Marketing Strategy

The first three to four weeks of your home being on the market is normally our best opportunity to obtain that premium price that may be out there, however, at the same time you must be cautious that you don't send the wrong signals to potential buyers. Although this may sound very quick it is important to note that if handled incorrectly we may find that in the long-term potential buyers may perceive our expectations as unrealistic, and in the end they control the sale price more than we do.

To help us through the process, we have outlined the pros and cons of three no-price marketing strategies and a pricing method.

In whatever option you choose, you need to be happy with your choice, hence we recommend you consider all options with an open mind and then select the one you are most comfortable with.

By Negotiation

Selling by negotiation is a no price marketing method which allows your property to be sold as soon as it is available! There are no preconceived ideas of price for the buyer in terms of vendor expectations, so buyers cannot attack the price therefore attracting all ranges of buyers.


  • Higher prices are more likely to be attainable due to no price indication, due to no maximum price set by owners
  • Attracts all price range buyers therefore creating more interest and competition, interested buyers are not aware that some may not be able to afford your home but for them they are competition
  • Unconditional cash and conditional buyers are able to participate
  • Buyers are not scared away if the price is too high as there is no indication
  • You are not under selling your home if the price is set too low.


  • There is no urgency amongst the buyers because there is no deadline
  • If there is a premium price to be had, it is usually achieved in the first two weeks of the property being on the market.
  • After two open homes, if there are no offers or no acceptable offers, we would then put an asking price on your property; this can be in the form of a fixed price or a cash/conditional price combination. This price would be based on what you would like as sellers and what the feedback has been.

Remember it's not where you start it's where we end that counts.


The auction process is a fantastic way to sell your home as you can enjoy the benefits of both the closed tender process and the negotiation process, How? You can sell straight away if a great offer comes in early, creating a closed tender situation or you can carry on through to auction day. If the highest bid is not acceptable to you as owners then we put an asking price on your home like the negotiation process.

For buyers it helps them focus on the day when they must make a decision. Auction generates public competition and it allows you to get feedback from buyers. Thus the price you decide to sell at can be based on quality market feedback. The buyer is not competing with you to bring the price down; rather the bidders are competing with each other to push the sale price up.


  • Attracts genuine cash unconditional buyers
  • Allows you to attain a maximum price for your home
  • You have the complete control over process and do not have to compete against a buyer
  • Creates a sense of urgency
  • Creates a buyer vs. buyer situation, pushing the price up
  • You can sell prior to auction if you wish.


  • Eliminates conditional buyers.

When the hammer goes down you have sold for cash!

Closed Tender

The closed tender process is designed to create urgency encouraging buyers to submit their best offers straight away, preferably without any conditions. They are aware that they may be in competition with others and so as agents we work closely to guide them through the process of fulfilling any conditions prior to tender closing date. There is sometimes a risk that a buyer will purchase another property rather than wait for the tender closing date, especially if they are in a hurry or there is another property for sale with similar appeal to them.

Owners enjoy the benefits of being able to view all the offers at one given time, allowing them to compare the conditions, settlement date and most importantly the price. This is a private affair and only you know how many tenders submitted and whether one is acceptable or not.


  • Urgency and competition created amongst buyers forcing them to submit their best offer on a specified date
  • Maximum prices are attainable due to no price limitations
  • Unconditional cash and conditional buyers are able to participate
  • Allows you to negotiate after tender closing date if no offers are acceptable on the day
  • All offers are opened at one given time allowing you to compare and select the best offer to you
  • Allows you to have complete control of the process with minimal external pressure.


  • There is the potential that we may lose buyers if they are in a hurry to purchase as they cannot purchase before the tender date
  • Will attract conditional buyers which means that the buyer may choose to renegotiate the price if their conditions are not satisfactory to them.

Pricing Your Home

This method is deemed to be the most popular by the buyers because of one of two reasons:

  1. They know exactly what you are looking for; and
  2. They can attack your price.

Because of these reasons, when pricing your home, we recommend that we try a no price marketing method first and then, after two to three weeks of marketing - put a price on your home.


Some important principles of pricing your home:

  1. To accurately price your home, you need to have a direct comparable property. That is, a recently sold home that was exactly the same in respect to age, condition, construction, size, location, access, garaging, view, setting and chattels.
  2. Do not use homes currently on the market as comparisons, this is because we don't know the value of the home until it sells. All too often the prices of these homes reflect what the owner wants to receive not the value of the home.
  3. Government Valuations, Capital Valuations or Rateable Valuations are calculated for rating purposes only, and are therefore not reflective of the value of the home. They are done on a mass scale and most homes have only had a superficial inspection or none at all. They do not reflect improvements or deterioration that may have occurred in or around the surrounding area.
  4. The Honeymoon Phase - buyers enter the market in cycles, generally over a six week period, they hit a peak at the 3 - 4 week range, so it is important to establish a price by this time to take advantage of these peak numbers coming through the home. The first 2 weeks brings in the hot buyers, those who have been looking for some time, they have a deadline or they are in contact with an agent.
  5. Helping your competitors sell - if you over-price your home, this is exactly what will happen. Buyers will compare all the houses on the market in your area, evaluate what home is the best value for money and buy it. Consequently, you have just helped to sell your competitors home.
  6. Giving it away! Under-pricing your home will help it to sell quickly. And we don't want to do that!