Jason Barnett has sold a four-bedroom house in Grovedale after pivoting mid-campaign from investors to first-home buyers, securing an extra $20,000 through negotiation.
The sales campaign for the 31 Bieske Road property required a pivot when government capital gains tax changes shifted the buyer pool.
“We started the campaign thinking the likely buyer might be an investor,” Jason said.
“However the government changes to the capital gains tax rules and so forth, meant it was a logical campaign pivot to first-time buyers.”
The pivot wasn’t just about messaging — it required a fundamental shift in how Jason conducted the campaign.
From open homes to private inspections
After a number of open homes with low attendance, Jason made the call to switch to private inspections only.
“If you’re doing an open house and the numbers are low, you can’t spend the time to point out to the buyer why it might be a good fit for them,” Jason said.
“Whereas a private inspection, you can take that time and find out what they’re looking for. At an open, because you’ve invited them to come in, they really don’t need to discuss what they’re after. They can make a decision and walk away.”
The strategy worked. Through the private inspections, Jason connected with local first-home buyers who’d been searching for a while and could see the potential in the four-bedroom, two-bathroom house with single garage and carport.
“They could see that the property could give them the start out of the rental market,” Jason said.
“They also had a secondary building inspection, and we could discuss the changes that they might like, or improvements that they might like to do to the home.”
The negotiation process
Jason’s handling of the sale process delivered the value for his sellers that they were seeking. Through three rounds of negotiation, he secured an extra $20,000 from the buyers’ initial offer to their final figure.
The final price — undisclosed at the sellers’ preference — came in above the bottom of the marketing range, a result Jason attributes to understanding what the buyers needed and showing them how the property could deliver it.
Reading a shifting market
While Jason wasn’t surprised by the sale itself, the speed of market changes during those 43 days caught even an experienced agent’s attention.
“I was surprised at the changing market, how quickly it moved,” he said.
The sellers remained open to Jason’s suggestions throughout, trusting his 27 years of experience in the Geelong market to navigate conditions few had seen before.
About Grovedale
Grovedale sits about 6 km south-west of Geelong’s city centre, offering family-oriented living with access to Grovedale Central Shopping Centre, local schools including Grovedale West Primary and Grovedale College, and transport links to Marshall and Waurn Ponds stations. The established residential area is regarded as more affordable than nearby Belmont and Highton, with a median house price around $700,000–$730,000.
About the Agent
Jason Barnett is Managing Director of Barnett Real Estate, bringing 27 years of experience to Geelong’s property market. A fully licensed estate agent and accredited REIV auctioneer, Jason has guided hundreds of sellers and buyers through the region. His approach centres on integrity, understanding each client’s unique story, and delivering results through honest advice and clear strategy. Visit Jason’s website for more information or call Jason on 0417585221.