The market is changing. Your advice to buyers and sellers should too. 

Article by Alison Cheung Communications Manager 26 June 202629 June 2026

Australian homeowners continue to benefit from years of strong property value growth, even as market momentum cools in some parts of the country, according to Cotality’s latest Pain & Gain report. 

Nationally, 96% of residential property resales in the March quarter delivered a profit, the highest proportion since 2005. Among those profitable sales, sellers enjoyed a record-high median resale gain of $377,000. 

Brisbane recorded the highest share of profitable resales among the capital cities, with 99.8% of properties reselling for a profit and a median gain of $525,190. 

These results reflect several years of strong housing demand, population growth and constrained supply, rather than current market conditions alone. 

But beyond the headline numbers lies an important opportunity for agencies. As market conditions become more varied, clients need personalised and localised guidance more than ever.

Different clients need different advice

The data shows a clear divide between long-term owners and more recent purchasers. Properties sold at a profit had typically been held for 9.1 years, while loss-making sales had a median hold period of just 4.3 years. 

“Most people selling for a profit today are benefiting from years of accumulated value growth, but those who purchased closer to the recent peak have had less time to build equity and are more exposed to market fluctuations,” Cotality’s Head of Research Gerard Burg said. 

The latest profitability data is good news for long-term homeowners. While some markets are moderating, many sellers have accumulated strong equity over many years through multiple property cycles. For those owners, recent price movements haven’t undone the substantial gains they’ve built up over time. 

That also means the conversation with first-home buyers naturally shifts. Rather than encouraging them to wait for the “perfect” time to buy, agents can help them focus on choosing the right property and taking a long-term view. Building wealth through property has consistently been driven by time in the market rather than trying to perfectly time the market. 

For more recent buyers, the conversation should be more personalised. Before recommending a sale, Agents can help clients consider how long they’ve owned the property, how much equity they’ve built and whether selling now is necessary or whether holding for longer may strengthen their financial position. 

Local expertise is becoming more valuable

One of the strongest messages from the report is that Australia’s property market is becoming increasingly divided. 

While Brisbane, Adelaide and Perth continue to record exceptional resale outcomes, conditions are softer across parts of Sydney and Melbourne. Performance also varies by property type, with 98.1% of houses reselling for a profit nationally compared to 91.9% of units. 

As markets become more localised, national headlines become less relevant to individual clients. This is where an Agent can demonstrate the value of local expertise. Buyers and sellers want to know what’s happening in their suburb, how comparable properties are performing and what demand looks like for their property type. Those insights are far more valuable than broad national commentary. 

A reminder that property remains a long-term wealth builder

Markets rise and fall, but one lesson remains consistent: property ownership has historically rewarded patience as long-term ownership continues to deliver the strongest financial outcomes.

Building wealth through property is a long game and helping buyers and sellers understand that is part of the conversation. When they start focusing on the bigger picture, Agents can support decisions that reflect their long-term plans rather than short-term market shifts.