Why Some Canberra Homes Sell for $30k More

Mar 27
4 min read

We recently had a four bedroom home launch in Flynn in the same week as a very similar one further down the street. The other house was in better condition than ours and had a double garage compared to our single. Most people looking at the properties online would have expected the other agent's property to sell for more.

But ours outperformed it. And by a noticeable amount.

This outcome was backed up with data: our listing received twice as many hits online and about twice as many visitors at the first open home compared with the other property.

Here are some of the common reasons some homes sell for more, even when they seem similar at first glance.

Transparent Pricing Works for More Buyers

Buyers don’t like guessing games. If they can’t quickly tell whether a property is in their range, many won’t engage at all. A Property Seeker survey found that 72% of buyers would skip listings without a price, preferring clarity before committing to an inspection.

That lack of transparency shrinks the buyer pool from the outset. Clear pricing does the opposite. It invites more buyers in, builds early momentum, and creates the conditions for stronger offers.

Online Exposure Matters - Especially if You Use It Well

It’s a no-brainer to display your property on the main portals. That’s just expected. But simply being there isn’t always enough to stand out, especially when buyers are scrolling through dozens of similar homes.

What makes the difference is what happens behind the scenes. It’s surprisingly uncommon for agents to use all of the features those portals make available to maximise visibility and engagement, and this can make a big difference.

For the Flynn home, we didn’t just list it and leave it. We tweaked the "standard" targeting behind the scenes, and took advantage of enhanced listing features that draw extra attention. That’s one reason our listing out-performed the neighbour’s by roughly two to one in both online hits and open home visits.

Momentum in the First Fortnight Drives Price

Buyers who are serious often decide quickly. In most markets, including Canberra, motivated buyers are most active in the first couple of weeks after a listing hits the websites. That’s when open homes are busy, when comparisons are being made, and when people decide whether to buy.

If a listing drifts past weeks three and then four, buyers can begin to assume something is wrong: maybe the property is overpriced, maybe there’s an issue with the building report. This perception can quietly dampen offers without anyone stating it outright.

Homes that generate momentum early tend to achieve stronger outcomes. Buyers stay engaged, competition builds, and urgency happens naturally. By taking advantage of that early energy, you're less likely to become "stale" and sell for less than you could have.

Presentation Affects Perception

High quality photos online with thoughtful staging and clear floor plans, all help buyers move from “that one's okay” to “I need to see this one.” Even homes that aren’t the fanciest on the market can be presented in a way that feels welcoming and uncomplicated, both online and in person, and that’s what encourages offers.

Presentation isn’t about spending big on renovations. It’s about making a home feel easy to love and easy to imagine living in. When a home feels well put together, buyers tend to relax a little and are less inclined to go searching for reasons to discount.

Psychologically, that sense of ease matters. When buyers feel comfortable, they move forward with more confidence, and that’s when stronger offers tend to follow.

Competition Produces Results

Auction is often chosen as the preferred way to create competition, and if done the right way it absolutely will. However, competitive bidding on auction day is only the outcome if the buyers have engaged earlier in the campaign. And that's where your strategy can come unstuck if you're putting all your chips on "Auction" alone.

If buyers aren’t sure whether a home is within their budget, or feel threatened by the stress of the auction model (typical of the sub~$1m demographic particularly), they quite often will skip the listing entirely. No engagement means no competition, regardless of the method of sale.

Once buyers are engaged, how is that interest handled? Old fashioned tactics like withholding price information or using high pressure at open homes tend to turn buyers off. They want to feel respected, informed and confident they’re making a good decision. From there it's about balance. Not dismissing the first offer that comes through, but allowing just enough time for the right buyers to have a chance to compete.

The Difference Isn't Luck

On the surface two homes might look similar. But the way they’re priced, marketed, presented and managed can lead to very different outcomes.

Buyers want confidence, reassurance - not pressure. If they feel pushed or unsettled, they tend to hesitate or even withdraw. And that can make a big difference between achieving a reasonable sale price and an outstanding one.