Frequent Questions about Mike Bentley's Selling Advisory
Service for Australian Real Estate
What exactly is a Sellers Advisory service, and what do you do?
A Sellers Advisory (SA) is an independent professional service that acts on your behalf throughout the entire property sale process — from initial planning right through to settlement. Think of it like having your own solicitor or accountant, but specifically for selling your property.
As your Sellers Advisor, Mike Bentley provides expert, independent guidance on every key decision: choosing the right selling agent, setting the right pricing strategy, preparing the property for sale, reviewing and approving the marketing plan, interpreting offers, and negotiating the best possible outcome — all without conflict of interest.
Unlike a selling agent, whose primary job is to secure listings and earn a commission on the sale, a Sellers Advisor works exclusively for you, the seller. The goal is simple: to help you sell for the highest possible price, in the shortest time, while avoiding the 24 most costly mistakes that overseas owners commonly make.
What is the difference between a Selling Agent and your Sellers Advisory service?
A Selling Agent is appointed to list and market your property to buyers. Their income comes from the commission paid upon sale — which means their primary motivation is to secure a listing (any listing) and get the property sold as quickly as possible, and not necessarily at the highest price.
A Sellers Advisor (SA) (Mike Bentley's service) acts more like your personal property solicitor or accountant. The SA does not sell the property — instead, Mike advises and assists you with every aspect of the sale: selecting and interviewing the right agent, negotiating the commission structure, reviewing the marketing strategy, interpreting buyer feedback, arranging inspection and reports, appointing solicitors and accountants, assessing offers, and guiding you through the negotiation process.
The SA is in constant communication with the appointed selling agent throughout the process, but the key difference: the SA's loyalty is entirely to you. There is no commission on the sale price — just a fixed professional fee for independent, expert advice throughout the process.
What is the difference between a Vendors Advocate (VA) and a Sellers Advisor (SA)?
Both services are designed to help sellers, but they operate very differently.
Vendors Advocate (VA): A Vendors Advocate typically takes over the sales process on your behalf. They may appoint the selling agent, negotiate the agency agreement, and manage the campaign. Importantly, the VA is usually paid from the selling agent's commission, often on a sliding scale. While this may appear cost-free, the fee ultimately comes from your sale proceeds, and the advocate's relationships with particular agents can sometimes influence agent selection.
Sellers Advisor (SA – Mike Bentley's service): A Sellers Advisor acts more like your solicitor or accountant – an independent professional who guides and advises you throughout the sale process while you remain in control of all key decisions. The service is provided for a fixed, transparent professional fee of $3,888, ensuring advice that is independent and focused solely on your interests.
In short: a Vendors Advocate takes over the process, while a Sellers Advisor empowers and advises you while keeping you firmly in control.
How much is the Sellers Advisory fee, and is it worth it?
The fully inclusive Sellers Advisory fee is $3,888.
For many properties valued between $450,000 and $950,000, this represents approximately 0.5% of the selling price. Against the possibility of achieving an additional $10,000, $20,000 or more through better preparation, agent selection and negotiation, the fee is often one of the most valuable investments a seller can make.
For investment properties, the fee is generally considered a cost of sale for tax purposes, which may reduce the effective out-of-pocket cost to approximately $2,700, depending on your personal tax circumstances. You should always confirm this with your own accountant or tax advisor.
When you consider that a typical sales campaign from preparation through settlement takes approximately 12–15 weeks, the fee works out at less than $300 per week for ongoing access to professional advice, strategy, contacts and support throughout the selling process.
I live overseas — can I still sell my Australian property without being there?
Yes, absolutely. In fact, most of Mike's clients are overseas property owners doing exactly that. The entire selling process can be managed remotely, with Mike acting as your trusted advisor and representative on the ground in Australia.
```You will typically need to appoint a local solicitor or conveyancer to handle the legal aspects of the sale, arrange a Power of Attorney if you wish someone to sign documents on your behalf, and remain available via phone, email or WhatsApp to approve key decisions and receive updates.
Mike is available six days a week via WhatsApp, phone, Zoom and email, making communication across different time zones straightforward and efficient. Many of his clients are based in Hong Kong, Singapore, Malaysia, the United Kingdom and other international locations.
Having personally lived and worked in both Singapore and Hong Kong for many years, Mike has first-hand experience and a deep understanding of the challenges involved in selling Australian property while living overseas.
Are there any special taxes or requirements for overseas sellers in Australia?
Yes — and this is an area where professional advice is essential.
