We believe that selling a property can be stress-free and exciting when you have the right knowledge and insights partnered with a supportive real estate agent and proven sales system. Knowing the facts about what is involved when selling your home can help ensure you make smarter property decisions that could impact your long-term financial wellbeing.
Selling a property is a significant decision, but with the right support it can be a smooth, exciting and rewarding experience.
This guide is designed to give you clarity at every stage of the journey, from understanding the market and choosing an agent, through to preparing your home, running a campaign and finalising settlement.
Along the way, we’ll share practical insights from our sales teams to help you make confident decisions that support your long-term financial wellbeing and give your property the best chance of achieving a premium result.
Step 1
Research your local market. What is selling and for how much?
Step 2
Have your property appraised by your local McGrath Agent
Step 3
Make smart improvements to sell
Step 4
Choose a sale method
Step 5
Agree on a marketing plan
Step 6
Set a selling price or price range
Step 7
Review & sign your agency agreement
Step 8
Engage a conveyancer or lawyer to draw up a contract
Step 9
Professional photos, video and floor plan created
Step 10
Signboards, online, print advertisements created
Step 11
Marketing of your property commences
Step 12
Prepare your property for open homes
Step 13
Buyers inspect your property
Step 14
Offers received or property goes to auction
Step 15
Negotiate with buyers
Step 16
Property sells
Step 17
Contracts signed and deposit paid
Step 18
Property settles, final payment received, ownership transferred
You’ve probably heard the term “property market cycle”, but understanding how it works and what it means when you’re selling can help you make clearer, more confident decisions.
At its core, the property market moves through natural periods of growth, stability, decline and recovery. These shifts are driven mainly by two forces: supply (the number of properties for sale) and demand (the number of buyers actively looking).
When demand outweighs supply, prices tend to rise. When more homes come to market than buyers can absorb, price growth slows or softens. While national trends give a broad view, each suburb behaves differently depending on local conditions.
Economists and real estate professionals look at a range of factors when assessing the direction of the market, including:
• The availability and cost of finance
• Borrowing capacity and lending criteria
• Broader economic performance and employment trends
• Consumer confidence
• Major infrastructure or development activity
• The rate of price growth or decline
• Rental vacancy levels
• Overall supply of suitable homes
• Interest rates and household affordability
There’s no exact science to predicting when a cycle will turn, but understanding the forces shaping your local market helps you time your sale and set realistic expectations.
Buyer demand is strong and listings are limited, creating competition. Well-presented homes often outperform expectations, and days-on-market shorten. As prices rise, more owners decide to sell, increasing supply and eventually cooling the pace.market helps you time your sale and set realistic expectations.
Homes stay on the market longer and price growth flattens or softens. This may be due to higher interest rates, tighter lending, economic uncertainty or oversupply from the earlier boom. Buyers become more price-sensitive and selective.
Buyer confidence lifts and activity increases. As demand grows, more owners decide to sell, and price momentum starts to build again. Competition strengthens and the market moves back into a growth phase. 1 2 3 4
After a period of adjustment, the market stabilises. Prices hold relatively steady as confidence gradually returns. During this phase, savvy buyers and investors often re-enter the market, anticipating recovery.
Uptick, or recovery
No two suburbs move in lockstep. Local demand, school zones, transport links, lifestyle amenities and buyer demographics all influence how quickly a market shifts.
Your local McGrath Area Specialist monitors these trends daily. They can provide a tailored market report showing:
• recent sales and current competition,
• buyer demand levels,
• days on market,
• local price momentum, and
• insights into how your home is likely to perform.
Understanding both the broader cycle and your suburb’s unique conditions helps you choose the right timing, strategy and pricing approach when selling.
A key first step when preparing to sell is understanding what your home is worth in the current market. A professional appraisal gives you a clear, evidence-based indication of price and helps shape your selling strategy.
Your McGrath agent will draw on deep local knowledge, recent comparable sales and market data to provide an informed estimate. Every property is unique, so they’ll assess the features that buyers value most, including:
Location remains one of the strongest drivers of price. Your agent will consider proximity to transport, schools, shops, parks, coastal or water viewpoints, and the overall appeal of the street and neighbourhood. Lifestyle considerations, such as cafés, green spaces or walkability, also play a major role in buyer demand.
