Mastering property negotiation: Why timing and terms matter more than price

In this episode of the First Property Buyer Show, host Emilie Lauer sits down with seasoned buyer’s agent from Advocate Property Services, Jo Vadillo, to discuss the art of property negotiation and how to master it.

Jo highlights the importance of having a clear strategy and being well-prepared, urging buyers to resist pressure to name a price too soon and instead focus on understanding market value, vendor motivations, and competition before making an offer.

She stresses that negotiation isn’t just about price; flexibility, speed, and favourable terms can give buyers a competitive edge, advising buyers to put everything in writing while addressing issues like repairs with tact and professionalism.

Jo explains that being pre-approved and ready to move quickly can make an offer far more appealing to agents and sellers, especially when backed by a 66W certificate in NSW, which signals the buyer’s full commitment with no cooling-off period.

Finally, she urges buyers to do their homework, compare recent sales, and feel confident submitting lower offers if the property appears overpriced.