Selling Real Estate in Western Australia: A Complete Seller's Guide

Step 1: Choose the Right Agent

Your agent is the most important decision you will make. A great agent adds more value than their commission costs. Evaluate agents on:

• Local market knowledge — proven results in your suburb, not just their office suburb
• Marketing quality — professional photography, video, and online strategy
• Communication — how and how often they will update you
• Track record — days on market, list-to-sale ratio, comparable sale prices achieved
• Negotiation skill — experience negotiating multiple offers in competitive conditions
• Fees — understand what is included; the cheapest agent rarely achieves the best price

Step 2: Set the Right Price

Pricing is both an art and a science. Overpricing is the most common seller mistake — it deters buyers, extends time on market, and ultimately produces a lower sale price. The right price attracts maximum buyer competition in the first 3–4 weeks, which is when your marketing exposure and buyer interest peak.

• Request a written Comparative Market Analysis (CMA) from your agent
• Look at recent comparable sales — similar size, condition, and location
• Understand current market conditions — is it a buyer's or seller's market?
• Consider whether renovations have added or will add real value
• Avoid pricing based on what you need the sale price to be — price based on market reality

Step 3: Prepare Your Property for Sale

First impressions determine buyer interest — and ultimately your sale price. Properties presented well consistently sell faster and for more. Focus on:

• Declutter every room — less is more; buyers want to see the space
• Deep clean throughout — including windows, carpets, and outdoor areas
• Attend to deferred maintenance — fix leaking taps, cracked tiles, sticking doors
• Freshen up paint in rooms that look tired or are unusual colours
• Improve kerb appeal — tidy gardens, clean driveway, fresh front door paint
• Consider professional staging for vacant properties or to maximise appeal

Step 4: Market Strategically

Your marketing campaign drives buyer competition. A well-executed campaign includes professional photography and video, listing on realestate.com.au and Domain (with premier placement), social media targeting, email marketing to the agent's buyer database, signboards, and open homes. Cutting corners on marketing typically costs more in sale price than it saves in upfront spend.

Step 5: Manage Offers and Negotiate

When offers arrive, your agent presents them to you with their recommendation. In WA, buyers make offers via the standard REIWA Contract. Consider not just the price, but the conditions and settlement terms. Your agent will negotiate on your behalf to achieve the best outcome — whether that is price, timeline, or certainty of unconditional contract.

Step 6: Settlement

Once a contract is unconditional, your settlement agent manages the legal process. You'll need to arrange vacant possession by the settlement date, attend to any defect repairs if required, and conduct a final clean. On settlement day, funds are transferred and keys are handed over. Your agent will confirm settlement with you.