Market Pricing Strategy
Market pricing strategies for WA developers
Before you take your project to market, Jones uses market insight to establish the right price position and build a strategy that supports the project from launch to final sale.
Backed by a team who know the Perth market
Australia's #1 Residential Sales & Marketing team (REIA Awards 2026)
We look beyond individual suburbs to understand the Perth market as a whole, giving you a clearer view of where your project sits, what buyers are prepared to pay and how competing developments are influencing demand.
We combine market analysis, buyer insight, feasibility and sales experience to determine pricing that reflects both your product and its position in the market.
Led by Steve Jones, our pricing strategy is built around evidence. We analyse demand, comparable projects, buyer price thresholds and commercial performance to help you make informed decisions with greater confidence.
Steve Jones – Managing Director
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Up to 10% added to development returns, and 45% on projects we’ve turned around.
Projects sold out up to 12 months before completion, cutting your holding costs.
Market assessment
Knowing where your project sits and what the market will support.
- Analysis of current and competing developments
- Comparable sales and achievable price points
- Buyer demand and price thresholds
- Assessment of project positioning in the market
- Identification of opportunities to command premium
- Pricing recommendations grounded in market evidence
Pricing and evaluation
Building the right pricing structure across the development
- Residence pricing hierarchy
- Assessment of floorplans, level, views, and specifications
- Logical price premiums across different residences
- Balancing achievable price with buyer demand and sales velocity
- Identification of potential underpricing or overpricing
- Recommendations to protect and maximise project value
Release strategy
Managing pricing as the project moves through the market
- Staged release recommendations
- Selection of product and price points for each release
- Pricing progression between stages
- Coordination of pricing, sales and marketing activity
- Ongoing assessment of buyer enquiry and sales conversion
- Review of competing supply and changing market conditions
- Pricing adjustments as construction and the market progress
Case Study: Marbella Scarborough
70-80 apartments
18 three-level terrace homes
Sold out 12 months before completion, +10% value
Pricing is part of the whole strategy
From early project planning to market positioning, pricing is integrated across development strategy, marketing and sales so every stage works together to support the strongest commercial outcome.
Backed by an industry recognised team
From day one, your project is shaped by the same strategic thinking that has made Jones one of Australia’s leading project sales and marketing teams.
Residential Sales Team of the Year, 2026 REIA & 2025 REIWA Awards
Marketer of the Year, Hayley Patrick, 2026 REIA & 2025 REIWA Awards
Steve Jones
As an award winning businessman and Realtor Steve provides Strategic Project Marketing and Project Sales feasibility solutions across many of Perth markets.
Nicole Jones
Leading Australia’s #1 Project Sales team, Nicole prides herself on providing incomparable customer service through a hands on, professional approach.
Hayley Patrick
REIA Marketer of the Year Hayley brings a hands-on, strategic approach to off-the-plan marketing in WA, with a clear focus on raising the bar.
Annette Henshall
With over a decade of property and project sales experience, Annette helps clients move towards ownership and investment with local knowledge, care and service.
Simon Atkins
With hands-on Perth property experience since 1996, Simon helps clients make confident investment decisions with practical insight, clarity and genuine support.
Brooke Allan
Brooke brings experience across broadcasting, health, hospitality and transport, with strong communication and natural client connection.
Emily Gunther
With experience across hospitality, client relations and real estate support, Emily makes every step feel easy with warmth, care and genuine client connection.
Christina Jones
With extensive accounting experience across manufacturing, construction and related industries, Christina brings precision, care and strong financial knowledge to the Jones team.
Jeremy Wealleans
With over 40 years of banking & finance experience, Jeremy brings a wealth of knowledge to support our clients with their finance requirements.
Frequent pricing questions
When should pricing strategy be considered in a development?
Pricing should be considered early, before the project goes to market. Understanding achievable price points can help inform feasibility, positioning and release strategy, while reducing the risk of relying on assumptions that may not align with buyer demand.
What factors influence off-the-plan property pricing?
Pricing is influenced by a combination of location, product, floorplan, size, views, specification, competing supply, buyer demand and market conditions. We look at how these factors work together to determine where each residence should sit in the market.
How do competing developments affect pricing strategy?
Competing developments help show how buyers are weighing up your project against other options in the market. We use that context to understand where your development should be positioned and whether there is room to create greater value.
How does pricing strategy connect with marketing and sales?
Pricing does not operate in isolation. It shapes how the project is positioned, how it is presented to market and how stock is released throughout the sales campaign. At Jones, pricing is integrated across development strategy, marketing and sales so every stage works towards the same commercial objective.
Can Jones review the pricing strategy for a project that is already in market?
Yes. We can review your existing pricing strategy against current market conditions and sales performance, then recommended where adjustments may strengthen the campaign against progress.
