Selling Guide 2024

2024

Selling Guide.

OUR TIPS AND ADVICE ON SELLING YOUR RESIDENTIAL PROPERTY WITH CONFIDENCE IN 2024.

Welcome.

This guide is designed to help you go to the market with confidence and to help you sell smarter and faster.

We’ve prepared this guide to answer some of the most common questions we are asked throughout the selling process.

If you have any other questions please feel free to reach out to our team.

2024 Selling Guide (c) MMJ Real Estate

Contents.

Should we buy or sell first?

When is the best time to sell?

What improvements should we do before we sell?

Auction, on-market or off-market?

What price should we put on our property?

How do we attract the right buyer?

Selling your property is a big step and may seem a little daunting but with the right advice and preparation it can be a smooth and successful process for all.

Book market appraisal

Find your nearest agent

Should we buy or sell first?

We’ve looked at the pros and cons of each scenario.

Deciding whether to buy or sell a property first is a crucial dilemma that confronts many homeowners, with each option carrying its own set of advantages and challenges. The real estate market is dynamic, influenced by various factors such as location, market conditions and personal circumstances.

Selling first

Buying first

You’ll know the exact amount of money you will have to put towards your next purchase.

You could avoid moving into a rental property and paying multiple moving fees.

You might avoid having to find a new house to buy in a hurry.

You’ll have less urgency to sell in a hurry so you can wait until you are happy with the sale price of your property.

There isn’t a need to apply for a bridging loan to finance both properties. You won’t be in the position of having to pay two loans at once.

There may be nothing suitable on the market when you need to buy. You could end up having to move out with nowhere to go.

You might have to pay rent and have the added expense and hassle of having to move twice.

Prices might go up after you sell and you might be priced out of the market, or not able to find the dream home for the right price.

You could take advantage of a rising market and potentially get more for your money, and make more from your subsequent home sale.

You may need a bridging loan in order to finance the new property. You’ll have the extra cost and stress of having to repay two mortgages at once.

It may force you into selling your original property at a lower price, if you need the money to meet your loan obligations.

Bridging loans must be repaid within 12 months.

If you can’t sell your existing home for the price you need or expected, you may have to source additional funds to cover the shortfall.

If you’re making a conditional offer on a property, you might need to make a higher offer to convince an owner to hold the property while you sort out your circumstances.

Talk to our team about how to navigate buying or selling first. mmj.com.au/ask-mmj

2024 Selling Guide (c) MMJ Real Estate

Choosing whether to buy or sell first is truly a personal choice based on your individual circumstances.

When is the best time to sell?

When you’re ready is the best time!

There is no ‘right time’ to sell your property because it really comes down to your individual circumstances. Other factors such as economic and market conditions will also play an important role in timing your sale. Opportunities exist in all markets, provided your agent knows how to position your property effectively.

Summer selling

Autumn selling

The weather is generally better and allows agents to showcase the property at its best, both inside and out.

Buyers have settled back into routines and are ready to make bigger decisions like purchasing a property.

Buyer interest levels increase in the summer months.

The changing weather presents some spectacular opportunities for gardens and outdoor areas.

Holiday destinations could benefit from additional traffic to the area.

Many buyers want to fulfil their New Year’s resolutions in January/February.

Winter selling Less stock on the market leads to less seller competition.

Buyers are often highly motivated given the lack of stock.

The new financial year may present fresh opportunities for investors.

The autumn market offers a good balance between active buyers and moderate stock levels.

Spring selling Springtime generally sees the property market warm up with stock and buyer activity.

Buyers benefit from a wider range of properties, while sellers benefit from higher turnouts at open inspections and stronger buyer competition.

Talk to our team about when could be the best time for you. mmj.com.au/ask-mmj

2024 Selling Guide (c) MMJ Real Estate

A good agent can sell any property in any market.

What improvements should we make?

The more desirable your property appears, the better your sale price is likely to be.

First impressions really do last when it comes to presenting your property for sale. That means a tidy and presentable interior and exterior, as many people will drive past before deciding whether to inspect it on open days. Your property is usually just one in a very long list of properties a buyer will see so it’s crucial that they see it in the best possible light.

Renovation quick-win checklist 1. Fresh paint: Apply a fresh coat of paint both inside and outside the property. Neutral tones are generally appealing and create a blank canvas for potential buyers.

