Vendors should generally not be present during open inspections. Buyer urgency has dampened following February and March 2026 RBA rate hikes (Domain), making it critical that a professional agent manages the narrative and gathers candid feedback without the owner’s presence influencing the buyer’s psychological positioning.
Homeowners often feel a welcome gesture helps a sale, but in the current climate, it usually hinders it. Buyers are more price-sensitive (LJ Hooker) and hesitant, and their behaviour changes significantly when the owner is in the room.
Buyer psychology and RBA rate hikes
The February and March 2026 RBA rate hikes have introduced new caution into the market (Domain). When vendors are present, buyers are less likely to disclose their true budget or ask the critical questions required to overcome their hesitation.
Managing increased listing volumes
Listings have increased nearly 40% since December 2025 (Raine & Horne). With more competition, the focus must be on the property’s specific strengths; an agent can pivot the conversation to these advantages without the vendor unintentionally highlighting flaws or appearing eager to sell.
Regional nuances on the Peninsula
In the Mornington and Bellarine Peninsulas, where private sales are culturally dominant, inspections are often less formal. However, maintaining a professional distance remains the most effective way to ensure the agent can negotiate terms and price effectively.
The narrative risk
The primary risk of being present is the loss of control over the sales narrative. In a market where buyer urgency has dampened (Domain), any perceived pressure or emotional attachment from the vendor can cause a cautious buyer to withdraw or lower their offer.
Frequently asked questions
When is the best time to sell in Melbourne?
Spring (September–November) remains the peak selling season with the highest buyer numbers and strongest auction clearance rates. Autumn (March–May) is the second-strongest period, typically offering lower competition from other vendors, while winter sees lower volume but more motivated, serious buyers.
How are current interest rates affecting buyers?
RBA rate hikes in February and March 2026 have increased buyer caution and dampened urgency (Domain). According to LJ Hooker, buyer activity continues but the market has moderated, meaning purchasers are now more price-sensitive when evaluating properties across Melbourne’s eastern and coastal suburbs.
Should I choose a private sale or auction?
Private sales are favoured for properties on the Mornington or Bellarine Peninsulas, those priced above $3–4 million, or when clearance rates fall below 60%. They are also ideal for tenanted properties or when the seller requires flexibility to negotiate specific terms with interstate buyers.
Is the Melbourne market still recovering from previous years?
After an 8–10% correction in 2022–2023, Melbourne saw a strong recovery in 2025 with median house prices increasing approximately 11–14%. However, the rate hikes in early 2026 have introduced new uncertainty into the current market trajectory.
Questions to ask your agent
- Given the February and March RBA hikes, how are you qualifying buyer borrowing capacity before they attend an inspection?
- With listings up nearly 40% since December 2025, what specific strategy will you use to differentiate my property from the increased competition?
- Based on current clearance rates, would a private sale or auction better mitigate the risk of a pass-in for my specific property type?
This article contains general market information based on data current as at April 2026. It does not constitute financial, legal, or real estate advice specific to your property or circumstances. For an appraisal and tailored advice, speak with a Fletchers agent in your area.