You’ve decided to sell your home - a milestone that’s both exciting and a little daunting. “There are several things to consider when you’re about to list your property,” says Giel Viljoen, Principal at Leapfrog Stellenbosch. “Don’t go into it blindly. Be sure to arm yourself with knowledge and the right tools to maximise your sale price.”
Right now, the South African property market is sluggish. Transaction volumes remain lower than pre-pandemic levels, and homes are taking longer to sell. “That means competition is tough for sellers. On the other hand, buyers have more time, options and bargaining power,” Viljoen explains.
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Pricing and presentation
Pricing your property correctly is critical. “It’s tempting to use your neighbour’s asking price as a benchmark, but that can be misleading,” Viljoen notes. “Location, erf size, layout, outdoor spaces, and extras such as a pool or entertainment area all affect value, and two seemingly similar homes can sell for very different prices.”
Viljoen emphasises removing emotion from the process: “As the homeowner, you may have strong emotional ties to the property, which often translates into an inflated idea of its value. A property professional can help you look at it objectively and set a price that the market will respond to.”
An experienced agent provides a professional appraisal and draws on data from comparable sales, ensuring your property is priced competitively and has the best chance of attracting genuine buyers. “As Barbara Larney from RE/MAX notes, choosing the right agent is crucial - not just for marketing reach, but also to ensure a safe and smooth selling process.”
Staging and showings
“Think of it like selling a car,” Viljoen says. “No one would list a car without giving it a thorough clean and polish. A house is no different. It needs to look its best.”
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Staging doesn’t require expensive renovations. Start by decluttering, tidying up surfaces, and making rooms feel spacious. Neutral paint, fresh flowers, and well-placed décor can add warmth without clutter.
Photography is key - natural light and professional images make a strong first impression online. “A good agent will guide you through this,” Viljoen adds. “It’s our job to showcase your home in a way that makes buyers want to see it in person.”
Showings should appeal to all senses. Ensure the home smells fresh, open blinds for natural light, and add small touches like crisp bedding and clean towels. “Buyers often pick up on details sellers overlook,” Viljoen notes. “Minor fixes such as replacing a lightbulb or adding a lamp are inexpensive but effective.”
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Timing and negotiation
Maximising your sales price is also about timing and negotiation. Discuss with your agent the best time to list. Be clear about your bottom line - buyers will negotiate, and knowing how much you’re willing to move gives confidence. “Flexibility is key,” Viljoen says. “If you start at the right price, the negotiation is smoother, and you’re less likely to scare buyers away.”
Selling a home is one of the most significant financial and emotional transactions most people will make. “Your agent is your partner in this process,” says Viljoen.
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