Days on market have pushed out considerably over the past six to 12 months, but sellers who get the fundamentals right can still secure a quick result.

Properties across the Gold Coast are now taking an average of 23 days to sell, but in some areas the wait is far longer. In Hope Island, in the northern suburbs, homes are lingering for an average of 62 days.

Kollosche Sales Agent Aaron Kibble, who specialises in the Hope Island market, said the slowdown was being driven by buyer hesitancy.

“Interest rate uncertainty, cost-of-living pressures and the constant commentary on where prices are headed have made buyers cautious, with few prepared to commit to a property from the get-go,” Mr Kibble said.

“The longer a home sits, the harder it becomes to sell. Buyers start to wonder what is wrong with it, and negotiating power quietly shifts their way.”

Mr Kibble said the difference between a slow sale and a quick one usually came down to three things: the agent, the strategy and the property itself.

He said agents had enjoyed an easy run for four or five years, with stock moving quickly and buyers chasing listings.

“A ‘contact agent’ listing was often enough to get a sale over the line. That market has gone, and the agents still achieving quick results are the ones doing genuine buyer work,” he said.

According to Mr Kibble, that work involves putting buyers through homes, understanding what appeals to them and, when a property is not right, drilling down as to why.

“When the right home does present itself, these buyers form an emotional attachment faster than others because they have already looked at numerous properties and know exactly what they want,” he said.

“Creating that emotional connection is when premium sales happen.”

Mr Kibble said looking beyond the local market was also important. While Hope Island buyers moving within the area often benchmark offers against every recent sale, buyers from outside the suburb see properties through fresh eyes and can find value that locals miss.

Pricing is another key factor. Mr Kibble pointed to recent data from a leading analyst which showed that, excluding auction listings, more than 80 per cent of people scrolled past properties that did not feature a price.

But he warned overpricing could be just as damaging.

“If you drop the price, buyers realise they are in the driver’s seat, so they sit back and wait for further reductions,” he said.

“Cutting the price with no offer on the table is a seller negotiating with themselves, and nobody wins. The aim should be a campaign that draws out genuine feedback from buyers who are prepared to put pen to paper.”

Preparing the property is just as critical. Mr Kibble recommended power washing, painting and a pre-sale building and pest inspection from an inspector independent of the agent, allowing sellers to control the narrative and resolve issues before buyers could use them as leverage. He also advised investors to wait until tenants had moved out before listing.

Staging can make a significant difference, he said, pointing to a recent sale that had spent five months with another agency without a single written offer.

“We cleaned up the facade and pool area and had it professionally staged. It drew multiple offers and the property sold soon after listing for a street record,” Mr Kibble said.

“If the property is empty I would be wary of using digital staging, which can backfire if buyers arrive to find something different from what they saw online.”

Mr Kibble said the focus of property marketing should be on lifestyle, location and liveability.

“Sellers who get these fundamentals right early give themselves the best chance of not becoming part of the days on market statistic.”

If you are wanting to position your property for a quick sale, contact Aaron Kibble and his team.