Compromise or miss out: Why detailed listings are more important than ever

Data showed that on average, nationwide buyers now have 6.8 critical criteria when considering a property, slightly up from 6.4 in 2024.

Yet only one in five listings highlights five or more key home features for review before an inspection, causing agents to miss valuable opportunities to engage prospective buyers.

Across the country, buyers’ expectations vary, with those in Victoria and South Australia tending to have more requirements than those in other regions, accounting for 7.2 and 7.5 critical criteria, respectively.

REA Group’s market research and insights manager, Fiona Wong, said that buyers are still seeking a lot in their property searches but have largely accepted that they won’t get everything on their wish list.

“Buyers still want it all, but they also recognise that they won’t get it all,” Wong said.

“Instead of holding out for perfection, they’re adjusting, becoming more flexible, prioritising, letting go of others, and making smarter, faster choices.”

Across buyer types, data showed that first home buyers had the strongest willingness to compromise at 86 per cent, followed by upsizers and downsizers, both at 85 per cent.

Surprisingly, premium buyers with budgets over $1.5 million were ready to compromise at 87 per cent, while only 84 per cent of buyers under the $1.5 million mark were willing to compromise.

Wong said the data showed that regardless of budget or buyer type, most Australians are prepared to make trade-offs on features and amenities to secure a property.

“The shift actually has huge implications in terms of how agents market, how they manage expectations and how they guide people through the tough decisions,” Wong said.

She said agents now have two distinctive roles: helping buyers see the value in properties even when they don’t tick all the boxes and ensuring their listings highlight every detail, including small features, to stand out.

“This is your opportunity to help them focus on what matters the most and also to see value in the properties that may not tick all their boxes.

“And don’t forget to go back to your earlier prospects or your one lists because many people would’ve adjusted their expectations over time.

“Perhaps a few months ago or last year, when you spoke to them, the listings you shared didn’t tick their boxes; they may do so now, and here’s what they’re willing to let go of.”

Wong said that in today’s property market, buyers are increasingly letting go of “must-have” features to progress with their property search.

According to the 2025 Property Seeker Survey, the most commonly compromised features include bedrooms (11 per cent), solar or water-saving features (10 per cent), walk-in wardrobes (9 per cent), bathrooms (9 per cent), and established gardens or landscaping (8 per cent).

Buyers are also willing to forgo aspects of property style, such as architecture or street appeal (7 per cent), as well as familiarity with the location or proximity to amenities (7 per cent).

Wong said the results demonstrated the importance of having thorough listings, which account for every detail of the property.

“Too often we are seeing that details are being missed from listings, only 22 per cent of listings on realestate.com.au list five or more features.

“As an example, swimming pools, only 7 per cent of listings on our website mention a swimming pool, but in Australia, there are 14 to 15 per cent of homes that actually have a swimming pool.

“So don’t let your listing undersell what’s really there and what’s really included,” she said.

Additionally, Wong noted that the way prospective buyers interact with property listings has also been changing, which means that success measures have evolved accordingly.

She said buyers also want to see more information on property listings such as sales history – both price and sale type – which influences 50 per cent of buyers’ confidence, as well as building and pest reports at 50 per cent.

Interactive tools also play a role, with 45 per cent of buyers valuing interactive floor plans that allow them to explore rooms in detail and 33 per cent appreciating property tours, such as video walkthroughs guided by the agent.

Wong said that together, these elements help buyers feel informed and confident in their decisions.

“Buyers are interacting with listings differently; it’s no longer just about inquiries. They’re using features like saves, sharing, looking at floor plans and shortlisting the property.”

REA data showed that only 25 per cent of buyers are consistently submitting inquiries for properties or listings that they’re interested in, yet nearly half are saving the listings, and about 39 per cent are either registering for an inspection or adding the listing to their inspection plan.

“So if you’re only watching inquiry numbers, you are actually missing most of the story,” Wong said.

“Clicks and calls, they’re just the tip of the iceberg. You should be tracking saves, shares and even inspection interest, as this will give you a true sense of engagement.”

“Also share that with the vendors as well because that will show them the full picture of buyer activity,” Wong added.