The 3 Price Levels

1) Emotional Price

This is the premium result. Buyers pay more when there is an emotional driver—nostalgia, missing out on the property in the past, living near friends or family, or seeing a lifestyle or development opportunity that excites them. It’s not just about convenience; it’s about a personal connection that makes the property feel irreplaceable.

2) Probable Price

This is the fair market value, where most buyers sit unless an emotional factor pushes them higher. It’s supported by comparable sales and local market expectations. Good presentation and marketing ensure you achieve this level as a minimum.

3) Bargain Price

This is the bottom end, where buyers push for discounts or investors focus purely on numbers. Properties that are poorly marketed, badly presented, or limited in exposure risk being sold at this level.

The 4 Buyer Types

Buyer types are not about what they will pay—they’re about where they come from. Any of them can pay at any price level. That’s why every type matters.

1) Local Buyer

They already live in Mandurah or nearby suburbs. They’re in tune with the local market and may discover your home through signboards, letterbox drops, local networks, or even online ads. They could be upsizing, downsizing, or investing—but the key is they’re already here and know the area.

2) Out-of-Area Buyer

Relocating from Perth, interstate, or overseas. They often respond to online listings, targeted digital ads, or lifestyle-driven campaigns. They may have emotional triggers too, such as wanting to be closer to family or drawn by Mandurah’s coastal lifestyle.

3) Active Buyer

Searching daily on REA, Domain, REIWA and attending open homes. They’re easy to identify, but also highly informed and often anchored to comparables. The right campaign can still move them from Probable to Emotional Price.

4) Passive Buyer

Not actively looking but open to the right opportunity. A Facebook ad, signboard, or letterbox flyer may trigger their interest. With the right narrative, they can quickly shift to Emotional and pay a premium.

How Any Buyer Can Become an Emotional Buyer

It’s a myth that only certain buyer types will pay a premium. Every buyer has the potential to become Emotional if they see more than just a house:

• An investor may see future development potential or a high-growth suburb.
• A local buyer may see nostalgia or proximity to friends/family.
• An out-of-town buyer may see the lifestyle they’ve always wanted.
• A passive buyer may suddenly picture the home as their chance to secure something special.

The role of a skilled agent is to find that unique value for each buyer and communicate it in a way that moves them into the Emotional Price bracket.

Why Comprehensive Campaigns Matter

Since any buyer type can sit in any price level, you must reach them all. That means leaving no stone unturned:

• Listing on all major platforms (REA, Domain, REIWA, Homely) for active buyers.
• Premium signboard & letterbox campaign to capture local and passive buyers.
• Newspaper ads for non-digital audiences still active in Mandurah.
• Targeted Facebook & Instagram ads to reach specific lifestyle-driven groups.
• Direct marketing to our qualified buyer and investor database.

This blend ensures no segment is missed and maximises competition—competition that drives Emotional Price results.

Maximising Your Result in Mandurah

Whether your buyer ends up being local, out-of-town, active, or passive, the key is creating a campaign that gives every one of them a reason to pay at the Emotional Price level. With over 50 years of combined local experience, Mandurah City Real Estate knows how to position homes for maximum exposure and competition.

Thinking of selling? Contact our Mandurah sales team today and let us show you how to reach every buyer type and unlock the best possible price for your property.