Well-designed, well-built homes generally command stronger prices. Buyers will often undertake a building inspection, so structural integrity, thoughtful design and quality workmanship all influence perceived value.
Both land size and internal floor area matter. Your agent will review the block dimensions, overall footprint and the size of key spaces such as the living areas, kitchen, bedrooms, bathrooms, outdoor zones and parking.
More bedrooms and bathrooms typically increase buyer demand, but size, layout and functionality also matter. Features such as ensuites, study nooks, flexible living spaces or views can enhance appeal.
Buyers respond strongly to well-presented homes. While your agent can see past toys, laundry baskets and day-to-day living, thoughtful presentation can lift buyer perception and add real value, often by as much as 5–10%.
Quality appliances, modern lighting, good flooring, well-maintained windows and updated fixtures all influence the overall impression of your property. Buyers notice when a home feels cared for.
Access can shape buyer interest, especially in apartments or townhouses. Your agent will consider stairs, lifts, entry points, visitor parking, garage access and overall convenience.
Updated kitchens and bathrooms, new flooring, fresh paint, and modern enhancements can significantly extend the property’s appeal. Buyers appreciate improvements they don’t need to undertake themselves.
Alongside current condition, buyers consider potential. Scope for extensions, reconfiguration, adding parking, or capitalising on views can positively influence value. Your agent will compare your property to others in the street to assess what opportunities future buyers may see.
Zoning and council regulations determine what future owners can and can’t do. Your agent will factor in these limitations or opportunities when assessing market value.
After reviewing all these elements, your McGrath agent will provide a detailed appraisal report outlining your property’s estimated price range, the current market climate and recommended next steps to prepare your home for sale.
There’s no single “perfect” time to sell. The right moment depends on your goals, financial position and personal circumstances. That said, there are common life changes that often prompt owners to make a move.
• A job change to another region or state
• A growing family and the need for more space
• An improved financial position and desire to upgrade
• The decision to unlock equity
• Rebalancing or releasing an investment
• Reducing debt or simplifying life
• Finding the ideal property and wanting to act quickly
Understanding your motivation helps shape your strategy and determines how your campaign should be timed.
While every market behaves differently, each season offers its own advantages. The key is to match your property’s strengths to the time of year when it will shine.
Traditionally the busiest selling season, with fresh gardens, warmer weather and strong buyer activity. Homes with standout outdoor spaces or natural light often perform exceptionally well in spring.
Many buyers who missed out in spring are still active, and others use holiday downtime to reassess their plans. Homes near beaches, waterways or with excellent indoor–outdoor flow benefit from summer’s energy and lifestyle appeal.
A consistently strong selling period. Buyers have settled into the year, the weather is mild, and competition can be lower than in spring. Late summer and early autumn often create a sweet spot that combines motivated buyers with reduced stock levels.
Though quieter, winter can favour sellers with warm, cosy, well-presented homes. With fewer properties on the market, motivated buyers may be willing to act decisively. Thoughtful presentation and well-timed inspections help maximise appeal.
Ultimately, the best time to sell is when your property is ready, the strategy is right, and market conditions align with your goals. Your McGrath agent can help you understand local buyer demand and identify the strongest window for your sale.
“Agents might look the same if you squint but when you put them under the microscope the differences are significant.” - John McGrath
Choosing the right real estate agent is one of the most important decisions you’ll make when selling. A skilled agent can influence your price, your experience and the overall success of your campaign.
At McGrath, we believe the difference between a good agent and a great one can significantly impact your final sale price. Great agents combine market knowledge, negotiation skill, discipline and genuine care, and those qualities consistently set premium results apart.
Here is a list of qualities and questions to help you identify the best agent to sell your property.
Local experience and expertise: An agent with local experience understands local buyers, what they are looking for and what they are prepared to pay more for. They will have a local buyer database they can work with and know how to reach out of area buyers.
Ask them:
• Have you sold similar properties in the local area?
• Can you show me some recent sales successes?
