There’s no single silver bullet explaining why some homes sell quickly, attract multiple offers and fetch the full asking price, but certain factors consistently push properties ahead of the pack.

While price is the most obvious contributor, it’s far from the only one. Assuming the price is spot-on, two other key elements come into play: market dynamics and property presentation.

Some property types are always in demand, while others become the flavour of the month because of neighbourhood, architectural style or lifestyle appeal. When those “hot property” windows open, savvy sellers who are ready to list can often achieve results above market expectations.

Timing plays a role, but so does guidance. A smart estate agent will advise you when the right moment is approaching.

Presentation and condition, however, remain the true game-changers. Regardless of whether the market is booming or cooling, well-maintained, move-in ready homes consistently outperform the competition. Buyers are drawn to homes that look great, feel fresh, and require little to no immediate work.

While the idea of a ‘fixer-upper’ appeals to some, most buyers want to avoid the cost, time and stress of renovations. This is backed by both experience and data: homes in good condition sell faster and closer to the asking price.

Consider two identical homes. One is newly refurbished and listed at R4-million. The other, in need of R1-million in upgrades, is priced at R3-million. While the values technically align, the renovated property typically sells first – and often for more. Why? Because the buyer sees not just financial value, but also time saved and immediate lifestyle benefit.

Buyers are also cautious. Renovation costs can spiral, and a quoted R1-million can easily become more. Meanwhile, a well-finished home makes an impact in the first five seconds – that crucial moment when desire is sparked.

We recently sold two refurbished homes and achieved full asking prices within a week of going to market – both with back-up offers in place. In the same neighbourhoods, similar homes in a tired state are still sitting unsold weeks later.

That’s not to say you should rush out and spend huge sums on a full renovation before listing your home. But it is a reminder that properties that present well and offer buyers immediate enjoyment, consistently outperform others. In most cases, the homes that stand out are those that have been carefully prepared and thoughtfully finished.

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