Navigating Private Listings, Buyer Behavior & Cape Cod’s Unique Real Estate Landscape with Colleen Barry of Gibson Sotheby’s International Realty
by Zavia Walker
Q: Let’s start with a term that’s still unfamiliar to many homebuyers—what exactly are private listings, and how do they impact the Cape market?
A: Private listings, often referred to as “off-market listings,” are properties for sale that aren’t publicly advertised on the MLS. In some cases, privacy is key—think corporate relocations or sensitive personal circumstances. But the downside is that fewer eyes on a listing can mean fewer offers and less competitive bidding, which may reduce the final sale price. I always tell sellers: unless there’s a strategic reason, going public tends to serve you better. Open listings typically bring in more offers and better outcomes by maximizing exposure and competition.
Q: Are private listings common on the Cape?
A: Not really. Thanks to strong guidelines from the Cape Cod & Islands Association of REALTORS, private listings remain relatively rare. That said, the rules are evolving to offer more flexibility. It’s always important for buyers and sellers to ask: How is my agent marketing this property? There’s a huge difference between a quiet sale and one that quietly underperforms.
Q: How has buyer behavior shifted post-pandemic, particularly on the Cape?
A: Oh, it’s changed a lot. During the pandemic, low interest rates led to wild bidding wars. Now, with rates much higher, buyers are far more selective. Many are prioritizing move-in-ready homes because they have less capital—or patience—for major renovations. Sellers really need to meet that moment by presenting properties that are turnkey.
Q: Cape Cod has always had a unique real estate ecosystem. What sets it apart?
A: Duality. Our market is truly split—about half of it serves year-round residents, and the other half is for second-home buyers. That dynamic creates dramatic shifts in demand, especially when the economy changes. But even as national trends fluctuate, Cape Cod has remained a strong seller’s market, particularly in towns where demand far exceeds available inventory.
Q: Is there a connection between private listings and the availability of year-round housing?
A: There isn’t a direct cause-and-effect, but there’s definitely a connection. We already have limited year-round inventory, and when homes are sold privately, it reduces what’s visibly available—especially to new buyers hoping to move here full-time. I’m a big advocate for transparency to ensure equitable access to housing opportunities.
Q: What types of properties are buyers currently clamoring for?
A: Turnkey single-family homes and updated condos are hot right now. Renovations are expensive, and buyers are done with projects—they want a home that’s ready to enjoy on day one. If a seller puts in the work up front, they’ll likely see stronger offers and a faster sale.
Q: Are ADUs (Accessory Dwelling Units) really a solution to the housing shortage here?
A: Yes, increasingly so. More towns across the Cape are relaxing zoning laws to allow ADUs, which can be great as rental income, multi-generational living, or even for aging in place. But I always advise clients to do their homework—talk to a zoning expert or attorney before moving forward. Every town’s regulations are different, and you want to be fully informed.
Q: Finally—how have reality TV shows shaped consumer expectations in real estate?
A: Let’s just say, not always for the better. Those shows are entertaining, but they often oversimplify what’s a very complex process. The negotiations, costs, and timelines you see on screen? Not exactly realistic. Unfortunately, that can create false expectations about how agents work and how long things really take. Real estate is about trust, transparency, and strategy—not instant makeovers.
