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Australian property strategist David Kaity, founder of Revolutionary Real Estate, has warned that thousands of homeowners could fall into the same costly trap this holiday season rushing to market.
Lured by hype, low listings and strong buyer confidence following three rate cuts( with another possibly on the way), many sellers are listing in haste, believing timing alone will deliver the best price. But Kaity says presentation, pricing strategy and negotiation tactics will always outperform the season. In fact, he believes January through to May can be excellent months to sell if sellers avoid these common mistakes.
David’ s five traps that could wipe thousands off your sale price
1. Believing Your Sale Price Will Match the Appraisal Free appraisals are rarely accurate especially when agents present figures before inspecting your home. Too often, sellers gather multiple appraisals and choose the highest, creating pressure on agents to inflate values just to win the listing, only to spend weeks“ bringing expectations back to reality.”
Kaity recommends paying for a professional valuation or doing your
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own research.“ Analyse around ten comparable sales, five superior and five inferior plus suburb medians and unsold listings,” he says.“ That way, you’ ll set a realistic guide and have the confidence to hold firm when offers arrive.”
2. A Blank Canvas Won’ t Sell- Emotion Will A hot market doesn’ t mean buyers will overlook a tired home.“ With building costs still high, most buyers want homes that feel finished,” says Kaity.“ But a big trap is presenting a neutral, strippedback space, it’ s uninspiring. People don’ t buy four walls; they buy lifestyle and aspiration.”
He advises focusing on visible, affordable updates: removing dated décor, replacing vertical blinds or outdated tapware, and using light, fragrance and even gentle music to engage all senses.“ Buyers purchase with emotion and justify with logic. If they feel it, a‘ heart buyer’ will pay an emotional premium.”
3. Accepting an Offer Too Early A strong offer in the first few days can seem tempting, but Kaity calls it“ a colossal mistake.” Early offers may indicate you’ ve priced too low.“ Accepting in week one can kill
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competition before it builds,” he warns.
He suggests allowing two weeks for the market to engage and insists sellers request written offers from all interested parties.“ It restores transparency and control. The longer you control the clock, the better the outcome.”
4. Leaving Off the Price Guide Listings without a price or vague terms like‘ by negotiation’ are a major turn-off.“ Research shows 72 per cent of buyers scroll straight past listings without a clear price,” Kaity says.“ No one
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wants to play guessing games.” Instead, provide a specific, databacked range to spark genuine interest and urgency.
5. Selling off Market Off-market sales may seem convenient, but Kaity calls them a false economy.“ You can’ t sell a secret and if you do, you could leave five or six figures on the table,” he says.“ By avoiding these traps and embracing full exposure, sellers consistently achieve prices well above appraisals and save thousands in fees.”
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