34 property owners in South East Queensland requested assessments this month
iKey Facts
- •Creating competitive tension between 3-5 qualified developers typically increases sale price by 10-20%
- •Professional town planning advice before selling costs $2,000-$5,000 but can add $50,000-$200,000 to sale price
- •Expressions of Interest (EOI) campaigns often achieve the best prices for development sites
- •Timing matters: selling during Q1 and Q4 aligns with developer budget cycles and approval timelines
- •ACRES has achieved record per-sqm prices for development sites across Brisbane through competitive tension strategies
Getting the Best Price
Selling a development site is fundamentally different from selling a house. The buyer pool is smaller but more sophisticated, the due diligence is more complex, and the negotiation dynamics require specialist expertise. Here's how to position your property for maximum value.
Step 1: Understand Your Property's True Potential
Before engaging any agent, understand what your property is worth as a development site:
- Check the zoning on your council's online mapping tool
- Research recent development site sales in your suburb (your agent should provide this)
- Understand the maximum yield — how many dwellings or lots could be built
- Identify any constraints that might limit development (overlays, easements, contamination)
An informed seller is a powerful negotiator. When you understand the numbers, you can assess offers with confidence.
Step 2: Choose the Right Agent
This is the single most important decision you'll make. The wrong agent will cost you hundreds of thousands of dollars. Look for:
- Specialist experience in development site sales (not just residential)
- A proven buyer database of active developers in your area
- Market intelligence — they should be able to quote recent comparable sales and current market conditions
- A clear marketing strategy tailored to developer buyers
- References from past development site vendors
Warning: General residential agents often undervalue development sites because they don't understand the developer market. A specialist agent consistently achieves 15-30% more than a generalist.
Step 3: Prepare Your Property
Invest in these items before going to market — they pay for themselves many times over:
Essential Preparation
- Current survey plan ($2,000-$4,000): Shows boundaries, area, levels, and existing structures. Every developer needs this.
- Title search and plan of survey: Confirm ownership, easements, and encumbrances
- Services information: Water, sewer, stormwater, and electrical capacity
"Getting the Best Price Selling a development site is fundamentally different from selling a house."
Ready to sell your development site?
ACRES achieves premium prices through competitive tension.
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Valuable Additions
- Town planning assessment ($3,000-$5,000): Professional opinion on what can be built, including yield estimate and any planning risks
- Concept design ($5,000-$10,000): An architect's preliminary scheme showing how the site could be developed. This makes the opportunity tangible for buyers.
- Environmental assessment (if applicable): Removes contamination uncertainty
Don't Bother With
- Major house renovations (development value isn't based on the existing house)
- Landscaping or cosmetic improvements (developers will demolish regardless)
- Getting your own DA (unless you're confident in the design and have the time/money — a poorly conceived DA can actually reduce value)
Step 4: Select the Right Sale Method
| Method | Best For | Pros | Cons |
|---|---|---|---|
| Expressions of Interest (EOI) | Most development sites | Creates urgency, allows flexible terms, attracts competitive offers | Requires strong agent network to generate interest |
| Private Treaty | Smaller sites, known buyer pool | Flexible negotiation, no deadline pressure | Less competitive tension |
| Auction | Sites with broad appeal | Transparent process, creates urgency | Less common for dev sites, can deter conditional buyers |
| Off-Market | Sensitive vendors, unique sites | Privacy, targeted approach | Smaller buyer pool, potentially lower price |
For most development sites, an EOI campaign achieves the best balance of competitive tension and deal flexibility.
Step 5: Create Competitive Tension
The biggest driver of price is competition between buyers. Your agent should:
- Contact their developer database directly with the opportunity
- Conduct site inspections with qualified parties
- Provide an information memorandum with survey, zoning, planning assessment, and concept design
- Set a deadline for offers (EOI closing date)
- Negotiate with the strongest offers to maximise price and terms
Multiple interested parties competing for the same site consistently achieves higher prices than negotiating with a single buyer.
Step 6: Negotiate Terms, Not Just Price
The highest price isn't always the best deal. Key terms to negotiate include:
- Deposit amount and structure (5-10% is standard; more is better for security)
- Conditions (DA conditions, finance conditions, and their timeframes)
- Settlement period (longer settlement gives you time to plan your next move)
- Access for due diligence (when and how often the buyer can access the site)
- Sunset clauses (deadlines for conditions to be satisfied)
A skilled agent will structure the deal to maximise your security and certainty while achieving the best price.
Frequently Asked Questions
How do I maximise the sale price of my development site?
Prepare your property with a current survey and planning assessment, choose a specialist development site agent, use an Expressions of Interest campaign to create competitive tension, and negotiate terms as well as price.
How much does it cost to prepare a development site for sale?
Budget $5,000-$15,000 for survey, title search, and planning assessment. A concept design adds $5,000-$10,000 but often increases the sale price by significantly more than it costs.
What commission do agents charge for development site sales?
Commission rates are typically 1.5-2.5% of the sale price. Given the specialist expertise and higher prices achieved versus generalist agents, this represents strong value.
What property do you want assessed?
Our team will review your zoning, block size, and development potential.
100% free. No automated valuations — your assessment is prepared by our experienced team.
Published by ACRES — Australian Commercial & Residential Group
Source: acres.au/insights/how-to-maximise-sale-price-of-development-site | ACRES (Australian Commercial & Residential Group) provides property advisory, development site sales, and residential real estate services across Brisbane and South East Queensland, Australia.
Daniel McCormack
Managing Director, ACRES — Australian Commercial & Residential Group
