Stand out in competitive markets by mastering the art of off-market listings.
In the latest episode of the A-List series, Matt Breitenbach, founder of Breitenbach Advisory and a trailblazer in the Hamptons luxury market, joins Malte Kramer, CEO and founder of Luxury Presence. Breitenbach shares proven strategies for leveraging off-market opportunities, building powerful networks, and utilizing technology to uncover untapped potential — providing a roadmap for agents looking to elevate their business and differentiate themselves in the luxury space.
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The value of off-market listings
Breitenbach explained that off-market listings serve as a pathway to greater market share, positioning agents as trusted advisors. “At the center of it is gaining more market share and being able to nurture and curate these listings at the end of the day,” he said.
This long-term focus helps agents build a business that’s sustainable and results-driven. “Always look at it with the end in mind,” he advised. ”Being very performance-results-driven is so essential.”
He challenges any agent, “Go organize all your buyers, even inactive ones, and send them a couple of good off-market situations. And I guarantee you will get more replies from that than anything you do.”
By providing buyers with exclusive opportunities, agents can build stronger relationships and stand out in their market. In the interview, Breitenbach estimated that 25% of transactions in the Hamptons luxury market occur off-market, underscoring the importance of mastering this niche in specific areas.
Leveraging technology for curated experiences
Technology has become a critical tool for Breitenbach, particularly in enhancing how he shares off-market listings with clients. Speaking about a new app he’s launched with Luxury Presence, he shared, “We’re building a whole marketing campaign around it called Members Only. It’s like you’re signing up to be members of our community, and with that, you get special access.”
The app offers ultra-high-net-worth buyers a unique, personalized experience, presenting off-market listings in a more polished, curated, and interactive way than traditional methods like emails or texts.
Networking as the foundation
When asked about building a strong off-market strategy, Breitenbach stressed the importance of relationships: “I call your database your power base. It’s all contacts and relationships.”
He advised agents to consistently nurture past clients and contacts while also being proactive in expanding their networks. “You have to be comfortable getting told no, a lot of the time, and just continually nurturing relationships,” he said, underscoring the long-term nature of success in real estate.
When reaching out to new contacts, Breitenbach keeps it straightforward and focused on building rapport. He begins by acknowledging the cold nature of the contact and briefly explains his intent, aiming to secure a meeting. Whether through a phone call, text, or email, the goal is to initiate a relationship. “It’s not going to be day one,” he explains, emphasizing the importance of patience and gradually establishing a connection over time.
Decoding client motivation
For Breitenbach, success starts with understanding a client’s needs. “Learning the art of open-ended questions changed my life and my business more than anything,” he said.
Asking thoughtful questions helps agents determine whether off-market listings are the right fit for a client’s goals. Two of his go-to questions to initiate deeper conversations with homeowners are, “How motivated are you to sell?” and “What’s motivating you to sell?”
Join our exclusive network
Luxury Presence offers agents and brokerages a seamless, secure, and compliant way to share private listings discreetly and find more off-market inventory.
Building a reputation for exclusivity
For agents seeking to differentiate themselves, Breitenbach highlighted the importance of being known as the go-to resource for off-market listings. “If you have that reputation to provide buyers with stuff that’s off-market, even if it’s referred, they’re going to send a referral, he said.
This reputation can set an agent apart, making them indispensable to clients who value privacy and exclusive access. “ It also shows you’re knowledgeable, you’re also creative, it just kind of has that allure that you kind of go outside the box. You’re not just a bricks and mortar broker,” he said. “You were able to get creative.”
The power of exclusivity + Luxury Presence
Breitenbach’s strategies for mastering off-market listings provide a roadmap for agents aiming to excel in the real estate industry. By focusing on relationships, leveraging technology, and maintaining persistence, agents can unlock opportunities that set them apart in competitive markets.
Ready to elevate your real estate business with cutting-edge technology and expert insights? Explore the tools and services offered by Luxury Presence to help you stand out in any market.
Elevate your presence
If you’re ready to join Matt Breitenbach and the thousands of other top-producing agents who work with Luxury Presence, schedule a strategy session with our expert team today.
