How To Sell in a Buyer’s Market

The current housing market is unmistakably favoring the buyer, and this places sellers in a challenging position. If you are contemplating selling your property right now, it’s essential to not only grasp this environment but also employ strategies that give you an edge. While this may sound daunting, don’t lose heart; there are avenues you can pursue to catch the eye of potential buyers.

Understanding the Cooling Market

Recent CoreLogic data provides a clear view of the market’s temperature. The findings indicate a downturn in dwelling values across many of Australia’s major cities. The two giants of the Australian housing market, Sydney and Melbourne, have seen a particularly pronounced downturn. These cities significantly influence national averages, and their collective decline has pulled the nation’s average down.

The premium housing market has been impacted most, with substantial drops in places like Sydney’s suburbs and Melbourne’s inner east. Simultaneously, cities like Perth and Darwin continue their cool-down phase, and Brisbane has also seen a slight dip. Adding to this, regional markets haven’t shown the resilience many expected. Particularly troubling is the slump in the mining states, with noticeable value drops in regional Western Australia and Queensland.

Current Selling Conditions

The evolving conditions in the housing market have altered the traditional selling paths. Off-market sales are becoming the norm, eclipsing the once-popular auctions. These changes point towards a challenging phase for sellers, with properties lingering longer on listings and decreased auction clearance rates.

Vendors are increasingly feeling the pressure, resorting to substantial price discounts in hopes of making a sale. A deeper dive into Sydney’s market reaffirms this trend. Housing values have faced significant declines, with the rate of decrease being the sharpest in nearly a decade. The most significant reductions are visible on the lower north shore.

Strategies for Selling in a Competitive Market

Understanding Local Competition

Before setting your sale price, it’s vital to be aware of the competition in your locality. Examining properties that mirror yours in features and size will give you an indication of the price range you should consider. This process helps in setting a realistic and attractive price for potential buyers.

Accurate Property Pricing

Emotions should never dictate property prices. Engage a locally specialized agent who understands the nuances of the region. Their expertise will be invaluable in devising an effective sales strategy.

Highlighting Unique Features

Every property has something special. Whether it’s the location, design, or any unique features, it’s essential to bring those elements to the forefront. Equally critical is to ensure that online listings include these attributes, as many buyers filter their searches based on specific keywords.

Property Presentation

First impressions are everything. Make sure your property looks impeccable. Go beyond just cleaning; depersonalize and declutter. This not only makes spaces look larger but also allows potential buyers to visualize themselves in the space.

Staging the Property

Staging can transform a space, and a well-staged property can lead to faster sales and better offers. Consider hiring a professional who can elevate the look of your home, making it irresistible to potential buyers.

Flexibility and Negotiation

In a buyer’s market, adaptability is paramount. Be open to varied settlement terms and always keep the door open for negotiations. Remember, the goal is a sale, and sometimes a bit of compromise can lead to a quicker closing.

Pricing Adjustments

Buyers are currently in a position to be discerning. Rather than delving into extensive repairs, it might be more beneficial to adjust your property’s price. This approach can often expedite sales.

The Risk of Buying Before Selling

While the idea of securing your next home before selling your current one is tempting, it’s a risky move in the present market. Financial strain can quickly become a reality if your current property doesn’t sell as anticipated.

The Silver Lining: Advantages of Selling in a Downturn

Despite the prevailing sentiment of caution, there are still active buyers looking for good opportunities. Sellers who act decisively can cater to these buyers, leveraging the market’s unique characteristics. For instance, those looking to upscale might find that selling in the current market allows them to buy an even better property than anticipated.

While the market’s current state may appear intimidating, with the right strategies and a proactive approach, sellers can successfully navigate these waters. It’s all about adaptability, understanding the market, and highlighting what makes your property unique. So, evaluate your selling strategy and embrace the current market dynamics with confidence.

Picture of Alastair Mairs

Alastair Mairs

After completing a BSc Hons degree in Estate Management at Heriot-Watt University in Edinburgh, Alastair spent the first five years of his well-rounded career in Belfast as an Investment Property Buyer before moving to London to take on the challenge of high-end property consultancy.