Across news outlets and online platforms, there are ongoing conversations about changing property market conditions and shifting buyer behaviour. As a result, many homeowners are questioning when the right time is to sell, concerned they may not achieve the outcome they were hoping for.
Traditionally, sellers have waited for peak selling periods, believing more buyers are active and this will automatically lead to a better result. While those seasons may bring increased activity, this method overlooks one key factor, competition.
The best time to sell isn’t determined by the calendar month, it’s by your individual circumstances and the strategy behind your sale. Markets will always evolve but the right approach will put you in the strongest position to maximise your result.
What we’re actually seeing is the market settling into a more balanced phase in comparison to recent years. Buyers are still actively searching but their decision-making process and what they’re looking for has changed.
At the peak of the market they were making offers within 24 to 72 hours, whereas today, buyers are often taking one to three weeks as they do more research and seek reassurance from family, financial advisers and trusted friends before committing. They are also placing greater value on homes that are well-presented, well-maintained and ready to move into, as these properties provide greater certainty in their decision-making.
For some sellers, that change can feel unsettling but from my perspective, it presents a strategic window of opportunity. With fewer competing properties available when compared to historic levels and buyers still actively looking, well-positioned homes have the chance to stand out and create stronger engagement.
Understanding buyer behaviour is only the first step, the next is knowing how to position your home in a way that gives buyers confidence, creates genuine competition and ultimately delivers the strongest possible result.
An emotional connection is becoming essential as buyers aren’t simply purchasing bricks and mortar, they’re buying a lifestyle and imagining how the home will fit into their future. For example, they want to picture their children playing in the backyard, entertaining friends alfresco style or enjoying weekends close to local amenities. The home’s location, layout and lifestyle all need to tell a clear story.
For a home to align with current expectations, it doesn’t mean it needs an expensive renovation or that older homes don’t have appeal. Buyers are still willing to put their own stamp on a property, they just want confidence that the home has been cared for and is ready to enjoy.
What they don’t want is uncertainty. Things like minor repairs, tired paintwork, neglected gardens or obvious maintenance issues can quickly become distractions, causing buyers to focus on the work required rather than the potential of the home and often influencing what they are prepared to pay.
The good news is that thoughtful preparation often delivers far greater value than major renovation. Some of the strongest results we’ve achieved have come from simple improvements such as fresh paint, better lighting, decluttering, garden maintenance and completing smaller jobs buyers immediately notice.
Every recommendation we make has a purpose, with the aim of removing buyer hesitation, creating stronger emotional engagement and positioning a home to achieve the best possible result.
Knowing where to focus that effort is equally important. Every weekend we’re speaking with buyers, listening to their feedback and understanding what they’re looking for. Those conversations help us guide homeowners on where preparation will genuinely add value, where to avoid unnecessary spending and how to present a property in a way that resonates with today’s buyers.
For many of our clients, that guidance extends well beyond advice. We provide end-to-end project management, helping homeowners identify what should and just as importantly shouldn’t, be done before coordinating trusted trades, stylists and suppliers to prepare the home for launch. By overseeing every stage of the preparation process, we make it easier for homeowners while ensuring every improvement has a purpose and contributes to a stronger result.
Presentation should always enhance a home’s greatest strengths. The floorplan remains one of the biggest drivers of buyer interest, particularly for families, so it’s important the flow of the home feels functional and allows buyers to easily understand how each space can be used. Styling then helps buyers emotionally connect with how the home could be lived in, whether that’s imagining family life, entertaining friends or enjoying the lifestyle the property offers.
A recent campaign at 20 Yaringa Way demonstrated exactly that. Rather than spreading the budget across the entire home, we identified the features that would create the strongest first impression and invested strategically. Landscaping around the pool became the hero of the campaign, supported by carefully considered repairs and styling that elevated the overall presentation. That preparation ultimately helped position the property strongly in the market and contributed to a sale result approximately $600,000 above where the property may otherwise have sat.
All these factors are why I encourage homeowners to start the conversation early. The strategic window isn’t about trying to predict exactly what will happen next, it’s about understanding today’s buyers, preparing with purpose and having a strategy that positions your home to stand out, regardless of the market conditions.
Whether you’re considering selling now, in the coming months or simply want to understand how today’s market may influence your property’s potential, the Ray White Dalkeith | Claremont team can help you prepare with confidence and develop a strategy that’s tailored to your home and your goals.
Ms Yap, who owns Ray White Dalkeith | Claremont in the affluent western suburbs of Perth, was awarded ‘Top Team by Value Sold’ at the REIWA awards over the weekend. She has won this industry award consistently over the last decade. Ms Yap said she was very fortunate to have such a fantastic team along … […]