Find an agent or office

View all offices

Receive your free appraisal
 
THINKING OF SELLING OR LEASING?
Get your fast, current, expert appraisal
Expert methodology
Your current market appraisal informed by the latest data
Neighbourhood insights
The full picture of the prices achieved in your area
Personal consultation
With a local expert to assess the specifics of your property
Advice

The Sales Campaign Explained

A robust sales campaign could potentially increase the final sale price of your property – no matter what the market condition. 

Selling property isn't as simple as slapping a price tag on the home and hoping for the best. There is a lot of thought and strategy that goes into the sale process, and the ultimate success of your property sale comes down to how well your real estate agent executes the sales campaign.   

Australian property is in high demand, and there are no signs of things slowing down just yet, but that shouldn't change your attitude towards creating a solid sale campaign. It is still essential to get it right so that you can reap top tier results. 

According to realestate.com.au, the average length of a sales campaign is roughly 21-30 days, with the highest level of interest seen in the first 10-14 days. So, it pays to have a strong sales strategy in place before you hit the market.

Selecting the method of sale

There are three main sale methods – sale by auction, sale by tender, and sale by private treaty. Each method has its pros and cons, and your sales agent should clearly explain each of the options available to you. 

A recent survey by auction live-streaming and bidding site Gavl found that 90 per cent of sales agents in Sydney and Melbourne believe auctions deliver the best selling price. Even so, this may not be ideal for you and your situation, so understanding each one and making an informed decision is critical from the get-go. 

Sale by Auction creates excitement and drives up competition amongst buyers, and ultimately your final sale price. Choosing a real estate agent with the knowledge and expertise to deliver is essential to the success of a Sale by Auction campaign. 

Sale by Tender is predominately reserved for unique and high-end properties with no clear price. This method is where potential buyers make an offer by a specific date, which the vendor then reviews to decide if they will accept, negotiate or decline the offers. 

Sale by Private Treaty is the most common method of sale. It's when the property will go to market with an asking price, and interested buyers submit their offers or start a negotiation. The vendor has more control over negotiating with potential buyers. However, it's common that prices offered through this method rarely go above the asking price. 

Learn more about selecting the method of sale here.

Marketing your property

Whichever method of sale you choose, your property needs a strong marketing campaign behind it. Marketing campaigns include professional photography and copywriting, online advertising (including social media), real estate portals (realestate.com.au and Domain), signboards, print media (local newspapers and the Sitchu Living Magazine), drop cards and property brochures.  

It is never enough to rely on one type of marketing channel. Having such a well-rounded marketing campaign will get your property in front of a broader audience (active and passive), which will ultimately increase the interest in your property, and final sale price.

Styling your property to sell 

Property presentation is everything. It is how you get potential buyers through the door and to emotionally connect with property, which drives up the final sale price. Your sales agent will guide you on your property's key selling features, and you will need to style the property to highlight these aspects to their full potential. 

Remove any personal photos and items, tidy and declutter both the interiors and exteriors. Ensure your garden is looking at its best throughout the campaign, as you never know when a potential buyer will drive by to view before committing their time to an open inspection.

Consider working with a professional property stylist as they are the masters at styling to appeal to a broad market whilst highlighting the homes key features.

Pricing strategy

There is an art form to creating the right price point for any property, and a knowledgeable and experienced sales agent will be able to guide you through this. The first step is to know who your potential buyers are. 

Being consistent with market values is key because many buyers determine whether they look at a property or not based on the advertised price. Having said that, you want to achieve the highest prices, so being a little ambitious in the advertised price can also work to your advantage. 

There are a few things to consider when looking at your pricing; the initial appraisal of your property, which should be looked at in line with similar properties sold within the past 90 days. Your homes condition and broader market trends (this can fluctuate), buyers' sentiment and market feedback. 

To find out more about how the sales campaign works, contact your local Hockingstuart agent today.