As we wind down for the year, many of us are looking forward to a well-deserved break. But in the property world, the wheels never truly stop turning. For many families, the festive season is actually decision time, the moment when discussions about upsizing, downsizing, or relocating finally turn into plans for the new year.
If you are planning to enter the property market in 2026, you might be wondering what really makes a transaction successful. Is it luck? Is it timing?
According to Steven van Rooyen, Principal at Leapfrog Milnerton, the secret often lies in the partnership between client and agent. "We see hundreds of transactions every year. We see the ones that fly through smoothly and the ones that hit turbulence. If we could sit down with every buyer and seller over a coffee before they start, there are a few 'insider truths' we would love to share."
Whether you are buying or selling, here is what your agent wants you to know to make your journey smoother.
For the sellers: Price and presentation are everything
1. The market dictates the price, not your renovation costs
One of the hardest conversations an agent has to have is about pricing. Sellers often set their listing price based on what they want from the sale or how much they spent on the new kitchen five years ago.
The insider tip from Van Rooyen: Buyers compare your home to what else is available right now. If your property is priced 10% higher than a similar one down the street, buyers won't see the "sentimental value" you see, they just see an overpriced house. Trust your agent’s comparative market analysis; it’s based on hard data, not emotion.
2. We aren’t being critical, we’re protecting your equity
When an agent suggests repainting a scuffed wall, decluttering the spare room, or fixing a dripping tap, it’s not because they are judging your housekeeping.
The insider tip from Van Rooyen: Buyers look for reasons to knock the price down. A visible defect is often mentally calculated by a buyer as "expensive to fix," even if it’s cheap. By presenting a "snag-free" home, you protect your asking price.
3. Honesty is the best policy
Don't try to hide the damp patch behind a couch.
The insider tip from Van Rooyen: Creating a transparent "seller's declaration" builds massive trust. If a buyer discovers a hidden defect later, it can derail the deal or lead to legal issues. Being upfront about the property’s quirks often makes buyers feel safer, not scared.
For the buyers: Be prepared and be realistic
1. "Pre-qualified" is the new "ready"
Nothing is more heartbreaking for an agent than watching a buyer fall in love with a home, only to find out weeks later that the bank won’t cover the bond.
The insider tip from Van Rooyen: Before you view a single show house in 2026, get a bond indicator or pre-qualification. It proves to sellers that you are a serious contender, which can actually give you bargaining power in a competitive offer situation.
2. The 100% house doesn't exist
Many buyers spend months (or years) looking for a "Unicorn” - a property with the perfect location, size, finishes, and price.
The insider tip from Van Rooyen: We often advise clients to use the 80/20 rule. If a house meets 80% of your needs (location, structural integrity, price), be prepared to compromise on the other 20% (paint color, kitchen cupboards, garden layout). You can change a kitchen, but you cannot change a location.
3. Low offers can backfire
Everyone loves a bargain, and there is undoubtedly room for negotiation. However, coming in with an insultingly low offer can alienate the seller immediately.
The insider tip from Van Rooyen: If you are serious about a property, listen to your agent’s advice on the opening offer. We know the seller’s temperature. A fair, respectful offer opens the door to conversation; a drastic under-offer often slams it shut.
Ultimately, the role of a property agent goes beyond paperwork and viewings. We are there to navigate the emotional highs and lows of changing your life.
"Buying or selling a home is one of the biggest financial moves you will make," says Van Rooyen: "Our goal isn't just to close a deal, but to ensure you walk away feeling confident and secure in that decision."