• Are you an expert in the local area?
• Do you have a good buyer database ready to promote my property to?
Strong local market knowledge: Local agents understand the unique property cycle of the local market and are best equipped to appraise your property.
Ask them:
• Can you provide a local market report and provide insights into the local market, highlighting what’s sold, for how much and identifying market trends and opportunities?
• How much do you think my property is worth?
• How long do you think it will take to sell my property?
• What method of sale would you use to sell my property?
Excellent interpersonal interactions: Seeing an agent at an open for inspection and interacting with buyers is an excellent way to assess their ‘on the job’ skills, and after all this is a critical element of a successful sale so it is worth going to a few open homes to see the agents in action.
Ask yourself:
• Do they display integrity and transparency?
• How knowledgeable are they on the property?
• How well were they presented?
• How efficient was their follow up after the open home?
Professional support and reassurance: Selling a property can be a stressful and challenging process, however having an agent who you feel comfortable working with is important to help make the process as stress-free as possible.
Ask yourself:
• Are they friendly, approachable and transparent?
• Are they attentive and listen to your needs?
Strong communication skills and attentive listening: Communication, both personal and in terms of marketing, is one of the most important factors to consider when selecting an agent.
Ask yourself:
• When you are talking to them do they listen to you and answer your questions with knowledge and insight?
• Have you seen examples of their marketing material? How compelling is it?
• What advertising and marketing do they recommend?
Strong sales track records: results speak for themselves and a great agent will be happy to share their achievements with you.
Ask them:
• Have you sold similar properties in my area?
• What were the results?
• Do you have a strong buyer database for a property like mine?
• Do you have a social media profile where I can see what you have sold recently?
Transparent references: word-of-mouth is one of the best ways to assess a prospective agent, and a high-performing agent will happily provide you with testimonials from their most recent clients (assuming there are not confidentiality clauses in place). If possible, reach out for a quick chat with their most recent clients.
Ask them:
• How was your experience working with this agent?
• Are you happy with the way they ran your campaign and the result you achieved?
• Would you recommend them?
Agent fees, or commissions, are the payment your real estate agent receives for successfully selling your property. Commission is usually charged as a percentage of the final sale price and, in most cases, is only payable once the property is sold.
Your agent’s role goes far beyond introducing buyers. A strong agent manages every stage of the campaign to help ensure you achieve the best possible result. This typically involves:
• Developing a tailored marketing strategy designed specifically for your property and target buyer audience.
• Coordinating professional photography, video, floor plans and copywriting to present your home at its best.
• Creating and managing your advertising assets, including online listings, signboards, print materials and campaign messaging.
• Promoting your property across all major channels, including digital advertising, real estate portals, email campaigns, social media and database outreach.
• Hosting open homes and private inspections, engaging buyers and communicating your property’s key features with confidence.
• Following up with every interested buyer and providing you with accurate, timely feedback.
• Managing all enquiries, documentation and negotiations, including liaising with solicitors, conveyancers, surveyors and inspectors.
• Negotiating the strongest possible price through private treaty or guiding competitive bidding at auction.
• Progressing the sale to exchange, handling deposits, preparing paperwork and ensuring all legal steps are correctly completed.
• Managing pre-settlement inspections and handover, ensuring a smooth transition to the new owner.
Commission structures vary depending on the market, property type and location, so it’s important to discuss fees openly with your McGrath agent. What matters most is selecting an agent who brings experience, strategy, strong negotiation skills and a proven ability to deliver premium results.
There are three main ways to sell a property in Australia. While McGrath has historically achieved outstanding results through auction, the best method for you will depend on your property, your goals and current market conditions. Your agent will guide you on the most effective approach.
A private treaty (or private sale) is when a property is listed with an asking price or price guide. Interested buyers make offers through your agent, who negotiates on your behalf to achieve the strongest result.
This method gives sellers more control over timing and negotiations. It can work especially well in balanced or softer markets, where buyers prefer transparency and time to consider their decision.
An auction is a public sale held at a set time and date, where buyers bid competitively. If the bidding reaches the reserve price, or a price you’re happy to accept, the hammer falls and the property is sold. Contracts are signed immediately and the sale is unconditional, with no cooling-off period.
