Selling a property in Western Australia (WA) involves more than just finding a buyer – it demands careful planning around taxes, legal obligations, home presentation, and market strategy. From understanding capital gains tax and WA’s stamp duty rules to timing your sale in the WA market cycle, savvy property owners leave no stone unturned. Below, we delve into the WA-specific factors every seller should consider.
Financial planning and tax considerations
Before selling your WA property, you want to be sure you’ve considered the following financial planning and tax-related items.
Capital Gains Tax (CGT) in WA
If you sell an investment property in WA for a profit, that gain is subject to CGT (added to your annual income). However, if you’ve held the property for over 12 months, you likely qualify for a 50% CGT discount on the taxable gain. Importantly, your primary residence (family home) is generally exempt from CGT altogether so long as it was your primary home and not used to produce income. WA sellers should confirm they meet the ATO’s main residence criteria to avoid any CGT on the sale of a home. If the property was ever rented or used for business, a partial exemption or the six-year absence rule might apply – plan the sale timing with a tax adviser to maximise any exemptions. Also be aware that foreign owners face a withholding tax. Under Australian law, if a WA property is sold for above $750,000 and the vendor is a foreign resident (or hasn’t provided an ATO clearance certificate), the buyer must withhold 12.5% (rising to 15% in 2025) of the price and remit it to the ATO. WA sellers who are Australian residents can avoid this by obtaining a clearance certificate before settlement.
Stamp Duty and Land Tax
While you won’t pay stamp duty on selling your home, it’s wise to factor in this cost if you plan to reinvest the proceeds into another property. (WA’s stamp duty can be substantial – often the biggest upfront cost for buyers, with only limited first-home buyer exemptions.) Land tax is a state levy that may affect you during the sale year. WA assesses land tax on properties (excluding your principal residence) owned as of midnight 30 June each year. This means if you sell a rental or second property partway through the year (e.g. in October), you as the owner on the previous 30 June are still liable for that full financial year’s land tax. At settlement, the buyer and seller usually adjust land tax and rates – the seller pays the tax up to settlement date, and the buyer reimburses the unused portion as part of settlement. It’s prudent to confirm these adjustments so you’re not caught paying for periods after you’ve sold.
Maximising net sale proceeds
To make the most of your sale, consider the timing of your transaction within the tax year. For instance, exchanging contracts in July (as opposed to June) can push a capital gain into the next financial year, potentially giving you time to plan for the tax impact. If you have past capital losses, these can be applied to reduce your taxable gains – a point to discuss with your accountant before selling. Also, explore federal incentives relevant to WA sellers: if you’re 55 or older and downsizing, you may be eligible to contribute up to $300,000 of your sale proceeds into your superannuation as a downsizer contribution. This scheme allows one-off contributions beyond normal caps and can boost your retirement savings tax-free (though it may count toward pension asset tests). Many WA retirees use this strategy when selling a long-held family home to maximise their after-tax benefit. Lastly, budget for selling costs – real estate agent commissions in WA are negotiable (often around 2–3% of the price) and must be agreed in your listing contract. You’ll also incur marketing fees (advertising, photography) and conveyancing/settlement agent fees. Plan for these so there are no surprises reducing your net profit at the end.
Home preparation strategies
Making your home shine is crucial in any market, but WA sellers should tailor their preparation to local buyer expectations and climate.
The basics
Begin with the fundamentals: declutter and deep clean every room. Removing personal items and excess belongings creates a neutral canvas – buyers in WA, like elsewhere, need to envision themselves in the home. As the Real Estate Institute of WA (REIWA) advises, start by de-cluttering and storing away personal photos, bills on the fridge, and everyday mess to open up space. Once clutter-free, it’s time to do a thorough clean, including tidying outdoor areas, raking leaves and eliminating any odours. WA’s summer dust and winter rains can be harsh on exteriors, so also clean external walls, windows and eaves to give a well-maintained impression.
