Spring may be real estate’s traditional hot season, but savvy sellers know autumn offers distinct advantages. Cooler temperatures, motivated buyers, and strategic timing around key dates can create the perfect conditions for a successful sale.
If you’re looking to navigate Easter, Anzac Day, and even a federal election while maximizing your property’s potential, these expert strategies will help you stay ahead.
Less Can Be More in Autumn
Fisher principal Ben Fisher recommends a shorter but more intensive campaign, providing multiple opportunities for buyers to inspect properties.
“Autumn’s cooler weather and long daylight hours create great conditions for inspections, especially twilight viewings,” Ben says.
“When I launch a property, I run two midweek campaigns – often a twilight viewing and a daytime inspection. Twilight inspections between 3:30 pm and 5:30 pm take advantage of soft evening light and warm temperatures, which buyers find appealing.”
He also ensures weekend coverage, with both Saturday and Sunday inspections.
“Condensing the campaign but increasing the opportunities for buyers to inspect leads to better engagement.”
Leveraging Summer’s Unmet Demand
Many buyers miss out on summer purchases due to lower stock levels. Ben suggests keeping these buyers engaged and directing them toward new autumn listings.
“We have a strong database of buyers who didn’t secure a property over summer. We use that momentum to create urgency and competition as new homes hit the market.”
Creating Urgency with Key Cut-Offs
Deadlines can drive both buyers and sellers to act. Ben highlights the importance of financial concessions and government incentives as key motivators.
“We’re seeing strong activity from buyers looking to take advantage of existing concessions, like Queensland’s first home buyer stamp duty concession, which can save up to $24,525 for homes under $800,000,” he says.
For investors and owner-occupiers, knowing the financial landscape helps ensure they move at the right time.
Smarter Auction Timing for Autumn
Easter, Anzac Day, and the federal election can disrupt sales cycles. Ben advises strategic auction planning to avoid competition for buyers’ attention.
“Not every auction needs to be on a Saturday. We run Friday in-room and on-site auctions. If a key date like Anzac Day or Labour Day falls within a four-week campaign, we adjust to auction earlier in the week.”
For prestige or character homes, on-site auctions create an emotional connection, while in-room auctions work well for high-demand apartments and investment properties.
Personalised Service Wins Sales
Ben believes hands-on involvement makes a difference.
“I personally attend all inspections, handle negotiations, and oversee pre-settlement checks. I prefer working with fewer clients but delivering a tailored service that achieves stronger results.”
Finding the Middle Ground in Negotiation
Helping buyers and sellers align on price and terms is an art.
“My role is to bring motivated sellers and serious buyers together. It’s not always about price – flexible settlement terms, early access for planning, or other concessions can make a deal work.”
These adjustments can save buyers time and money while increasing their commitment to a property.
The New Era of Real Estate Marketing
Simply making calls isn’t enough anymore. Agents must provide value through social media and digital engagement.
“We share market insights, property prep tips, and financial updates to help buyers and sellers make informed decisions,” Ben explains.
Strategic online marketing, such as Domain’s Platinum Edge with Listing Bump, ensures properties reach fresh buyers every few weeks.
“You need to stay at the top of search results and use digital tools to attract the right audience at the right time.”
Knowledge is Power
Great agents know their markets inside and out. Ben stays ahead by tracking local economic trends and buyer behaviours.
“Our practice is to subscribe to business and economic reports to understand what’s influencing property decisions. When you know what’s happening in your market, you can better serve buyers and sellers.”
Moving Forward with Autumn Sales
Selling in autumn requires smart strategy and adaptability. By optimizing campaign timing, leveraging buyer urgency, and staying engaged in the negotiation process, sellers can take full advantage of this underappreciated selling season.
Thinking about selling? The best time to start planning is now.
