Why sellers need a local area expert

We spoke to Cameron Jansen, Group Manager at O-Yes Properties, about the reasons why working with a local neighborhood expert is crucial.


Selling your home can be a daunting experience. With so many factors to consider, it's crucial to work with an expert who understands the local market and can provide the right guidance. We'll explore the importance of partnering with a local area expert to ensure the best possible outcome for your property sale.

Understanding Comparative Market Analyses (CMAs)

When it comes to determining the value of a property, a Comparative Market Analysis (CMA) is an essential tool. As Cameron Jansen explains, "Property Practitioners should and must complete CMAs for their clients, to assist the seller to better understand what a willing and able buyer might be prepared to offer on a property purchase in the prevailing market conditions." While property practitioners aren't qualified to provide official valuations, they can use CMAs to help sellers make informed decisions about pricing their property.

The Role of the Seller

It's important to note that the seller determines the listing price for their property. While market evidence might suggest a different value, it's ultimately the seller's decision. Unfortunately, this can sometimes lead to overpricing, which may be influenced by property practitioners who provide higher estimates in hopes of being chosen as the agent. Jansen acknowledges that "some agents are guilty of 'feeding the greed,'" but emphasizes the need for a realistic approach to pricing.

The Fickle Nature of the Property Market

External factors such as load shedding, government policies, and interest rate fluctuations can significantly impact property values. As a result, offer prices can change from one day to the next. In this unpredictable environment, it's essential to work with a local area expert who understands the nuances of the market. Jansen states, "Property Practitioners who put in the time and effort to understand their local market place are better positioned to make an estimate on offer prices."

Why Local Area Experts Matter

Cameron highlights the value of working with property practitioners who specialize in small geographic areas, often comprising 1,000 to 1,500 properties. These experts live and breathe their local market, allowing them to make informed estimates on offer prices. By working with a local area expert, sellers can ensure they're pricing their property correctly and have a better chance of a successful sale.

The Importance of Regular Seller Feedback

Regular communication between the property practitioner and the seller is crucial for keeping expectations in check. However, as Jansen points out, "some agents shy away from delivering the bad news to their sellers." This can lead to a property languishing on the market. By working with a local area expert who is committed to transparency and open communication, sellers can avoid this pitfall and make informed decisions throughout the process.


When selling a property, it's essential to work with a local area expert who understands the intricacies of the market. These professionals, as emphasized by Cameron, can provide valuable guidance on pricing and marketing strategies, ensuring that sellers make informed decisions that lead to successful sales. If you're planning to sell your home, be sure to choose a property practitioner who specializes in your area and is committed to open communication and regular feedback.


More Market & Opinion articles
Surging ahead - Rental growth marks the fastest pace since 2017
Market & Opinion
Surging ahead - Rental growth marks the fastest pace since 2017
01 Dec 2023
The latest PayProp Rental Index has recorded uninterrupted rental growth for the eighth consecutive quarter in Q3 2023.
read more
Shopping centres reinventing themselves to attract more shoppers
Market & Opinion
Shopping centres reinventing themselves to attract more shoppers
30 Nov 2023
While the Covid lockdowns significantly impacted the retail industry in South Africa, which no sooner began bouncing back when it was struck with the advent of severe loadshedding which created further major challenges for landlords and tenants alike, shopping centres in this country remain resilient, constantly seeking to reinvent themselves with new attractions and refurbishments to draw in shoppers, says Andrew Dewey, MD of Swindon Property.
read more
MP home loans cashback