Selling Tips

For most people, property can be the single largest investment they have, with the decision to sell one of the most important and daunting financial decisions they make.


With the abundance of information available, active buyers are becoming more educated and savvy when it comes to comparing value in a specific market. A realistic price in most instances is the main factor determining whether the buyer will show further interest in a property ie request an inspection, additional information or even make an offer.

It is advisable to conduct area specific research on recent comparable sales and discuss price expectations with an agent. The agent should have access to specialised information which will assist in determining price expectations.


Just because an agent has a lot of properties listed or quotes the highest market value for a home doesn’t mean they will get the best result. Usually these agents are more interested in listing more properties than getting their clients the best result.

They are typically time poor and don’t give the priority with their time once listed instead resorting to “conditioning” the client. Have a list of specific questions and find out if their price estimates for the sale are realistic or not (based on market data research/results). Be totally confident in their ability to achieve the best result.


Timing can be everything: selling in a rising market will always prove easier than a flat or falling market. Even if the home seller has an inflated opinion of value, the rising market will usually catch up with the seller’s price expectation. In a falling market, the gap between price expectation and the market reality grows wider.

One of the most effective ways of determining seasonal price trends is to conduct area specific research on seasonal property sales to ensure that the price expectations are realistic. The agent can provide this information as well.


In Australia, there are three standard methods of sale which are used: Private Treaty, Auction and Public Tender. For residential properties, private treaty and auction are the most common methods of sale.

Be wary of an Agent who suggests Auction that they aren’t employing a tactic known as conditioning. Ensure thorough market research has been completed and liaise with the agent to choose a method of sale. Collectively make a decision that will achieve the best result.


A well-planned, seamless and targeted marketing campaign is imperative to achieve the best result when selling a property. This should not be the time a property is considered “the best kept secret”.


  • Principals of large agencies will often commit to a large amount advertising space with the newspaper in order to negotiate a cheaper rate per advert. Having such a large overhead commitment, the pressure is then put on individual agents to push these spaces onto their clients – usually a campaign commitment up to 8 weeks – whether in their best interests or not.
  • Convincing the client to invest in these expensive newspaper campaigns can often be just a clever conditioning tactic employed by the agent. Having already invested thousands of dollars over a couple of months, the client feels compelled to drop their price to sell the property quickly instead of haemorrhaging advertising dollars indefinitely.
  • Be sure all your advertising dollars are spent on marketing the property and not the agency’s or individual’s profile.


There are many ways to add to the appeal of a home for prospective buyers. It is advisable to meet with the agent before the inspection to discuss and assist with any details.

  • Internal cleaning and preparation: Ensure the property is cleaned to a high standard and is ready to be inspected.
  • Security: If applicable, ensure that valuables are safely secured and/or removed from the property.
  • Declutter: Remove excess clutter, vehicles from garages, pets (cats and dogs) and personal photos (for privacy).
  • Mood: Put scented candles in the bathroom and flowers on the dining tables.
  • Street Appeal: External of property is tidy all toys put away, manicured landscaping, including neighbours (if possible).
  • Lighting: Well lit open rooms. Place a lamp in dark corners.
  • Tradesmen and repairs in advance of the sale: Fix any dripping taps, flicking lights, squeaky floor boards etc.

After the inspection, debrief with the agent to receive initial feedback and if any prospective purchasers requested contracts.


Throughout the course of the sale interested purchasers will request a copy of the contract. The number of contracts issued is usually a good barometer of the level of interest. If the property is offered at a reasonable market price then there should be several contracts issued.

Offers can be verbal, in writing or by way of contract. Verbal offers are normally just to feel where the vendor is positioned and is not binding. Offers in writing are usually with more intent but are once again not binding. Offers on a Qld Law Society/REIQ contract is a binding offer which can purchase the property if the vendor is willing to accept.