In New Zealand’s regional and lifestyle property market, buyers are still active, but they are approaching purchases very differently than they were just a few years ago.
The urgency and emotion that once drove many property decisions has eased, replaced by a far more measured, informed and cautious mindset. And while strong properties continue to attract attention and achieve solid results, others are sitting on the market longer as buyers weigh up a number of factors.
Pictured: Megan Dallimore, Branch Manager and Sales Consultant.
According to Megan Dallimore, PGG Wrightson’s Branch Manager and Sales Consultant in the Central Hawkes Bay, the shift in buyer expectations is one of the biggest changes currently shaping the regional residential and lifestyle market.
“Fuel costs, insurance, rates, and the general cost of living are all playing a part in how buyers are making decisions right now,” she says.
“I think buyers are also far less impulsive than they were a few years ago. People are taking more time to process decisions, discuss things as a family, and work through whether a property genuinely suits their lifestyle and budget longer term.”
Buyers are taking more time - and doing more homework
For lifestyle and regional properties in particular, buyers are assessing far more than just the home itself. Practical considerations are now front and centre in the decision-making process.
“Buyers are considering commute times, land upkeep, schooling, access to services, and what day-to-day living will actually look like,” says Megan.
At the same time, access to online information has significantly changed the balance of power between those looking to buy and those looking to sell.
“I think buyers have become more selective because they simply have more information available to them now,” she says.
“They can now compare properties instantly, track price movements and monitor how long listings have been sitting on the market, all from their phones.”
Despite this caution, demand for well-presented lifestyle properties remains strong in many regional areas. In Central Hawke’s Bay, Megan says lifestyle living continues to attract growing interest from families wanting more space, stronger community connections and better value than larger urban centres can often provide.
“Lifestyle properties in Central Hawke’s Bay are definitely getting a light shined on them at the moment. They’re becoming incredibly popular with families wanting to move into the wider Hawke’s Bay region for the lifestyle, space, community feel, and value compared to larger centres.”
However, while buyers are still purchasing, they are entering transactions with a much stronger focus on due diligence.
“What I am seeing is buyers carrying out much stronger due diligence,” says Megan.
“Even when banks aren’t requiring builder’s reports, many buyers are still getting them done for their own peace of mind.”
Pricing and presentation have never mattered more
This growing ‘information driven’ mentality means purchasers are asking more questions and scrutinising properties far more closely than in previous years. Hidden maintenance costs, compliance concerns, infrastructure issues and future expenses are all becoming critical considerations before buyers commit.
For vendors, this makes accurate pricing more important than ever.
“The day a property launches, the stopwatch is on,” says Dallimore.
“Those first few weeks are absolutely critical to getting the pricing right.”
And in a market where buyers have choice and confidence to move on quickly, overpriced properties can lose momentum fast.
“If buyers don’t see value, they simply walk. You really don’t get a second chance - it’s ‘next!’.”
Megan says one of the biggest mistakes vendors can make is holding firm on unrealistic price expectations while enquiries begin to slow.
“If the phones aren’t ringing or the emails aren’t coming in, you need to act. Price adjustments need to happen sooner rather than later because once a property starts lingering, buyers begin perceiving that something must be wrong with it.”
She believes pricing and marketing now work hand in hand more than ever before.
“You can’t have one without the other. Strong marketing will drive buyers to the property, but pricing is what ultimately gets them through the door and emotionally engaged enough to act.”
Standing out online is now essential
Marketing itself has also evolved dramatically, particularly across social media and digital platforms. House hunters are no longer satisfied with a standard online listing and a handful of photos. Instead, they expect engaging campaigns that create connection, personality and visibility.
“For agents, whether it's feeding eels in a pond on a lilo, jumping into a pool in their Sunday best, or doing something completely unexpected, it's game on. Creativity is huge. Buyers want to connect with the property, but they also connect with the personality and energy behind the marketing,” says Megan.
“The exposure that creative marketing generates absolutely has buyers wanting more. It creates conversation, shares, engagement, and curiosity, and that’s exactly what you want in a competitive market.”
While not every campaign needs to be bold or unconventional, Megan says the days of simply putting a listing online and hoping for the best are gone. In a highly competitive digital environment, effective marketing is about capturing buyers' attention and generating genuine interest. Whether through creativity, quality presentation or strong digital exposure, the goal is the same: getting the right buyers engaged with the property.
Sustainability and transparency are influencing sales
Beyond presentation and pricing, property features themselves are also influencing whether listings sell quickly or sit on the market.
Sustainability and affordability-focused features are increasingly becoming deal-makers - or deal-breakers.
“Things like good heating and cooling systems, solar power, extra water tanks, insulation, heat transfer systems, and energy-efficient homes are all becoming increasingly attractive,” says Megan.
And with household budgets continually under pressure, buyers are thinking long term about the total cost of ownership, not simply the purchase price.
“People are not just thinking ‘can we live here?’, but ‘can we afford to run this property comfortably into the future?’.”
Transparency is another major factor shaping buyer confidence. Megan says buyers now expect clear disclosures and readily available documentation from the outset.
“Disclosures to buyers are paramount in the process. Without these upfront, there is no trust.”
Providing access to LIM reports, council files, compliance information and relevant disclosures early in the process can significantly improve buyer confidence and streamline negotiations.
“At the end of the day, transparency builds confidence, and confident buyers are far more likely to move forward with a property,” she says.
For vendors wanting their property to stand out in today’s market, Megan’s advice is simple: invest in quality marketing, stay visible, and don’t be afraid to try something different.
“You can’t sell a secret,” she says.
“It all starts with good photos. First impressions online are everything, and buyers will often decide within seconds whether they want to click on a listing or keep scrolling.”
Above all, she believes the most successful vendors are those who present their property honestly, adapt to market feedback, and remain engaged throughout the sales journey.
“Real estate is always changing, and the minute you stop marketing is the minute the phone stops ringing. The agents and vendors willing to evolve, respond to changing market conditions and show up consistently are the ones that stay relevant in the market.”
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