Auctions can be powerful in markets where demand is strong or competition is likely. The set deadline creates urgency, and the competitive environment often helps drive premium prices. Many of McGrath’s strongest results continue to come from auction campaigns.
Tender or EOI campaigns invite buyers to submit their best offer by a specified deadline. Offers are confidential, giving serious buyers an incentive to put forward their strongest position.
After the closing date, you can accept an offer, negotiate with one or more parties, or decline all offers. This method is useful for unique, prestige or tightly held properties where buyers may need to present structured terms or nonprice considerations.
Your McGrath agent will consider several factors when recommending the most effective method of sale:
• The type and appeal of your property
• Local buyer demand and competition
• Current market conditions
• The level of urgency around your sale
• Your personal preferences and goals
The goal is always the same: to create competition, maximise exposure and secure the best possible price.
Selling a property comes with a number of costs - some essential, others optional depending on your strategy. Understanding these early helps you plan confidently and avoid surprises during your campaign, so make sure you discuss them with your agent and legal advisors.
Here is a list of the key costs you may encounter when selling your home:
Conveyancing and legal fees: Engaging a conveyancer or solicitor ensures your contracts, disclosures and settlement documents are prepared correctly and the legal process runs smoothly. Fees vary depending on your state or territory and the complexity of the sale.
Photography and digital marketing: Professional photography, video, floor plans and copywriting help present your home at its best. Digital marketing across portals, social media and targeted campaigns supports strong buyer engagement. Your McGrath agent will tailor a marketing package to suit your property and market conditions.
Renovations and cosmetic repairs: Small improvements such as fresh paint, garden tidy-ups, minor repairs or fixture updates can strengthen buyer confidence and enhance presentation. The scope of work will influence the investment required.
Preparing your property for sale: Styling or partial styling can significantly elevate the look and feel of your home. The cost will depend on your property’s size, styling needs and the length of the campaign.
Promotion of your property: A well-structured marketing campaign ensures your property reaches the widest pool of active and passive buyers. Your agent will recommend a strategy based on your goals, your location and current buyer demand.
Agent fees or commission: Commission is payable upon the successful sale of your property and reflects the service, strategy and negotiation involved in achieving the best result. Rates vary across markets and service structures.
Auction fee: If selling via auction, a licensed auctioneer will conduct the sale on the day. Auction fees differ depending on location and provider.
Home loan payout costs: If you have a mortgage, your lender may charge a discharge fee or, in the case of fixed-rate loans, break costs. These depend on your loan structure and lender policies.
Moving costs: Moving expenses depend on how much assistance you need, the distance involved and whether packing or storage services are required. Request several quotes as early as possible to make sure you get the best value for money.
One of the most important elements of a successful sales campaign is your marketing plan. Effective marketing ensures your property reaches the widest audience of qualified buyers, builds competition and positions your home for a premium result.
Your McGrath agent will create a tailored marketing strategy designed specifically for your property, target buyer groups and local market conditions. We know how to reach both local buyers and those searching from outside the area, ensuring no opportunity is missed.
When reviewing your marketing plan, keep in mind that strong results come from a balanced mix of channels that work together to maximise visibility and emotional engagement.
PRINT + DATABASE + DIGITAL = REACH MORE BUYERS + STRONGER EMOTIONAL CONNECTION + INCREASE COMPETITION PREMIUM RESULT
Presentation plays a key role in attracting interest. Investing time in decluttering, cleaning, styling and completing quick improvements can help buyers connect with your home more easily. A well-presented property can significantly influence enquiry and price outcomes.
Professional photos are a must have when selling your property. With most people using online portals to search for a property, high-quality images are a great way to ensure your property stands out and attracts attention. Video is also a powerful way to engage buyers emotionally.
Floor plans and copywriting are equally as important. Most buyers will review the copy with keen interest to assess the benefits of the property. They will also look closely at the floor plan before they come in for an inspection to determine if the home’s layout will work for them and their family even before they have stepped foot in the property.
