Should Sellers Pick Pocket Listings?

Should Sellers Pick Pocket Listings?

Author: Rob Hahn and Greg Robertson June 24, 2026 Duration: 59:38

The Industry Relations Podcast is now available on your favorite podcast player!

Overview

This week, Rob and Greg are joined by Professor Darren Hayunga of the University of Georgia to discuss his research on pocket listings and private sales. Using 20 years of Dallas-Fort Worth MLS data, Darren explains why his findings challenge conventional wisdom about off-market transactions, how Clear Cooperation Policy impacted pocket sales, and why sellers may not be sacrificing value by avoiding the open market. The conversation explores market efficiency, buyer and seller behavior, luxury listings, and the broader implications for the ongoing industry debate around private listing networks and consumer choice. 

Key Takeaways

  • Professor Darren Hayunga's study found that pocket sales in Dallas-Fort Worth generated an average premium of roughly 1.7%, with luxury properties showing significantly higher premiums. 
  • The research suggests sellers may benefit from avoiding what Darren calls the "negotiation tax" associated with traditional MLS listing strategies. 
  • Clear Cooperation Policy largely eliminated the pricing advantage of pocket sales, but did not eliminate their use. 
  • Pocket listings became more common over time, growing substantially after the early 2010s despite industry efforts to curb them. 
  • The discussion highlights the challenges of measuring off-market transactions and the importance of comparing truly comparable properties when conducting housing research. 
  • Rob and Greg debate whether the continued popularity of private sales reflects consumer preference, brokerage incentives, or broader market efficiencies.

Links

Contact Professor Hayunga

Pocket Sales in the Housing Market: Selection, Outcomes and Policy

 

Connect with Rob and Greg

Rob's Website 

Greg's Website 

 

Watch us on YouTube

 

Our Sponsors:

Cotality 

Notorious VIP

The Giant Steps Job Board 

 

Production and Editing Services by Sunbound Studios

 


Industry Relations is a weekly conversation hosted by Rob Hahn, also known as The Notorious ROB, and Greg Robertson. It operates at a unique crossroads, examining where the business of real estate collides with and is reshaped by new technology. This isn't a surface-level tech review; the discussion comes from an insider's perspective, built on years of direct experience within the field. Each episode delves into the practical implications of software platforms, shifting market data, and emerging business models that are actively changing how properties are bought, sold, and managed. The hosts analyze trends, debate strategies, and often challenge conventional wisdom, providing a nuanced look at the forces driving change. Listening to this podcast offers a deeper understanding of the operational and entrepreneurial challenges faced by professionals navigating this evolving landscape. You'll hear specific case studies, evaluations of new tools, and forward-looking predictions about what's next for the industry. The tone is direct and informed, reflecting the hosts' deep background, making it essential for anyone invested in the future of real estate as a business. Tune in for thoughtful, weekly analysis that goes beyond the headlines.
Author: Language: English Episodes: 50

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