Login
iscover
Understanding the modern property buyer has never been more essential. With extended research cycles, affordability pressures and changing expectations, buyers today are seeking clarity and confidence when it comes to signing contracts.
The View.com.au Path to Purchase 2025 report produced in conjunction with Australian Regional Insights, offers a detailed roadmap of how Australians approach property buying in today’s market.
For real estate agents, the findings reveal where and how you can better connect with customers throughout every stage of the journey, from curiosity to contract.
Buyers are changing how they search and who they trust
View.com.au’s Path to Purchase 2025 research reveals a notable shift in buyer behaviour; Australians are moving more quickly through the property search journey.
The average time from the dreaming phase to purchase has dropped from 29.6 months in 2020 to just 20.6 months in this year’s survey.
This acceleration is being driven by falling interest rates, a more favourable lending environment and ongoing pressure from limited housing availability.
For agents, this condensed timeline means fewer opportunities to influence buyer decisions, and higher expectations when you do.
Buyers are approaching agents earlier with more complex questions about property value, realistic price growth, off-market opportunities and how to weigh lifestyle versus location trade-offs.
Simon Cohen, property expert at View.com.au and CEO of Cohen Handler Buyers Advocates, explains how agents who step in as trusted guides, helping buyers compare suburbs, understand local market dynamics, and navigate timing strategies, are best placed to convert urgency into action.
Cohen says: “Give people as much information as you can to help them make decisions quickly, but also to try and get them emotionally invested.”
“Try to get them to picture themselves living in the house from a much quicker point. If you can do that, they're going to make decisions quickly and you're ultimately going to sell your properties a lot faster.”
Understand how to beat the competition
Value-driven engagement wins trust
The View.com.au Path to Purchase 2025 research shows that buyers are taking control of their journey earlier, and doing so online.
Instead of waiting for answers at open homes, they’re turning to portals like View.com.au, Google search, social media and agency websites to guide their thinking well before they reach out to an agent.
Social media, in particular, plays a growing role among younger buyers.
58 per cent of Gen Z and 33 per cent of Millennials listed it as a top source of information, often using it to discover new listings, research agents and compare suburbs.
This signals a major opportunity for real estate professionals to align their digital presence with what buyers are actively seeking.
When agents use digital channels to educate and empower, they move beyond being just facilitators, they become trusted advisors buyers actively seek out.
Cohen drives home the message to agents: “Millennials love technology. They love anything quick, fast, and at their fingertips. So I'd be getting those messages across through every social media and technology platform that I possibly can.”
“Social media is a platform where I can get something out for free to the entire world.”
“And I think if you're an agent and you're not doing that, you're absolutely silly.”
In a high-pressure market, that kind of relationship can make all the difference between missed interest and motivated action.
Learn how to get known and win the listing
Unlocking confidence in the moments that matter
When buyers feel informed, they act with confidence.
And the View.com.au Path to Purchase 2025 research makes it clear, when they act with confidence, they’re more likely to transact, and to trust the professionals who helped them get there.
But if agents are only showing up at the listing stage, they’re too late.
That’s why Cohen emphasises “meeting the buyer before they even know they’re ready.”
This means embracing pre-intent content, creating tailored follow-up after early enquiries, and offering information that supports decision-making, not just sales.
Homes are for living, buyers are motivated by lifestyle possibilities and agents who can connect the dots between a client’s current needs and future scenarios will earn loyalty and referrals.
Unlock insights to give you the winning edge
Setting the standard for the next wave of success
In the age of AI, authenticity is more important than ever and this was highlighted by the research revealing that 69 per cent of respondents said the most important factor influencing their decision to buy or list their property was the agent's personality.With trust becoming the new currency in real estate, agents who evolve their approach to reflect today’s buyer behaviours will come out ahead.
“I think you want to be seen anywhere and everywhere in your marketplace. The squeaky wheel gets the oil. It's been said a million times, but it's that simple,” says Cohen.
The View.com.au Path to Purchase 2025 report delivers a strategic edge, helping professionals cut through the noise and focus on what matters most, delivering real value at the right time.
As the property market continues to shift, the most successful agents will be those who engage early, educate meaningfully and act as consistent partners throughout the buyer journey.
Download the Path to Purchase 2025 research today at View.resi
You are not authorised to post comments.
Comments will undergo moderation before they get published.