A well-designed signboard increases visibility within your neighbourhood and captures interest from potential buyers who may be actively searching or simply passing by. It also helps buyers locate the property easily during inspections.
Your McGrath agent has access to a highly engaged database of active buyers. Email alerts sent to this group can drive immediate interest, especially among buyers who have recently missed out on similar properties or who are watching the area closely.
Printed materials such as brochures and flyers give buyers something to take away and review after inspections. Drop cards distributed locally can tap into a pool of passive buyers who already love the area but may not be actively scanning online listings.
Digital marketing remains one of the most powerful ways to reach buyers. Your property will be promoted across the leading real estate portals, as well as through targeted online advertising and social media campaigns designed to capture buyer attention where they spend their time.
Your McGrath agent can also access additional digital opportunities, including premium portal upgrades and advanced audience targeting, to increase reach and drive more qualified buyer enquiry.
A typical home loan in Australia runs for 15–30 years, however many homeowners sell before the loan is fully repaid. This means most sellers still have a mortgage when they go to market.
Understanding your financial position before you list is important. Knowing how much you owe your lender, the minimum sale price you need to cover the loan and what funds you will have available for your next purchase helps you make confident decisions. A simple finance health check can make the selling and buying process far smoother.
Your first step is to contact your lender and request a summary of your outstanding loan balance. They can provide a formal payout figure showing exactly how much you need to repay, including any applicable discharge fees or, if you are currently on a fixed-rate loan, potential break costs.
If you are selling an investment property, speak to your financial advisor about any tax considerations. And if you anticipate selling for less than the loan amount, it’s essential to discuss repayment options with your lender as early as possible.
If you have purchased your next home before selling your current one, you may require bridging finance. A bridging loan provides temporary funds so you can secure your new property and then repay the loan once your existing home sells.
These loans are generally interest-only and available for a short term. You’ll need to show your lender that you can service the interest during the overlap period between buying and selling.
If you plan to buy soon after selling, having pre-approved finance in place can give you greater confidence and more flexibility. Pre-approval outlines the loan amount your lender is willing to offer, usually for a set period, and allows you to move quickly when the right property appears.
Selling a property is a legal process and, while you are not required to engage a conveyancer or solicitor, doing so helps ensure your documentation, disclosures and settlement steps are completed accurately and without delay. Having a professional manage the legal side of your sale can give you peace of mind and protect you from potential issues later.
Conveyancing is the legal process of transferring ownership (or title) of a property from one party to another. Because this involves a series of formal checks, disclosures and approvals, the process is typically divided into three stages:
• Pre-contract: preparing the Contract for Sale and required disclosures
• Pre-completion: title and planning searches, and ensuring legal obligations are met
• Post-completion: finalising settlement and transferring ownership to the buyer
A conveyancer (or property solicitor) is a licensed professional specialising in property transactions. Their responsibilities typically include:
• Preparing or reviewing the Contract for Sale and ensuring any special conditions you require are included
• Conducting title, zoning and planning searches
• Managing the settlement process and ensuring all legal requirements are met
• Arranging surveys where necessary
• Checking council records to confirm compliance with building regulations
• Liaising with the buyer’s solicitor or conveyancer
• Advising you on your obligations and assisting with negotiations relating to the contract
Conveyancing can be carried out by a licensed conveyancer or a solicitor who specialises in property law. If your sale is straightforward, a conveyancer may be well suited. For more complex transactions, a solicitor with broader legal expertise may be appropriate.
To help you choose the right professional, consider asking:
• Are you a member of the Australian Institute of Conveyancers (or the relevant state body)?
• How long have you been practising in property law or conveyancing?
• Do you hold professional indemnity insurance?
• What services do your fees cover, and are there any additional costs I should be aware of?
• How will you keep me updated throughout the process?
If you need recommendations, your McGrath agent, accountant or solicitor can suggest trusted conveyancers in your area. It’s also important to check that your conveyancer is properly licensed and that no formal complaints have been lodged against them.
Presentation is a critical part of the selling process. Spending time preparing each room and space in your home can help add significant value to the final sale price. Thoughtful presentation not only enhances buyer appeal but also helps your home stand out in a competitive market. But where do you start?
