Lake Properties

Lake Properties, Cape Town is a young and dynamic real estate agency located in Wynberg, Cape Town. We offer efficient and reliable service in the buying and selling of residential and commercial properties and vacant land in the Southern Suburbs including Bergvliet,Athlone,Claremont,Constantia,Diepriver,Heathfield,Kenilworth,Kenwyn,Kreupelbosch, Meadowridge,Mowbray,Newlands,Obervatory,Pinelands,Plumstead,Rondebosch, Rosebank, Tokia,Rondebosch East, Penlyn Estate, Lansdowne, Wynberg, Grassy Park, Steenberg, Retreat and surrounding areas . We also manage rental properties and secure suitably qualified tenants for property owners. Another growing extension to our portfolio of services is to find qualified buyers for business owners who want to sell businesses especially cafes, supermarkets and service stations. At Lake Properties we value our relationships with clients and aim to provide excellent service with integrity and professionalism, always acting in the best interest of both buyer and seller. Our rates are competitive without compromising quality and service. For our clients we do valuations at no charge

When selling your house,will I have to accept the best offer or just the best terms overall?

Lake Properties

You don’t have to take the highest number — take the best deal for you

Selling a house is more than a number on a page. The “best” offer is the one that gives you the most certainty, convenience and aligns with your goals — not always the one with the biggest price. Below I’ll walk you through everything to look for, with real-world examples and practical advice so you can choose confidently.

What “best overall terms” means

When you look at offers, compare all the moving parts, not just the purchase price. Important elements include:

Financing type & strength — Cash offers or buyers with bond pre-approval are much less likely to fall through than buyers who still need financing.
Deposit amount — A bigger deposit shows commitment and gives you extra security if the sale collapses.
Conditions (suspensive conditions) — Fewer conditions (like “subject to sale of buyer’s property” or many inspections) mean a cleaner, faster sale.
Transfer timeline — If a buyer wants transfer in 2 weeks but you need 8, the “best” timeline for them may be useless to you.
Occupation/possession arrangements — Who moves in when? Will you need to vacate earlier or later?
Flexibility & cooperation — A buyer who is easy to communicate with and flexible about minor matters is worth a lot.
Special clauses — Items like “subject to seller providing certain repairs” or “furniture included” change the value of the offer.

Example: two offers, which is better?

Offer A

Price: R1,000,000
Buyer needs to sell their house first (subject-to-sale)
Deposit: 5%
Transfer in 12–16 weeks

Offer B

Price: R990,000
Cash buyer (no bond)
Deposit: 10%
Transfer in 4 weeks

Which is better? In many cases Offer B is stronger despite being R10k lower: it’s faster, more certain, and uses cash. Offer A could collapse if their sale falls through, costing you time, stress and possibly a lower final price later.

Step-by-step: how to evaluate offers like a pro

Line-by-line comparison. Put offers in a table and compare price, deposit, conditions, timeline, occupation and any repairs requested.
Check financing proof. Ask for bond pre-approval letters or proof of funds for cash buyers.
Assess the deposit. Larger deposits reduce risk and usually speed up transfer.
Weigh conditions. A single minor condition is different from multiple critical conditions (buyer subject to selling first, subject to major repairs, etc.).
Think about timing. Does the buyer’s desired transfer date match your moving/purchase plans?
Consider convenience and certainty. A lower-risk offer that closes cleanly might be worth more in practice.
Talk to your conveyancer & agent. Confirm how any unusual clauses will affect transfer and costs.
Negotiate. You can counteroffer on price or terms (shorten timeline, increase deposit, remove conditions).
Get it in writing. Once you accept, ensure the accepted offer is properly recorded and the deposit paid by the buyer.

Negotiation tactics that work

Counter on terms, not only price. If an offer is low but the buyer is flexible, ask for a higher deposit or a quicker transfer instead of rejecting outright.
Invite best-and-final offers when you have multiple interested buyers — but do this carefully and fairly.
Use timelines as bargaining chips. If a buyer wants you to wait, ask for a larger deposit or a break fee.
Keep communication polite and firm. Clear, timely replies reduce misunderstandings that can derail a sale.

Common pitfalls to avoid

Chasing the top number without reading the fine print. A large price can disappear under difficult conditions.
Accepting a low deposit. Small deposits give buyers easy outs.
Ignoring timing constraints. A mismatch in moving dates can cost you extra storage, rent or missed opportunities.
Overlooking finance contingency risks. Buyers who haven’t started bond application are risky.

