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When a vendor lists their property, their biggest fear is often not whether the home will sell – but whether they’ll achieve the best possible result. One of the most effective ways to reassure them is to explain that your process is not one-dimensional. You’re not chasing a quick sale. You’re offering a hybrid selling strategy designed to create competition, flexibility and confidence, writes Adrian Bo.
This approach positions you as a strategic adviser – not just a transactional agent – and ensures your vendor feels supported, not rushed.
Auction is just one vertical
Many agents pitch auction as the only way to create urgency. But the most effective process doesn’t rely on a single method. It’s layered.
Auction is simply one vertical in a well-structured, multiphase campaign. It creates a clear deadline and drives momentum. But what happens before and during that countdown matters just as much.
Stage one: Soft launch to VIP buyers
Before a property even hits the public market, you can run a three- to five-day soft launch.
During this phase, you invite your most qualified buyers – particularly recent underbidders from other campaigns – to view the property.
These are active, ready-to-buy individuals. Many of them are walking around with signed Section 66W forms in their back pocket. Giving them early access increases the chance of strong, unconditional offers before the campaign even begins publicly.
Stage two: Private treaty with auction overlay
While there is an auction date and time in place, the property is still for sale every day during the campaign. If a buyer is willing to pay a price the owner is comfortable with, the deal can be done.
This gives your vendor flexibility. It also helps mitigate buyer hesitation by allowing them to make offers at any point during the process.
Stage three: Auction day
If no suitable offer is received before auction, the final stage kicks in – a public, deadline-driven event designed to draw out the best result through competitive bidding.
The auction method still plays a vital role. But it’s not your only tool. It’s the final step in a carefully layered process.
The power of offering all three methods
By the time you’re presenting this strategy to your vendor, you’ve now offered:
- Off-market (via soft launch)
- Private treaty (throughout the campaign)
- Auction (as the campaign deadline)
This hybrid structure gives sellers reassurance that every possible opportunity has been explored to find the best buyer at the best price.
It also helps build trust in your process – because you’re not forcing a method, you’re offering a tailored strategy.
The hybrid process isn’t just a buzzword. It’s a framework that helps you stand out in a competitive market, keeps vendors confident, and ensures buyers are engaged every step of the way.
When vendors see that you’re offering structure, flexibility and strategy – not just speed – they’ll trust that you’re not just chasing a sale. You’re working to deliver a premium result.
Adrian Bo is the CEO of Adrian Bo Real Estate Training & Auctions.
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