The spring selling psychology

It’s no secret that spring gives people a psychological lift. The same is true in real estate.

With warmer weather, longer days and the end of the year in sight, buyers are more motivated than ever to find their next home.

‘People have been cooped up through winter – cold weekends, wet weather, not much energy,’ Daniel explains. ‘But when spring hits, they’re back. They’re walking through gardens in t-shirts and shorts, excited to get out and buy.’

There’s also an emotional urgency in the air. Many buyers are keen to be settled before the new year, especially families aiming to move during school holidays.

‘There’s this three-month push where people know they have to act fast,’ says Daniel. ‘It’s like the grand final season for real estate – they’ve got a window, and they want to make the most of it.’

The vendor’s advantage

While spring offers more buyer choice, it also presents an opportunity for vendors. Especially those with standout homes.

‘The pool of buyers is strong right now,’ says Daniel. ‘There’s been a shortage of quality stock for months, so when something good hits the market, it gets attention.’

He also notes a growing shift in buyer behaviour. While some people used to take a ‘wait and see’ approach, today’s buyers are more proactive.

‘If they see a home that’s 8 out of 10, they jump on it. The market’s moving, and people don’t want to miss out.’

For vendors considering an upgrade, this spring also brings unique opportunities. With more properties entering the market, the ability to sell and buy within a short timeframe becomes more realistic.

‘Many people want to upsize, but they’ve been scared to sell in case they can’t find something. As more stock comes on, that cycle can start moving faster again.’

‘Tis the season of showcase

Spring is when homes truly come to life. Lush gardens, sun-drenched windows and buzzing backyards create the perfect backdrop for buyers to fall in love.

‘We’re lucky to sell a lot of big family homes with pools, outdoor kitchens, beautiful landscaping – and you just can’t show those things off the same way in winter,’ Daniel explains.

He adds that this time of year is perfect for creating an aspirational lifestyle vision: a place where buyers can picture entertaining friends, watching the kids run around the backyard or relaxing in the evening twilight.

‘When people walk in and see the garden blooming, the pool sparkling and the light pouring in through a north-facing window – that’s when they fall in love.

‘It’s amazing to watch,’ he continues. ‘The kids run straight out to the backyard, and mum and dad are inside, picturing their life there. That’s the magic of spring.’'

Presenting your home for a spring sale

Selling in spring means adjusting how your property is presented. While winter calls for cosy fireplaces and mood lighting, spring is all about freshness, light and flow.

‘You want air flowing, doors open and as much natural light flooding in as you can muster,’ Daniel says. ‘In winter, you might be showing off a crackling fireplace. But in spring, it’s the garden, the outdoor entertaining and the brightness.’

Daniel recommends tailoring your style to match the season and the lifestyle buyers dream of.

‘Make sure your outdoor areas are clean, green and inviting. Pools should be as clear as possible and the lawns should be mowed. Think BBQ weather.’

And for sellers using video tours, spring offers an extra advantage.

‘Videos in spring just look better. Blue skies, blooming trees… it all adds instant emotional appeal.’

When to strategically launch your spring campaign

Not all weekends are created equal in spring – and launching at the right time can mean the difference between a decent result and a brilliant result.

‘You’ve got to be smart with timing,’ says Daniel. ‘Avoid the footy finals, steer clear of school holidays and be mindful of the Spring Racing Carnival.’

For most properties, early to mid-spring is ideal, especially October, which Daniel considers prime time.

‘October usually gives us a clean run. No public holidays, no long weekends. It’s when the biggest buyer pool is active and campaigns can run without interruption.’

That said, late spring can also perform well – especially for vendors looking to ride the momentum into December.

‘We’re often auctioning right up to Christmas now. The market doesn’t slow down the way it used to. People are willing to transact right up to the end.’

What to expect this spring

Market conditions for spring 2025 are looking promising. Clearance rates have been strong, buyer demand is high and interest rate speculation is creating urgency.

‘Our listings are strong with lots of stock hitting the market,’ Daniel says. ‘I don’t think it’ll be a massive volume, but the homes we’re seeing are great.’

He also notes increased competition at auctions and strong open home numbers.

‘We’re seeing more bidders, more inspections and more buyers who are ready to act. If rates come down, which everyone’s hoping, that will only supercharge things.’

Importantly, Daniel sees a shift away from hesitation.

‘We went through a cycle where everyone was saying, “We’ll wait and see.” That’s changed now. Buyers are coming out in droves when the right home hits.’

Daniel’s top tips for spring sellers

To wrap things up, we asked Daniel for his top advice to anyone thinking of selling this spring. His number one message? Prepare well and make it count.

‘Your home should look its best the day you sell it – just like it did when you bought it. Presentation is everything.

‘If you’ve got outdoor entertaining, now’s the time to show it off. People want to walk in and feel like they’re already living the lifestyle.’

And don’t wait for the market to ‘peak’. Instead, focus on making your property stand out.

‘There’s no shortage of competition among buyers right now. If you’ve got the right home and presented it well? It’ll sell.’

Ready to spring into action? Now’s the time to make your move. Request an appraisal with Gary Peer.