Where the Deals Actually get Done.

15 July

Written By Billy Jaz

One of the biggest misconceptions in real estate right now is that properties are sold at open homes.

Most of the time, they're not. I recently analysed every successful sale I've negotiated over the past twelve months to identify exactly where buyers committed to purchasing. The results were revealing.

Deal Origin · Last 12 Months

50.9%Private Viewing

Private Viewing50.9%
Remote Negotiation27.3%
Open Home12.7%
Auction9.1%

What surprised me most wasn't how many buyers purchased during a private viewing. It was how few purchased at an open home. That wasn't always the case.

Why the open home lost its power

During the peak of the market in 2021 and 2022, buyers were driven by fear of missing out. Competition was intense, and many submitted offers before they'd even driven away from the first inspection. The open home wasn't just the beginning of the campaign — it was often where the deal was done.

Today's market is very different. Buyers are taking more time. They're returning for second inspections, discussing decisions with family, comparing recent sales and making more considered purchasing decisions. As a result, the negotiation has shifted well beyond the open home.

The strongest outcomes are now being achieved through private appointments, strategic follow-up and well-managed negotiations — after buyers have had time to genuinely process the opportunity.

What this means for sellers

A successful campaign is no longer measured by how many groups attend the first open home. It's measured by how effectively buyers are managed throughout the entire decision-making process — from that first private viewing through to the final negotiation.

"In 2022, buyers competed to secure a property. In 2026, sellers compete to earn a buyer's confidence."

That shift changes where a seller's focus should be — not on foot traffic through the front door, but on how skilfully every genuine buyer is guided from curiosity to commitment.

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