28 Apr 2026
Why pricing and presentation are vital in a home sale
Why pricing and presentation are vital in a home sale
Despite access to more information than ever before, many property sellers in 2026 are still falling into the same traps that delay sales or reduce selling prices. In a market that continues to adapt to shifting buyer expectations, digital tools, and economic pressures, avoiding these common mistakes are more important than ever before.
“Selling a home is both a financial and emotional decision, and many sellers let outdated assumptions guide their approach,” says Adrian Goslett, CEO and Regional Director of REMAX Southern Africa. “The most successful sellers today are those who listen to expert advice, understand current market dynamics, and position their properties strategically from the start.”
Goslett further explains that one of the most common mistakes sellers make is overpricing, noting that many sellers base their asking price on personal perception or outdated market conditions, instead of current comparable sales, often leading to properties sitting on the market for extended periods or reducing in price.
Another common issue is poor presentation. While digital listings dominate the early stages of a buyer’s journey, poor-quality photos, cluttered interiors, or unresolved maintenance issues can quickly deter interest. Buyers in 2026 are better informed and expect move-in-ready homes that require minimal work.
According to Goslett, sellers often underestimate the importance of working with a qualified property professional, as many homeowners, encouraged by the abundance of online platforms, attempt to sell independently but find themselves overwhelmed by pricing strategies, legal requirements, and negotiation complexities, which can lead to costly errors or missed opportunities.
“Sellers who take the time to prepare properly and partner with experienced professionals place themselves in a far stronger position to achieve the best possible outcome. If you are considering selling, speak to a qualified property professional who understands your local market and can guide you through every step of the process,” concludes Goslett.
Claude McKirby, Co-Principle for Lew Geffen Sotheby’s International Realty in Cape Town’s Southern Suburbs and False Bay, in a recent article shared some of the most important do's and don'ts to guide homeowners, here is a look at those tips:
Do's of Home Staging
Declutter and Depersonalise: Remove personal items, family photos, and excessive decorations. This helps potential buyers envision their own belongings in the space. Less clutter makes rooms appear larger and more inviting.
Clean Thoroughly: A spotless home suggests that the property has been well-maintained. Pay attention to details, such as cleaning windows, carpets, and even the inside of appliances like ovens.
Neutralise Colour Schemes: If you are going to give the place a fresh coat of paint, use neutral colours for walls and remove any décor that is too bold or quirky. While bold colours may appeal to some, neutral tones have a broader appeal and create a blank canvas for buyers' imaginations.
Highlight Key Features: Draw attention to the property's best features, such as a fireplace, large windows, or hardwood floors. Use furniture and décor to frame and highlight these elements even if it means moving around some items to better highlight these features
Improve Kerb Appeal: The exterior of your home is the first thing buyers see. Ensure the lawn is mowed, hedges are trimmed, and the entrance is welcoming. Consider adding a fresh coat of paint to the front door and planting flowers or even placing attractive pot plants next to the entrance.
Create a Cohesive Style: If you are going to bring in furniture or décor to fill up empty spaces and improve the overall effect or semi-furnish an empty property, choose a consistent style for furniture and décor that complements the home's architecture. This creates a harmonious look that is pleasing to the eye.
Light It Up: Ensure all rooms are well-lit. Open curtains and blinds to let in natural light and also use lamps and light fixtures to brighten darker areas. Good lighting makes spaces feel larger and more inviting.
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