Some of the Selling Sunset cast earlier this year. Picture: Kayla Oaddams/Getty Images
Two agents have channelled US hit reality show Selling Sunset to secure a $4.6m waterfront trophy home sale in Queensland.
Kyle Allen and Antony Rizzo from Ray White Malan + Co held a catered twilight viewing of their Surfers Paradise listing on auction eve — showcasing the Gold Coast skyline at golden hour — so buyers would literally dream about the property just hours before it went under the hammer.
21 Tarcoola Crescent, Surfers Paradise sold for $4.6m.
21 Tarcoola Crescent, Surfers Paradise at sunset.
In the end, the ‘selling sunset’ worked with a Queensland hotel builder successfully bidding $4.6m for the four-bedroom, four bathroom mansion.
“Are we dream weavers? Maybe but there was a definite strategy to get buyers to go to sleep that night thinking about the home,” said Mr Allen.
“The view looking back towards Surfers Paradise over the water with the sun setting in the west is the major selling point for the property so we wanted to showcase that – it’s literally selling the sunset.
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21 Tarcoola Crescent, Surfers Paradise.
The pool.
“Normally, as agents, you don’t want buyers to ‘sleep on it’ but in this case, that’s exactly what we wanted them to do.
“The buyer only emerged a few days before the auction so the plan was to show him the property in its best light – that just happened to be a sunset.
“Typically, you’d hold a twilight viewing at the start of a campaign to generate some early interest but Antony and I thought, let’s wow them at the end.”
Selling Sunset is an American television show that follows a number of agents from the Oppenheim Group, a prestige real estate agency in Los Angeles.
21 Tarcoola Crescent, Surfers Paradise.
The Surfers Paradise property at 21 Tarcoola Crescent is on a 526sq m block on Chevron Island.
Ms Allen said bidding started at $3m and went up in $100,000 intervals.
“It was incredible,” he said.
“It sailed well past the reserve very quickly so it was a genuine bidding war.
“In the end, the buyer – who we showed through the night before, among several others – was determined to have it and blew the competition out of the water, so the strategy worked.”
21 Tarcoola Crescent, Surfers Paradise.
Mr Rizzo said if a property was presented well and marketed properly, buyers would respond.
“In this market, buyers at this price point often make decisions with a degree of emotion,” he said.
“We understood our demographic, and we knew that creating that moment, watching the sunset over the water with a glass of bubbles, would give them the emotional permission and confidence they needed to bid decisively the next morning.”
Ray White Group economist Atom Go Tian.
Ray White Group economist Atom Go Tian said the national luxury house threshold now sits at $2.75m, 80 per cent higher than it was a decade ago
“For a growing number of Australians, luxury has become less about status and more about how a place allows you to live,” Mr Tian said.
“We measure luxury through the 95th percentile of property prices, which is the point at which only five per cent of homes in a given market trade higher.
“We start with this as a definition for simplicity, but what luxury is not, despite how it is often discussed, is simply expensive.
“Expense is a threshold, whereas luxury is what sits on the other side of it.
“The clearest sign that luxury has shifted is where people are choosing to buy it.”
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