'Busy Families Want Off-Market Sales,' Says First Team CEO, Challenging Industry Assumptions

Written by:

Steve Marcinuk

Date:

14 Jul 2025

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The real estate industry’s debate over off-market listings has largely focused on ultra-luxury properties and celebrity privacy concerns. However, Michele Harrington, CEO of First Team Real Estate, argues this narrative misses a crucial market segment: everyday families seeking convenience and minimal disruption during the sales process.

The Hidden Value of Pre-Market Strategy

“If I could sell my property off MLS and never have people traipsing through, I would do that all day long. And twice on Sunday,” Harrington says, highlighting how off-market options serve busy households. According to Harrington, the traditional assumption that off-market listings primarily serve wealthy privacy concerns overlooks the practical needs of working families.

“I don’t think it’s just for the ultra luxury. I think it’s for busy people,” Harrington explains. “We have families that they both are working professionals. They have two or three kids. They have dogs, cats, lizards, whatever… they’re busy lifestyle, and a lot of times, people will pay for convenience.”

The Power of Internal Networks

First Team’s approach leverages their extensive internal network of 2,000 agents concentrated in Southern California to build momentum before public listing. Harrington says this strategy, which they’ve refined over two decades, allows sellers to maximize value while minimizing household disruption.

“We’re getting it out to our agents, and our agents’ 2,000 agents probably have what, like, 10,000 consumers,” Harrington notes. This pre-marketing phase helps generate interest without the property appearing on the MLS, potentially leading to faster sales at higher prices.

Market Evolution and Consumer Choice

Harrington argues that restricting off-market options could actually harm consumer interests. “I think there’s a market for that, and I don’t think we should necessarily be restricting our sellers’ needs,” she says, noting that some sellers explicitly prefer to avoid the traditional MLS process.

“If you could sell it before it hits the MLS, and you could get me $2 million that’s what I want… It’s the same thing they do on eBay. You can bid on it, or you can buy it now for 2 million,” Harrington explains, drawing a parallel to other market models that prioritize consumer choice.

The Solution: Balanced Approach

First Team’s solution balances traditional marketing with off-market flexibility through their “sneak preview” platform. This approach, Harrington says, allows them to serve diverse seller needs while maintaining market integrity.

The brokerage’s success with this model suggests the industry might benefit from reconsidering rigid positions on listing transparency. As the market evolves, Harrington believes brokerages must retain the flexibility to serve clients’ varying needs and preferences, rather than adopting one-size-fits-all approaches.