Sell­ing in a fes­tive mar­ket

Central Telegraph - - REAL ESTATE INDUSTRY - — Haes­ley Cush of Ray White is one of Bris­bane’s lead­ing auc­tion­eers

DOES the mar­ket stop work­ing the month that Santa does?

Each year own­ers (and agents) ask me what hap­pens to the mar­ket dur­ing the Christ­mas pe­riod.

Most with the as­sump­tion that the mar­ket grinds to a halt.

Most are sur­prised when I share that De­cem­ber can be one of our big­gest months of the year. And sim­i­larly Jan­uary can be quite strong, but it comes with a catch.

The ob­vi­ous rea­son the mar­ket keeps mov­ing is the num­ber of sell­ers who want to sell and buy­ers who want to buy be­fore the end of the year.

The ma­jor­ity of sell­ers would love to see a sale recorded this year and if they don’t then that mo­ti­va­tion will only build into Jan­uary.

Also, the buy­ers who have been in­vest­ing their Satur­days in driv­ing the streets, hand­ing over their per­sonal de­tails and in­spect­ing open homes each week would pre­fer to take their week­ends back!

There are three changes that peo­ple no­tice at this time of year.

The first is there is a drop off in new sell­ers who come to the mar­ket.

New buyer in­quiries also see a de­cline and many of the pro­fes­sion­als that sup­port the in­dus­try, mainly agents and lawyers, take their an­nual leave.

How­ever there is still a large amount of peo­ple who are pre-ex­ist­ing in the mar­ket who want to trans­act.

And while some agents and lawyers go away, many push through.

Most agents who have been around for a num­ber of years will tell war sto­ries of long ne­go­ti­a­tions that have oc­curred late into the wee hours of Christ­mas morn­ing or right up to the count­down on New Year’s Eve.

In re­al­ity most buy­ers have more time for in­spec­tions over De­cem­ber and Jan­uary.

And while stock lev­els are high there are sales to be made by the agents who de­cide to keep the foot to the floor.

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