23 Jan 2026
Words Leah Bursztynowicz Informer

Travelling North

Our Far North Queensland broker Leah has had an exceptional first year. She’s listed over $40 million worth of accommodation assets across Far North Queensland and settled some major deals.

Her two largest were the freehold going concerns of the 81-key Cairns Queens Court to Sydney-based Quay Wholesale Fund Services for over $10 million and the 48-key Mission Beach icon Castaways Resort & Spa to Travel + Leisure Co., the world’s leading vacation ownership company.

Leah has sold right across the price and asset spectrum, including the management rights to the 17-unit Saltwater Luxury Apartments in Port Douglas and 35-unit Trinity Beach Club, near her Cairns’ home.

How’s the market shaping up?
We ask her that and more in this Q&A.

What’s driving demand, Leah?

The underlying driver for most buyers is clear: regional markets consistently deliver significantly higher returns than metro areas. The word has spread, and buyers now recognise that the returns achievable in North Queensland simply can’t be matched in the major cities.

In the freehold going concern space, buyers are securing properties on significantly stronger yields than those available in the metro markets. When you compare the returns to what you’d typically see in Brisbane or along the Gold and Sunshine Coasts, it’s easy to understand why investors recognise such strong value in this region.

For example, one of my clients sold all of his management rights in Brisbane and relocated his entire business to North Queensland. ResortBrokers sold his portfolio in Brisbane, and after securing a strong deal on a management rights business up here, he’s now actively looking for more. In this region, you can often secure management rights with returns exceeding 23%, meaning investors can recover their initial outlay far more quickly than in the metro markets. Try finding another investment that delivers returns like this… I’ll wait.

What are buyers looking for?

We’re seeing a lot of mum-and-dad buyers, particularly in management rights, chasing a sea change up here. Many are from down south, people who’ve holidayed in Port Douglas or Cairns, fallen in love with the lifestyle and decided they’d like to relocate and ‘buy themselves a job.’ I’ve come across that scenario countless times. And it makes sense: the buying is good, the returns are strong and the lifestyle is hard to beat!

Look at Cairns, it’s not a sleepy country town anymore — it’s quite progressive. We’ve got everything you’d find in a major city, including one of the busiest international airports in the country. From here you can fly directly to Japan, China, Singapore, New Zealand, Bali or Fiji.

For management rights buyers, Cairns’ northern beaches are the standout hotspot, just 20 minutes north of the CBD.

In the freehold going concern space, assets are tightly held, but the demand is crazy! I’m getting at least 10 serious enquiries a week from buyers with strong capacity. The sweet spot is properties up to $5 million. Anything in that range barely hits the market before it’s snapped up. This isn’t just the trend for Cairns and the coast — buyers are also willing to explore more remote areas, like Mount Isa, where the returns are exceptional.

Speaking of which, you’ve recently returned from Mt Isa. How was your visit?

Other than it being 35 degrees at the start of Spring?

My zone goes all the way out to the Northern Territory border, so I’ve just returned from Mt Isa, Julia Creek and Cloncurry too.

The outback segment of this market is driven by farming, mining and grey nomad tourism. Occupancy is super high out there as supply outweighs demand.

For leisure operators, the bulk of their annual revenue is made in just three months — June, July and August — when every caravan park will be packed with grey nomads who’ve booked months and months in advance. It’s standing room only!

Once tourist season winds down, operators shift their focus to workers. In some towns, mining companies have even purchased or leased entire parks to guarantee long-term accommodation for their workforce.

How’s the market different going east?

The outback market folds into the Atherton Tablelands. It shares that grey nomad appeal but has the benefit of being much closer to the coast. It’s very much a drive market, with strong demand from both tourists and workers.

The east coast stands as its own market, with Cairns at the centre. Cairns is the jewel in the crown of Queensland tourism, with the Great Barrier Reef right on its doorstep. It’s a world-class destination that draws visitors year-round, not just for the reef but as the gateway for the broader Far North Queensland experience including the World Heritage Daintree Rainforest.

Beyond tourism, Cairns is a true regional hub. Visitors fly or drive in for work, so the city supports a strong corporate market alongside its leisure appeal. This blend of business and tourism makes it one of the most dynamic markets in the state.

You’ve been with us for about a year now. What’s the biggest thing you’ve learned in that time?

To be honest, when I first started I thought the job would be very real estate agent like, and I wasn’t sure I was going to like it! I’ve worked in different industries in sales, but I never really had an interest in being a real estate agent.

But this job really leans into my tourism background, and I love it! I know the markets, I’ve spent a lot of time across all of them: the outback, the rainforest and Cairns itself. I understand the seasonality of the leisure trade as well as the corporate side, and that insight has been a real advantage.

On top of that, I already knew many of the properties I’ve listed. Knowing who stays at these places, why they travel and what drives occupancy makes a huge difference. It means when I’m selling, I’m not just selling a building — I’m selling an operating business I genuinely understand.

It’s very different from selling houses. If you’re selling a home, you’re not telling the buyer how they’ll live in it or what furniture they should use. But in motels or management rights, the broker plays a much deeper role. You’re across the financials, and you can talk to a buyer about how to run the business, where the opportunities are and what changes could make it more profitable. You’re not just passing over the keys; you’re a lot more involved in the transaction and matching the right business to the right buyer.

Any listings you haven’t taken on?

Plenty. My approach has always been built on complete honesty, and I make that clear from the very first meeting. If I don’t believe I can sell a property, I won’t take it on – I don’t want to waste anyone’s time. And if I know a seller’s price expectations are far above what the market will pay, I’d rather have that conversation upfront than set them up for disappointment. You’ve heard us say at ResortBrokers, ‘We’re selling agents, not listing agents.’ Well, it’s true!

Our appraisals are data driven that reflect true market conditions. When we list a property, we position it at the upper end of a defendable range. That way, if buyers push back on price, we can stand our ground with confidence because we know the figures are supported by solid data.

Looking ahead, how’s the market looking for the remainder of FY26?

With interest rates dropping, you can see the confidence in buyers. Strong offers are being made with certainty and conviction. That trend is driving increased competition, and high-quality assets are moving quickly.

At the same time, building costs remain extremely high, which means there are little to no new developments in the pipeline. Savvy vendors who understand this dynamic are well positioned to achieve excellent results. If I was a vendor, I’d be taking advantage of current market conditions. If you have a good property, you’re going to get a great price for it. END