Spring has opened with fewer homes on the market than usual, which puts owners who are ready to sell in a better position than the headlines suggest. Cotality counted just over 33,000 new listings nationally in the four weeks to 23 August, 8.2% below the five year average. Brisbane sat around 5% below average, while Sydney was more than 14% down and Melbourne more than 9% lower. Buyers are being selective and borrowing capacity has eased, so well-presented homes with realistic price expectations are the ones drawing attention.

That selectivity is changing how homes are brought to market. Agents in Brisbane and Sydney report buyers are taking longer to decide and are increasingly skipping listings without an advertised price, so more owners are publishing a clear price guide from day one. One Brisbane home guided at $1.6 million found a buyer within a fortnight and recorded its busiest open home. The figure has to be genuine, though, with regulators lifting their scrutiny of underquoting and buyers quick to walk away from a number that was never realistic.

Landlords face a separate set of decisions. Budget changes mean negative gearing now applies to newly built homes but not established ones, the 50% capital gains tax discount has been removed, and discretionary trust distributions face a minimum 30% tax. Many investors are pausing to take advice on ownership structures. Structure matters more than it once did, but it should not overshadow the fundamentals of location, tenant demand and yield, so it is worth speaking with your accountant before making a change.

Johnson Real Estate covers sales and rentals across South East Queensland. Call 1800 SELL SMARTRE, or email sellsmartre@johnsonre.com.au.