```As a foreign resident selling Australian property, you will generally be subject to Foreign Resident Capital Gains Withholding (FRCGW), which is withheld from the sale proceeds at settlement unless you obtain a variation certificate from the Australian Taxation Office (ATO).
You should also consider Capital Gains Tax (CGT) implications, as the principal place of residence exemption generally does not apply to overseas owners. There may also be applicable state taxes, duties and reporting obligations in your country of residence.
Mike strongly recommends engaging both an Australian tax advisor and your own local tax professional before proceeding with a sale. Getting the tax position right before listing can potentially save significant amounts of money and help avoid costly surprises at settlement.
Mike is happy to discuss these issues before you commit to any service, ensuring you understand the implications and can make an informed decision about whether and when to sell.
```My property has a tenant. Do I need to wait for the lease to expire before selling?
In most cases, yes. This is one of the most common and costly mistakes overseas owners make, and it is covered in detail in Mike's book. Ideally, you should wait for the tenancy to end or carefully plan the sale around the lease expiry date.
```The reason is simple: most buyers in today's market are owner-occupiers who want to move into the property themselves. A property with a tenant in place immediately reduces the pool of potential buyers and can make inspections more difficult.
Tenants often have little incentive to present the property at its best and may be reluctant to accommodate frequent open inspections. This can significantly affect buyer interest and the overall presentation of the property.
By comparison, an empty, professionally staged property that is readily available for inspections will generally attract more buyers, create stronger competition and often achieve a higher selling price.
That said, every situation is different. If vacating the property is not immediately possible, Mike can advise on the most effective strategy to minimise the impact on your sale result.
Note: In particularly strong or supply-constrained markets, selling with a tenant in place may not materially affect the outcome. Mike can advise based on current market conditions and your specific property.
```How do I know what my Australian apartment is really worth?
This is one of the most important questions a seller can ask. The honest answer is that nobody can predict the exact selling price until the property is exposed to the market and real buyers begin competing for it.
```One thing you should never do is rely solely on your rental agent's appraisal — or, for that matter, any single agent's opinion. Some agents may overquote in order to secure the listing and then gradually condition the seller to accept a lower price after the campaign begins.
Mike's recommended approach is:
1. Obtain an independent valuation from a registered and certified valuer. This provides an unbiased assessment of value and also gives valuable insight into the type of valuation a buyer's bank is likely to obtain.
2. Obtain appraisals from two or three carefully selected local selling agents and compare their opinions against the independent valuation.
3. Develop your pricing strategy based on evidence — not emotion, what you originally paid, what you hope the property is worth, or what an online estimate suggests.
Important: Australian residential property is generally not priced on a square metre basis, unlike many Asian property markets. This is a key difference that often surprises overseas owners and can lead to unrealistic price expectations.
```How do I choose the right selling agent? What should I look for?
Choosing the right selling agent is one of the most important decisions you will make during the entire sales process. Get it right and the benefits can be substantial. Get it wrong and the consequences can be costly.
```Mike recommends always interviewing at least three agents before making a decision.
Key qualities to look for include:
LOCAL EXPERTISE: Your agent should specialise in your suburb and your type of property. An agent based 20 kilometres away who says they can "handle it" is rarely the best choice.
TRACK RECORD: Examine their recent sales history for properties similar to yours in size, style and price range within your immediate area.
MARKETING STRATEGY: Ask exactly what they intend to do during the first 30 days of the campaign. This is often when the strongest buyer interest and highest prices are achieved.
COMMUNICATION: As an overseas owner, you need an agent who is proactive, responsive and capable of communicating effectively across different time zones.
NEGOTIATION SKILLS: The difference between an average negotiator and an exceptional negotiator can easily be worth $20,000 to $50,000 or more on the final sale price.
COMMISSION STRUCTURE: Consider negotiating a tiered commission model, with a lower base rate and a higher incentive above an agreed price threshold. This helps align the agent's motivation with your goal of achieving the highest possible price.
```Should I choose the agent who quotes me the highest sale price?
No — and this may be the single most important warning in Mike's book.
```Choosing an agent simply because they provide the highest price estimate is one of the most common and expensive mistakes sellers make.
What often happens is that an agent provides an inflated appraisal to secure your listing. Once the agreement is signed, they spend the next several weeks gradually "conditioning" you to accept a lower price, explaining that "the market has spoken" and recommending a price reduction.
The result is often disappointing: the property remains on the market longer than necessary, becomes stale in the eyes of buyers, and may ultimately sell for less than it would have achieved with the right agent from the outset.
Choose your agent based on their local track record, marketing strategy, communication skills and negotiation ability — not on who tells you what you want to hear.
