Why Choose a Project Sales Specialist for Your Development?

Your local real estate agent may know the suburb well, have strong buyer relationships and a good record of selling established homes.

Selling a residential development brings additional demands. There are multiple residences to position, buyers purchasing before they can inspect, and a sales campaign that may continue through construction and beyond.

The agent you appoint needs to understand how those elements work together.

Plan for the whole development

Selling one property means finding a purchaser for that home. Selling a development means considering how each sale affects the properties still available.

Pricing differences, release timing and the mix of residences all need attention. Early sales should support a considered approach to the rest of the project.

A project sales specialist looks at the development as a whole while giving each residence its own place in the campaign.

Know how to sell what buyers cannot yet see

An established property allows buyers to walk through the rooms, experience the outlook and get a feel for the space.

Off-the-plan purchasers rely on plans, renders, visual walkthroughs and the information provided to them.

The sales agent needs to explain layouts, aspect, finishes and inclusions clearly, understand the limits of the available information and know when a question needs to go back to the developer or another adviser.

That takes familiarity with the way off-the-plan buyers assess a purchase.

Understand the developer’s priorities

A development’s sales programme sits alongside its delivery programme.

The appointed agent needs to understand the developer’s priorities, which may include presale requirements, release stages and the timing of construction.

Those priorities should inform the sales strategy and reporting. The developer needs a clear view of buyer interest, sales progress and the issues requiring a decision.

Reach the right purchasers

Local knowledge is valuable, but the purchaser for a new residence may come from beyond the immediate suburb.

They could be downsizing from another part of Brisbane, relocating or seeking a particular type of property that is difficult to find elsewhere.

Ask how the agent will identify and reach those buyers. Relevant relationships, suitable advertising and a clear understanding of the project’s appeal should all form part of the answer.

Stay involved after the contract

An off-the-plan sale can involve a substantial period between signing and settlement.

Purchasers may have questions about construction progress, anticipated completion and the arrangements for inspection and handover.

A project sales specialist plans for that continuing relationship, with agreed responsibilities for updates and a clear point of contact. Consistent communication remains important long after the initial sale.

Ask about experience, capacity and follow-through

Some local agents also have substantial project sales experience. The important question is whether the person you appoint has the relevant experience and time to give your development proper attention.

Ask who will handle enquiries, conduct presentations and follow up purchasers. Find out how pricing will be reviewed, what reporting you will receive and who stays involved through to settlement.

Look for specific answers and examples of comparable work.

Choose an approach suited to your project

The right appointment brings together market knowledge, an understanding of development sales and the capacity to manage the work from launch through to the final residence.

At Select Project Sales, we specialise in smaller residential developments across Brisbane. With over 25 years of experience in the new project development sector, including project sales and marketing, we understand the needs of developers and the questions purchasers bring to the process.

We take care of sales, with marketing support where required, through a straightforward approach and personal involvement.

Let’s start with a conversation about what’s needed.