Selling in a Changing Market

September was a big month, and October is looking even busier

September was another strong month for the RealWay Property Partners sales team, with homes selling across Toowoomba and the surrounding region at a wide range of price points.

In Highfields alone, 9 Akora Drive sold for $1.45 million and 17 Mirambeena Drive for $1.435 million. We also saw sales in Newtown, Rangeville, Mount Lofty, South Toowoomba, Drayton, North Toowoomba, Cambooya and beyond.

And there's plenty more in the pipeline.

The last few months of the year are when a lot of people's plans firm up. A new job starting in January, a growing family, a school change for next year. Those moves come with a deadline, and they don't wait for the market to settle.

Buyers are still buying. What's changed is how carefully they compare, and how quickly they'll move on from a home that doesn't feel priced or positioned right. For sellers, the market hasn't gone anywhere. There's just less room for error.

See all our recent sales

Our Principal, Cooper Watson, says this is where an agent's recent track record starts to count.

"As days on market rise, sellers are going to look much more closely at which agents are actually selling property."

And we're here for it.

When demand is strong, competition between buyers can cover for a campaign that isn't quite right. When buyers have more choice, pricing, presentation, follow-up and negotiation all have to do more of the work.

What does a changing market actually mean?

It doesn't automatically mean homes have stopped selling, or that prices are falling. The first changes are usually quieter. You might see:

• more homes competing for the same buyers
• buyers inspecting more homes before making an offer
• longer negotiations
• less patience for optimistic pricing
• longer days on market
• the best-positioned homes pulling away from the rest

When stock is tight, competition between buyers does a lot of the work. When there's more choice, the seller and their agent have to create that competition.

Price for the market you're in

Buyers don't look at your home on its own. They compare it with every other home they could buy in the same budget, so a home can be beautiful and still struggle if buyers think they'll get better value elsewhere.

A good pricing strategy starts with recent comparable sales and also looks at what's competing for buyers' attention right now. Ask your agent which sales they're using to recommend your price, and why those homes are a fair comparison. We've explained comparable sales in plain English if you'd like the detail.

Why starting too high can cost you

It tends to follow a pattern. A home launches at an optimistic price. Buyers compare it with other homes and decide those offer better value. The strongest buyers purchase elsewhere. A few weeks later the price comes down, but by then the home isn't new anymore, and the buyers who saw it at launch start wondering why it hasn't sold.

The fix is pricing deliberately from day one, which is different to pricing cheap. The aim is enough interest that buyers feel they need to act rather than wait.

Get it right before the first open home

A home gets its strongest attention in the first few days after it launches. Active buyers are watching the market constantly, and whatever they see on day one becomes their first impression.

That means photography, presentation, copy, price and marketing all need to be working together from the start. Ideally your agent is already talking to buyers before the first open home.

Buyers compare more than price

They also weigh up how much work a home needs, the floorplan, location, land size, maintenance, and how easily they can picture themselves living there. A home that costs a little more can still feel like better value if it's well presented and easy to move into. Small improvements before you list can shape how buyers see value long before anyone starts negotiating.

Choose an agent who's actually selling now

When the market is moving quickly, almost every agent can point to sales. When it gets more competitive, recent results tell you a lot more.

Ask an agent what they've sold recently, where, and how long it took. Then ask what happened before the SOLD sticker went up.

Common questions

Are homes still selling in Toowoomba?

Yes. Homes are still selling across Toowoomba and the surrounding region. Buyers are getting more selective, so homes that are priced right, presented well and marketed properly can still draw strong interest. Homes that are poorly positioned may take longer.

General information only and current as at October 2026. This isn't financial or legal advice. For advice specific to your situation, please speak with a qualified professional.