One of the biggest mistakes agents are making right now is behaving as if the market hasn’t changed.
In the immediate post-pandemic period — particularly across Sydney’s Eastern Suburbs — property was selling effortlessly. In many cases, it didn’t matter who the agent was. Listings were absorbed quickly, buyers were competing aggressively, and pricing errors were often forgiven by the market.
That environment created a generation of volume agents.
List the property, spend heavily on advertising, delegate the work to a team, and wait for the market to do the heavy lifting. For a time, that approach worked.
It no longer does.
When Volume Replaces Skill
In today’s market, strategy matters again.
Pricing matters again.
Negotiation matters again.
I was reminded of this recently through the sale of Apartment 404 at Eclipse, 1 Adelaide Street, Bondi Junction.
The property had previously been handled by a well-known Double Bay agency. Significant money was spent on advertising, but the campaign stalled. As the vendor later described it to me, the advice he received was effectively to “meet the market” — which, in reality, meant anchoring the price to the mindset of a single cautious buyer.
That is where experience becomes critical.
A skilled agent does not allow one buyer to define the market. They interpret buyer behaviour, reset positioning when required, and create competitive tension — even when conditions are tighter.
A Reset in Strategy
When I was appointed, the approach changed immediately.
The focus moved away from noise and volume and back to fundamentals:
- Correct positioning relative to buyer demand
- Clear, disciplined communication
- Direct engagement with decision-makers
- Calm but firm negotiation grounded in market reality
The result was a signed, unconditional contract within one week, at a price that materially exceeded the outcome of the prior campaign.
The vendor later said:
“After my apartment sat on the market for over three months with another agent, the difference was immediate. The strategy was clearer, the advice was sharper, and the negotiation delivered where others couldn’t.”
Why Buildings Like Eclipse Still Perform
It’s also worth noting that quality assets still attract buyers — when handled properly.
Eclipse is a well-regarded building that combines clean architectural design with quality craftsmanship across a mix of one, two and three-bedroom apartments. Expansive windows, open-plan layouts and generous balconies maximise natural light and capture outlooks ranging from the city skyline to the coastline.
Secure parking, on-site building management, and resident facilities including a gym and pool provide genuine lifestyle appeal — particularly for downsizers and owner-occupiers seeking low-maintenance living with a premium edge.
The building wasn’t the issue.
The strategy was.
The Takeaway for Owners
Today’s market rewards experience over volume.
It’s no longer about how many listings an agent carries, how big their team is, or how much they spend on advertising. It’s about judgement, positioning, and the ability to negotiate decisively when the window opens.
If you’re selling — or considering selling — the question isn’t who is the biggest agent, but who is actually handling your sale.
That distinction has never mattered more.
