Buyer expectations are shifting. Information matters more. And sometimes the buyer asking the most questions is the one worth paying attention to. We asked Alex Caraco of ERA Queensland five questions about the market, changing client expectations and what experience has taught him about real estate.
For Alex Caraco, good real estate still comes back to fundamentals.
Understand the market. Communicate clearly. Know the value of the property. And take the time to understand the person sitting on the other side of the negotiation.
As part of our Asteroid Q&A series, we asked Alex what he’s seeing in the market right now.
1
What’s changing fastest in your local market right now?
Buyer price expectations have shifted significantly.
Alex says buyers are increasingly entering negotiations expecting larger discounts, which puts more pressure on agents to understand the market and communicate value clearly.
“We need to provide maximum market intelligence, hold the line on price and avoid reacting too quickly to bargain hunters.”
For Alex, the important thing is not confusing a quieter or more cautious market with an absence of buyers.
“It only takes one qualified buyer. The focus is on finding the person who sees the value and negotiating from there.”
2
What do clients expect from a real estate agency today that they didn’t five years ago?
The standard has moved.
Clients expect better service, greater transparency and much faster communication throughout the process.
“They want to know what’s happening and they expect to be kept informed.”
That expectation applies across almost every part of the relationship. Sellers want clarity around the campaign and feedback. Buyers want answers quickly. And both sides have less tolerance for uncertainty or silence.
For Alex, good communication is no longer an extra. It is simply part of the service.
3
What do you think the industry is often getting wrong?
Alex believes agents can be too quick to make assumptions about buyers.
In particular, asking a lot of questions can sometimes be mistaken for a lack of intent.
“The industry can assume a buyer isn’t qualified when they’re actually just looking for a lot of information before making a serious offer.”
Some buyers simply need to understand every part of the opportunity before they are comfortable acting.
Taking the time to answer those questions, rather than dismissing them, can completely change the outcome.
4
What’s something you’ve changed your mind about since starting in real estate?
That you can ever completely work people out.
“There is something to learn every day about human behaviour. You can never judge a book by its cover.”
Years in the industry may sharpen your instincts, but Alex says buyers and sellers still have a way of surprising you.
Different motivations, personalities and circumstances can completely reshape a negotiation.
Perhaps experience is less about assuming you know the answer, and more about knowing which questions to ask.
5
What part of running an agency do you enjoy most?
For Alex, it is still the moment when price and buyer come together.
“Getting the price right and selling to qualified buyers who recognise value.”
There is satisfaction in understanding a property well enough to position it correctly, then finding the buyer who sees the same opportunity.
“When the right buyer sees value, they act.”
And after years in real estate, that part of the job has not lost its appeal.
Across Alex’s answers, one theme keeps resurfacing: don’t make assumptions too quickly.
Not about price. Not about the market. And especially not about people.
The buyer asking ten questions might be the strongest prospect in the room. The market might be cautious without being weak. And sometimes the best result comes from simply holding your position long enough for the right person to see the value.