Selling your home? The essential questions to ask before you list

Selling a home is a significant financial decision, but many sellers focus on the asking price before considering the practical details that will shape the sale.

How should the property be priced? Which costs must be settled? What documents will be needed? And what happens if a buyer discovers a defect after signing the offer to purchase?

Asking the right questions before listing can help you avoid delays, make informed decisions and approach the selling process with realistic expectations. Here are the most important questions to consider.

1. What is my property realistically worth?

The price you would like to achieve and the price buyers are prepared to pay may not always be the same.

A realistic valuation should consider:

• Recent selling prices of comparable properties in the area
• Current competing listings
• The property's condition, size and features
• Local buyer demand
• How long similar homes are taking to sell
• Broader market and lending conditions

Online estimates can provide useful context, but they do not always account for renovations, condition, position within a neighbourhood or features that affect buyer demand. A local estate agent can combine market data with knowledge of current buyer behaviour to recommend an appropriate listing strategy.

Overpricing may seem like a way to leave room for negotiation, but it can reduce interest during the crucial first weeks on the market. If a home remains listed for too long, buyers may begin to assume that there is a problem with it or expect a substantial discount.

2. How much will it cost to sell my home?

The selling price is not necessarily the amount that will reach your bank account. Before listing, request an estimate of the costs that may need to be deducted from the proceeds.

Depending on the property and transaction, these could include:

• Estate agent commission
• Bond cancellation costs
• Rates, taxes and municipal clearance amounts
• Levy clearance amounts for sectional-title or estate properties
• Electrical and other required compliance certificates
• Repairs, maintenance or preparation costs
• Moving expenses
• Capital gains tax, where applicable

Sellers with an existing home loan should also ask their bank how much notice is required before cancellation. Giving insufficient notice may result in an early-termination charge.

Once the likely costs and outstanding bond balance have been considered, you will have a much clearer idea of the net proceeds available for your next property purchase or other plans.

3. Which repairs should I complete before listing?

Not every dated feature needs to be replaced. In many cases, sellers achieve a better return by focusing on maintenance and presentation rather than undertaking an expensive renovation shortly before selling.

Start with problems that could concern buyers or affect an inspection, such as:

• Roof leaks or visible damp
• Plumbing or electrical faults
• Broken windows, doors or locks
• Damaged flooring or built-in fittings
• Peeling paint and neglected exterior areas
• Unfinished building work

Cleaning thoroughly, reducing clutter and improving the entrance can also make the home feel better cared for without requiring a large budget.

Before spending heavily, ask a knowledgeable local agent which improvements buyers in your area genuinely value. A renovation that reflects your personal taste may not necessarily add the same amount to the selling price.

4. What must I disclose to potential buyers?

Sellers should be open about known defects and material information that could affect a buyer's decision. This could include recurring damp, structural problems, roof leaks, boundary disputes, unapproved alterations or defects in fixtures that form part of the sale.

A property condition disclosure document helps record the seller's knowledge of the property's condition. It should be completed carefully and honestly rather than treated as routine paperwork.

The voetstoots clause does not give a seller permission to deliberately conceal a known defect. If you are uncertain about what should be disclosed or how a particular issue may affect the transaction, obtain advice before signing the offer to purchase.

Clear disclosure protects buyers, but it also helps sellers reduce the risk of disputes arising later.

5. Do I have all the necessary plans and documents?

Missing or outdated paperwork can cause delays, particularly when alterations have been made to the property.

Before listing, check whether you can locate or confirm the status of relevant documents, including:

• Approved building plans
• Title deed information
• Existing bond details
• Municipal account information
• Levy statements and body corporate information, where relevant
• Guarantees or warranties for recent work
• Compliance certificates required for the transfer
• Identification and other FICA documents

If structures such as an extra room, carport, covered patio or flatlet do not appear on the approved plans, ask the municipality or an appropriate professional what may be required. Resolving the issue early is generally easier than discovering it after a buyer, bank or conveyancer raises it.

6. How should I choose an estate agent?

The highest suggested asking price is not automatically the best reason to appoint an agent. Compare the reasoning, evidence and service behind each proposal.

Ask prospective agents:

• How many properties have you sold in this area?
• Which recent sales support your recommended price?
• Who is the likely buyer for this property?
• How will the home be marketed?
• How will viewings and buyer feedback be managed?
• How often will I receive progress updates?
• What commission will be charged and what does it include?
• What type of mandate do you recommend?

You should feel comfortable that the agent understands the local market, communicates clearly and can explain the pricing and marketing strategy without making unrealistic promises.

7. Which mandate is right for me?

The mandate records the agreement between the seller and the estate agent. Common options include an open mandate, a sole mandate and, in some cases, an exclusive sole mandate. Each option affects who may market the property, how commission may become payable and how responsibility for the marketing campaign is managed.

Before signing, make sure you understand:

• How long the mandate will run
• Whether it can be cancelled and on what terms
• The agreed commission
• What marketing will be provided
• Whether you may sell the property privately
• What happens if a buyer introduced during the mandate purchases later

A clear mandate helps prevent confusion and gives both seller and agent a shared understanding of the process.

8. What will happen when I receive an offer?

An offer should be assessed on more than price alone. The strongest offer may be the one with the most realistic conditions and the lowest risk of falling through.

Consider:

• Whether the buyer needs bond approval
• The size and due date of any deposit
• Whether the offer depends on the sale of another property
• The proposed occupation and transfer dates
• Any fixtures specifically included or excluded
• Occupational rent if occupation and registration will occur on different dates
• The expiry period of the offer

Do not assume that clauses are standard or harmless. An offer to purchase becomes a binding agreement once it has been accepted in accordance with its terms. Ask the estate agent or conveyancing attorney to explain anything you do not understand before signing.

9. How long could the sale and transfer take?

The timeline depends on the conditions in the offer, the buyer's financing, the readiness of the parties, and the complexity of the transfer.

Possible causes of delay include:

• Outstanding bond approval
• A buyer who must first sell another property
• Missing FICA documents
• Municipal or levy clearance processes
• Building-plan concerns
• Delays in obtaining compliance certificates
• Problems with guarantees or transfer-duty requirements

Ask the agent and conveyancer to explain the likely milestones and what will be required from you at each stage. Responding quickly to requests for documents and payments can help keep the process moving.

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10. What happens between accepting the offer and handing over the keys?

Accepting an offer is an important milestone, but the sale is not complete until the property is registered in the buyer's name.

During this period, you may need to:

• Supply documents to the conveyancer
• Settle required clearance amounts
• Arrange compliance inspections and certificates
• Complete agreed repairs
• Maintain the property in the condition in which it was sold
• Prepare for occupation or handover
• Confirm arrangements for keys, remotes and alarm systems

Avoid removing fixtures that were included in the sale, and record any special agreements in writing. Clear communication between the seller, buyer, agent and conveyancer is essential during the final stages.

Prepare before the property goes to market

A successful sale starts well before the first viewing. By understanding your property's likely value, calculating the net proceeds, preparing the necessary paperwork and clarifying your legal responsibilities, you can list with greater confidence and reduce avoidable delays.

The right questions will also help you choose suitable professionals, evaluate offers more carefully and make decisions based on the full transaction rather than the headline selling price alone.