Ready, Set, Sell: A Step-by-Step Guide to Preparing Your Australian Property for Sale
Selling your home is one of the biggest financial and emotional undertakings you’ll ever face. It’s a journey filled with paperwork, cleaning, presentation, and—let’s be honest—a touch of stress.
At Ailana Services, we know your success is our victory. We’re here to guide you through the process, helping you separate the crucial tasks from the distractions, so you can focus on getting the best possible result.
The Legal and Administrative Essentials
Before you even book a photographer, these are the non-negotiable steps to tick off:
1. The Contract of Sale (A Must-Have in NSW)
In NSW, having a Contract for Sale prepared is a legal requirement before you can market the property.
- Who Prepares It? You need a solicitor or conveyancer to draft this essential legal document.
- The Cost: Budget around $800 to $2,000 for the contract and associated legal work for a standard sale.
- A Critical Warning: The quality of your legal representative is everything. They will be a primary point of contact and can dramatically impact your stress levels. Take your agent’s recommendations seriously, as they often work with trusted, efficient professionals.
2. The Agency Agreement
Once you choose your agent, you’ll sign an Agency Agreement. This legally binding document sets out the commission, marketing expenses, method of sale (e.g., Auction vs. Private Treaty), and the agreed-upon asking price strategy.
- The Lock-in: This contract binds you to the agent for a specified period (typically 90 days).
- Don’t Rush: Never feel pressured to sign this during your first appointment. If an agent tries to rush you, it’s a major red flag—walk away.
Mastering the Mindset & Presentation
The journey of preparing for sale can be an emotional rollercoaster. Here’s how to stay grounded and focus on what truly matters to buyers:
Don’t Obsess Over Minor Defects
As you prepare to sell, you’ll start noticing every little scuff and blemish. This is normal! However, remember that buyers are only in your property for 10–15 minutes before making a decision.
- Focus on the First Impression: Get the curb appeal and key rooms right.
- Listen to Your Agent: They know which defects will actually deter a buyer and which are minor distractions. Don’t get bogged down in detail that delays your sale date.
Should You Hire a Stylist?
If your agent recommends professional styling, they aren’t being critical; they are giving you professional, data-driven advice.
- The Power of Professional Styling: A stylist opens your home up to a larger pool of buyers by creating an aspirational and neutral aesthetic. Very few people can pull off this level of presentation on their own.
- The High Stakes: Selling a house is a high-stakes transaction. Leave the presentation to an expert to maximise your final sale price.
Preparing for the Reports (Pest & Building)
That old building report you got when you bought the place is likely outdated. Don’t bury your head in the sand.
- Expect Surprises: It’s normal for a property to have deteriorated over the years. Be prepared for defects to be pointed out by independent experts.
- What to Do: While you don’t have to fix everything, knowing the issues allows you and your agent to address them proactively, building trust with potential buyers.
Dealing with People & Price Strategy
Once you go to market, you’ll face agents, buyers, and well-meaning friends. Here’s how to handle them:
Managing Real Estate Professionals
- Be Prepared for Agent Interest: If you start looking at other homes, agents will suddenly be intensely interested in you as a seller. We suggest keeping your selling plans quiet if you’re house-hunting until you’ve appointed your selling agent.
- Beware the “Experts”: Your friends, family, and even the local handyman will suddenly become real estate experts, almost always telling you your home is worth more than the market dictates. While their support is nice, do not take their pricing advice over an experienced, local agent who deals with actual buyers every day.
Auction vs. Private Treaty: The Big Decision
Your agent will advise on the pros and cons of an Auction versus a Private Treaty (For Sale).
- Auctions create urgency and transparency but come with risks, such as a high marketing cost regardless of the result, and the risk of “passing in” if the reserve isn’t met.
- The Right Fit: The best method depends on your risk tolerance, current market performance, and the type and location of your home.
Pricing Strategy: Focus on the Goal
It’s easy to fall into the trap of increasing your price expectations to compensate for the “blood, sweat, and tears” you’ve put into presentation. Overcapitalising is a real risk.
- Be Clear on the Goal Price: Be honest with your agent about the minimum price you need.
- Use the Asking Price Strategically: The online asking price is a tactical tool used by your agent to attract the most quality buyers to the property.
- The Golden Rule: It is much better to set a fair asking price that attracts multiple competing buyers and then use that competition to drive the price up, rather than starting too high and alienating the market in the critical first two weeks.
Keep It Quiet!
If you tell everyone you’re selling, a neighbour’s cousin will inevitably offer to buy it privately at a 20% discount. Keep your plans, especially your goal price, quiet until your agent is ready to launch the campaign.
The Inevitable Stress
You will stress about getting the house ready, but that’s often the easy part. The real stress comes from:
- Hearing feedback from buyers.
- The tight timelines of conveyancers and lenders.
- Coordinating your sale with your next purchase.
Selling is stressful, but with the right team and a clear strategy, it doesn’t have to be overwhelming.
Thinking of selling? Let’s make the process smooth, stress-free, and set you up for the best result. Contact Ailana Services today.
