One of the most common assumptions in real estate is that if a buyer is interested early in a campaign, a better buyer will probably come along later.
And while that can sometimes happen, it’s certainly not always the case.
After more than 35 years in real estate — first as an agent and now as a Vendor Advocate — I’ve seen many situations where the strongest buyer appeared very early in the campaign. In some cases, they were among the very first buyers through the door.
That doesn’t mean sellers should automatically accept the first offer they receive. Far from it.
But it does highlight something important about buyer psychology, momentum, and how buyers tend to behave when a new property first hits the market.
When a property launches, it attracts the attention of buyers who have often been watching the market very closely for some time. These are usually the buyers who are the most emotionally invested. They may have missed out on previous homes, been searching for months, or been waiting specifically for the right property in the right location to become available.
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When a home is well presented, priced appropriately and launched correctly, these buyers tend to respond quickly because they don’t want to miss another opportunity.
This is often where the strongest emotional connection is formed — and emotional buyers are usually the buyers willing to compete hardest.
Every campaign also has a natural momentum cycle.
The first couple of weeks are generally when a property receives the highest level of attention online, the strongest enquiry levels, and the greatest number of inspections. Buyers who are actively searching are immediately alerted to new listings through REA, Domain and agent databases, and fresh listings naturally create curiosity and urgency.
This is why launch strategy matters so much.
When pricing, presentation and marketing are aligned from the beginning, buyers engage with confidence and momentum starts to build naturally. But once a property sits on the market for an extended period without strong engagement, buyer behaviour often begins to change.
Buyers start asking themselves questions:
Why hasn’t it sold?
Is it overpriced?
Would the seller take less?
Should we wait?
Urgency tends to reduce over time, and once that urgency disappears, negotiating power can quietly begin shifting away from the seller.
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In many cases, strong buyers are lost unintentionally.
Sometimes sellers become anchored to a figure they were hoping to achieve, even when buyer feedback and comparable sales may be suggesting otherwise. Other times, genuinely strong early buyers are overlooked because there is an assumption that something better will come along later in the campaign.
The challenge is that emotionally motivated buyers do not always wait around.
If they feel uncertain, believe the seller’s expectations are unrealistic, or sense there is little urgency around the campaign, they will usually move on to the next opportunity.
And once those buyers are gone, it can sometimes be difficult to recreate that same level of competition later.
This is where experience becomes so important.
A good agent will usually recognise when a buyer is genuine, emotionally invested and ready to act. It’s not just about the price being offered. It’s also about the buyer’s level of urgency, how quickly they are engaging, whether they are arranging second inspections, asking contract-related questions, and how they compare to the rest of the market response.
Strong buyers often leave clues early in a campaign. The key is recognising them before the opportunity passes.
Selling a home successfully is rarely about luck. It’s about understanding timing, buyer psychology, negotiation dynamics and what the market is telling you throughout the campaign.
Sometimes the best decision is to hold firm and allow competition to build. Other times, the strongest opportunity may already be standing in front of you during the very first week.
Knowing the difference is what matters. The first buyer is not always the best buyer.
But very often, the best buyers appear early.
In today’s market particularly, where buyers have more choice and urgency can fade quickly, sellers who understand the importance of early momentum are usually in a much stronger position to achieve an excellent result.
And that’s often where the right guidance can make all the difference.
If you’re planning to sell and would like some independent guidance around pricing, strategy or how to interpret buyer feedback during your campaign, I’m always happy to have a conversation.
With over 35 years of experience across changing Sydney markets, I help sellers make calm, informed decisions designed to protect both momentum and results.
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“We recently engaged Kathryn Fantov as the Vendor Advocate for the sale of our mother’s home, and we couldn’t be more pleased with the experience. From the outset, Kathryn was proactive and professional. She introduced herself to our solicitor and ensured she was kept in the loop with the contract preparation. We entrusted her with the keys to the property, and she promptly conducted an inspection, providing us with a detailed report outlining what needed attention.
Kathryn then created a clear and practical timeline to guide the process. She researched the local property market thoroughly and shortlisted three real estate agents, interviewing each one. She provided us with a comprehensive agent comparison report, which made our decision easy and informed. She also sourced quotes for both internal and external cleaning, and throughout the entire process, she maintained excellent communication with all three of us. We always felt informed, supported, and confident in her guidance.
Right up to auction day, Kathryn was exceptional. Her expertise and dedication helped us achieve a result that exceeded our expectations.
Would we use her again? Absolutely—without hesitation.”
⎯ Denise Argus
