Most sellers walk into an auction campaign anxious, underprepared and in the dark.
That’s not a market problem. That’s an agent problem.
Australia’s national auction clearance rate has fallen to 47.4% — the lowest since COVID-19 gripped the country in April 2020, according to Cotality’s latest data. In other words, across the country right now, roughly one in every two homes that go under the hammer are failing to sell on the day. The Nightly
But here’s what that stat doesn’t tell you: the result of your auction has very little to do with the market.
It has everything to do with your preparation — and your agent’s.
As RE/MAX Australia’s #1 Auction Agent, I’ve maintained a clearance rate above 90% through markets far tougher than this one. Not because I’ve been lucky. Because the work happens long before auction day.
Let me walk you through exactly how.
The Auction Campaign: What Should Actually Be Happening
An auction campaign typically runs two to four weeks. That window isn’t just a countdown to a public sale — it’s a structured period of intelligence gathering, buyer qualification and strategic positioning.
During that period, your property should have open homes twice a week, every week, without exception.
But more importantly — you should be hearing from your agent every one to two days. Not a generic update. A real conversation: who inspected, who didn’t, what the feedback was, where the interest is coming from. If your agent goes quiet between opens, that’s a red flag.
You should also be receiving a formal vendor report every single week — including statistics from realestate.com.au and Domain, which competing properties are active, what’s sold, what price movement looks like in your segment. This is your campaign intelligence. You deserve to see it.
The Question Most Sellers Forget to Ask
Here’s where most sellers get it wrong — and most agents let them.
The major property portals — realestate.com.au and Domain — are powerful. But they only reach buyers who are already searching in your suburb. The pool of buyers who know they want your area.
That buyer pool isn’t enough to drive genuine competition.
The real question to ask your agent before you sign anything is this:
“How will you introduce buyers to my property who have never heard of my suburb?”
And follow it up with: “Show me your personal network. How will you bring buyers from outside the local area?”
This matters more than most people realise. Industry leaders are increasingly focused on micro-markets, buyer behaviour and agent-level networks — not broad platform metrics — as the true driver of auction outcomes. SBS
Competition drives price. More competition drives higher prices. But you can only create competition if you have access to buyers beyond the obvious ones.
That’s what separates a strong auction result from a disappointing one.
The Reserve Meeting: The Step Most Agents Skip
Two to three days before auction day, you should be sitting down with both your agent and the auctioneer for a full reserve meeting.
Not a phone call. Not a quick text. A proper conversation.
Every possible scenario should be walked through:
- What happens if there are multiple bidders?
- What happens if there are none?
- What if it’s raining and the crowd is thin?
- What if bidding stalls before reserve?
- What if it passes in — what are the next steps?
When you’ve been through every scenario before auction day, something important happens. The anxiety lifts. You walk to that auction with clarity, not dread. You set your reserve with confidence — not pressure — because you already know what you’ll do in every situation.
This meeting is non-negotiable. If your agent hasn’t offered one, ask for it.
Why Your Agent’s Network Is the Real Differentiator
The national weekend auction market has reported subdued clearance rates well below the 68.7% reported over the same period last year — and most commentary blames the market. Property Update
But the agents achieving strong results in this environment aren’t doing anything magical.
They’re doing the preparation that most agents skip. They’re reaching buyers that most agents can’t access. And they’re communicating with their sellers in a way that builds genuine confidence week by week.
Our results remain above 90% — because structured campaigns, wide buyer networks and proper preparation aren’t optional extras. They’re the strategy.
What to Ask Any Agent Before Listing for Auction
Before you commit to an auction campaign, make sure your agent can answer these questions clearly:
- How often will you contact me during the campaign?
- Will I receive a written vendor report each week?
- How will you reach buyers beyond realestate.com.au and Domain?
- Will we have a reserve meeting with the auctioneer before auction day?
If the answers are vague, keep looking.
The market is tough right now. That makes preparation more important, not less.
The Difference Between Selling and Settling
A great auction result doesn’t happen by accident. It’s the product of a structured campaign, consistent communication, strategic buyer reach and proper preparation from day one.
If you’re thinking about selling and want to understand what a properly run auction campaign looks like — I’d welcome a conversation.
Reach out on 0412 471 588 or email me Henry Wong on henry@henrywong.com.au.
