Following the recent 25-basis-point repo rate hike, which lifted the prime lending rate to 10.5%, many agents are once again dealing with buyers who were ready to sign an offer to purchase but now want to “wait and see.”
According to Antonie Goosen, Principal and Founder of Meridian Realty, this is where agents need to move from selling a property to guiding a financial decision.
“The first step is not to dismiss the buyer’s concern,” says Goosen. “A rate hike affects affordability and confidence, so the agent needs to acknowledge that. But then the conversation must move from short-term fear to long-term value.”
He says agents should show buyers what the increase actually means in monthly repayment terms, rather than allowing the headline rate hike to dominate the decision. “In many cases, the difference may be less than the buyer imagines. Once you quantify it, you can then compare that short-term increase with the risk of waiting, especially in areas where stock is limited and prices have shown long-term resilience.”
Goosen says Property24’s historical price trends are useful because they help buyers see how property values have moved over time in a specific suburb or property type. Property24’s trends tools show long-term sale, asking price and sectional title data using deeds office and listing information. “Buyers often make decisions based on today’s anxiety. Historical trends help them see the bigger picture. If the area has shown consistent growth over five or ten years, waiting for perfect conditions may cost more than buying in a slightly higher-rate environment.”
His advice to agents is simple: educate, don’t pressure. “A good agent helps the buyer understand the numbers, the area, the stock levels and the long-term opportunity. The goal is not to force a decision, but to give the buyer enough clarity to make a confident one.”
READ: Repo rate hikes to 7%, prime lending rate hits 10.50%
When a buyer who is ready to sign suddenly pulls back because of a 25-basis-point rate increase, Morné Prinsloo | Local Real Estate Agent in Roodepoort and Krugersdorp | REMAX Town and Country says he does not try to talk them into signing immediately. He gives them perspective first. A 25-basis-point hike on a R1.5 million bond translates to roughly R230 more per month. That is real money, and he takes it seriously. But will also ask the buyer to weigh that figure against what waiting typically costs in the West Rand market.
What Property24 Historical Trends Show
Property24 data for suburbs like Helderkruin, Little Falls and Constantia Kloof shows consistent price growth over the past decade, interrupted briefly during the pandemic years but recovering firmly since 2022. A buyer who waited out a rate concern in 2020 found themselves competing for the same stock at materially higher prices in 2021 and 2022.
"I pull this data up during the conversation. I show the buyer the average price per square metre for the suburb they are interested in, plotted over five years. The line does not move in a straight line, but the direction is clear over time. Sitting on the sidelines has a cost, and that cost is measured in rand per square metre," says Prinsloo.
The Rate Context Matters
South Africa's prime lending rate moved to 11.75% following the May 2026 hike, after a cumulative 175 basis points of cuts between September 2024 and May 2026. Even with this adjustment, the rate environment is more favourable than it was at the peak of the hiking cycle in 2023. "I put those numbers in front of the buyer so they understand where we actually sit. I also remind them that a bond application locks in the purchase price. If they wait six months and prices in the suburb rise by 4%, the bond repayment increase from that price movement will likely exceed what they saved by waiting for rates to soften," he says.
How I Frame the Conversation
Prinsloo says he does not pressure buyers. What he does, is give them the full picture so they can make an informed decision rather than an emotional one. He says something like this: the rate moved 25 points, which adds roughly R230 to your monthly instalment on a R1.5 million bond. But if this property is listed at the right price today, the chance of it being cheaper in six months is low. "What I can tell you is what similar properties sold for in this street over the past 18 months, and what they are listing at now.
"Most buyers, once they see the data, choose to proceed. Those who still want to wait I keep engaged. I send them monthly market updates for the suburb and flag new listings that match their criteria. When they are ready, I am there," he explains.
The Takeaway
"Hesitation after a rate hike is rational. My job is to replace uncertainty with data. Property24 historical price trends do most of the work once a buyer can see them in front of them," he says.
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