June Newsletter – The Golden Rule of Selling

Too many sellers find themselves in a situation where they are paying thousands of dollars upfront for marketing. In today’s real estate world, there is simply no need. Sellers are often expected to pay all marketing costs before sale, with no guarantee of success. The seller forks out cash for both necessary and unnecessary marketing. If the property fails to sell, the only loser is the seller. Never the agent.

Of course, the agents get considerable benefits when an owner pays upfront. It increases the seller’s commitment to the success of the sale. The more money paid, the greater the commitment. Often referred to as ‘hurt money’, it increases the sellers’ motivation for sale through fear of loss.

Agents rely on this fear of loss. Motivated sellers are easier for agents to educate on market price. Many agents will intentionally inflate sellers’ sale price expectations to win their business, only to then educate them down in price during the campaign. Once they’ve accepted the reality of the market price, the property will sell.

By charging advertising costs upfront, agents achieve the ultimate trifecta: they minimise exposure to financial loss, gain a more motivated seller, and promote themselves in a crowded marketplace. All of this for free! (Well, free for the agent). If an agent suggests an advertising campaign with upfront marketing costs, ask them to pay for it. If the agent is so confident their marketing plan will work, they should be happy to front up the costs.

Ray White Forster Tuncurry only ever charges for marketing once the property is sold. Never beforehand. Selling a property is stressful enough for the owner without adding unnecessary financial risk. We have smart, effective marketing strategies. We happily back our services and skills to offer a sale with no upfront charges. Paying prior to sale is simply no need.

Remember the golden rule of selling: pay no money until your property is sold and you are happy with the outcome.

What the 2026 Federal Budget means for property owners and investors

Reactions to May’s Federal budget have been mixed. Some have welcomed the direction taken by the government; others have concerns. And many are simply still working through what the changes actually mean in practice. As your real estate partners, we wanted to make it easy to understand the key changes that relate directly to property, so we have put together the following overview.

Please note: the information below is provided as a general overview only and does not constitute financial advice. We encourage you to speak with your accountant or financial adviser about how these changes apply to your personal situation.

1. Capital gains tax reforms
Replacing the 50% CGT discount
From 1 July 2027, the current 50% CGT discount will be replaced by cost base indexation for assets held for more than 12 months. A 30% minimum tax on net capital gains will also apply. These changes will affect individuals, trusts, and partnerships across all asset types, including pre-CGT assets.

What about existing investments?
Transitional arrangements protect existing investors. The 50% CGT discount will continue to apply to gains that accrued before 1 July 2027, and gains on pre-CGT assets that accrued before that date will remain exempt. Assets sold before 1 July 2027 will continue to be subject to existing rules.

New residential property
Investors in new residential properties will have the option to choose either the 50% CGT discount, or cost base indexation and the 30% minimum tax, whichever is more favourable for their circumstances. Recipients of income support payments, including the Age Pension, will be exempt from the 30% minimum tax.

Foreign resident CGT
A time-limited concession will be available in the foreign resident CGT regime for investment in the renewables sector, applying to disposals of certain renewable energy infrastructure assets from the first day of the next quarter after Royal Assent through to 30 June 2030.

2. Negative gearing reforms
From 1 July 2027, losses from established residential properties will only be deductible against rental income or capital gains from residential properties. Any excess losses will be carried forward and can be offset against residential property income in future years. These changes were applied to established residential properties acquired from 7:30 PM (AEST) on 12 May 2026. Properties acquired prior to this time, including those where contracts have been signed but settlement had not yet occurred, were exempt until the property is disposed of. Eligible new builds are exempt from the changes, as are properties held in superannuation funds and widely held trusts. Targeted exemptions also apply to build-to-rent developments and private investors supporting government housing programs.

If you have any questions about how these changes may affect your property, please reach out to the Ray White Forster Tuncurry team at any time.

Source: National Tax & Accountants’ Association Ltd. 12 May 2026. Redistributed with permission.