We looked at 12 months of property sales. Here’s what we found

Every property sale has a story behind it.

Some listings sell after the first open home.

Others take months of inspections, buyer conversations and vendor updates before the right offer comes along.

And while agents know exactly how much work goes into getting a property sold, it’s worth looking at what all that activity tells us.

We recently reviewed 12 months of sales activity across agencies using Reapit Sales in Australia and New Zealand, covering the period ending September 2026.

One figure caught our attention: properties spent an average of 60 days on the market.

That’s a fair few Saturdays spent opening doors, following up buyers and answering vendor’s favourite question: “Any news?”

But the number of days a property spends on the market only tells part of the story.

What happens during those days can be just as interesting.

What did 12 months of sales activity show?

Across the Reapit Sales agencies included in our analysis, properties spent an average of 60 days on the market.

Of course, that doesn’t mean every property took two months to sell.

Some sold much faster, while others took considerably longer.

Think about how much happens during the typical campaign.

There are enquiries to answer, inspections to organise, buyers to follow up and vendors to keep informed.

When you look beyond the final sale result, there’s a lot of useful information being collected along the way.

Want to see our full findings? Our free Selling in a Slower Market report brings together Reapit Sales activity and the latest Australian property market insights.

How well do you know your agency’s time on market?

Most agents could probably tell you which of their listings sold quickly and which ones seemed to hang around forever.

But what happens when you look at numbers across your whole agency?

Say one property sells in 14 days, while another takes 90.

Both contribute to your average time on market, but they probably had very different campaigns.

Perhaps the first property was priced well and attracted strong interest from the start.

The second might have needed a price adjustment, struggled with competition or attracted buyers who weren’t quite ready to make an offer.

Looking at the average is useful, but looking at the individual campaigns help you understand what’s behind it.

It’s also worth comparing similar properties.

A two bedroom apartment and a luxury waterfront home aren’t necessarily going to follow the same sales timeline.

Reviewing time on market by suburb, property type or price range can give agencies a more useful picture of how their listings are performing.

And when a vendor asks how long their property might take to sell, having relevant sales history to refer to is always helpful.

What happens between the first enquiry and the sale?

Here’s something worth thinking about.

Two properties might both spend 60 days on the market, but what happens during those 60 days could be completely different.

One listing might attract 50 enquiries, several busy inspections and multiple offers before the vendor accepts a price.

Another might receive a handful of enquiries, have quiet open homes and eventually sell after a change in asking price.

Same time on market.

Very different experiences for the agents and vendors involved.

That’s why it’s worth looking at more than the final sale result.

Enquiry numbers can show whether a listing is attracting attention.

Inspection attendance gives you another view of buyer interest.

Feedback and offers help explain what happens once people have seen the property.

For example, if plenty of people are clicking on a listing but hardly anyone is booking an inspection, there may be something worth investigating.

If inspections are busy but offers aren’t coming through, the conversations happening at those inspections become especially important.

There won’t always be an obvious answer, but having the information in one place makes it easier to spot where a campaign might need attention.

Are there patterns hiding in your sales history?

Your agency has probably collected years of property and buyer information.

The question is how often anyone gets the chance to look back at it.

You might discover that family homes in one suburb tend to attract strong early interest, while apartments in another area generally take longer to sell.

Or perhaps certain price brackets regularly generate plenty of enquiries but fewer offers.

These patterns won’t tell you exactly what will happen with your next listing.

Every property, vendor and buyer is different.

But they can give you useful context.

Imagine preparing for an appraisal in a suburb where your agency has sold several similar homes over the past year.

Looking back at those campaigns could help you understand how buyers responded, how long the properties took to sell and whether the original asking prices changed.

That’s valuable information to have before sitting down with a potential vendor.

It’s also a good reason to keep past campaign records accessible, even after the property has settled.

Are you collecting data you’ll actually use?

We’ve all seen a CRM contact record that hasn’t been updated in years.

The buyer’s budget is still listed as $700,000, even though they bought a property ages ago.

Their preferred suburb is missing, and the last inspection note simply says “interested”.

Not particularly helpful when you’re not trying to work out who might want to inspect your newest listing.

The same applies to sales activity.

If one agent records detailed inspection feedback, another keeps notes on their phone and someone else relies on memory, it becomes difficult to see what’s happening across the agency.

Keeping records accurate doesn’t have to mean adding more paperwork to everyone’s day.

It’s about making the information you’re already collecting easier to find and use.

A few useful notes after an inspection, an updated buyer requirement or a properly recorded follow up can make a difference later.

Especially when another team member needs to pick up the conversation.

Put your sales data to work with Reapit Sales

All this information is much more useful when agents can access it without searching through different systems, spreadsheets and inboxes.

With Reapit Sales, you can bring property records, buyer relationships and campaign activity together in one CRM.

That makes it easier to review what’s happening with a listing, prepare for vendor conversations and keep track of interested buyers.

For example, when reviewing a campaign, an agent can refer to the property information and buyer activity already recorded in their system rather than trying to piece together the details from memory.

And when a new listing comes along, accurate buyer requirements can help identify contacts who may be interesting.

There’s a lot of useful information sitting in the average real estate database.

Having the right tools and keeping records up to date helps agencies make better use of it.

What could your agency’s numbers tell you?

Our 12-month review gave us an interesting look at sales activity across Reapit Sales agencies.

But it’s worth asking what a similar review of your own agency would show.

How long are your listings typically taking to sell?

Which campaigns attract the strongest buyer interest?

Are there patterns in your past sales that could help with your next appraisal?

You don’t need to analyse every number in your CRM to find something useful.

Sometimes, looking a little more closely at the information you already have is a good place to start.

Want to see what else the numbers revealed?

Our free Selling in a Slower Market report explores sales activity across Reapit Sales agencies, alongside the latest Australian property market figures.

Inside, you’ll also find five ways to make more of your existing CRM, ready-to-use AI prompts, a 10 minute checklist and a weekly sales scorecard.