By Lorraine and Brian Martin
WE recently submitted an offer on a property that was — by any measure — strong. In fact, it was over the listed price.
Then came the curveball.
“Oh, my brother reckons I can get $50,000 more,” the seller said.
Fair enough, we thought — perhaps the brother works in real estate?
“No.”
Maybe he buys and sells property regularly?
“Nope.”
So where was this market insight coming from?
Cairns, as it turns out.
And not from data, experience or recent sales — just a gut feeling.
To her credit, the seller ultimately made the right call and accepted the offer.
But it raises a question we see time and time again:
How do you determine what a property is worth?
Because in real estate, opinions are everywhere — but evidence is everything.
The starting point is always comparable sales.
What have similar homes in your area sold for recently?
Not what they’re listed for.
Not what someone thinks they might get.
What they’ve sold for.
That’s the baseline.
From there, it’s about the details that make your property unique.
Condition matters. Renovations matter. Fixtures, finishes, presentation — they all play a role.
Then there are the extras: a pool, a shed, a workshop, a standout entertaining area.
These are the features that can push a property above the pack — or hold it back.
This is why a proper, in-person appraisal is so important.
Data can give you a guide, but walking through a home tells the real story.
One of the biggest traps sellers fall into is comparing their property to what’s currently on the market.
It’s an easy mistake — but a costly one.
Listing prices are aspirations. Sale prices are reality.
And in this game, sold data is king.
Pricing is where strategy meets psychology.
Overprice your property and it can sit there, week after week, going stale.
Buyers start to ask questions.
What’s wrong with it? Why hasn’t it sold?
Eventually, you’re forced to adjust — often below where you could have started.
Underprice it, and yes, you might get a quick result — but you could also be leaving money on the table.
There’s also a quieter risk in the market: agents who deliberately price low to secure a fast sale.
It’s not always in the seller’s best interest — but it can make for an easy transaction.
That’s why choosing the right agent matters just as much as setting the right price.
You want someone who understands the data, knows the local market, and — just as importantly — operates with integrity.
Because while everyone has an opinion on what your home is worth… not all opinions are created equal.
And sometimes, the loudest voice in the room is just a brother from Cairns with a hunch.
Lorraine and Brian Martin operate ONE AGENCY The Martins Real Estate Bayside and can be found at the front of Capalaba Park Shopping Centre near the Chemist Warehouse.