Staging and minor renovations
Thoughtful styling can significantly boost your sale price in WA’s competitive market. You don’t necessarily need a full furniture hire package; even on a budget, you can add fresh decor touches. Simple updates like a new coat of neutral paint (whites, creams, light greys) can modernise a dated interior and deliver a high return on investment. Focus on creating an inviting, neutral palette that will appeal to the broadest range of Perth buyers – for instance, that bold feature wall you love might be repainted to a crowd-pleasing off-white. Evaluate minor fixes that add a “wow” factor: replacing old kitchen cupboard handles or outdated tapware is inexpensive but can leave a lasting positive impression. However, be cautious with major renovations purely for sale; structural fixes (rewiring, plumbing) rarely add visible value – do them if required for building integrity, but cosmetic improvements usually yield better saleability.
Street appeal
This is something that’s especially important in WA, where lifestyle and outdoor living are big drawcards. First impressions start at the street: tidy up the front yard, prune overgrown native shrubs, mow the lawn, and perhaps plant hardy flowering natives for a pop of colour. Research shows a strong street appeal can stop buyers from driving past and instead draw them in to your home open. In Perth’s climate, consider a water-wise garden design – a well-maintained lawn or native garden that can thrive in summer heat signals to buyers that the property is both attractive and low-maintenance. Clean the entryway, repaint or polish the front door, and ensure the house number is visible. Little details like a new welcome mat and working porch light help set a welcoming tone. If you have a pool or spa, ensure it’s sparkling clean and that the safety fencing is compliant. Addressing these preparation steps can significantly shorten your time on the market and even add 5–10% to your sale price in WA’s market, according to staging experts.
The right ambience for inspections
For home opens on hot summer days, run the air-conditioning ahead of time (or turn on ceiling fans) to offer a cool respite to visitors. In winter, if you have a fireplace, lighting a small fire or switching on the heating creates a cosy ambience. Set out some fresh flowers or a scented candle for a pleasant fragrance. These subtle touches help WA buyers feel at home, leveraging the emotional aspect of purchasing. If unsure, consult a local WA property stylist or your real estate agent – many will offer guidance on presentation since they know what features appeal most in your suburb.
Legal and contractual aspects
Selling a house in WA comes with its own legal framework and obligations, which can differ from the eastern states. One notable difference is that Western Australia has no mandatory cooling-off period for residential contracts. Once you and a buyer sign the Offer and Acceptance contract, it becomes legally binding immediately (unless you’ve inserted specific conditions allowing exit). This makes it crucial to be certain about accepting an offer, as you generally can’t change your mind a few days later as buyers can in some other states. Contracts in WA typically use a two-part system: the “Offer and Acceptance” (O&A) form, which outlines price and parties, and the “Joint Form of General Conditions” which sets out standard conditions for the sale. Together, these make up your Contract of Sale. Expect common buyer contingencies to be written in as special conditions on the O&A – for example, a finance approval clause (often 21 days for the buyer to secure a loan), building and pest inspections, or a condition that the seller fixes certain items before settlement. As the seller, you should discuss with your agent which conditions you’re willing to accept or negotiate and ensure any agreed repairs or inclusions are clearly documented to avoid disputes.
Disclosure obligations
Unlike some states, WA law does not require a standard vendor disclosure statement for general property sales. However, sellers are legally obliged not to mislead or conceal material facts about the property. The Australian Consumer Law applies, meaning if you hide a known issue that would affect a buyer’s decision, you could face penalties. It’s best practice to disclose “material facts” upfront to your agent (and via the contract if needed). According to REIWA, material facts that WA sellers should disclose include things like: the presence of asbestos, if the property was used as an illegal drug lab, any serious crime or death that occurred on the premises, any existing tenancy or lease (since standard contracts assume vacant possession), unapproved renovations or extensions, known encroachments over boundaries, and whether a property has sewer lines or shared drains running through it that serve other lots. For example, if you added a patio without council approval, or if part of your garage actually sits over the neighbour’s land, these facts should be revealed to avoid legal trouble later. WA also has specific laws for certain property types Sttrata titled properties (units, apartments, etc.) have a compulsory disclosure: you must give prospective buyers a Form 28 (Strata Information Disclosure) and Form 29 (Buyers’ strata guide) before they sign the contract, along with copies of the strata plan, bylaws and any special resolutions. Failing to provide these can give the buyer the right to exit the deal, so ensure your agent or settlement agent readies this paperwork if selling a strata lot.
