Property: The Only Place You Can Still Negotiate

BY CHRIS GRAY, CEO, YOUR EMPIRE

In a world where prices just keep climbing – from groceries and car insurance to airfares and electricity – most of us have accepted that everything costs more now, and there’s not much we can do about it. Except in one market.

Real estate remains one of the last places where smart negotiation can still save you serious money. But only if you know how to play the game.

Why Property’s Different

When you walk into Coles or order a flight, there’s no button to negotiate the price down. There’s no way to add value through smart terms or to find something “off-market” that isn’t shown to the general public.

But in property, you can:

• Negotiate price, settlement terms, or conditions.

• Secure deals off-market where there’s no competition

• Add value before you even move in

• Create leverage simply through timing, preparation and confidence

The catch? Most buyers don’t know how or have time to learn.

Why We Never Go To Auction Unless We’re Selling

At Your Empire, we never buy investment properties at auction.

Why? Auction results are driven by emotion, competition, and borrowing capacity, not logic or intrinsic value.

We buy based on conservative bank valuations, backed by facts, comparable sales, and long-term growth potential – not on hype or fear of missing out.

Emotional homeowners often justify paying top dollar by saying, “We only paid $1,000 more than the next bidder.” But when that next bidder was also emotionally charged and had a big budget, that justification doesn’t hold.

As strategic investors, we play a different game.

We secure properties where the numbers work from day one, not where the crowd is bidding up the price.

That said, here’s the twist.

We almost always recommend auctions when we help our clients sell through our Vendor Advocacy ser vice. Why? Because emotional homebuyers tend to pay the most, especially in competitive markets. When you’re the seller, you want as many emotionally motivated, cashed-up buyers competing for your property.

So, yes – we avoid auctions when buying. But we embrace them when selling.

It’s all about knowing which side of the deal you're on – and using the right strategy to your advantage.

The $50,000 Conversation

I’ve personally seen buyers save $30,000-$100,000 just because they:

• Had finance ready

• Knew the vendor’s motivations

• We were confident bidding when others hesitated

• Used tactics that real estate agents themselves respect These aren't tricks. They're professional strategies you rarely see on a Saturday open home, but they make all the difference behind the scenes.

Why Negotiation Matters More in 2025

In a rising interest rate cycle, you can sit tight and wait, and your borrowing capacity may increase.

But in a stabilising or falling rate market like the one we’re entering, competition increases, and you lose the chance to negotiate on your terms.

Buyers start flooding back, agents get multiple offers, and suddenly you’re back in a bidding war.

The smart money moves before the herd returns.

Off-Market = Opportunity

Right now, some of the best deals are happening quietly.

• Not all vendors want to run full auction campaigns.

• Some properties never make it online.

• Negotiations can happen over the phone, not at open homes. But these are invisible to the average buyer. That’s where relationships matter.

As buyers’ agents, we deal with these conversations daily, and often know what’s coming to market before it even hits the portals. We can negotiate softly where others would be shut out. And because we’re unemotional, we protect you from the common mistake of overpaying because you “fell in love” wi th a property.

So, What Can You Do?

If you’re thinking of buying this year:

• Get your finance pre-approved early

• Be clear on your brief – what you want and what you’ll walk away from

• Understand that negotiation isn’t a single moment – it’s a process

• And if you don’t have time, confidence or access, consider bringing in someone w ho does

In today’s market, you can’t negotiate your grocery bill, but you can negotiate your next home or investment.

It could make you six figures richer before you even pick up the keys. And if you’d like help doing just that, you know where to find me.

About The Contributor

Chris Gray is CEO of Your Empire, a buyers’ agency that buys homes and investments for time-poor professionals – searching, negotiating, renovating and managing property on their behalf. Chris has spent over 10 years as the host of ‘Your Property Empire’ on Sky News Business channel, where he’s interviewed various heads of property research companies and major industry figures. Chris is a qualified accountant, buyers’ agent and mortgage broker. For more information, visit www.yourempire.com.au and follow Chris on Facebook: @ChrisGraySydney