Over the past few weeks, I’ve been having more conversations with sellers about how their campaigns are tracking.
Some are seeing strong enquiry and good levels of interest, while others are finding the response a little slower than expected — even when the properties appear quite similar on paper.
With more choice available to buyers at the moment, we’re starting to see a greater variation in how properties are being received. Some are generating strong early interest, while others are finding the response a little slower than expected — even when the properties appear quite similar on paper.
It’s a subtle shift, but one that’s becoming more noticeable.
There’s often a lot of focus on the lead-up to a sale — preparing the home, choosing the right agent, and setting the overall strategy. But once a property goes live, many sellers take a step back and assume things will simply unfold from there.
In reality, what happens during the campaign itself can have a significant impact on the final result. And knowing what to pay attention to — particularly in the early stages — can make all the difference.
What we’re really looking for during a campaign is how the market is responding, and what that response is telling us.
One of the first things I look at is the relationship between enquiry and inspections.
It’s quite common to see a reasonable level of online enquiry when a property first launches. But what really matters is how many of those enquiries translate into physical inspections.
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If buyers are enquiring but not taking the next step to inspect, it can be an early indication that something isn’t quite aligning — often in relation to price, but sometimes also how the property is being positioned.
Buyer feedback is another area that can provide useful insight, although it’s not always as straightforward as it seems.
Comments like “we’re still looking”, “we’ll keep an eye on it” or “it seems a little high” can seem vague on their own. But when similar themes start to come through across multiple buyers, a clearer picture begins to form.
Often, it’s not just what buyers are saying — it’s how they’re responding. A lack of follow-up, hesitation to return for a second inspection, or an absence of offers will usually indicate that buyers aren’t yet seeing enough value, or feel they have better options available.
There’s also a natural window at the beginning of a campaign where a property receives the most attention.
Buyers who have been actively searching tend to respond quickly to new listings, and this is often when the strongest level of interest is generated. If inspections are strong, buyers are engaged, and there’s a sense of momentum building, it’s usually a positive sign.
If things feel slower than expected, it doesn’t necessarily mean something is wrong — but it is something worth paying attention to.
Another important factor is the quality of communication you’re receiving from your agent throughout the campaign.
Most agents will report how many people have inspected, but that on its own doesn’t tell you very much. What’s far more valuable is understanding who those buyers are, what feedback they’ve given — particularly around price — and how they are engaging with the property.
Are they asking further questions? Have they returned for a second inspection? Have they indicated a level where they see value?
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Transparency around follow-up is equally important. Being able to see that all buyers have been contacted, and followed up more than once, provides confidence that no opportunity is being missed and that the agent is doing their job thoroughly.
Without this level of detail, it becomes very difficult to assess how your campaign is really tracking. Clear, consistent communication allows you to make informed decisions as the campaign progresses, rather than simply waiting and hoping for the right buyer to appear.
And that leads to one of the most important aspects of any campaign — knowing when to hold your position, and when to adjust.
That might relate to pricing, the marketing approach, or even how the property is being presented. Small, well-timed adjustments can have a meaningful impact, particularly if they’re made while buyer attention is still high.
Selling a home isn’t just about getting to market — it’s about understanding what’s happening once you’re there.
For sellers who are able to interpret these signals and respond accordingly, the process becomes far more controlled, and the likelihood of achieving a strong result increases.
If you’re currently on the market, or planning to sell soon, having a clear understanding of what to look out for can make a significant difference.
And if you’d like a second opinion on how your campaign is tracking, or simply want some guidance around what you should be seeing, I’m always happy to have a conversation.
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