Why Aren't All Presale Listed on the MLS®?
When you're searching for a new home in North Vancouver or West Vancouver, you might notice that not every presale condo or townhome from a new development shows up on the MLS®. This can be confusing, especially if you’re trying to compare options or track availability.
The reality is, developers and their marketing teams use specific strategies when deciding how and when to release units. They may only showcase a small selection of homes publicly, while keeping the rest of the inventory available through their own sales channels.
We break down the main reasons behind this approach below—and explain what it means for you as a buyer.
The Main Reasons Developers Don't Post All Listings to the MLS®
Real estate marketing for new developments is a careful process. The decision to not list every available unit on the MLS® is a calculated move to manage the market, control information, and maintain a specific sales strategy. Here are the key factors at play:
- Preventing Market Saturation Listing every single unit in a large development at once can overwhelm the market. By releasing a small, controlled number of listings, the marketing team avoids the appearance of an oversupply. This helps maintain a sense of scarcity and high demand, which can be beneficial for their pricing.
- Controlling Pricing and Information Developers often have a specific sales strategy that involves adjusting prices based on demand and sales velocity. Listing all units at once would make all pricing information public and potentially difficult to change without generating market noise. By listing a few units at a time, they can control the narrative and test the market with different price points and product types. This method allows them to carefully manage price increases and highlight the value of each subsequent release.
- Maintaining Control Over the Sales Process The developer’s marketing team wants to carefully manage how their presale homes are presented and sold. By not listing every unit on the MLS®, they can direct interested buyers to their own sales staff and presentation center. This setup ensures that the buyer hears the developer’s messaging in a consistent way—without competing discussion points or outside comparisons that might shift the focus.
- Flexibility with Marketing and Sales Rules Real estate board rules, including those for the MLS®, can sometimes be rigid. Marketing teams for new presale developments may find these rules limiting when it comes to their specific marketing strategies. By keeping some inventory off the MLS®, they have more flexibility in how they promote the development, using a variety of channels and incentives that might not be possible under strict board regulations.
The Strategy Behind Presale Listings
You'll typically see a handful of listings on the MLS®, often representing different floor plans, price points, or product types within the development. This strategy serves two purposes: it satisfies the need to have a presence on the MLS® for a broad audience, and it acts as a showcase for the variety of homes available. As a listed unit sells, the marketing team will often replace it with a new one to show continued sales activity and progress within the development.
This practice is common for presale projects across the North Shore, from the new Cypress developments or West Vancouver to the growing communities of North Vancouver. It's all part of a sophisticated marketing plan designed to ensure a successful and controlled sell-out of the development. Sometimes, a developer will also list a unit on the MLS® that's already sold off-market. This practice is common and allows the sale to be recorded, which shows activity and sales at the development. This can be a strategic marketing move, as it helps demonstrate the project's success and encourages other potential buyers.
What This Means For You
Because developers carefully manage how presale homes are marketed, the MLS® often doesn’t reflect the full picture of what’s available. Relying only on the listings you see online may mean you miss out on opportunities or don’t get the full context on how a project fits into the broader North Shore market.
That’s where having an agent who specializes in presales becomes so valuable. While the developer’s sales team is focused on promoting their specific project, an independent agent can give you a broader perspective—comparing different developments across North Vancouver and West Vancouver, highlighting alternatives, and advising you on how pricing and product fit into overall market trends.
To get the most accurate and up-to-date picture of what’s available, reach out to our team. We work closely with developers but represent buyers first. Our goal is to help you navigate presales confidently and find the right fit for your needs.