Understanding property sales methods in Melbourne: A buyer’s guide.

Understanding property sales methods and why they differ.

Before we jump into the specifics, it helps to understand why an agent might choose a particular method. There are a few factors at play:

Location.

Some pockets of Melbourne are auction-centric (hello, inner-north and inner-east), while others rarely use them. Agents generally follow the norms of their area.

Market conditions.

In strong markets, auctions flourish because competition is high. When the market softens, agents often shift to quieter, more flexible methods like private sale or off-market campaigns.

The property itself.

Unique homes, hard-to-price properties, or highly niche design features may require a different strategy — one that lets the market “talk back” and help determine value.

Expression of Interest (EOI).

An EOI campaign is used when an agent genuinely doesn’t know where a property will land in terms of price. Think: architect-designed one-offs, unusual layouts, oversized blocks tucked into suburban streets — homes that don’t have neat comparable sales.

You’ll be asked to submit your “best and fair” offer by a deadline, and the seller will review all offers at once.

Pros for Buyers

• Opportunity for value: You might secure the home for less than you expect if competition is lower than anticipated.
• More conversational process: Some EOIs feel halfway between a private sale and an application.

Cons for Buyers

• Harder to price: Without strong comparables, determining fair value can be tricky.
• Risk of over-stretching: Emotional pull + uncertainty can lead to over-bidding if you’re not careful.

Tips if you’re looking to put in an EOI on a property:

• Do your homework thoroughly. With fewer price benchmarks, recent sales and land value data become even more important. We can help with a free property valuation.
• Submit your strongest offer first. EOIs are often “best and final,” so avoid holding back in the hope of a second chance.
• Understand the process upfront. Ask how many EOIs are expected and what happens after the deadline.
• Balance emotion with logic. Unique properties can pull at the heart — make sure your offer still aligns with your budget and goals.
• Be clear on conditions. Know which terms are essential for you and which could weaken your position.
• Be prepared for a private auction. When multiple acceptable EOIs are received, agents may escalate the sale to a private auction. Yes, it’s as stressful as it sounds. A short list of prospective buyers is called to the property and asked to bid head-to-head, often in the home itself (for maximum emotion, of course).

Working with a buyer’s advocate.

A buyer’s advocate works exclusively for you — not the seller — and charges either a fixed percentage or flat fee for their services.

Their role is to help you find the right property, assess fair value, and negotiate or bid with confidence, no matter which property sales method is used.

They bring deep local market knowledge, access to off-market opportunities, and experience navigating private sales, EOIs and auctions. Just as importantly, they provide an objective perspective, helping you avoid emotional decisions and costly mistakes.

For many buyers, especially in competitive Melbourne markets, a buyer’s advocate can reduce stress, save time, and ultimately help secure the right property at the right price.

Mastering the market: understanding property sales methods and buying like a pro.

Each method has its own rhythm, risks, and advantages. Understanding property sales methods and how they work makes your buying journey smoother, calmer, and more strategic. No matter the method, the key is the same: do your homework, know your limits, and focus on what matters most.

Unsure what a property is really worth? Try our free Property Valuation — just enter the address, and we’ll handle the rest.

Heading to auction? Check out How to Bid Like A Pro at a Melbourne Property Auction for tips to stay confident and in control.