Off-Market vs. On-Market Selling in Brooklyn: A Strategic Conversation with Peter Mancini & Merolyn Jimenez

Merolyn Jimenez: Peter, sellers hear so many opinions about off-market and on-market selling. From your experience, where do most sellers go wrong before they even list?

Peter Mancini: Most mistakes start with assumptions. When I taught music, I used to tell my students that starting in the wrong key can derail an entire performance. Real estate works the same way. Sellers often make strategic decisions based on what they believe is true rather than what the market data actually shows.

In Brooklyn, that gap between assumption and reality can cost a seller real money.

Defining the Two Paths Clearly

Merolyn: Before we get into the myths, can you explain what off-market and on-market selling really mean today?

Peter: Absolutely. Off-market selling typically means offering a property privately to a limited audience. There’s no public listing, no days-on-market clock, and visibility is intentionally controlled. Sellers usually choose this route for privacy, convenience, or to test pricing quietly.

On-market selling means full exposure — public listing, online marketing, broker networks, and structured timelines designed to create buyer competition.

Neither approach is inherently good or bad. The mistake is assuming one is always superior.

Myth #1: Off-Market Automatically Means Higher Offers

Merolyn: A lot of sellers believe off-market equals higher prices. Why does that idea persist?

Peter: It sounds logical. Exclusivity feels valuable. But the data tells a different story. The Wall Street Journal has consistently shown that broad exposure creates competition, and competition drives price.

In off-market situations, buyers know they’re not competing against the full market. As The Real Deal has reported, many off-market buyers actually expect a discount — not a premium — in exchange for speed and discretion.

Off-market can make sense in specific circumstances, but assuming it guarantees higher offers is one of the most expensive myths sellers believe.

Myth #2: On-Market Selling Is Chaotic

Merolyn: Another concern we hear is that on-market selling is stressful. How do you respond to that?

Peter: Chaos doesn’t come from visibility — it comes from poor planning. A strong on-market strategy creates order.

That means disciplined pricing, controlled showing schedules, qualified buyers, and clearly defined offer timelines. The New York Times has reported that homes priced and positioned correctly in the first two weeks often see the strongest activity. That early momentum doesn’t happen by accident — it’s the result of preparation.

When done properly, on-market selling is structured, not overwhelming.

Myth #3: Exclusive Buyers Pay a Premium

Merolyn: What about the idea that “exclusive” buyers will pay more?

Peter: In practice, experienced buyers understand leverage. Without competition, there’s less urgency. Without urgency, pricing softens.

Private buyers aren’t doing anything wrong — they’re responding rationally to the conditions. Without multiple bidders, offers tend to reflect convenience pricing rather than top-of-market value. Sellers need to understand that trade-off clearly before choosing that path.

Brooklyn Isn’t One Market

Merolyn: You often emphasize that Brooklyn isn’t a single market. Why is that so important here?

Peter: Because strategy must match the property. A Park Slope brownstone behaves differently than a Bay Ridge two-family. A Windsor Terrace co-op moves at a different pace than a Bensonhurst condo.

Inventory levels, buyer demand, financing conditions — they all vary by neighborhood and price point. That’s why one-size-fits-all advice fails sellers. The right strategy depends on the micro-market, not headlines or anecdotes.

The Hidden Cost of Believing the Wrong Myth

Merolyn: What’s the biggest risk for sellers who buy into these myths?

Peter: The risk isn’t always obvious until after closing. Sellers may miss out on bidding wars, accept weaker terms, or make unnecessary concessions. Once the deal is done, there’s no rewind button.

That’s why I focus on clarity upfront. Sellers deserve to understand not just their options, but the financial implications of each choice.

Choosing Strategy Over Assumption

Merolyn: If there’s one takeaway for Brooklyn sellers, what would it be?

Peter: Strategy beats assumption every time. Selling a home is a performance — and every performance requires preparation, timing, and understanding the audience.

The strongest outcomes come when sellers challenge assumptions, rely on data, and align strategy with their specific property and goals. Whether off-market or on-market is right depends on the numbers — not the narrative.

Final Thoughts

In music, starting in the wrong key affects the entire piece.
In real estate, choosing the wrong strategy affects your final price.

Brooklyn sellers don’t need myths — they need clarity. When decisions are grounded in data and local expertise, sellers put themselves in the strongest position possible.

Merolyn Jimenez in conversation with Peter Mancini
Pen Realty | REBNY & BNYMLS
Delivering A Signature Experience

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