While hopeful buyers begin with a detailed brief in hand, they often find themselves second-guessing that brief as the search unfolds.
What starts as a clear list of wants can quickly unravel amid emotional highs and disappointing inspections.
According to experienced buyer's advocate Tonya Davidson, this evolution is not a failure — it’s essential.
“Every 'no' is closer to a 'yes',” she says.
“That's part of the emotional journey.”
In this article, we explore how skilled buyer's advocates help home seekers move through the fog of indecision, interpret disappointment, and refine their brief in real time — ultimately helping them land a better home.
Learning From the Misses
One of the most overlooked aspects of the buying journey is the importance of not liking a property.
Tonya, who operates in Melbourne’s competitive inner suburbs, encourages her clients to unpack their reactions.
“I really try and get feedback. Tell me exactly what you didn't like about this property. And it always unveils additional information.”
By turning gut feelings into constructive feedback, Tonya sharpens each client's criteria.
What begins as a vague dislike might reveal a deeper priority — natural light, walkability, or room flow — that wasn’t obvious at the start.
“Sometimes we have to go through a bit of a process. And every time it's a non-connect with a property, we get sharper with where we're heading.”
This iterative process transforms the buyer’s brief from an aspirational wishlist into a well-calibrated target.
The Trap of the ‘Perfect’ Property
In today’s digital world, buyers are bombarded with highly staged listings that raise expectations.
Tonya urges realism.
“You're not going to get 100 percent unless you build it yourself.”
She explains that part of her job is helping clients get comfortable with the idea of a 90% match — a home that ticks most, but not all, of the boxes.
That emotional recalibration is key, particularly in high-demand markets where competition is fierce and compromises are inevitable.
Building Confidence Through Process
Buyer anxiety often stems from uncertainty. Tonya provides clarity through a step-by-step approach.
“What do they need? What are their pain points? What's going to solve those problems?”
She blends empathy with structure, helping clients stay grounded while navigating a system that can otherwise feel chaotic.
According to Domain's 2024 consumer sentiment report, 61% of buyers in major capital cities said they felt overwhelmed during the search process.
Having an advocate decode emotional responses and turn them into actionable insights can make all the difference.
Advocates as Emotional Translators
Davidson sees her role not just as a property expert, but as an interpreter of feelings.
“Tell me exactly what you didn’t like.”
The answers often reveal needs the buyer hadn’t considered — like privacy, natural light, or spatial separation.
These unspoken desires are sometimes more important than surface-level features.
Over time, what the buyer thought they wanted may shift into something more aligned with how they want to live.
A Better Outcome, Even If It Takes Time
Patience is key to the advocate's model.
Rather than rushing to close a deal, Tonya uses each “no” as an opportunity to move closer to the right home.
“Sometimes it takes time.”
This investment in buyer clarity often leads to better long-term satisfaction and capital growth.
Properties chosen through careful self-discovery are more likely to support the buyer’s lifestyle and retain value.
Final Thoughts: From Frustration to Focus
For buyers navigating Australia’s complex property market, disappointment is inevitable — but it doesn’t have to be discouraging.
With the right advocate, each property that doesn’t quite fit becomes a stepping stone to the one that will.
As Tonya says:
“Every 'no' is closer to a 'yes'.”
