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- Purchase price (headline number) — obvious, but don’t evaluate it alone.
- Deposit (earnest money / good-faith payment) — amount, payable when, and where it will be held.
- Financing clause — is the offer cash, bank-preapproved, or subject to finance approval? Look for bank pre-approval letter vs. mere “intention to apply.”
- Suspensive conditions / contingencies — finance, sale of buyer’s property, building inspection, etc., including the exact time periods to satisfy those conditions.
- Occupation / possession date — who lives there and when; is occupation on transfer or earlier? Any rental to buyer before transfer (occupational rent)?
- Fixtures & fittings schedule — what the buyer expects to be included (curtains, fridge, alarm, gates, light fittings).
- Repairs and inspection outcomes — if the buyer requests repairs or credit, are quotes attached? Who pays?
- Who pays costs — who pays transfer duty, bond registration, conveyancer fees, occupational rent, rates clearance? (In SA buyers usually pay transfer & bond costs, but confirm.)
- Special clauses — “voetstoots” (sold as-is), seller guarantees, leasebacks, seller financing, or occupancy before transfer.
- Buyer identity & capacity — individual, trust, company — does the signatory have authority?
- Timing & expiry of offer — how long is the offer valid?
2) What each item actually means (and why it matters)
- Price vs. net proceeds
The headline price is not what you take home. Consider: agent commission, repairs you’ll accept, rates clearance, capital gains implications, and transfer costs (usually buyer pays, but if you agree to any contribution that affects your net). - Deposit size & security
Bigger deposits = stronger commitment. Also check whether deposit is a bank guarantee, cash into the agent’s trust account, or conditional. Confirm when it becomes non-refundable (if buyer defaults). - Cash vs. bond (mortgage)
Cash shortens the process and is lower risk. Bond approvals add risk — banks can decline or take longer. A genuine, current bank pre-approval letter reduces the risk. - Suspensive conditions
Each condition is a potential reason for the sale to fall through. “Subject to sale of buyer’s property” is especially risky and can add indefinite delay. Limit the number and duration of conditions. - Occupation before transfer
Allowing a buyer to occupy before transfer creates liabilities (insurance, damage, occupational rent). If you accept occupation before transfer, get a formal written occupation agreement, proof of insurance, and indemnity. - Voetstoots / Disclosure
“Voetstoots” means the buyer accepts the house as-is except for deliberate concealment. It protects sellers for unknown defects, but doesn’t cover fraud. Consider disclosing known defects in writing to avoid later disputes. - Company/trust buyers
If the buyer is a company/trust, ask for resolution/signed authority and proof that funds can be released — these sales can require additional documentation and take longer. - Timing
Shorter transfer/occupation timelines may suit sellers who want to move fast. But aggressive timelines might not suit buyers who need bond approval; keep realistic but advantageous deadlines.
3) Red flags (stop & probe before accepting)
- Very low deposit (or none).
- Many suspensive conditions (especially “subject to sale of buyer’s house”).
- No evidence of financing / preapproval.
- Buyer wants immediate occupation before transfer without a solid occupation agreement.
- Buyer is an unfamiliar company/trust and can’t supply director/trustee resolution or proof of funds.
- Verbal changes or side agreements not captured in the written offer.
- Ambiguous wording (dates, who pays what, what’s included).
- Requests for the seller to carry a loan or to provide vendor finance unless you’re comfortable and have legal advice.
- Extremely tight deadlines that might force you to accept poor paperwork.
4) Practical negotiation moves & sample wording
Tactics:
- Prioritise offers that minimise conditionality and maximise certainty (cash, big deposit, pre-approved).
- You can accept an offer subject to changes — issue a counter-offer that amends problem clauses.
- Keep the property on the market (subject to agent instructions) until the buyer’s conditions are fulfilled — unless you explicitly take it off with clear legal protection.
- Use the deposit and shorter suspensive timeframes as leverage.
Sample counter-offer language (short, practical):
- Increase deposit / shorten finance period:
“Accepted at R________, subject to a 7.5% deposit payable into the agent’s trust account within 3 business days and bank finance approval within 14 days (previously 21). Occupation on transfer unless otherwise agreed in writing.” - Remove subject-to-sale clause:
“We accept provided the sale is not subject to the buyer selling their property. If buyer needs to sell, deposit must be 10% and finance approval timeframe reduced to 10 days.” - Occupation / insurance protection:
“Occupation prior to transfer is only permitted under a signed occupation agreement and proof of indemnity insurance naming the seller and proof of the buyer’s homeowner insurance submitted to the conveyancer.” - Repairs / credits:
“Seller to repair leaking roof prior to transfer up to R_____. Any additional works requested to be covered by buyer unless authorised by seller in writing.”
5) Quick offer evaluation checklist (printable)
- Offer price: ______
- Deposit amount & type (cash/guarantee): ______
- Proof of funds / preapproval provided? Y/N — attach doc
- Suspensive conditions (list & days to satisfy): ______
- Occupation date & terms: ______
- Repairs requested: ______ / Estimated cost: ______
- Buyer structure (individual / trust / company): ______ / Proof of authority? Y/N
- Transfer & bond costs to be paid by (buyer/seller): ______
- Offer expiry date: ______
6) Simple comparative scoring (out of 100)
Weighted example — multiply & total to compare offers quickly:
- Price (35 points) — score relative to asking/market.
- Deposit strength (20 pts) — size + type.
- Finance certainty (20 pts) — cash / preapproved / subject to bank.
- Conditions (10 pts) — fewer = higher score.
- Occupation & timing (10 pts) — suits you = higher score.
- Repairs / credits requested (-5 to +5) — will cost you or save time.
Example: Offer A: Price 32/35, Deposit 18/20, Finance 15/20, Cond 8/10, Timing 8/10, Repairs -2 → Total 79/100.
Use this to compare both numeric and non-numeric strengths.
7) Paperwork & verification to request immediately
- Written offer on a standard sale agreement form (not text messages).
- Buyer ID and proof of residence.
- Bank pre-approval letter or proof of funds for cash offer.
- Authority documents for company/trust buyers.
- Written list of included items (fittings & fixtures).
- Confirm who will be the conveyancer and their contact details.
- Confirm where the deposit will be held (trust account, conveyancer’s trust).
8) When to accept, when to counter, when to say no
Accept if: clean offer (good deposit, cash or solid pre-approval), few conditions, timeline that suits you, and buyer identity is verified.
Counter if: price is good but one or two items worry you (deposit, timing, certain condition) — fix those items.
Say no if: buyer is highly conditional, deposit is tiny, or they can’t prove funds/authority — unless you want to keep the house on the market and use their offer to negotiate with others.
9) Practical logistics after acceptance
- Give the signed offer to your conveyancer immediately and instruct them to start transfer process.
- Request the buyer’s conveyancer contact and confirm who holds the deposit in trust.
- Keep copies of all correspondence and bank slips.
- Coordinate practical items: rates clearance, outstanding accounts, keys, meter readings, and any agreed repairs.
10) Common seller mistakes (avoid these)
- Taking the house off the market too early without a secure deposit/payment.
- Relying on verbal promises.
- Signing away rights in the sale agreement without legal review.
- Accepting occupation before transfer without indemnity and proof of insurance.
- Not getting clear proof of buyer’s financing or authority.
Lake Properties Pro-Tip
Always have your conveyancer review the exact written offer before you sign or accept. A small change in wording (dates, who pays what, or an ambiguous condition) can change your legal obligations significantly. If you’ve got more than one solid offer, ask each buyer for proof of funds and a short deadline to remove conditions — the one who demonstrates certainty and speed usually wins.
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