With sales of Bayside area homes totalling more than $200 million in four years, Tracy Tian Belcher is a vital member of Kay & Burton’s Brighton office.

Born and university-educated in China, Tracy worked in the US before settling in Brighton over 20 years ago. Her interest in property was fuelled by experience as a migration agent and owner of a successful business consultancy, and became a passion as she bought, renovated and sold several homes in the area.

Tracy enjoys travelling with her husband and son, cooking and singing opera. As she continues to sell the “superior” Bayside lifestyle, Tracy sees strong demand for up-market residential properties in the area.

unknown-2_copy.jpg

WILLIAMS MEDIA spoke to Tracy Tian Belcher about the market and the secrets to successfully selling homes off-market.

What are your predictions for the market in your area for the next 12 months?

I think the market will continue to be stable, even strong, for the next 12 months. Bayside real estate offers a “superior lifestyle” that isn’t available in many areas. It’s that special combination of beautiful beaches, quality schools, a plethora of upscale shops, cafes and restaurants, upmarket housing of all types and desirable neighbourhoods that make for comfortable living and an enviable lifestyle. As for the general market, I think the current demand will keep the market going.

img_4126.jpeg

Are you noticing a significant change in buyers and sellers after the 2020 pandemic?

Yes, both buyers and sellers are more cautious and better informed with what’s going on in a particular area. The planning processes for both sellers and buyers are somewhat more needs-driven and lifestyle-driven.

What advice would you give vendors in order to secure the best outcome?

Prepare your property as best you can to showcase your home to prospective buyers. Cosmetic work and styling is essential to connect buyers emotionally —estate agents can use that emotion to achieve a better result for you. Choose agents whom you can trust, who give you honest opinions and have your interests at heart, those who work hard and work with a strategy. There is always a vendor’s dream price and a market price, and our job as the vendor’s agent is to work hard to get sales as close as possible to, or better than, your desired price.

img_7587.jpg

What advice do you give buyers?

Do your due diligence and come prepared. Check comparable sales in the area so you are fully informed, and then look at the overall picture so as to consider if a particular property is the best option, all things considered. If a property meets most of your needs and you like it, don’t hesitate - go forward to purchase it or join the competition to secure it.

What are vendors saying?

Typical comments: “My house is worth 20% more now than last year because the market has gone up” and “The house next door is not as good as mine but sold for $$$, so mine is worth $$$$ now” Unfortunately, such general statements aren’t necessarily true. Every home is unique and there are variations, even in the same suburbs, so many factors determine fair market value. Only estate agents experienced in marketing similar houses in the same neighbourhood can ascertain realistic valuations.

img_8859.jpg

What are buyers saying?

“What’s the price range?” “Can we buy it cheaper?” “Do vendors accept offers with ‘subject to finance’ and other terms?” There are no simple answers. Most of the buyers genuinely want to purchase, but they need the assistance and honest advice and encouragement from knowledgeable and experienced agents in order to secure truly satisfactory properties at the best terms.

Where do you see demand coming from?

I know the first home buyers’ market is very hot. In the Bayside area, we see a mixed range of buyers. For example, single level units or luxury apartments in central locations are predominately purchased by downsizers, mostly those already living in Bayside. Golden Mile properties attract mainly Melbournians interested in upscaling and high-budget overseas buyers.

71fb353aad282a7056720d8380a5f7d58e012d73.jpg

Where are the buyers from?

We see a combination of all types. Most buyers are already Bayside residents — once they know the area, they never want to leave. There are also buyers from other money-belt suburbs seeking a sea change. We do see more and more expats returning home due to the worldwide pandemic and our nation’s relatively fantastic COVID results. These groups are ‘cashed up’ and keen to buy good-quality family homes. Once international borders open up, we expect surge of overseas buyers.

img_6015.jpg

We’ve heard you have made a lot of off-market sales. Is there a secret?

In the past seven years of my real estate career, I have probably sold more properties privately (off-market) than those with market campaigns. I closed a deal for $15 million during the most recent lockdown – hard negotiations online but a quick decision and an unconditional transaction. I am very proud and happy. 

Kay & Burton as a company is renowned for selling premium properties, frequently off-market. We would love to show the world all the properties, but we are very respectful of our clients and their need for privacy. Once again, it’s not about us, it’s always about our clients and our full support for them

dumplings.png

There aren’t any secrets to making these sales, although I do seem to have match-making skills. In fact, I did successfully bring together several couples who are living together happily ever after! I listen carefully, have what some call an encyclopedic knowledge of my sales area and I think outside the box. I’m considered someone with good negotiation skills, a critical trait, and I often seem to be able to find premium properties where seller and buyer find a merging of interests.

​​​​​

img_8532.jpg

What personal hobbies/interests outside of real estate do you enjoy in your down time? 

I love cooking up a storm! I have parties with 30-50 people in my home a few times a year and I do most of the cooking — I thoroughly enjoy it! Travel has been our passion as a family and we can’t wait to take off again when lockdown finishes and travel is allowed. We are heading to South America next! 

img_6599_copy.png

I also enjoy singing opera and have just started learning it formally from a coach. As an amateur, I have sung on a couple of occasions at Senior Citizens’ Club parties. Music makes me happy! 

Keeping fit is also important for me. Walking to the beach with my dog Cookie often makes me feel blessed that I live in such a beautiful part of the world and I am privileged to have a job selling this wonderful lifestyle to my clients.

img_0334.jpg

And finally: What is one thing you have learned in your years as an agent?

Be humble, be consistent and, above all, be strategic. When selling a home, I am always mindful the sale is not about me. It is about my vendors and their homes, so I must work hard. At the same time, it’s important that buyers can trust you and be guided by you. I have also learnt how to put things in perspective when convincing buyers to purchase at a certain price. Vendor and buyer confidence and trust in me, demonstrated transparency, and comprehensive knowledge of current market situations, together with hard, diligent effort on my part, usually ensure that sales go through, with two satisfied parties.

Related reading:

Kay & Burton sells classic Toorak family home as lockdown ends

Prized Beaumaris home sold after inspection hours before Stage 4 lockdown