When you sell your property, attracting buyer interest is only the beginning. What really matters is how we turn that interest into genuine competition and, ultimately, the best possible selling result.
How we build buyer interest and competition for results
At McGrath Central Tablelands, we see auctions as much more than an event on a particular day. We use the weeks leading up to an auction to reach potential buyers, build momentum and encourage them to take action.
Our recent Friday Frenzy auction campaign on 2 October 2026 demonstrated just how effective this approach can be, with thousands of buyer conversations, hundreds of enquiries and some outstanding individual sales results.
Why we believe in the power of auctions
One of the biggest advantages of an auction campaign is the sense of urgency it creates.
By setting a clear auction date, we give buyers a clear time frame to inspect the property, arrange their finances, complete their due diligence and make a decision.
We also create an environment where buyers know they may face competition from others interested in the same property.
That’s where fear of missing out (or FOMO) can become a powerful motivator. When buyers recognise that other people are interested, they have more reason to act rather than risk losing the opportunity.
But we don’t rely on urgency alone. We combine targeted marketing, consistent buyer communication and our knowledge of the Central Tablelands property market to give each campaign the strongest possible foundation.
Friday Frenzy: The numbers behind our October campaign
Our October Friday Frenzy brought together properties from across the Central Tablelands for a major auction event in Mudgee.
In the weeks leading up to the event, our team worked to connect properties with potential buyers, generate enquiries, arrange inspections and encourage interested purchasers to take the next step.
The level of activity was significant (and impressive!):
- More than 4,000 phone calls made throughout the campaign
- 400+ buyer enquiries received
- 275+ groups attending property inspections
- 150+ contracts issued to interested buyers
- 10+ pre-auction offers received
These figures reflect the work we put into building buyer interest before auction day.
Rather than simply advertising a property and waiting for enquiries, we actively engage with buyers, follow up on inspections, answer questions and maintain momentum throughout the campaign.
Every conversation gives us an opportunity to understand a buyer’s position, gauge their level of interest and help them prepare to make an offer or bid at auction.
Just as importantly, we use that feedback to keep our sellers informed about how their property is being received in the market.
We don’t wait until auction day to negotiate
One of the biggest misconceptions about auctions is that all the action happens when the auctioneer picks up the hammer.
In our experience, some of the most important conversations happen well before that moment.
During Friday Frenzy, we:
- secured six sales before auction day
- sold one property under the hammer
- sold another through negotiations during the auction event.
That brought our initial tally to eight properties sold, with a clearance rate of approximately 23% at that stage and further negotiations still underway.
These results demonstrate why we treat auction as a complete selling campaign rather than a single opportunity to secure a sale.
When we receive a strong pre-auction offer, we discuss it with our seller and help them weigh up the benefits of accepting it against continuing to auction.
Sometimes the right decision is to secure a result early. Other times, we believe the level of buyer interest justifies taking the property through to auction day. Our role is to give sellers the information and advice they need to make that decision confidently.
A standout result: $205,000 above reserve
One of the highlights of Friday Frenzy was the sale of 101 Evans Road, Mudgee. The property sold under the hammer for $735,000, an impressive $205,000 above its reserve price, representing approximately 38% above the seller’s nominated minimum.
It’s a great example of what can happen when buyers compete in an open auction environment.
Unlike private treaty negotiations, where buyers generally make offers separately, auctions allow registered bidders to see and respond to competing bids in real time.
When buyers are motivated and have the capacity to keep bidding, that competition can push the price beyond initial expectations.
While we can’t promise every auction will achieve a result like Evans Road, it demonstrates the potential of bringing interested buyers together and allowing the market to determine the final price.
How we build momentum throughout the campaign
A successful auction doesn’t start with the auctioneer. It starts with the strategy we put in place before the property reaches the market.
We begin by identifying what makes the property appealing, who is most likely to buy it and how we can reach those buyers. From professional photography and compelling property advertising to online marketing, database activity and open homes, we create multiple opportunities for buyers to discover the property.
Once buyers make contact, we keep the conversation going.
We follow up after inspections, answer questions, provide contract information and encourage interested purchasers to complete their due diligence.
The more we understand about buyer interest, the better positioned we are to advise our sellers on pricing, offers and auction-day expectations.
Our 4,000-plus phone calls during Friday Frenzy are a good indication of just how much work happens behind the scenes. We believe that consistent communication and proactive follow-up can make a meaningful difference to the opportunities we create for our sellers.
What happens if we don’t sell under the hammer?
Not every property will sell on auction day, but that doesn’t mean the campaign has come to an end. By the time we reach auction day, we’ve often established relationships with buyers who have inspected the property, reviewed the contract and considered making an offer.
If the property doesn’t meet its reserve, we can continue negotiating with those buyers and explore opportunities to secure a sale after the event.
With several negotiations still underway following Friday Frenzy, we know the value of continuing those conversations rather than treating auction day as the final deadline.
We measure the success of a campaign across the entire selling process, including offers received before auction, sales under the hammer and agreements negotiated afterwards.
Three key reasons auction may be the right strategy for your property
We know that not every property or every seller will benefit from the same approach.
Auction can be particularly effective when:
- we anticipate interest from multiple buyers
- a property has distinctive features that make it difficult to compare directly with others, or
- a defined marketing time frame will help drive buyer action.
However, we also recognise that private treaty may be more suitable depending on your circumstances, your property and current market conditions.
That’s why we start by understanding what you want to achieve.
We look at comparable sales, buyer demand, your property’s unique appeal and the timing of your move before recommending a selling strategy.
Our Friday Frenzy campaign showed what’s possible when we combine a clear plan with proactive marketing, extensive buyer follow-up and a team working together towards a common goal.
Ultimately, whether we recommend auction or private treaty, our objective remains the same: to create competition where possible, negotiate effectively and achieve the strongest result the market will support.
Let’s talk about your next move
If you’re considering selling in Mudgee, Lithgow or elsewhere across the Central Tablelands, we’d welcome the opportunity to discuss your options. We’ll assess your property, explain the opportunities available in the current market and recommend a selling strategy tailored to your goals.
We have buyers looking for homes in Mudgee, Rylstone, Kandos & Lithgow. As established real estate agents, we’re here to help. Get in touch today by calling us on (02) 6372 2584.
