The overlooked property metric that can give investors the negotiating edge

There are plenty of statistics that dominate property analytics, like median prices, auction clearance rates, interest rates, and vacancy rates.

One of the most telling indicators of market sentiment that is often overlooked is ‘time on market’.

Surprisingly, time on market can tell a remarkably detailed story about what’s happening beneath the surface in any property market. For investors, time on market data can be one of the most useful tools available, not because it predicts future prices, but because it provides valuable clues about current buyer confidence, sellers expectations and can be the hidden indicator for negotiating power.

As we move through 2026, Australia’s property markets continue to present a mixed picture.

Quality homes in tightly held locations are still attracting strong competition but many sellers are not getting offers as high as their expectations, so we are seeing sellers holding onto their properties to wait for a better offer.

This mismatch in the seller’s expectations and buyers’ confidence in the market has resulted in longer days on market statistics that creates negotiating power for buyers and investors alike.

What does time on market mean?

Days on market (DOM) refers to the number of days a property remains advertised for sale, before a contract is secured.

The timing generally starts when the property is first listed and will stop once a sale has been agreed. A shorter DOM will indicate stronger buyer demand because buyers are competing, the quantity of listings disappear quickly, and sellers typically enjoy greater negotiating power as properties are turning over quicker.

A longer DOM indicates softer demand, cautious buyers, ambitious pricing or simply a larger number of homes listed and competing for attention where buyers have the upper hand at negotiating.

It is important to recognise that DOM doesn’t necessarily tell us whether prices are rising or falling. Rather, it provides insight into the balance between supply and demand at a given point in time.

Average time on market around Australia

While every suburb has its own unique dynamics, the state averages will provide an interesting snapshot of broader market conditions.

Approximate average time on market across Australia’s capital city and state markets can be seen in this table.

These figures naturally fluctuate throughout the year and vary considerably between metropolitan, regional, and remote markets.

A premium home in Sydney’s eastern suburbs may sell within two weeks, while a rural lifestyle property could remain listed for several months.

The key point is not the exact number; it’s understanding what those numbers reveal about buyer and seller behaviour.

Days on market for sellers

For vendors, days on market often becomes an emotional journey.

When a property first hits the market, there’s usually considerable excitement with the anticipation of inspections often generating strong interest during the first two weeks of a campaign.

If there are multiple interested buyers competing early, sellers will likely be in a strong negotiating position. Competition creates urgency, and urgency often supports stronger sale prices.

On the flip side, if inspections begin to slow and the weeks start turning into months, the expectations can dramatically change, reducing a seller’s negotiating confidence.

Many vendors become more open to discussing settlement terms, accepting conditions they previously rejected or negotiating on price.

It is important to understand that longer selling campaigns often create greater flexibility than newly listed properties experiencing heavy enquiry.

Days on market for buyers

For buyers and investors alike, days on market could be one of the most underutilised pieces of information available.

Many buyers focus almost exclusively on the asking price and metrics such as rental yields, capital growth rates and vacancy rates.

Experienced investors will consider the DOM for their negotiating power to understand whether how flexible to seller might be, or how motivated they might be to sell.  The longer DOM, the more motivated and flexible a seller might be.

Negotiating with days on market

One of the biggest misconceptions about negotiation is that it starts once a price is discussed. In reality, effective negotiation starts with understanding the other party’s position and the days on market will provide valuable clues.

Consider this example; if a property has been available for several months, the seller may have already purchased elsewhere, relocated interstate, or simply grown tired of maintaining inspections every weekend. Holding costs continue regardless of whether a property sells. They may already be paying double mortgage repayments., council rates, insurance and maintenance costs.

If the listed property is an investment property, the prolonged vacancy between tenants while preparing for a sale will also reduce income. Every additional week carries a financial and emotional cost, and the well-informed investors negotiate from this evidence.

How to read days on market

It’s worth remembering that days on market should never be viewed in isolation.

A lengthy selling campaign isn’t automatically a buying opportunity because sometimes there are perfectly legitimate reasons why a property hasn’t sold.

It could be overpriced, require expensive repairs, has an unappealing floorplan, or it’s in a bad location. This is why professional due diligence is always essential prior to buying a property, even if you’re able to negotiate a good deal on a property that has been listed past the average days on market.

Days on market is simply one piece of the puzzle that should be taken into consideration.

Successful investing has always involved looking beyond broad market commentary and understanding individual opportunities and days on market provides exactly that kind of insight. It helps investors understand market momentum, identify motivated sellers, and recognise when negotiating conditions may be shifting in their favour.

Is now the right time to buy property?

No one can accurately predict the perfect moment to purchase property.

The savviest investors don’t wait for certainty; they look for opportunity.

Today’s market offers several encouraging conditions because buyers generally have more choice than they did during the peak of the property boom. Many sellers are becoming increasingly realistic about pricing.

Currently, there is less auction excitement and more negotiating opportunities.

Properties are taking longer to sell across many parts of the country, giving buyers more time to complete thorough due diligence without the pressure of making rushed decisions.

For investors with finance in place and a clear acquisition strategy, this combination creates a favourable environment.

Rather than competing frantically against dozens of buyers, investors can focus on identifying quality assets, negotiating carefully and securing properties that align with their long-term goals.

In many respects, these are the market conditions that experienced investors prefer.