On-Market vs Pre-Market vs Off-Market Property in Queensland: A Buyer’s Guide for SEQ

Property buyers in South East Queensland often ask us, “How do I get access to off-market properties?” The allure of a hidden deal, away from the frenzy of public auctions and crowded open homes, is powerful. However, property buyers frequently misunderstand and agents often misuse the terms ‘on-market,’ ‘pre-market,’ and ‘off-market.’

As a dedicated buyer’s agent in the Brisbane, Gold Coast, and Sunshine Coast markets, we believe in empowering our clients with knowledge. Understanding these distinctions is crucial for developing a winning property buying strategy. This guide breaks down what each term truly means, how they function in practice, and what savvy buyers in SEQ really need to know.

The Legal Starting Point: What “On-Market” Truly Means in Queensland

Before we dive into the different categories, you must understand the legal definition in Queensland. A property officially goes ‘on the market’ as soon as the seller signs a Property Occupations Act (POA) Form 6. This legally binding document allows the seller to appoint a real estate agent and authorise them to find a buyer.

That’s it. Whether the agent lists the property on a major portal like Realestate.com.au or not, the moment a seller signs a Form 6, the property is legally for sale. This fact is the source of most of the confusion.

1. On-Market (Publicly Advertised): The Visible Marketplace

This is what 99% of people picture when they think of buying property. These are the listings you see advertised everywhere.

Characteristics:

• Agents list them publicly on major real estate portals (Realestate.com.au, Domain).

• A full marketing campaign, including professional photography, floorplans, and a detailed description, supports the listing.

• The agent markets the property with a price guide, an auction date, or an ‘Offers Over’ figure.

• The agent schedules open homes for the general public.

Pros for the Buyer:

• Maximum Transparency: All information is readily available, making it easy to see your competition.

• Easy Research: You can easily find comparable sales data to help gauge the property’s value.

• Clear Competition: You can physically see the number of interested parties at open homes and auctions.

Cons for the Buyer:

• Highest Competition: You compete against the entire buying public, which can be hundreds of people in a hot SEQ market.

• Emotionally Driven Prices: Public auctions and multi-offer situations often lead buyers to pay more than they intended due to Fear Of Missing Out (FOMO).

• Difficult to Find Value: In a seller’s market, securing a property at or below its intrinsic value is extremely challenging.

A Buyer’s Agent’s Strategy: For on-market properties, our role is to cut through the noise. We use data, not emotion, to determine a property’s true worth. We leverage our relationships with sales agents to gather crucial information that isn’t public knowledge and use our auction and negotiation expertise to secure the property on the most favourable terms, even amidst fierce competition.

2. Pre-Market: The Insider’s Window

A pre-market property is legally on the market (a Form 6 is signed), but the agent has not yet launched the public marketing campaign. The agent is in the process of preparing the listing.

Characteristics:

• The agent is organising photos, floorplans, or copywriting.

• The property is not yet live on major real estate websites.

• The agent quietly contacts their database of hot buyers and buyer’s agents to test the waters.

Agents use this pre-market phase to gauge price expectations, gather early feedback, and potentially secure a quick sale for their vendor without the cost and effort of a full public campaign. You must understand that pre-market is not exclusive; it’s simply early access. Most of these properties will hit the open market within a week or two if the agent doesn’t sell them prior.

Pros for the Buyer:

• Reduced Competition: You only compete against a small pool of known buyers.

• Potential for a Fair Price: Negotiations are often more rational and less emotionally charged.

• Speed and Efficiency: You can strike a deal quickly, avoiding weeks of open homes and uncertainty.

Cons for the Buyer:

• Urgency to Act: You have a very short window to inspect, conduct due diligence, and make a decision.

• Lack of Public Data: It can be harder to assess value without a public price guide or comparable listings.

A Buyer’s Agent’s Strategy: Our strong relationships with sales agents across Brisbane, the Gold Coast, and the Sunshine Coast are paramount here. Agents often notify us first about pre-market opportunities. We can arrange immediate inspections and provide swift, data-backed price guidance, allowing our clients to make a confident and decisive offer before the property is exposed to the masses.

3. Off-Market: The Hidden Property Market

This is the most coveted and misunderstood category. A true off-market property is one where the seller has appointed an agent but has specifically instructed them not to conduct any public advertising.

Characteristics:

• A POA Form 6 is signed.

• The property will never appear on public websites.

• The seller instructs the agent to sell exclusively via their private database and trusted relationships.

