The Truth About Selling: The First Offer, The Right Agent & The Cost of Waiting

The Truth About Selling: The First Offer, The Right Agent & The Cost of Waiting

The Difference Between Momentum and Markdowns — How Early Strategy Decisions Can Determine Whether Your Home Sells Fast or Lingers Online.

Let’s start with something slightly controversial.

The first offer you receive on your home?

It’s usually the best one.

There. We said it.

Now before anyone clutches their appraisal and says, “But what if something better comes?” — let’s unpack it.

Because this isn’t pessimism.

It’s pattern recognition.

And we see the pattern every single week.

The First Offer Dilemma 💬

Here’s how it typically plays out:

Week 1:
Strong open. Good attendance. Someone makes an offer.

Vendor response:
“Let’s wait. There could be more.”

Week 3:
Attendance slows.
That first buyer has moved on.
New buyers sense it’s been sitting.

Week 5:
Price adjustment.

Week 7:
The eventual offer comes in… and it’s lower than the first one.

And suddenly the first offer doesn’t look so bad anymore.

Why does this happen?

Because serious buyers move early.

The ones watching, comparing, and circling for weeks? They’re usually not the decisive ones.

The strongest buyers don’t wait around hoping you’ll discount. They act when they see value.

That doesn’t mean you accept anything thrown at you.
It means you assess early offers seriously — not emotionally.

The “Let’s Just See What Happens” Strategy 😅

Another common phrase we hear:

“Let’s just test the market.”

Testing the market sounds harmless.

But here’s the problem — sometimes the market tests you back.

Buyers are data-driven in 2026. They know how long a property has been online. They know when there’s been a price change. They can see comparable sales instantly.

When a home sits too long, the narrative changes.

Instead of:
“Wow, that’s new!”

It becomes:
“What’s wrong with it?”

Momentum matters. And momentum is strongest at launch.

“It’s Just a Slow Market” 📉 (Or Is It?)

This is the default explanation.

“It’s just the market.”

But here’s the reality:

In the same suburb, in the same week, in the same price bracket — one home sells fast and another doesn’t.

That’s not the market.

That’s strategy.

Yes, markets fluctuate.
But even in softer conditions, well-positioned homes move.

When demand tightens, buyers don’t disappear. They get selective.

And selective buyers reward:

Accurate pricing

Strong presentation

Clear marketing

Confident negotiation

Slower markets don’t kill campaigns.

Weak positioning does.

Presentation: Yes, It Actually Makes That Much Difference ✨

We’ll say it plainly.

Presentation is not optional.

It’s not about perfection. It’s about buyer confidence.

Fresh paint? Huge return.
Decluttered spaces? Essential.
Professional photos? Non-negotiable.

We’ve seen modest homes outsell larger homes simply because they felt better.

Buyers don’t walk into a house calculating renovation spreadsheets.

They walk in and think:
“Can I see myself here?”

Emotion drives the decision. Logic just signs the contract.

And yes — sometimes moving a couch, changing lighting and removing 14 family photos genuinely changes the result by tens of thousands of dollars.

It sounds dramatic. It’s not.

The Agent Matters More Than People Think 🤝

This is where things get real.

Selling isn’t just about the house.

It’s about the relationship between the vendor and the agent.

A strong campaign depends on:

  • Honest pricing conversations

  • Clear strategy

  • Transparent feedback

  • Fast decision-making

  • Trust

If the relationship isn’t aligned, the campaign wobbles.

And here’s another uncomfortable truth:

Choosing the cheapest agent rarely produces the strongest result.

“Can’t I Just Sell It Myself?” 💻

Technically? Yes.

Financially strategic? Usually not.

Let’s look at rough numbers.

Typical Agent Costs:

  • Commission: 1.6%–2.5% (varies)

  • Marketing: $3,000–$6,000 depending on campaign

  • Auctioneer (if applicable): additional cost

On a $800,000 home:
A 2% commission = $16,000.

That sounds like a lot — until you consider this:

If professional negotiation, structured competition, database buyers and strategic marketing add even 3–5% to the sale price, that’s:

$24,000–$40,000 difference.

The net gain often outweighs the fee.

Private sellers frequently:

  • Underprice and leave money on the table

  • Overprice and lose momentum

  • Struggle with negotiation pressure

  • Accept lower offers due to fatigue

Selling a home is emotional.

Negotiating your own asset while someone critiques it in front of you?

Not for the faint-hearted.

Picking the Right Agent 🎯

Here’s the part people don’t talk about enough.

Don’t just ask:
“What’s your commission?”

Ask:

  • What’s your launch strategy?

  • How do you handle early offers?

  • What happens if the first offer is strong?

  • How do you create competition?

  • What’s your average days on market?

  • How do you communicate during a campaign?

A good agent doesn’t just list.

They guide.
They protect momentum.
They manage buyer psychology.
They keep sellers calm when emotions spike.

Because they will spike.

Selling Is a Partnership — Not a Transaction

The homes that sell quickly usually have:

✔ Realistic pricing from day one
✔ Strong presentation
✔ A decisive vendor
✔ An aligned agent
✔ Clear communication

The homes that stall often have:

✖ Hesitation
✖ Overpricing “just to try”
✖ Delayed decisions
✖ Strategy changes mid-campaign

It’s rarely one dramatic mistake.

It’s small missteps compounding over weeks.

The Big Truth 🧠

Homes that sell quickly usually have:

✔ Realistic pricing
✔ Strong preparation
✔ Decisive vendors
✔ Clear strategy
✔ An aligned agent

Homes that stall often have:

✖ Hesitation
✖ “Let’s just try” pricing
✖ Delayed decisions
✖ Strategy shifts mid-campaign

It’s rarely one dramatic mistake.

It’s small, avoidable decisions compounding over time.

And the biggest one?

Ignoring the first strong offer because you’re hoping for perfect.

Perfect rarely shows up.

Prepared does.

Thinking About Selling — But Want To Do It Properly? 🏗️🏡✨

If you’re considering a move and wondering:

  • What would my home realistically achieve?

  • How strong is buyer demand in my area?

  • Would I likely receive early offers?

  • How should I handle that first one?

Let’s have a conversation before you list.

At Us Real Estate, we manage the full process — from pricing strategy to negotiation — with a clear focus on momentum and maximising outcome, not just putting a signboard up and hoping.

We’ll walk you through:

  • Expected days on market

  • Buyer demand levels

  • Recommended presentation improvements

  • A clear fee breakdown

  • And the strategy behind every step

No inflated promises. No “test and see.” Just structured planning.

🏠 Sales Team Experts

📞 John Lewis – 0423 487 266
✉️ [email protected]

📞 Karen Day – 0490 242 303
✉️ [email protected]

✨ If you’re thinking of selling in 2026 and want a campaign that feels controlled — not chaotic — let’s talk first. The right partnership can shape the entire outcome. 🏡