Simon Cohen Featured in The Australian: Why the Right Buyer’s Agent Matters in a Property Downturn
Cohen Handler Founder and CEO Simon Cohen was recently featured in The Australian in an article examining how the property downturn may separate experienced property professionals from those whose success was helped by the boom. Simon discussed why the right buyer’s agent remains valuable in softer conditions, particularly when buyers must distinguish genuine value from a poor-quality property and prestige homeowners are choosing to sell discreetly off-market.
Read the article in The Australian (subscriber access is required).
Australia’s Property Downturn Is Becoming More Widespread
The change in market conditions is no longer limited to a handful of suburbs or the prestige end of the market. According to Cotality’s September 2026 analysis, national home values fell 0.9% in August, the fifth consecutive monthly decline and were 3.6% below their March peak. Cotality also found that 93% of capital-city suburbs recorded a decline in value over winter. Falling values, longer selling periods and greater vendor discounting can create opportunities for buyers. But a buyer’s market is not automatically an easy market to navigate. More negotiating room does not make every property a good purchase. Buyers still need to understand why a property has been discounted, how it compares with recent sales and whether it will remain desirable when market conditions eventually change.
A Lower Price Does Not Always Mean Better Value
During a downturn, buyers can become overly focused on the size of the discount. A property may appear attractive because its asking price has fallen, but that reduction could reflect problems with its condition, location, layout, surrounding development or future resale appeal. Buying the wrong property for less money does not necessarily make it a good deal.
An experienced buyer’s agent assesses the property itself, not simply the discount attached to it. Cohen Handler’s property due-diligence process can include examining comparable sales, planning and zoning considerations, building or pest concerns, strata information and other factors that may affect a property’s value or suitability. The objective is to understand both the opportunity and the risk before the buyer commits.
Access Still Matters in a Slower Market
A softer market does not mean every available property will be publicly advertised. Some owners, particularly in prestige markets, may be reluctant to run a public campaign when buyer demand is weaker. They may prefer to test interest privately, avoid accumulating days on market or maintain discretion around the sale. These off-market and pre-market properties will not always appear on Domain or realestate.com.au. Through a broad network of relationships with selling agents and property professionals, Cohen Handler’s property-search service covers on-market, off-market, pre-market and post-market opportunities. Greater access gives buyers more options, but access alone is not enough. Every opportunity must still satisfy the buyer’s brief and withstand proper assessment.
Negotiation Requires More Than Asking for a Discount
A downturn can shift some negotiating power towards buyers, but securing the right outcome still requires preparation. The asking price may be based on expectations formed during stronger conditions. The vendor may have rejected earlier offers, be working towards a particular deadline or have little financial pressure to sell. Two similar properties can therefore require very different approaches.
A buyer’s agent can assess current comparable sales, the property’s time on market, the likely competition and the seller’s position before developing a negotiation strategy. Cohen Handler offers complete buyer’s advocacy and property-purchasing services, as well as standalone auction bidding and negotiation support for buyers who have already found a property. The purpose is not simply to secure the largest possible discount. It is to purchase the right property on terms supported by current evidence.
Experience Becomes Easier to See When the Market Changes
Strong market conditions can disguise weak advice. When prices are rising rapidly, a buyer may still benefit from broader market growth even if they overpay or compromise on the quality of the property. Downturns are less forgiving. This is when research, local relationships, due diligence and disciplined negotiation become easier to distinguish from confidence and salesmanship. Buyers need an adviser who can explain why a property is suitable, what it is worth and when it is better to walk away.
Market conditions will continue to change. The importance of sound judgement and experienced representation will not.
Frequently Asked Questions
A downturn can give buyers more choice, less competition and additional negotiating room. Whether it is the right time to buy depends on your finances, objectives, preferred location and expected holding period. The quality and suitability of the individual property remain more important than trying to identify the exact bottom of the market.
Lower competition does not remove the need for research or negotiation. Buyers must still determine fair value, investigate potential risks and understand the seller’s position. An experienced buyer’s agent can help prevent a seemingly inexpensive property from becoming a costly mistake.
A buyer’s agent will generally examine comparable sales, current competition, land and building characteristics, property condition, location, market momentum and any issues uncovered during due diligence. This evidence helps establish a defensible buying range before negotiations begin.
Yes. Buyers who have already identified a property can use Cohen Handler’s negotiation or auction-bidding services without engaging the complete property-search service.
Make the Market Work for You
A changing market can create opportunities, but taking advantage of them requires more than waiting for prices to fall.
Speak with Cohen Handler about finding, assessing and securing the right property in the current market.