The #1 Negotiation Trick That Saves Buyers Tens of Thousands
In This Week’s How's The Market | Edition 134
The #1 Negotiation Trick That Saves Buyers Tens of Thousands
Designer elegance in the heart of Toorak Village
6 ways community-centric living is transforming neighbourhoods
The #1 Negotiation Trick That Saves Buyers Tens of Thousands
Picture this: You've spent the last three weeks attending open homes. You've narrowed it down to five properties you genuinely love. Then, Tuesday afternoon, your phone lights up with a text from the agent: "Acceptable offer received. All offers close at 5pm today."
You panic. Should you offer? How much? You haven't shown your parents yet. The contracts are still sitting unread in your inbox. The building and pest inspection you planned for next week suddenly feels impossibly far away.
So you do what most buyers do in this position: nothing. You walk away from a property you were prepared to bid on at auction, potentially at a higher price than what it just sold for.
Here's the uncomfortable truth: in Melbourne's current market, hesitation doesn't just cost you properties. It costs you tens of thousands of dollars.
The Market Reality Check
The numbers tell a compelling story. On October 5th, Melbourne recorded 1,199 auctions with a 55% clearance rate. Compare that to September 25th's 1,409 auctions at 60.2%, and you'll see a market that's bubbling with activity.
But here's what those statistics don't capture: the frenzy happening before properties even reach auction day.
Agents are reporting inspection attendance numbers climbing week after week. With the First Home Guarantee scheme now active and properties moving faster than expected, buyers who wait for the scheduled auction date are increasingly finding themselves shut out of the process entirely.
The REIV's September quarter results revealed median house prices climbed 2.7% in metro Melbourne, with unit prices up 2.1%. In a market moving this quickly, every day you delay could be costing you thousands.
Why Speed Is Your Secret Weapon
Let's break down the negotiation advantage that most buyers completely miss: speed isn't just about buying quickly. It's about creating a competitive advantage that other buyers simply cannot match when caught off guard.
When you're the buyer who's done all their homework, reviewed contracts within 24 hours, inspected the property before it even went online, and completed your comparative market analysis while others are still deciding whether to attend the first open home, you become the agent's dream.
You're not the buyer scrambling to submit an offer with a five-day building and pest clause when someone else has offered unconditionally. You're the buyer who can close the deal today, cleanly, with confidence.
The Four-Hour Nightmare Scenario
Here's how the typical buyer loses out:
Monday morning, they attend their tenth open home. The property feels right. They plan to bring their parents through next Saturday, maybe organize a building and pest inspection the following week, then bid at the scheduled auction in four weeks.
Wednesday afternoon, the agent's message arrives: "Acceptable offer made. Submit by 5pm or property sold."
In four hours, they need to:
Read and understand a 40-page contract they've never seen
Coordinate with their partner who's in back-to-back meetings
Call their parents for advice
Organize a building and pest inspector (who's booked out for two weeks)
Make a competitive offer
The result? They don't offer anything at all. A property they would have paid $950,000 for at auction sells to another buyer for $920,000.
That's not just a missed opportunity. That's $30,000 left on the table because of poor preparation.
The Speed Strategy: Your Action Plan
So how do you become the buyer who moves with speed and precision? Here's the exact checklist for making pre-auction offers or offering early in a private sale or EOI campaign:
Get the contracts reviewed by a conveyancer as soon as they are available.
Inspect the the property as soon as possible (preferably before its even online)
Film a detailed inspection video so that you can rewatch the video multiple times - it’s not as good as multiple inspections but it is certainly better than memory and you will see things you missed the first time around.
Complete a comparative market analysis of nearby sold properties to establish what you think the property is actually worth.
Speak with the agent to see if they would accept offers prior to auction or immediately in the campaign. They will often say no, so I ask them about pricing and talk to them about the comparable sales (often above the quoted range) and say if an offer was near these sales, would it be considered.
Ask the agent if they would accept offers subject to a B&P inspection
If no, get a B&P inspection ASAP
If yes, speak to a B&P inspector and have them scheduled in for that week so your offer can have the shortest B&P clause
Make a written offer to the agent ASAP
The Super Saturday Factor
Melbourne's auction calendar is about to explode. October 25th marks the first major Super Saturday of the spring season, with over 1,400 properties expected to go under the hammer.
Here's what most buyers don't realize: agents are actively trying to clear properties before these massive auction days. Their offices will be overwhelmed. They're motivated to sell now.
If you're prepared to move with speed, the two weeks leading into October 25th represent a golden opportunity to secure properties before they face the full force of auction competition.
The Investor You're Really Competing Against
Remember that buyer we talked about at the start of this edition? The one in the tailored suit calculating rental yields on their phone?
They're using speed too. They've got their finance pre-approved, their contracts reviewed by a conveyancer on retainer, and a building and pest inspector on speed dial. When they see a property they want, they move.
The difference between you and them shouldn't be preparation. It should just be motivation.
The Bottom Line
Speed isn't reckless. Speed is a strategic preparation meeting opportunity.
It's having your contracts reviewed before other buyers have even read them. It's inspecting properties on Thursday while others wait for Saturday. It's understanding the agent's process before making your offer. It's being ready to act decisively when the right property appears.
In a market where properties are selling before auction and prices are climbing 2.7% per quarter, the buyers who move fastest aren't just winning properties. They're saving tens of thousands of dollars by securing homes before competition drives prices higher.
The question isn't whether you should move with speed. It's whether you can afford not to.
Stay ahead of the market - get the real auction results every week!
What The Agents Are Saying
IMelbourne agents are reporting unprecedented speed in campaign timelines. Properties listed with four-week auction dates are regularly selling within the first week. One agent noted their office is actively encouraging vendors to accept strong pre-auction offers ahead of the October 25th Super Saturday to avoid being lost in the crowd of 1,400+ properties.
Buyers who wait for scheduled auction dates are increasingly finding themselves shut out of the process entirely, with agents reporting that the most prepared buyers are inspecting properties within 24 hours of listing and making offers within 72 hours.
The Wow Factor!
55 Washington Street, Toorak, Vic 3142
Designer elegance in the heart of Toorak Village
Why it WOWs:
Timeless design with private ground-floor entry
Light-filled interiors & European oak floors
V-ZUG kitchen with custom bar
North-facing terrace & private courtyard
Main suite with walk-in robe & ensuite
Study & second living zone
Secure 2-car parking & storage rooms
Steps to Toorak Village luxury
Price guide : $3,500,000 - $3,850,000
In The Media
6 ways community-centric living is transforming neighbourhoods
Australian buyers are increasingly looking for more than just a house, prioritising neighbourhoods that offer walkable streets, parks, local cafés, and shared spaces that foster connection and community. Masterplanned developments by Stockland focus on liveability, wellness, and convenience, helping residents feel part of a thriving, connected environment.
This shift is boosting suburb desirability and long-term value. Sustainable, energy-efficient homes with accessible amenities appeal to buyers seeking comfort, lifestyle, and community. From outer-city developments to inner-city projects, neighbourhoods designed around connection and convenience are attracting strong demand and engagement.
Final Thoughts
The fastest buyer isn't always the one who makes the first offer. It's the one who's done all their homework before anyone else even knows the property exists.
If you or someone you know would like assistance to buy this year, book in a call and we can discuss if we can help.
Thanks for reading this far!
We value feedback and if you have any suggestions on what you would like covered in the future please email me at tristan@tomii.com.au
Happy Buying!
Note: This is general advice and does not take into consideration your objectives, situations or needs. Please consider if this advice is suitable for you and your circumstances and speak to a professional before making any financial decisions.
