开挂牌就完成了交易，这就是不上市（off-market）交易。在高端市场，这种情况并不少见。比如在尔湾的 Hidden Canyon，我们团队手上同时有好几组买家在找房，市场上没有合适的房源，我们就在市场之外帮他们寻找；在新港的高端社区，也有千万美元级别的房子以不上市的方式成交。

2卖家为什么选择不上市

• 隐私：不希望大量陌生人进出家里，或不想让外界知道自己在卖房。
• 房子还没准备好：还在装修、还有租客等，但又不想错过当前房源较少的市场。
• 试探价格：先以不上市的方式寻找买家，能卖到理想价格就卖，卖不到再正式上市。
• 省时省事：有些卖家明知公开上市可能多卖一些，但更希望快速、简单地完成交易。

曝光度决定买家数量，买家数量往往决定成交价格。

3不上市的代价

总体来说，把房子准备好、做好布展、公开挂牌并举办开放看房，面向的买家群体要大得多，可能有成千上万人看到，开放看房也可能来上百组人。而不上市销售，无论经纪团队实力多强，面向的仍是有限的买家群体。

所以平均而言，公开上市更有利于卖出更高的价格。选择不上市的卖家，通常也清楚这一点，是在价格和隐私、便利之间做出的权衡。另外，行业规则对“已经公开营销的房源”有上市要求，具体做法应由经纪人根据当地规则操作。

4买家要警惕的情况

对买家来说，不上市房源可能是一个机会，因为竞争更少。但要注意：市场上有些人会宣传所谓的“不上市房源”，而屋主根本没有委托他们，目的只是吸引买家和卖家。

作为有信誉的经纪团队，我们宣传的不上市房源，都是已经与卖家签订独家代理合约、受卖家委托不公开挂牌的房子。买家在接触这类房源时，可以先确认经纪人是否真的获得了卖家授权。

常见问题

本文仅供一般信息参考，不构成法律、税务、贷款或投资建议。市场数据与政策以发布时为准，可能已有变化；具体情况请咨询持牌专业人士并自行核实。

Can't Find the Right Home on the Market? Understanding Off-Market Sales

Please note: This video was published on May 6, 2023. It is more than a year old. Market data, prices, rates, and policies reflect that date and may have changed. Contact us for the latest information.

US Real Estate 101 · How Homes Sell

Not every home hits the market. In luxury communities, a meaningful share of sales happen off-market.

1What Is an Off-Market Sale?

Most homes are listed on the MLS and other public platforms, but some sell without ever being publicly listed. This is common in the luxury segment. In Irvine's Hidden Canyon, for example, our team has had several buyer groups searching at once with nothing suitable on the market, so we searched beyond it; in Newport's luxury communities, homes in the tens of millions have also sold off-market.

2Why Sellers Go Off-Market

• Privacy: avoiding streams of strangers or publicity about the sale.
• Not ready: renovations or tenants, yet not wanting to miss a low-inventory market.
• Testing price: sell quietly if the right offer comes; list publicly if not.
• Convenience: some sellers know listing might bring a bit more but prefer a quick, simple sale.

Exposure drives the number of buyers, and the number of buyers often drives price.

3The Trade-Off

Preparing a home, staging it, listing publicly, and holding open houses reaches a far larger audience — potentially thousands of viewers and many open-house visitors. Off-market sales, however strong the team, reach a limited pool.

On average, public listing tends to achieve higher prices, and sellers who choose off-market usually understand they are trading some price for privacy and convenience. Industry rules also require listing once a property is publicly marketed; your agent should follow local requirements.

4What Buyers Should Watch For

For buyers, off-market homes can be an opportunity with less competition. But be careful: some advertise "off-market listings" that the owner never authorized, simply to attract buyers and sellers.

As a reputable team, the off-market homes we promote are those where we hold a signed exclusive agreement and the seller has asked us not to list publicly. When considering such a home, confirm that the agent is actually authorized by the seller.

FAQ

This article is for general information only and is not legal, tax, lending, or investment advice. Market data and policies reflect the time of publication and may have changed; please consult licensed professionals and verify independently.