High-End Homes Sell Before They’re Built
Off-market luxury sales are rising, rewarding agents with strong builder connections and early access to projects.
NEW YORK — Ultrawealthy home buyers are increasingly securing properties before they are built, relying on private waitlists and broker relationships rather than traditional house searches.
In high-demand luxury markets, home buyers are committing months or years in advance to access limited, high-quality inventory. Robert W. Burrage, founder of RWB Construction Management, said, "We're seeing more clients approach us early and ask to be considered for future builds, sometimes before a project is even designed. Because there's a limited number of builders doing this level of work, buyers are willing to wait to get the right house."
Limited supply and stronger demand for customization are pushing more buyers to commit early. Many top-tier deals are now taking shape before a property is ever publicly listed. Real estate Alin Glogovicean said, "Home buyers are very selective because prices and mortgage rates are high – they want a house that has everything. Even super wealthy buyers are hesitant to pull the trigger because there's not a lot of great inventory and they don’t want to settle."
Additionally, there are fewer builders doing luxury construction work, and these buyers want a say in layout, finishes and details. Serhant's Peter Zaitzeff added, "It's compressing the timeline. By the time a building launches publicly, a lot of the demand has already been identified. That's why you'll see buildings announce '50% sold' shortly after launch – those buyers were already lined up."
Subscribing to developers gives luxury customers access to the best homes, say experts. The approach is making luxury housing more relationship-driven and less reliant on the open market.
Source: Fortune (03/14/26) Lake, Sydney
© Copyright 2026 Smithbucklin