Sellers often choose this route for privacy reasons (e.g., divorce, financial distress, high-profile individuals) or to test the market without creating a digital footprint. As active buyer’s agents, we receive dozens of emails and calls each week from agents across SEQ detailing these quiet listings.

The Other Off-Market: Direct-to-Owner

There is a rarer sub-category of off-market opportunities where no agent is involved at all. From time to time, property owners approach us directly to ask if we have a suitable buyer for their home or development site. In these cases, there is no Form 6 and no public marketing whatsoever. These require extremely careful handling but can represent unique opportunities.

The Myth of the Off-Market “Bargain”

It is a huge misconception that off-market properties are always cheaper. Sellers still aim to achieve market value. The real advantage is not necessarily a lower price, but less competition.

What an off-market opportunity truly offers is:

• Less Emotional Competition: You avoid the auction-day pressure and multi-offer chaos.

• More Controlled Negotiations: The process is calmer and more strategic.

• Greater Flexibility on Terms: Sellers may be more open to longer settlements or other conditions.

A Buyer’s Agent’s Strategy: Access is everything. Our value lies in being on the shortlist for every agent in SEQ. We vet these opportunities, discard the overpriced ones, and present our clients with genuine, well-priced off-market properties. We then manage the entire negotiation process to secure the property strategically.

Quick Comparison: On-Market vs Pre-Market vs Off-Market

To help you understand the key differences at a glance, here’s a simple comparison table:

Type	Public Advertising	Competition Level	Speed to Buy	Emotional Risk
On-Market	Yes	Very High	Slow	High
Pre-Market	Not yet	Medium	Fast	Medium
Off-Market	No	Low	Variable	Low

This table demonstrates why off-market properties often provide the most strategic advantage for informed buyers who work with a dedicated buyer’s agent.

Real-World Success: The Deception Bay Off-Market Win

Let us share a recent example that perfectly illustrates the power of market knowledge and agent relationships. We recently secured an off-market home in Deception Bay that sold within the first open home. We competed against two other offers on the property. Through our deep knowledge of the market and our strong connection to the agent, we won the property outright. We then negotiated an additional $10,000 off the building and pest inspection costs, delivering even greater value to our clients.

This outcome showcases exactly what we mean by strategic buying. We didn’t just find the property, we leveraged our relationships, market expertise, and negotiation skills to secure it against competition and then maximised the savings at every stage. This is what real buyer’s agency looks like.

The Real Takeaway for SEQ Buyers

Instead of asking, “How do I get off-market deals?” a more powerful question is, “How do I get access to the right opportunities, at the right time, with the right strategy?”

Some of the best purchases happen on-market, some pre-market, and some off-market. The label matters far less than the quality of the asset and the decision-making behind the purchase. A savvy buyer, armed with the right representation, can find value in any of these segments.

Frequently Asked Questions (FAQ)

Q1: Why is the POA Form 6 so important in Queensland?

A: The POA Form 6 is the legally required document that a seller must sign to appoint a real estate agent. It formalises the agent’s authority to sell the property and outlines the terms of their appointment, including their commission. For a buyer, knowing a Form 6 is signed means the seller is serious and the property is officially for sale, regardless of its advertising status.

Q2: How can a regular buyer get access to pre-market properties in SEQ?

A: The most effective way is to build strong relationships with numerous sales agents in your target suburbs across Brisbane, the Gold Coast, or the Sunshine Coast. Let them know you are a finance-ready, decisive buyer. However, agents will almost always prioritise contacting professional buyer’s agents first, as they know they are dealing with a qualified and serious party.

Q3: Are off-market properties a myth that agents use to sound exclusive?

A: While agents certainly overuse the term, true off-market properties are very real. They make up a small but significant portion of transactions, especially at higher price points or for unique properties. The key is working with a well-connected buyer’s agent who can filter the genuine opportunities from the marketing fluff.

Q4: Is it riskier to buy a property directly from an owner with no agents involved?

A: It can be. Without professional representation on either side, there is a higher risk of miscommunication, inadequate due diligence, and emotional decision-making. If you are considering a direct-from-owner purchase, we highly advise you to engage a buyer’s agent and a solicitor to protect your interests and ensure all legal and procedural steps are followed correctly.

Q5: As a buyer’s agent, how do you ensure an off-market property is not overpriced?

A: We treat an off-market property with the same rigorous analysis as any on-market listing. We conduct a comprehensive appraisal based on recent comparable sales, current market trends in that specific SEQ suburb, and the property’s unique attributes. We advise our clients on a fair price range and are prepared to walk away if the seller’s expectations are unrealistic. Our goal is to buy a quality asset at the right price, not just to secure an “off-market” deal.