Few things are more frustrating than a home that lingers on the market. Weeks go by, viewings are sparse, and no offers arrive.
READ: Why some homes and areas cost more - Expert insights
According to Antonie Goosen, principal and founder of Meridian Realty, most stagnant sales come down to three factors: price, presentation, and marketing.
“The market may be competitive, but well-priced, well-presented homes do sell,” says Goosen. “When they don’t, one of those elements is usually off.”
1. Price: The biggest stumbling block
Overpricing is the most common culprit. Sellers often focus on what they “need” or what they’ve spent on improvements, but buyers only pay market value.
“If your property is priced too high, it won’t attract offers, no matter how beautiful it is,” Goosen explains.
READ: Simple upgrades that can add thousands to your sale price
Do a proper comparative market analysis with a reputable agent and keep your price aligned with similar homes actually selling in your area.
Find out how much homes in your area are selling for - click here
2. Presentation: First impressions count
A cluttered garden, dated décor, or obvious maintenance issues can deter buyers within seconds. Small, cost-effective fixes - a fresh coat of paint, trimmed hedges, professional cleaning - can make a big difference.
3. Marketing: Reach the right audience
Even a perfectly priced, spotless home won’t sell if nobody knows about it. Listings should include professional photography, an engaging description, and wide online exposure.
Goosen adds that sole mandates often deliver better results because one committed agent can run a focused, strategic campaign.
4. Know when to reassess
If you’ve had no serious offers after three months, the market is sending you a message. Be willing to adjust: review your asking price, refresh your photos, or improve presentation.
Other costs sellers should budget for, according to Skoko Sebola, Principal at Leapfrog Midrand.
While you focus on getting the sale right, remember there are expenses that come with selling, says Sebola:
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Bond cancellation fees - payable to the attorney handling the cancellation (notify your bank at least 90 days in advance).
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Compliance certificates - electrical, water, gas, solar, beetle, and electric-fence certificates are legal requirements.
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Rates, taxes, and levies - these must be fully paid up before transfer.
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Agent commission – agreed as a percentage of the sale price, covering professional marketing and negotiation.
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Moving costs - don’t underestimate the time and money needed for the physical move.
Not every cost applies to every seller, so work with a qualified property professional to identify what’s relevant for your transaction.
READ: How to spot and secure a bargain property in South Africa
A property that won’t sell usually needs a fresh look at its price, presentation, or marketing - and a clear understanding of the selling costs. With realistic expectations and expert guidance, any home can find the right buyer.
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