A local couple fell for a Fairlight-style acreage home with vineyard views at first inspection, paying $2.05 million for 43 The Grange, Picton — a result Anna Younan of Gilbert + Younan secured after reading market shifts and adjusting price strategy mid-campaign.
The market pivot
Anna listed the property in March 2026 with an initial price guide, but within two weeks it became clear the market had shifted.
Escalating overseas conflict and rising fuel costs were contributing to broader economic uncertainty, with interest rate pressures and affordability concerns beginning to affect buyer confidence.
Days on market across Picton’s acreage segment were extending, and recent sales were coming in lower than expected.
“We were clearly seeing that there was a price adjustment required due to other sales within the first two weeks becoming a lot lower than what was expected,” Anna said.
She had the conversation with her vendors — an elderly couple who had initially delayed listing due to health events — and adjusted the price guide from $2.35–$2.5 million down to $2–$2.2 million.
The response was immediate. The first weekend after the adjustment brought five attendees, more than the previous two weeks combined.
What buyers noticed
Early inspections focused on the property’s slope — a deal-breaker for some. But once the price aligned with market reality, the buyer profile shifted.
“The five families that attended came to look at the home for the features that the home offered — the style of home and its location,” Anna said.
The property is a Fairlight-style home with ornate detailing, 4,797 square metres of land, and views over vineyards and the Nattai Gorge.
Those features became the drawcard for the right buyer: a local couple relocating within the area who were charmed by the property from the first inspection.
The vendor conversation
Approaching the price adjustment conversation required transparency. Anna showed the vendors recent sales data, days on market figures, and the volume of new listings coming online.
“There was no facade, there was no smoke and mirrors — these are the sales, these are days on market, this is actually the amount of homes for sale currently,” she said.
The vendors, supported by their family, trusted the strategy. The sale brought them relief and enabled their relocation plans.
The property went under contract on 3 April and sold unconditionally on 20 April.
The forward view
For vendors considering listing comparable properties in Picton, Anna’s advice is direct: meet the market immediately.
“We don’t have a lot of time to test the market because in some cases the bottom of the market is not clear,” she said.
“We need to go straight to the market with the best price we can.”
She’s also observed a shift in the acreage buyer profile. Larger land holdings are more expensive to maintain, and the lifestyle appeal has narrowed.
“The lifestyle of acreage is certainly not as broad appeal as it once was,” Anna said. “Very particular buyers.”
About the agent
Anna Younan is Principal and Sales Agent at Gilbert + Younan, specialising in the Macarthur, Wollondilly and Campbelltown regions with over 18 years of experience. Recognised as one of Australia’s Top 100 Agents and Number 1 Agent in Macarthur, she focuses on relationship-driven campaigns and comprehensive client support from consultation through settlement. Visit Anna’s website or call Anna on +61416053838.