Melbourne Market Insights Live Event Panel

Expert Panelist Darren Blair, Blair Property Group; Michael Lang Savills Australia; & Corey Nugent, Resilience Insurance

Market Insights EP 108: From Development to Delivery Live Panel

Filmed at the Melbourne Market Insights Live Event 3 September 2025, we’re joined by Darren Blair (Blair Property Group), Michael Lang (Savills Australia), and Corey Nugent (Resilience Insurance) to unpack the current challenges and opportunities in property development, project marketing, and consumer confidence.

From shifting buyer demand to new government regulation and the critical role of trust in project delivery, this discussion sheds light on how industry leaders are navigating a complex market.

Melbourne’s appeal to interstate buyers

While Melbourne’s local buyer sentiment remains subdued, Darren Blair noted a resurgence of interest from interstate purchasers, particularly from Sydney and Queensland.

“We’re seeing a huge influx of Sydney buyers – SMSFs, investors – looking at Melbourne as the next opportunity,” Blair explained. “The yield story is strong, and while local confidence is still catching up, interstate demand is driving momentum.”

Michael Lang echoed this, pointing out that around 15–20% of interest in Melbourne projects now originates from New South Wales, driven largely by channel groups that previously directed buyers into Queensland.

Supply, launches and lead generation

Lang highlighted that one of the biggest shifts in the last 12–24 months has been simply getting projects delivered.

“Stock has been tight. Very few launches were happening, but this year we’re seeing larger projects starting to move. The challenge has been having something to sell,” he said.

He also noted that lead generation has changed significantly, with social platforms and content marketing becoming central to attracting and nurturing buyers. “How you engage has changed a lot. Buyers are more informed, and you need to meet them where they are.”

Regulation, insurance and buyer confidence

Corey Nugent outlined the impact of Victoria’s newly introduced strata bond regime and the role latent defects insurance (LDI) plays as an alternative.

“Developers often see regulation as a cost, but LDI is about shifting risk off balance sheets while building long-term consumer confidence,” Nugent explained. “It’s a 10-year product that reassures buyers their purchase is protected. In markets like NSW, we’ve already seen it deliver a price uplift and stronger conversion rates, particularly among downsizers.”

This assurance, he argued, is critical at a time when trust in developers and builders is under scrutiny.

Matching product to market

The panel also emphasised that no single product type is dominating demand. Instead, the key is aligning product with a clear exit strategy.

Blair pointed to recent projects in Brighton and St Kilda Road as examples: “For downsizers, it’s about journeying with them and understanding their unique needs. For mixed projects like Louise, it’s about recognising a wider pool of buyers – from first-home buyers to investors – and tailoring accordingly.”

Government initiatives, such as the 5% deposit scheme with no LMI for properties under $950,000, are expected to help stimulate activity, though limited supply at that price point remains a challenge.

Building trust through delivery

For buyers, confidence is now as important as price. Lang stressed that trust in both the developer and builder is essential.

“Buyers are scrutinising brands like never before – from Google reviews to past delivery track records. You can’t just assume trust anymore; you need to earn it through transparency, detail, and execution,” he said.

The challenger mindset

Blair closed the discussion by positioning Blair Property Group as a “challenger brand,” bringing a fresh perspective to project marketing.

“We act as an extension of the developer’s team – not just as sales agents. With our background in digital and automation, we treat the buyer journey holistically, from first ad impression to settlement,” he said.

Lang added that for Savills, attention to detail and efficiency in development planning sets them apart. “It’s about ensuring the fundamentals stack up – design, efficiency, and a proven track record.”

Looking ahead

Despite market headwinds, the conversation reflected optimism about Melbourne’s resilience, the potential of regulatory innovation to build consumer trust, and the growing sophistication of sales and marketing in the property sector.