```Should I use my property manager to sell my apartment?
In most cases, you should be very cautious. Mike identifies this as one of the most common mistakes made by overseas property owners — and potentially one of the most expensive.
```Your property manager may offer to sell your property at a discounted commission as a gesture of loyalty. While this may sound attractive, there can be other motivations at play.
Because they already manage the property and possess all the relevant information, listing the property often requires very little additional effort. They may also wish to prevent you from comparing alternative agents, particularly if there is a risk they could lose the management agreement.
The potential drawbacks include:
• They may not be the strongest sales agent in your area.
• They may not even be located close to your property.
• Their primary expertise may be property management rather than residential sales.
• They may be more focused on securing a quick sale than achieving the highest possible price.
Always put your property manager into competition with at least two or three specialist local selling agents. If they are genuinely the best choice, they can earn the listing. Just don't award it automatically.
```What is property staging and do I really need it?
Property staging — also called styling — is the professional furnishing and presentation of your property for sale.
```For overseas owners with vacant or tenant-occupied investment apartments, it is often one of the highest-return investments you can make prior to selling.
Today’s buyer market is dominated by owner-occupiers, not investors. These buyers are looking for a home they can emotionally connect with and move into immediately. A bare or unfurnished apartment rarely achieves this effect, whereas a professionally staged property can significantly enhance buyer appeal.
Professional staging typically includes high-quality furniture, artwork, bed linen and styling accessories, as well as recommendations for minor repairs and decluttering improvements.
In many cases, the cost of staging is recovered several times over through stronger buyer interest, faster sale times and improved sale prices.
For overseas owners, Mike can coordinate staging on your behalf through trusted local providers, meaning you do not need to be physically present in Australia.
```What marketing do I need to pay for, and how much should I spend?
Marketing is not optional — it is essential. Even a well-priced, well-presented property will struggle to sell if buyers are not aware it exists.
```The first 30 days on market are critical, as this is when buyer interest is strongest and the largest pool of active buyers is available.
Core marketing components for apartments in Melbourne, Sydney and Brisbane typically include:
• Premium listings on realestate.com.au and Domain (the two dominant property portals)
• Professional photography
• Floorplan
• Social media promotion
• Digital advertising campaigns targeting relevant buyer profiles (where appropriate)
Be cautious of agents who attempt to minimise marketing spend, as this can indicate underinvestment in your campaign. Equally, be wary of agents who take marketing funds upfront and then dilute them with excessive “admin”, “copywriting” or “service” fees without delivering genuine marketing impact.
A reasonable benchmark is 0.5% to 1.2% of the expected sale price for a well-executed marketing campaign.
Mike ensures every marketing dollar is accounted for and directed toward genuine property promotion rather than agency overheads.
```What is auction versus private sale — which is better for overseas owners?
Both auction and private sale can be effective, and the right choice depends on your property type, location, market conditions and buyer profile.
```AUCTION: The property is sold to the highest bidder on the day. Auctions create urgency and competitive tension, and when successful, result in an unconditional sale with no subject-to clauses. However, it is important to note that around one-third of auction-listed properties do not sell on the day and are sold prior or withdrawn.
PRIVATE SALE (Expressions of Interest / Offers): The property is listed with a price guide and buyers submit offers. This method allows for more flexibility in negotiation, timing, and decision-making.
For many overseas owners, private sale is often more manageable as it avoids fixed auction deadlines and provides more time to evaluate offers carefully.
Mike will recommend the most appropriate strategy based on your specific property and current market conditions.
```How long does it typically take to sell an apartment in Melbourne or Sydney?
The realistic answer is that well-prepared properties should attract strong buyer interest within the first 3–4 weeks.
```A successful sale is often achievable within 4–8 weeks when the property is correctly priced, presented and marketed.
However, market data shows a very different outcome for poorly prepared listings: in mid-2026, over 60% of Australian properties remain unsold after 90 days, and in Melbourne, approximately 19% of listings remain on the market after 6 months.
The full process — including preparation, marketing, negotiation and settlement — typically takes around 12–15 weeks in total when managed effectively.
The single most important factor influencing time on market is the first 30 days. Properties that are correctly priced, well presented and properly marketed during this window consistently achieve faster and stronger outcomes.
This is a core focus of Mike’s advisory service.
```How do I handle offers and negotiations from overseas?
Yes — negotiations can be managed entirely from overseas. Mike handles this process for clients on a daily basis.
```Key principles during negotiation:
Always insist on written offers. Verbal offers are not binding and should never be relied upon.
Your agent is legally required to present all written offers to you, regardless of their view on the offer.