2. Upgrade the kitchen: Consider updating the kitchen with modern appliances, new benchtops and cabinet hardware. A stylish and functional kitchen often attracts buyers.

3. Bathroom remodel: Upgrade the bathroom by replacing old fixtures, updating the vanity and adding new tiles. A clean and contemporary bathroom can make a big difference.

4. Landscaping: Enhance the property's curb appeal by investing in landscaping. Trim the lawn, plant flowers and add some outdoor lighting to make the exterior more inviting.

5. Flooring improvement: Replace outdated or worn flooring with newer materials. Hardwood floors or quality laminate can add a touch of luxury.

6. Energy-efficient upgrades: Consider installing energy-efficient features such as LED lighting, smart heating/cooling solutions, solar and energy-efficient windows. This not only attracts eco-conscious buyers but also helps reduce utility costs.

7. Storage solutions: Create additional storage space by adding built-in shelves or cabinets.

Buyers appreciate homes with ample storage options.

8. Lighting enhancements: Upgrade lighting fixtures throughout the property. Modern, wellplaced lighting can enhance the ambiance and make spaces feel larger.

9. Smart Home features: Incorporate Smart Home technology, such as smart heating/cooling appliances, security systems or smart lighting. These features can add a modern touch and appeal to tech-savvy buyers.

10. Fix structural issues: Prioritise fixing any structural issues or necessary repairs. A wellmaintained property is more likely to instil confidence in potential buyers.

Remember to tailor your renovations to the preferences of your target market and consider the local real estate market trends. Additionally, maintaining a balance between cost and potential return on investment is crucial.

Our agents can recommend pre-sale improvements. Just ask. mmj.com.au/ask-mmj

2024 Selling Guide (c) MMJ Real Estate

It’s important to make sure your property looks its best from the moment it goes onto the market.

Do we go to auction or put a price on it?

Which method of sale is right for you and your property?

Although auctions can sometimes be an effective and rewarding method of sale, all methods of sale have a place in the market. It’s important to discuss with your agent which is the best way for you to sell your property.

Auction

Private treaty

Auctions are a popular, highly effective method of selling your property. We suggest you familiarise yourself with the auction process.

A standard residential property transaction is known as a private treaty sale. This is when you set the price you would like your house to sell for and your real estate agent negotiates individually with prospective buyers to achieve a sale as close to this price as possible.

As a seller you will set a reserve price with your agent. This is the minimum price for which you will sell your property. Don’t worry, you can amend this at any point during the campaign. A marketing campaign of 4–6 weeks will be undertaken to ensure the whole market is captured.

Potential buyers are then invited to the auction, either at the property or an off-site venue, where an accredited auctioneer conducts an auction on the specified date.

The highest bidder at the end of the auction becomes the successful buyer, provided the bid matches or exceeds your reserve price.

Auctions can result in a higher price for your property as there can be a sense of urgency and competition amongst buyers, however the prospect of an auction can also put buyers off.

Setting a sale price offers greater flexibility for negotiation. For instance, a contract can be signed ‘subject to’ certain conditions such as a building inspection or finance approval.

With private treaty, the length of time your home is listed for sale is flexible. Unlike an auction, you are not working towards one specific date.

It may take longer to sell your home this way compared with an auction campaign. You might need to make your home available to prospective buyers for frequent viewings and inspections.

Off Market Qualified buyers are invited to inspect properties before they are advertised to the public. This gives the seller an opportunity to test what the market response will be like, gain positive and negative feedback, and gauge pricing expectations.

Offers can be submitted, reviewed, negotiated and accepted without advertising the property to the public. If there is strong demand for the property, advertising to the public could result in a higher sale price.

2024 Selling Guide (c) MMJ Real Estate

A sale by public auction is arguably one of the most exciting, effective and rewarding methods of buying and selling property...but it’s not the only one.

What price should we put on our property?

You should always request a professional opinion on price when selling.

There are many variants to pricing a property and a good agent will take into consideration any recent comparable sales, current market stock, buyer enquiry, market trends, location, property condition and property presentation.

Recent comparable sales

Current market stock

Comparable sales would be one of the most valuable assets to have when pricing your property. Comparing pricing indicators with properties recently sold will give you a clear picture about the range your property would sit in.

Having an accurate understanding of what is available on the market at the same time as your property will allow you to compare and position your property competitively.

Market trends

Buyer enquiry

Things like interest rates, government incentives and employment trends all contribute to determining a price on your property. A good agent will research these factors and be able to see how they apply to your property.

