Spring Has Stalled. Here’s Why Your Clients Shouldn’t.
Data note: Figures are from Cotality’s October 2026 Housing Chart Pack, covering September 2026, the latest available release.
Spring usually brings buyers back. This year, it hasn’t. National home sales are down almost 21% on last year, and the typical property now takes 41 days to sell, up from 26 days a year ago.
More stock, more room to negotiate
Fewer new homes are being listed, but total stock is up 19% because properties are sitting on the market longer. Capital city vendors are now discounting by a median of 4.4%, the most in five years, and auction clearance rates have fallen below 50%.
Sydney had the sharpest quarterly fall of any capital, down 4.9%, and values are now 8.6% below their February peak.
Why buyers are holding back
Four rate rises this year have reduced the borrowing capacity of a median-income household by around $90,000. Add tighter budgets and falling values, and many buyers are choosing to wait, even some who are in a position to buy.
Why waiting may not pay off
The RBA’s November decision is the next big unknown. If rates rise again, borrowing power could shrink further. Clients waiting for certainty may find they can borrow less by the time it arrives. Those who move with finance in place can take their time, negotiate harder and face less competition.
What this means for you
Accountants: Clients reviewing their finances before end of year may be quietly sitting on a purchase or refinance decision. If borrowing power comes up, especially for self-employed clients, that’s the time to bring us in.
Conveyancers: Longer selling times and bigger discounts mean more conditional contracts and tighter settlement timelines. Clients with finance sorted early are less likely to fall over at the final hurdle.
Real estate agents: With buyers hesitant, a qualified buyer is worth more than ever. Pre-approved buyers can commit with confidence, which helps your vendors and your campaigns.
Financial planners: Rate changes affect cash flow, loan structure and long-term plans. A loan review now can keep your clients’ strategy on track if rates move again in November.
What this means for your clients
Buyers: Get clear on what they can borrow today, before any further rate changes.
Upgraders: Homes are taking longer to sell, so the order of selling and buying needs planning early.
Investors: Rental yields are at their highest since 2019, which may help their numbers stack up.
A slower market rewards clients who prepare, not those waiting for the perfect moment. An early conversation costs them nothing and gives them a clear picture of their options.
If you have a client weighing up their next move, we’re happy to walk them through it. Refer a client, and our team will reach out as soon as possible.