Settlement Process in WA
The settlement in WA is typically handled by licensed settlement agents (conveyancers) or solicitors who act for each party. A standard settlement period is around 30, 45, or 60 days – whatever you negotiate in the contract. On the agreed date, the settlement agents for the buyer and seller meet (often electronically now, via PEXA or at Landgate or the buyer’s bank) to exchange documents and funds. For a smooth settlement, as a seller, you must complete all your obligations beforehand: ensure any contract conditions you agreed to (e.g. repairs or servicing of appliances) are done and evidence provided, and ensure that the property will be ready for vacant possession (unless it’s selling with a lease). You’ll generally allow the buyer a final inspection in the last week before settlement. By WA law, buyers can inspect within 5 business days prior to settlement to check that the property’s condition is as agreed. They’ll test things like appliances, hot water, irrigation systems, etc., so it pays to fix any little faults in advance to prevent last-minute disputes. At settlement, your agent will have provided the title deed and a signed transfer form, and the buyer’s side will ensurthat the e transfer duty (stamp duty) has been paid to the Office of State Revenue. The settlement agents will adjust rates and taxes: you pay rates (council, water, land tax) up to the day of settlement, and the buyer pays from the day after settlement – these amounts are pro-rated and factored into the final figures. Once all documents are exchanged and the title is transferred to the buyer, the balance of the purchase price is disbursed to you (usually as a bank cheque or transfer). Only then is settlement complete, at which point the agent can release the keys to the new owner.
Penalties for delays
WA’s standard contract conditions include that if one party is not ready on the due date, the other may grant a grace of three business days, after which penalty interest can be charged on the outstanding funds. For instance, if the buyer’s finance is late and settlement rolls past the date, you as seller might be entitled to interest (at a rate set in the contract, often around 9–12% p.a. on the balance) for each day of delay. Conversely, if you, the seller, delay (say, a title issue on your end), the buyer could claim interest. Engage a good WA settlement agent to avoid these issues – they will help coordinate the discharge of any mortgage you have, ensure you sign the required docs on time, and generally shepherd the process to hit the settlement date. With proper preparation and professional guidance, WA settlements are straightforward, but never leave legal requirements to the last minute.
Market timing and pricing strategies
Western Australia’s property market has its own cycles often linked to the state’s economic conditions. A common question is when to sell.
Understanding WA market trends
Many assume spring is the best season to list (the classic “spring selling season”), and indeed, WA sees a flush of new listings each spring. However, historical data in Perth shows spring isn’t a guaranteed boom – in almost half of the years since 1994, spring sales volumes did not outperform other seasons. In fact, autumn (March–May) has slightly edged out spring in sales increases over the long term. Overall, the Perth market tends to ignore seasons – major economic and social factors have a bigger impact than the time of year. This means WA sellers should watch things like the state of the mining industry, employment rates, population growth and interest rates, all of which drive buyer demand, rather than only aiming for a spring listing. For example, if the WA economy is surging (e.g. a mining boom or major infrastructure projects), buyer confidence and housing demand in Perth and regional towns often rise, supporting higher prices. Conversely, during a downturn or high interest rate environment, demand can soften even in spring. Keep an eye on local property reports. If you see that listings are tight and prices in your area are trending up (as has been the case recently in Perth’s suburbs), it might be an opportune moment to sell into a rising market. WA’s regions can vary widely – some mining hubs or coastal towns may be peaking while Perth is flat, and vice versa. For instance, recent data showed regional centres like Geraldton, Broome, and Bunbury outperforming Perth with annualised growth above 20%. So also factor in your region’s specific cycle. A bit of research or a chat with a local agent can clarify if your suburb is in high demand (sellers’ market) or if you might face a slower sale (buyers’ market).
Optimising your pricing strategy
Setting the right asking price is arguably the most critical decision for a WA seller. Price it too high, and your home could stagnate on the market; too low, and you leave money on the table. In WA, agents often suggest a price range or a “from $X” pricing rather than a single figure, to cast a wider net for buyers. One effective strategy in a strong market is “list low to sell high.” By pricing your property slightly below the expected market value, you can attract a larger pool of buyers and ignite competition. More inquiries and bidders can translate into multiple offers, which may drive the final price up above your initial hopes. This approach banks on creating a bit of buyer FOMO (fear of missing out), which has been observed in WA’s recent market. Well-presented homes in Perth have been selling quickly with multiple offers, giving the appearance of scarce stock and pushing buyers to bid strongly. However, this tactic requires a confident sellers’ market and a skilled agent to manage the offers.
