One of the most misunderstood aspects of selling investment property is the assumption that more buyers always lead to a higher price. In reality, matching the property to the right buyer can deliver a faster result, better terms, and a smoother campaign—especially off-market. Genneva Smarrelli’s approach is built on precision targeting: focusing on serious, financially qualified buyers who value what your property specifically offers.

There are two main buyer groups for off-market apartments and units: investors (including yield-driven buyers, SMSFs, and rentvestors) and owner-occupiers seeking unique opportunities, such as affordable entry points, long-term capital growth, or lifestyle locations. The process starts by digging into the data for your property, including floor size, rental return, owners corp fees, ongoing costs, historical maintenance, and location. Only then does Genneva build a targeted profile of likely buyers.

Genneva’s database and the Collings buyer portal are at the core of this strategy. Rather than casting a wide advertising net, she connects with buyers and buyers’ agents whose criteria already match your property. For example, a studio or one-bedroom unit is more likely to be owned by an investor focused on numbers and cash flow, while a newly renovated apartment on High Street Northcote could attract first-home buyers or lifestyle upsizers.

A crucial lesson from years of campaigns: Some properties you expect to attract only investors end up being most popular with owner-occupiers, and vice versa. That is why Genneva always tests assumptions and adapts fast if the first wave of interest comes from a different group than expected. She recalls one apartment she assumed would sell to an investor based on the numbers, but owner-occupiers quickly became the main buyer group once inspections began. This experience was a reminder never to box a property in too early.

For investors, strength is measured in yield, ongoing costs, tenant demand, and low-maintenance fundamentals. These buyers often move quickly if the numbers stack up and they know what they want. For owner-occupiers, condition, layout, lifestyle fit, and “feel” during an inspection are often the deciding factors. The best agents, Genneva included, build and update their buyer pool with careful qualification (pre-approvals, clear motivation, ability to proceed).

A true off-market database agent like Genneva will actively communicate with every serious prospect, use direct outreach, and negotiate based on both price and terms. This maximises the chance of genuine competition even off-market, without public advertising. Each deal involves detailed feedback to the vendor, continuous qualification of buyers, and transparent updates every step of the way.

Want to better understand who your apartment or unit will attract? For a custom, database-driven strategy and off-market appraisal, contact Genneva directly at https://www.collings.com.au/portal.