What You Should Expect From Your Agent – And What They Expect From You

If you're preparing to sell your home in South Africa, one of the most important decisions you'll make is choosing the right estate agent. A good property professional does far more than put up a "For Sale" board; they become your marketing partner, negotiator and guide through the complex legal process of a property transfer.

But it's important to remember that the relationship between seller and agent works both ways. Just as you should have clear expectations of your agent, they will also expect certain things from you as the homeowner. Understanding these roles can make the process of selling property smoother, faster and far less stressful.

What You Should Expect from Your Agent

1. Accurate valuation and pricing advice

Your agent should provide a Comparative Market Analysis (CMA) showing what similar properties in your suburb have recently sold for. This ensures your home is priced competitively in the current South African property market. Overpricing often leads to fewer enquiries and extended time on the market, while under-pricing could mean leaving money on the table.

Beware of agents who overvalue your property just to secure your mandate. A trustworthy agent uses data, not guesswork.

2. A professional marketing strategy

Today's buyers begin their property search online, so your agent's marketing plan should extend beyond a simple listing. A strong marketing package should include:

• Listings on platforms like Property24 and Private Property and on agency websites.
• Professional photography- and video or drone footage for premium listings.
• Social media advertising targeting buyers in your price bracket.
• Email campaigns to their database of qualified buyers.
• Show days and private viewings tailored to your area and security needs.

Homes that appear on multiple portals with professional images attract more clicks and ultimately sell faster.

3. Regular communication and feedback

A professional agent will keep you updated on buyer interest, viewings and market activity. You should expect weekly feedback and honest advice on whether adjustments to price or presentation are needed.

4. Skilled negotiation

Your estate agent represents your best interests in negotiations. Beyond price, they should also secure favourable terms regarding factors like deposit size, bond approval deadlines and occupational rent.

Good negotiation can easily add thousands of rands to your bottom line.

5. Guidance through the legal process

Property transactions are complex processes with many steps along the way. For instance, in South Africa sellers are required to obtain compliance certificates (electrical, plumbing, gas, beetle in coastal areas) as well as municipal rates clearance. Your agent should explain these requirements and guide you through the paperwork, while liaising with conveyancing attorneys to ensure the sale progresses smoothly.

6. Transparency about commission and mandates

Commissions typically range from 5% to 7.5% plus VAT. Your agent must be upfront about fees, whether they are requesting a sole mandate or an open mandate, and what services are included.

Transparency at the start avoids disputes later.

What Your Agent Will Expect from You

1. Realistic expectations

Many sellers believe their home is worth more than the market will pay, especially if they've invested in renovations. Your agent will expect you to trust their professional valuation and be open to adjusting the asking price if the market response is slow.

2. Cooperation with viewings

Your agent needs to show your property to as many qualified buyers as possible and they will expect you to keep your home neat, decluttered and available for show days or private viewings. They understand how inconvenient is can be, but the more accessible your home, the faster it's likely to sell.

3. Honest disclosure

Sellers in South Africa are legally obliged to disclose defects. Your agent will expect you to be upfront about known issues such as roof leaks, faulty geysers or boundary disputes. Hidden problems often surface later and can cause a sale to fall through.

4. Timely provision of documents

The transfer process depends on paperwork. Your agent will expect you to act quickly when asked for documents such as ID copies, bond account details and proof of municipal rates payments. Delays on the seller's side can stall the entire transaction.

5. Commitment to the process

Selling a home is rarely instant. Your agent will expect patience as buyers view, negotiate, and apply for finance. With transfers typically taking 8-12 weeks, staying committed and cooperative ensures fewer frustrations.

6. Respect for professional boundaries

If you've signed a sole mandate, your agent will expect exclusivity. They invest time and marketing resources into your property, so working with multiple agents behind their back undermines the partnership. Transparency and respect build a stronger working relationship.

The most successful sales happen when sellers and agents work as a team. When both sides understand what's expected, the result is a always smoother transaction, a quicker sale and a better final selling price.

If you're asking, "How do I sell my home quickly and for the best price?" the answer lies in choosing the right estate agent and working in partnership with them.

Expect your agent to provide market insight, a strong marketing strategy, and skilled negotiation. At the same time, be prepared to do your part: keep your home show-ready, disclose any issues, and act promptly on requests.

A property sale is not just a business transaction; it's often the closing of one chapter and the beginning of another and, by understanding what to expect from your estate agent- and what they expect from you- you'll make the process far less stressful and far more rewarding.