18 July 2025
When it comes to selling property, one of the most important – yet often overlooked – steps is getting the price right from the get-go. Overprice, and you risk scaring off serious buyers. Underprice, and you might be leaving hard-earned cash on the table. Striking that sweet spot requires more than a gut feeling – it needs a professional valuation and a solid grasp of the current market.
“Pricing a home correctly is both an art and a science,” says Craig Mott, National Sales Manager for the Rawson Property Group. “It’s not just about what you think your property is worth, or what your neighbour sold for last year. A professional valuation considers far more factors and provides the foundation for a successful sale.”
The Professional Advantage
While some sellers attempt a DIY approach based on online estimations or hearsay, Mott warns that this can be a costly mistake. “An experienced agent conducts a thorough Comparative Market Analysis (CMA), comparing recent sales of similar properties in your area, current listings, and overall market trends,” he explains. “This forms the basis of an accurate, market-aligned price recommendation.”
Unlike municipal valuations – often outdated or based on broad averages – a professional CMA considers the unique features and condition of your home, from finishes and flow to location and kerb appeal. It also reflects the dynamic supply and demand trends that are constantly shifting in South Africa’s diverse property landscape.
Demand-Driven Pricing
Understanding buyer demand is key to setting a competitive price. In high-demand areas, a well-priced property can spark bidding wars. In slower markets, pricing just below the perceived value can generate more interest and potentially lead to a quicker, stronger offer.
“Buyers today are incredibly informed,” Mott says. “They’ve done their homework, they’re
comparing multiple properties, and they can spot an overpriced home immediately. You’ve got one shot to make a first impression, and price is one of the first things they see.”
According to Mott, overpriced homes tend to stagnate on the market. The longer a listing lingers, the more buyers wonder what's wrong with it. This often forces sellers to drop the price anyway – sometimes below what they could have achieved with a better initial strategy.
Finding the Sweet Spot
The goal is to price your property in a way that maximises your return, while still appealing to the widest pool of qualified buyers. That sweet spot sits at the intersection of your property’s true market value and buyer psychology – where your asking price feels fair, but still leaves room for healthy competition.
“Too low, and buyers get suspicious. Too high, and they don’t even bother to look,” says Mott. “The right price creates urgency, attracts attention, and gets buyers through the door.”
Pricing for Visibility
In today’s digital-first property landscape, pricing can also determine how visible your listing is to potential buyers. Most property websites allow users to search within specific price brackets – for example, R1 million to R1.5 million, or R2 million to R3 million.
“If you price your property at R1.505 million, it won’t show up in searches capped at R1.5 million,” Mott explains. “That tiny difference can mean hundreds of missed views online. By pricing just below a popular threshold – say R1.495 million instead – your home reaches a wider audience and appears in more filtered search results.”
This small adjustment can give your listing a significant advantage in the competitive online marketplace, often resulting in more enquiries and quicker sales.
The Rawson Edge
Rawson Property Group offers professional, obligation-free Market valuations as part of their commitment to helping homeowners make informed decisions. The service includes an in-person assessment by a local property expert, supported by a detailed CMA and strategic advice based on real-time market conditions.
“Our goal is to empower sellers with knowledge and confidence,” Mott adds. “The right market valuation can mean the difference between a property that sells quickly for a great price and one that struggles to attract interest. It’s a step no seller should skip.”
Ready to list smart?
Whether you're preparing to sell soon or just curious about your home’s current value, a professional valuation is the best place to start. It helps you understand where you stand in the market, and how to make your next move your smartest one yet.