Your local agent should have a thorough indication on buyer enquiry, not just for their stock but across the whole market. This information would be used to determine buyer demand.

Location, location, location

Property condition

Location, location, location they say. But what is it about your location that may attract or detract buyers from looking at your property? The side of the street, the direction it faces, the local amenities, the proximity to schools and beaches. All big factors when pricing a property.

The condition of the property is a big factor when pricing a property. Having a property in poor condition can negatively impact a result.

Small things can make a big difference.

Tidy the gardens and create a great first impression at the front of the property or give the walls a lick of paint.

Property presentation Fixing all the broken or run-down things is great, but in today’s market an attractive presentation is a must. Styling the interior and hiring display furniture will create a big wow factor and contribute to the emotional connection of buyers. This can also affect the price.

2024 Selling Guide (c) MMJ Real Estate

Putting a value on your property can sometimes be difficult when emotions and past expenditure come into play. This is why a professional agent’s opinion is so important.

Setting a sale price.

Setting the right sale price for your property is imperative. Timing is also important.

A new listing will generate interest from agents and potential buyers but after they have viewed the property, interest will decline. This makes it crucial to list your property at the right price when it first goes on the market.

BUYER INTEREST

The highest level of activity is when a property is new to the market.

Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7

WEEKS ON MARKET A well-calibrated price, aligned with current market conditions, enhances the property's appeal and attracts a larger pool of potential buyers. This heightened interest can spark competition among buyers, potentially leading to multiple offers and a faster selling process.

Pricing a property appropriately creates a sense of value, capturing the attention of a broader audience and increasing the likelihood of a successful sale within a reasonable time frame.

Get a current pricing update on your property. mmj.com.au/pricing-update

2024 Selling Guide (c) MMJ Real Estate

TOO LOW

LISTING PRICE

TOO HIGH

If your asking price is too high, you will reach a lower percentage of the market and attract fewer interested buyers.

If your price is too high, you will have less interested buyers and it will take longer to sell.

Setting your listing price at a competitve market level will achieve the best possible result.

If your price is too low, you will have more interested buyers but achieve a lower market price.

POTENTIAL BUYERS

The impact of pricing on the level of buyer interest during the selling period is profound, emphasising the need for careful consideration and strategic decision-making. Setting the right price for a property is a delicate balancing act that can significantly influence the number of interested buyers.

Overpricing may deter potential buyers, causing them to overlook the property or turn to more reasonably priced alternatives. By contrast, underpricing may raise suspicions or lead to missed opportunities for the seller.

How do we attract the right buyer?

There are six key elements to attracting a quality pool of potential buyers for your property.

A combination of effective marketing, strategic pricing and excellent customer service will significantly increase the likelihood of attracting interested buyers to your property.

one

Understanding and profiling the target market in order to tailor advertising.

two

Capturing the entire targeted buyer market by engaging in broad-reaching advertising.

three

Gauging interest levels and market demand.

four

Extracting offers from interested parties.

five

Navigating objections and negotiating offers into a sale.

six

Ensuring the correct legal information and documentation for a smooth process.

Target market profiling In the highly competitive property industry, knowing which target market to advertise to is the key to a successful marketing campaign. These could include first home buyers, young professionals, upgraders, high-end buyers, downsizers, relocators, investors and lifestyle chasers.

Strategic mixed-media advertising campaign MMJ offers a multitude of ways to promote your property to reach your target market/s and generate as many potential buyers as possible. The most effective campaigns are when a mix of online and offline media such as websites, social media, signboards, print, search ads and letterbox drops are combined to attract enquiry.

Qualified pool of potential buyers When the above two elements are implemented correctly, a qualified pool of buyers will be easily obtained. From here our experienced agents will be able to further qualify and obtain offers to eventually negotiate a sale.

2024 Selling Guide (c) MMJ Real Estate

Target market profiling

Strategic mixedmedia advertising campaign

Qualified pool of potential buyers

Let us help you with your real estate needs.

MMJ is a diverse group of real estate agents and advisors who offer market-leading services across Australia.

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2024 Selling Guide (c) MMJ Real Estate

Are you ready to go to market with your property? mmj.com.au

Find your nearest local office.

MMJ Wollongong Residential Sales team

MMJ Wollongong 02 4229 5555 ressales.wollongong@mmj.com.au