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When selling historic properties, agents must lean into historical fact and folklore to highlight the listings’ unique features, while managing seller emotions for the best results.
Before selling the well-known ‘Coominya’ property in Tenterfield, which one family had held for 147 years, Nutrien Harcourts sales consultant Jack Thomas knew he had to understand its history first.
Thomas, who already had experience selling 1800s properties in Tenterfield, had previously sold both ‘Stannum House’ and ‘Ayrdrie’ at auction.
According to local folklore, ‘Coominya’ developed a rich history during its time as the Boonoo Boonoo post office, when poet Banjo Paterson and bushranger Captain Thunderbolt visited the property.
Thomas told REB that when a listing is steeped in history, it can be a significant factor in the way agents market it.
He said that when selling historic homes, storytelling is essential, as highlighting small, unique details can create a more engaging story for potential buyers.
“You’ve got to tell the dwelling story; it helps to build a picture of something special that you are getting.”
Thomas said that with a property like ‘Coominya’, rich in history and local folklore, agents needed to get the story right, as an open home alone wouldn’t do it justice.
“You just have to try your best to get it right.”
“You want to spend a couple of hours just showing them around and having that one-on-one experience with them, because you have to try and cram 147 years into that window,” he said.
Emotional attachment
When a property has been in one family for multiple generations, Thomas said it was important to consider the emotions that may arise around the sale.
“Everyone has some sort of emotional factor when selling. They might try and say that they don’t, but they all do.”
“You have got to try and navigate and lean into it as much as you can, and understand that the emotion is going to occur.”
He said that, as with any sale, it was important to guide sellers through the process and remind them of the plans in place.
“The biggest fear of a seller is that no one wants to buy their property; you really have to keep reassuring them.”
“Agents have to be that calming voice, giving an idea of what could occur, then explaining not to worry because ‘this is our next step afterwards.’”
Thomas said the rural property had attracted multiple potential buyers, both within and outside the area.
“We’ve got people coming from out of the area wanting to buy that category of property very aggressively.”
They’ve seen the lifestyle that it brings that they’re not used to, and they’re really chasing that,” he concluded.
ABOUT THE AUTHOR
Mathew Williams
Born in the rural town of Griffith NSW, Mathew Williams is a graduate journalist who has always had a passion for storytelling. Having graduated from the University of Canberra with a Bachelor of Sports Media in 2023, Mathew recently made the move to Sydney from Canberra to pursue a career in journalism and has joined the Momentum Media team, writing for their real estate brands. Outside of journalism, Mathew is an avid fan of all things sports and regularly attends sporting events across Sydney. Get in touch at
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