In Australia’s fast-moving property landscape, it’s easy to mistake activity for strategy. As markets heat up and headlines predict everything from booms to busts, investors often forget that successful property buying has less to do with luck and more to do with timing, discipline, and clear thinking.
Tim Graham, General Manager at Hotspotting and a long-time buyer’s agent and real estate analyst, argues that too many buyers jump into the market without understanding the subtleties that separate a good deal from a regrettable one. “Most people think buying real estate is as simple as finding a listing and making an offer,” he explains. “But winning a deal takes more than price, it’s about terms, timing, and psychology.”
The Art of the Offer
Graham emphasises three core pillars of negotiation: price, terms, and timing. While price is obvious, terms often make or break a deal. The fewer conditions attached such as finance clauses or sale contingencies the more attractive the offer becomes to the vendor. Timing, however, is the overlooked differentiator.
Submitting an offer too early, especially before a property’s first open inspection, can backfire. “If the property hasn’t hit the market yet, your offer just becomes leverage for the agent,” Graham warns. Understanding the rhythm of a sales campaign and the psychology of the vendor allows a buyer to strike when the time is right, ideally when the competition is visible and the agent wants certainty over speculation.
Building Trust with Agents
Negotiation isn’t just about numbers; it’s about relationships. Agents act as gatekeepers to the vendor, and buyers rarely communicate directly with sellers. Establishing trust and professionalism early can give buyers an edge. “You’re selling yourself to the agent as much as they’re selling to you,” Graham says. “If you can show that you’re serious, ready, and low-risk, they’ll advocate for your offer.”
That trust is earned through transparency and good communication; following up after inspections, asking informed questions, and demonstrating readiness. The aim isn’t to play games but to signal competence and confidence in a process where most others are guessing.
The Rise of the Unit Market
A striking insight from Graham’s observations is the quiet resurgence of the apartment and unit sector. Historically overshadowed by freestanding homes, units now outperform houses in around 60% of Australian markets. “It shocks people who’ve been in the industry for years,” he says. “We’ve always said ‘buy land for growth,’ but lifestyles are changing.”
Urban convenience, affordability, and demographic shifts, from downsizers to new migrants accustomed to vertical living, are driving the change. Even regional centres such as Toowoomba show increasing demand for well-positioned, low-density units that deliver solid yields and lower maintenance costs.
Knowing When to Let Go
While long-term holding remains a proven wealth strategy, Graham believes emotion-free decision-making is crucial. “You can’t be sentimental about investments,” he insists. “If a property is draining your cash flow and underperforming, it might be time to sell and reallocate your capital.”
Identifying the right time to exit mirrors the process of identifying growth markets in the first place. When sales volumes slow, price growth flattens, and the data suggests the peak has passed, holding on for too long can be costly. Yet he cautions that a cooling market isn’t automatically a reason to sell particularly in cities like Perth, where plateaus often precede the next growth cycle rather than a collapse.
From Hobby to Business
One of Tim’s strongest points is philosophical: property investment is not a pastime. According to ABS data, roughly 72% of Australian investors own just one investment property often because they treat it like a hobby rather than a business. True success requires systems, professionals, and long-term planning.
“If you were starting a business, you’d hire experts: accountants, consultants, advisors,” he says. “Why treat property differently?” A competent buyer’s agent can add enormous value not just by negotiating better, but by preventing costly mistakes. “Paying $15,000 for professional guidance seems expensive until you realise a single misstep can cost far more,” Tim adds.
AI and the Future of Real Estate
Hotspotting’s integration of artificial intelligence, which helped it win the AI Innovator of the Year Award, is changing how data-driven decisions are made. But Tim cautions against blind faith in technology. “AI can’t replace experience,” he notes. “It can filter noise, but it can’t understand motivation, negotiation, or human behaviour.” In real estate, data might inform, but humans still decide.
Real estate rewards patience, clarity, and curiosity. Success isn’t about chasing headlines or timing the perfect market; it’s about understanding cycles, acting decisively, and surrounding yourself with expertise. Whether you’re buying your first home or expanding a portfolio, Tim’s advice rings timelessly true: measure twice, cut once — and never forget, it’s a business, not a hobby.
Want to hear more from Tim Graham on mastering property negotiation? Watch the full interview here: Watch on YouTube