Early offers are often the strongest. The first open inspections typically generate the highest level of buyer interest, and that buyer pool usually reduces over time.
Never disclose your minimum price expectations. This information can be used against you during negotiations.
Stay calm and evaluate each offer objectively, considering price, settlement terms, deposit size, and any conditions such as finance approval, building inspection, or bank valuation.
Mike provides independent assessment of every offer, ensuring you have a clear, unbiased second opinion before making any decision.
```What does 'subject to bank valuation' mean, and should I be worried?
An offer "subject to bank valuation" means the buyer’s lender must independently value the property at or above the agreed purchase price before approving the loan.
```If the bank values the property lower than the contract price, the buyer may be unable to complete the purchase, which can place the sale at risk.
This issue is particularly relevant for apartments, where bank valuations can sometimes come in below the contract price — especially in buildings with multiple similar units or limited comparable sales data.
This is why obtaining an independent valuation before going to market is so important. It provides a realistic benchmark of what lenders are likely to support and helps reduce the risk of accepting an unsustainable offer.
Mike assists in assessing the risk level of any “subject to valuation” condition in offers received.
```What does the $3,888 Sellers Advisory fee include?
Mike’s fixed professional fee of $3,888 covers full end-to-end advisory support throughout the entire selling process, typically 12–15 weeks.
```The service includes:
• Full advisory support from initial consultation through to settlement
• 6 days-a-week access via WhatsApp and email
• Independent property assessment and pricing strategy guidance
• Assistance selecting and interviewing the right local selling agent
• Review and negotiation of the agency agreement and commission structure
• Review and approval of marketing strategy and expenditure
• Coordination of building/strata reports, valuation and staging (via trusted contacts)
• Interpretation and advice on all offers received
• Negotiation support and strategy guidance
• Post-sale support through to settlement
Important: The fee does NOT include selling agent commission, marketing costs, valuation fees, building or strata reports, staging costs, or legal/conveyancing fees — these remain separate third-party expenses.
```Do I still need to pay a selling agent's commission if I use your service?
Yes. Mike’s advisory fee and the selling agent’s commission are completely separate.
```Mike is not a selling agent — he acts as your independent advisor and advocate throughout the sale process.
The selling agent you appoint (with Mike’s guidance) will typically charge a commission of 1.5% to 3.5% of the final sale price, depending on location, property type and negotiated terms.
A key part of Mike’s role is helping you negotiate a more effective commission structure, often including a tiered incentive model (lower base fee plus higher commission above a target price). This ensures the agent is financially motivated to achieve the highest possible outcome, not just a quick sale.
In many cases, the additional sale price achieved through better strategy, agent selection and negotiation more than offsets all professional fees combined.
```Is your fee tax deductible?
For investment properties, the Sellers Advisory fee is generally considered a deductible cost of sale.
```This means it may reduce your capital gain and therefore reduce the amount of Capital Gains Tax (CGT) payable on the sale.
In practical terms, this can reduce the effective after-tax cost of the $3,888 fee by approximately 30%, bringing the net cost for many investors closer to around $2,700, depending on individual tax circumstances.
Important: Tax treatment varies depending on your residency status and personal financial situation. Mike strongly recommends confirming the exact treatment with a qualified Australian tax advisor and your local accountant before relying on any assumptions.
```How do I get started?
Getting started is simple. You can contact Mike directly using the details below:
```Email: michael@citylifeproperty.com
WhatsApp (Australia): +61 48 314 999
WhatsApp (Hong Kong): +852 9031 9669
Mike offers an initial consultation to understand your situation, timeline and goals, and to answer any questions before you decide whether to proceed.
Whether you are planning to sell in 3 months or 3 years, early planning can make a significant difference to your outcome. Key decisions such as tenancy timing, preparation, staging, pricing strategy and agent selection are often best made well before the property is listed.
Early preparation = stronger sale outcome.
```Mike Bentley is a highly experienced Australian property professional who is an expert in assisting overseas investors and property owners sell their Australian residential property, including apartments, townhouses and houses.
With decades of experience in the Australian property market, Mike has developed a deep understanding of the unique challenges faced by overseas owners, including agent selection, pricing strategy, tenant management, long-distance communication, taxation considerations and negotiating effectively from abroad.
Through his Sellers Advisory Service, offered under Citylife International, Mike acts as an independent advisor whose sole focus is protecting the seller's interests and helping them make informed decisions throughout the entire selling process.
His goal is to provide overseas owners with a trusted and experienced professional on the ground in Australia, helping them avoid costly mistakes and maximise their selling outcome.
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