Ray White’s Quiet Off-Market Play Hints at a Power Shift in Australian Real Estate

Dan White | Managing Director | Ray White Group

Ray White, one of the nation’s largest real estate networks, has begun quietly trialling a new sales model designed to give buyers early access to listings before they appear on major property portals such as Domain and realestate.com.au.

The initiative, currently running across several high-demand Sydney suburbs, gives Ray White clients a five-day preview window on upcoming properties through the group’s own digital platforms.

The move aims to connect serious buyers and sellers sooner — and reduce reliance on external advertising channels that have become increasingly expensive over the past decade.

Representing close to 15 per cent of all homes sold in Australia and New Zealand, Ray White’s pilot marks a subtle but significant shift in how large networks approach marketing and data ownership.

With the combined market capitalisation of Australia’s two biggest listing platforms now exceeding $33 billion, and advertising fees having increased by as much as 5000 per cent since 2009, networks are increasingly exploring ways to bring visibility back in-house.

In 2009, it cost around $75 to list a property on realestate.com.au. Today, that same campaign can reach up to $6000 depending on the suburb — a cost many agents say is now difficult to justify.

Industry observers say Ray White’s move is more than just a trial — it’s a test of the balance of power between agencies and the advertising giants that dominate Australia’s property market.

“Control has always been the biggest currency in real estate,” said one senior executive familiar with the program.

“For years, the portals owned the eyeballs. Now, the networks are realising they already own the relationships — and that’s where the real value sits.”

The new Ray White system is understood to integrate data analytics and buyer behaviour tracking to identify high-intent purchasers within its CRM ecosystem, effectively allowing properties to sell before public campaigns even begin.

As consumer behaviour continues to evolve, the rise of off-market sales may signal a broader redefinition of what exposure, exclusivity, and strategy mean in 2025’s property market.