After five years of exceptional growth, Brisbane's property market is settling into a more balanced phase. Buyers are taking a little longer to make decisions, they're asking more questions and they're weighing up more options before committing.
According to Place auctioneer Sam Kelso, that's exactly why auctions are becoming more important, not less.
"One of the biggest misconceptions in our industry is that auctions only work in booming markets," Mr Kelso said.
"When the market is running hot, almost any sales method can produce a good result. It's in a more balanced market where the auction process really proves its value."
Mr Kelso said today's buyers were still active, but they needed a reason to act.
"Buyers have more confidence to negotiate than they did a year ago, so creating competition has become even more important."
"An auction brings every interested buyer together on the same day, under the same conditions. That transparency gives sellers confidence they're seeing genuine market value."
He said agents should also look beyond auction clearance rates when assessing performance.
"Clearance rates only tell part of the story. Many successful campaigns are negotiated immediately after the auction, once buyers and sellers have complete transparency around the market."
"The auction isn't always the finish line. Quite often, it's the catalyst for the final negotiation."
Mr Kelso believes the role of an auctioneer has also evolved.
"Calling the auction is only a small part of what we do. The real value comes from helping agents read buyer behaviour, manage vendor expectations and build a strategy that creates competition throughout the campaign."
"As Brisbane moves into a more balanced market, I think we'll see the best agents lean into auctions, not away from them."
"It's not about creating pressure. It's about creating clarity. And in any market, clarity gives buyers confidence and sellers the best opportunity to achieve the right result."