To help you prepare your property, we’ve created a Preparing Your Home for Sale Checklist.
This practical guide walks you through each room and area, offering clear, actionable tips to ensure your home is presented beautifully and ready for open homes.
The checklist covers:
• key presentation priorities for each space
• simple improvements that can lift buyer perception
• ideas to create warmth, flow and emotional appeal
• ways to highlight your home’s strongest features
The final stage of selling your home focuses on the legal process that transfers ownership from you to the buyer. Here is an overview of the key steps involved in settlement:
To legally formalise the sale, the buyer and seller must sign and exchange identical copies of a Contract for Sale. This can be handled by your agent, solicitor or conveyancer. At the time of exchange, the buyer pays a deposit, commonly 10% of the sale price, which is held in trust until settlement.
Exchange is important because:
• The sale becomes legally binding once contracts are exchanged, subject to any cooling-off period (if applicable).
• If you sell at auction, there is no cooling-off period and the sale is immediately unconditional.
• For private treaty sales, a cooling-off period may apply depending on your state or territory, unless it has been waived or adjusted in the contract.
• The seller is generally bound to complete the agreement once contracts are exchanged.
The period between exchange and settlement varies by state and agreement but is often around six weeks. This time allows the buyer to finalise finance and for both parties to complete any contract conditions. If your contract requires you to carry out repairs or provide specific documentation, these must be completed before settlement to avoid delays or potential breach of contract.
As settlement approaches, the buyer is entitled to a final inspection, which allows them to:
• confirm the property is in the same condition as at exchange
• check that agreed repairs or inclusions have been addressed
• ensure there has been no damage or deterioration
Your McGrath agent will coordinate this on your behalf.
On settlement day, the buyer’s and seller’s legal representatives work together to ensure all contract conditions have been met. They will:
• arrange for the balance of the purchase price to be transferred
• liaise with your lender to discharge any existing mortgage
• ensure all relevant rates, taxes and adjustments are correctly apportioned
• lodge the transfer documents with the Land Registry in your state or territory
Once complete, legal ownership passes to the buyer.
Your conveyancer or solicitor will notify you as soon as settlement is finalised. If a mortgage was in place, your lender will issue a closing statement confirming the payout and any remaining adjustments.
Once settlement is complete, your McGrath agent will arrange handover of the keys to the new owner, and you can celebrate a successful sale.
McGrath has five key philosophies that we believe are vital to delivering a successful sale. These guiding principles allow us to set our clients’ properties apart from the competition.
Our five sales philosophies
Our role is not just to sell your property; it is to deliver you a premium price.
The best price is most often achieved within the first 30 days of entering the market. We focus our resources on building strong momentum early, where buyer energy is at its peak.
Three elements consistently generate premium outcomes: more buyer enquiry, strong emotional engagement and genuine competitive tension.
A significant proportion of premium results come from out-of-area buyers. Identifying and engaging buyers beyond your immediate neighbourhood is critical to achieving the highest possible price.
The detail really matters. Ensuring every element of your property and campaign is attended to before launch can make or break a sale, so we “sweat the small stuff” on your behalf.
At McGrath, we’ve built our reputation on a simple belief: exceptional service, deep local expertise and a disciplined sales system consistently deliver better results for our clients. For more than three decades, we’ve combined marketleading innovation with a people-first approach, helping sellers achieve premium outcomes and buyers find homes they love.
When you sell with McGrath you can relax in the knowledge that you have chosen the real estate company that delivers an unparalleled real estate experience and values lifelong relationships with its clients. For us, the sold sign is just the beginning.
All information has been obtained from sources believed to be reliable. McGrath Limited and its subsidiaries, together with their directors, officers, employees and agents have used their best endeavours to ensure the information passed on in this document is accurate, however they have not checked this information and have no belief either way as to the accuracy of the information contained in this document. Any recommendations, views, guidance and forward-looking statements are opinions only, not guarantees of future performance or advice, and should not be relied upon. You should make your own enquiries in relation to the information contained in this document. Before making any real estate decisions contact your financial advisor, broker and accountant. This document is to be used as a guide only.
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