Whether you’re buying your next home, selling a property or deciding whether to invest, property decisions are rarely made in a single moment.
They unfold through a series of conversations, inspections and choices that ultimately shape your next move.
With recent headlines surrounding the Federal Budget, changing investor conditions and broader economic pressures, many Australians are taking a more cautious approach to the property market. But according to Thomas Merriman, sales agent at Ray White Upper North Shore, it’s important not to lose sight of the bigger picture.
“When the budget was first released, there was a lot of concern,” he says. “What we initially thought might have a devastating impact on the market probably didn’t have the effect we expected.”
“The industry had already started to change. I think when people zoom out, they can probably make better decisions.”
Why today’s property buyers are taking longer to make decisions
One of the defining characteristics of today’s Australian property market is the rise of the considered buyer.
Rather than rushing to secure a home, buyers are attending multiple open homes, researching comparable sales and watching auctions before making an offer.
“We’ve noticed that people will come to the first auction and watch,” Thomas says. “They want to see the market happen in front of them.”
Many return weeks later ready to participate.
“It’s not enough evidence for them just getting a price guide from an agent or some feedback from an agent,” he says. “They’re going to go and try and find that advice for themselves.”
Far from indicating weaker demand, today’s buyers are simply taking more time to understand the market before making one of life’s biggest financial decisions.
Selling your home? Strategy matters more than ever
For homeowners considering selling, confidence isn’t built through optimism alone. It’s built through honest advice, preparation and a clear strategy.
Most sellers already understand the market has shifted. What they’re looking for isn’t reassurance, it’s a plan.
For Thomas and his team, that means setting realistic expectations, maintaining open communication throughout the campaign and adapting as buyer feedback emerges.
“We’re being incredibly honest about the change in the market,” Thomas says. “Finding the motivation for the seller, implementing a good strategy and then trying to remain confident in the strategy.”
While property markets evolve, the fundamentals remain the same: understanding your buyer, communicating effectively, negotiating confidently and adapting when circumstances change.
Every moment in a property campaign counts
Behind every successful property sale are countless moments that influence the final outcome – from the appraisal and listing presentation to open homes, buyer negotiations and decisions about what comes next if the original strategy doesn’t deliver the desired result.
It’s this philosophy that underpins Ray White’s upcoming 2026 Every Moment Sales Conference.
Thomas will share his “second chance strategy”, developed after successfully re-auctioning 31 of 35 properties within 45 days.
It’s a reminder that not every property journey follows a straight line. Sometimes the strongest outcomes come from adapting your strategy rather than starting again.
Trusted property market advice makes the differenceThe Australian property market will always move in cycles. Policies change. Economic conditions evolve. Buyer confidence rises and falls.
What remains constant is the value of trusted real estate advice.
The best agents continue learning, refining their strategies and adapting to changing conditions so they can better support buyers and sellers through every stage of the property journey.
Whether you’re buying a home, selling a property or simply trying to understand today’s property market, certainty isn’t always possible. Preparation, perspective and trusted advice can make all the difference.
Because in property, every moment matters.
Average open home attendance has nearly halved in a year. The decline was well underway before the Budget and has continued since. Whether it has now found a floor is the question the latest weekly data is starting to answer. Across Australia, average attendance fell to 2.1 people per open home over the four weeks … […]
The federal government has changed the rules on how self-managed superannuation funds can invest in residential property, as part of broader tax legislation passed through the Senate this week. Under the new rules, SMSFs will no longer be able to use borrowed money to purchase residential property. The change takes effect 45 days after the … […]