In a cooler market or for unique high-end properties, a more traditional fixed asking price or higher range might be suitable. What you want to avoid at all costs is grossly overpricing your listing. WA buyers are very price-savvy (with access to online sales data and valuations), and if your home is clearly above market value, many will simply bypass it. An overpriced property can languish for weeks, leading to fewer enquiries and the stigma of a “stale” listing. The longer it sits unsold, the more leverage buyers have to negotiate hard or lowball you. As WA agents say, the first few weeks on the market are when buyer interest is at its peak – often, your first offer is your best offer because it comes when competition and excitement are highest. Thus, setting a realistic, compelling price from the start is vital to capture that initial momentum. Use your agent’s Comparative Market Analysis (CMA), looking at recent comparable sales in your suburb, to guide your pricing. Also, consider current competition: check how many similar homes are for sale in your area. In a tight inventory scenario, you can be more aggressive with price; in an oversupplied market, competitive pricing will help your property stand out.
Timing considerations
While seasonality is less crucial in WA than often thought, timing can still play a role. If your home has great gardens, listing in late winter or spring when everything is green and blooming could enhance its appeal (Perth’s winter/spring rains bring out the lush look). Conversely, selling a home in the heat of January might be challenging if the property lacks air-con or if many buyers are away on summer holidays. Think about events like the Christmas period (slow for real estate) or even major local events (trying to sell in Perth during AFL Grand Final week, for example, can distract buyers). On the flip side, because many sellers hold off in December/January, those who do list can face less competition. In summary, gauge the current market temperature above all: if WA prices and buyer demand are surging now, it may be better to list sooner rather than later; if the market is in a lull, and you have flexibility, you might wait a few months for a more favourable economic signal or uptick in buyer sentiment. Regularly consult WA market updates (REIWA releases weekly and quarterly stats) to inform your timing. Ultimately, the “right” time to sell is when you are ready and the home is ready – with a solid pricing strategy, you can achieve a good result in any season.
Marketing and selling techniques in WA
When it comes to the method of sale and marketing channels, WA property owners have several options. The two primary sale methods are private treaty (private sale) and auction. In Western Australia, private treaty sales (listing a price and negotiating with buyers) have traditionally been more common, but auctions are used for certain properties and can be very effective in the right circumstances. Your real estate agent will typically recommend a method based on the property type, location, and market demand.
Private Treaty (Private Sale)
This is the “standard” method where you advertise with an asking price or price range and entertain offers. It offers flexibility – you can negotiate individually with buyers and insert conditions as needed. It also affords more privacy than an auction, and buyers often find it less intimidating. In WA, ensure your advertised price is accurate; under the Australian Consumer Law, agents cannot mislead on price or advertise “offers from $X” if the seller wouldn’t actually consider $X. One private sale approach in WA is listing “Offers Above” or a range (e.g. Offers $600k–$650k) to signal your expectations while encouraging buyers to put their best foot forward. If going private sale, have a clear plan with your agent on how they will handle offers – will they come to you with each offer as it arrives? Will you set a deadline for best offers after a few weeks? In a hot Perth market, even private sales can result in bidding wars; in a slow market, you might face only one offer and more protracted negotiations. The key is to respond to serious offers in a timely manner and keep the momentum. Remember, verbally accepting an offer is not binding – only a signed O&A form is. So, if you verbally agree via the agent, move quickly to get the paperwork signed by both parties to lock in the deal.
