THE EXTRA $55,000 YOU NEVER SAW
18 Jun 2026| Posted by: Dave Tidbold
Most sellers see success as selling their property and being happy with the result - and that is absolutely a success - but there’s more to it.
The real measure of success in our opinion isn't whether a property sold, but whether it sold for the highest price that the most motivated buyer would have been willing to pay?
If a property sells, and the seller is happy with the result - they’re none-the-wiser about what they could’ve sold for.
The gap between what a property sold for and what the best buyer would have ultimately paid is what’s known as ‘the invisible loss’. It's a loss that can amount to tens of thousands of dollars, yet most sellers never know it occurred.
EVERY BUYER HAS A DIFFERENT LIMIT
Buyers rarely begin negotiations at the maximum amount they are prepared to spend. They test the market - assessing the seller’s motivations, comparing competing properties and trying to secure the best possible outcome for themselves.
The best agents are good negotiators. They know that buyers often have more capacity than they initially reveal. Through strategic communication, timing and market knowledge, they are able to uncover that ‘invisible loss’ and turn it into a gain for the seller. The right negotiation strategy can extract the full value from the buyers already in the market.
MARKETING FINDS BUYERS. NEGOTIATION CREATES VALUE.
Effective marketing is essential. It generates awareness, attracts enquiry and brings buyers to the table. However, marketing alone does not determine the final sale price. Once buyers are aware of a property, it’s negotiation that influences what they are willing to pay.
Agents aren’t just responsible for creating interest, but for converting that interest into competition. Competitive buyers leads to urgency, and that’s where the top offers come in.
A property may attract a number of genuine buyers, but without skilled negotiation, the seller may never realise just HOW much that demand could’ve got them.
THE SMARTRE SALE DIFFERENCE
The Smartre Sale is built on the principle that selling a property is not just about selling a property - it’s about getting the maximum price possible.
Hence, our agents focus on the complete sales process, understanding buyer psychology, leveraging market conditions, managing competition and negotiating from the beginning to the end.
The difference between a good result, and a great result, is often measured to the tune of tens of thousands of dollars - and from our research it can be around the $55,000 mark. Seller’s aren’t always aware of this. Tidbold makes sure they are.