Auctions
An auction is a public sale with a set date and an auctioneer (who must be licensed in WA). Auctions in WA are often chosen for unique, high-demand, or prestigious properties – those where there’s likely to be strong buyer competition or no easily defined market price. An auction campaign can create a sense of urgency and competition as all interested buyers come together to bid, often pushing the price beyond what they might have offered privately. They also offer a transparent process – bidders can see their competition. For the seller, a successful auction means an unconditional sale (no finance or inspection clauses) and typically a faster settlement (often 30 days). However, auctions require intensive up-front marketing, and there’s the risk of the property passing in (failing to meet your reserve price). In WA, auctions are cash contracts – buyers must have finance arranged beforehand, and there is no cooling-off period at all (which aligns with WA’s no cooling-off stance generally). If you choose to go to auction, work with your agent to set a realistic reserve price (the minimum you’ll accept on the day) and a strategy for if the highest bid is close but not quite at reserve. Sometimes, negotiations happen immediately after a passed-in auction with the highest bidder to clinch a sale. Also, ensure your auction date doesn’t clash with major events (e.g. don’t schedule it on the weekend of the AFL Grand Final if many locals will be preoccupied!). When successful, auctions can be exhilarating and yield top dollar; just weigh the pros and cons for your situation. In WA’s suburbs where auctions are less common, be prepared that some buyers may be unfamiliar or uncomfortable with the process – your campaign will need to educate them (through open home conversations or info packs) to maximise participation.
Online listings and marketing
In today’s market, online exposure is crucial. WA buyers predominantly search on real estate portals such as realestate.com.au, Domain, and REIWA.com. Make sure your property is listed on all major sites for maximum reach. High-quality photographs (and increasingly, video tours or 3D virtual tours) are worth the investment, as buyers often form an opinion from the listing photos before ever stepping foot inside. Ensure your agent uses a professional real estate photographer who can showcase bright, wide-angle shots of each room and compelling angles of the exterior. Consider twilight photos if it’s a luxury property with great lighting or aerial drone shots if the location or land is a selling point. Your online ad should highlight WA-specific features that buyers value – for example, “north-facing living areas” (to capture winter sun), solar panels or water tanks (appealing for sustainability and lower bills), and proximity to local amenities (schools, transport, the beach or river). Copywriting matters too: a well-written description that tells a story (e.g. “Enjoy Perth’s famous sunsets from the back deck… walk to the Swan River foreshore… room for a growing family in this spacious Dalkeith residence”) can engage buyers emotionally. In addition to the big portals, make use of social media – many WA agents promote new listings on Facebook or Instagram to capture extra local interest. You might even consider targeted Facebook ads for your suburb demographics.
Home opens and inspections
In WA, the tradition of weekend “home opens” is strong. Most listings will have scheduled home open times on Saturdays or Sundays for the general public to walk through. Work with your agent on a schedule that provides ample access. Ensure the property is in show-ready condition before each open – refer to the preparation tips above. Sometimes, mid-week twilight opens can attract buyers who can’t make Saturdays. Your agent will collect the contact details of attendees (for follow-up) and gauge interest levels. It’s generally advisable for sellers to be away during open inspections; let the agent handle the walkthroughs so buyers feel comfortable speaking freely. If you’re living in the home while selling, secure any valuables and be prepared to step out during inspections (perhaps enjoy a coffee around the corner).
Choosing a WA Real Estate Agent
Selecting the right agent is pivotal to a smooth sale. In WA, agents and sales representatives must be licensed or registered – you can verify a license via the WA Department of Commerce if unsure. Don’t just go with the first agent you meet; consider interviewing a few who are active in your suburb. Ask about their recent sales results in the area, their marketing strategy (online, print, databases), and their opinion on your property’s value. A good agent will provide a comparative market analysis with recent sales evidence to back their appraisal. Also, discuss the fee structure: WA commissions are negotiable and can be a flat fee or percentage. Typical rates might be ~2% to 2.5% in metro areas, but it’s not fixed – you can shop around. Remember to also factor in marketing costs: photography, ads, signage, etc., which in WA are often paid by the seller upfront or at settlement. Some agents offer packages or a “no sale, no fee” arrangement for advertising (meaning if they don’t sell, you don’t pay marketing) – clarify this in the agency agreement. When you sign the listing authority, check the duration of the exclusivity (common is 90 days) and any clauses about paying commission if a buyer is introduced and then later buys after the agreement expires. Ultimately, pick an agent you trust and who communicates well; their local knowledge and negotiation skills will be crucial in closing the deal at a great price.
In summary
By focusing on these financial, legal, and strategic areas, WA property owners can approach their sale with confidence. Selling a home is a major transaction, but with WA-specific knowledge – from taxes to staging to contracts – you’ll be well-positioned to achieve the best outcome. Good luck with your WA property sale!