Practical checklist to use when offers arrive

[ ] Purchase price (yes/no)
[ ] Deposit amount & proof (yes/no)
[ ] Cash or bond (proof attached)
[ ] All conditions listed (yes/no) — what are they?
[ ] Proposed transfer date(s) — acceptable?
[ ] Occupation/possession terms — acceptable?
[ ] Any repairs or inclusions requested — cost/impact?
[ ] Buyer’s communication: responsive & clear?
[ ] Conveyancer checked? (yes/no)

If you get multiple offers

Compare them side-by-side with the checklist above.
Consider asking each buyer to improve key terms (deposit, remove condition, faster transfer).
Be transparent only as required by law and your agent’s process — don’t make promises you can’t keep.

Legal & practical note

In South Africa (and many other places) once you accept an offer and both parties sign, the agreement becomes legally binding subject to the terms in the contract. That’s why you should:

Get your agent and conveyancer to review offers before signing anything.
Confirm deposit payment procedures and timelines.
Make sure any special conditions are clear and manageable.

Lake Properties Pro-Tip:

Before you commit, value certainty over pennies. A slightly lower but clean, cash-or-preapproved-bond offer that matches your timing and needs will usually save you time, stress and unexpected costs. Run every offer through a simple side-by-side checklist (price, deposit, conditions, timeline, occupation) — you’ll be surprised how often the “best” offer isn’t the highest number, it’s the one that actually gets you to the finish line.

If you know of anyone who is thinking of selling or buying property, please call me

Russell

Lake Properties

www.lakeproperties.co.za info@lakeproperties.co.za

083 624 7129

Will Cape Town Property Prices Keep Rising in 2026?

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Will Cape Town property prices keep rising in 2026?

Short answer: Most likely yes, but not everywhere and not as fast as some recent years. Cape Town’s market is being pulled in two directions — strong, persistent demand (especially at the top end and in lifestyle suburbs) versus affordability, interest-rate and supply pressures that will slow headline growth. Below I unpack the drivers, the risks, the likely scenarios for 2026, and what that means for buyers, sellers and investors — in plain human terms.

The bullish case — why prices should keep rising

Demand is still strong, especially for prime and coastal suburbs. Cape Town remains a top destination for domestic movers, foreign buyers, retirees and remote workers who value the climate, lifestyle and services — and that keeps upward pressure on prices in places like Clifton, Camps Bay, the Atlantic Seaboard and well-located family suburbs. This premium demand has been obvious in listings and sales volumes.
Inventory is tight in many desirable pockets. Where supply is scarce (sea-facing plots, well-located renovated homes, sectional title lock-ups), competition keeps prices rising even if the broader market is calmer. Developers and investors also keep buying up trophy stock, supporting values in those segments.
Macro tailwinds could help — if rates ease. If the SARB continues to cut or maintain more buyer-friendly rates and inflation stays under control, mortgage affordability improves and marginal buyers return. Several analysts expect constrained but positive price growth nationally into 2026.

The bearish case — what could slow or stop growth

Affordability is a real limit. As prices rise, first-time buyers and middle-income households are priced out. Even modest interest-rate increases or stagnant wages reduce the pool of qualified buyers, slowing sales and taking the heat off prices in middle and lower segments.
Interest-rate risk and the wider economy. If South African or global inflation spikes, or if the central bank delays cuts, borrowing costs will remain elevated and more buyers will pause or downscale — that knocks demand and price momentum. FNB and other commentators expect headline house-price growth to moderate approaching 2026.
Local constraints and infrastructure pressure. Rapid price rises — especially driven by migration to Cape Town — strain services (roads, water, sewage, schools). If those bottlenecks worsen, desirability could fall for some suburbs and buyers may look elsewhere or wait. Recent coverage shows the city managing larger infrastructure projects but also facing real strain.

Where growth will be strongest — and where it won’t

Likely to outperform: Atlantic Seaboard, Clifton, Camps Bay, Fresnaye, well-connected City Bowl pockets, and newer precincts near waterfronts or mixed-use developments. These areas attract higher-net-worth locals and foreigners who are less rate-sensitive.
Likely to be weaker or flat: Suburbs heavily dependent on lending to first-time buyers, large peripheral estates with weak amenities, and locations with recurring municipal service problems. Expect slower, patchy recovery here.

Reasonable scenarios for 2026

Base case (most likely): Modest positive growth — ~3–6% nationally for 2026, with Cape Town slightly above or around that range in aggregate because of concentration in prime suburbs. This assumes stable-to-slightly-lower interest rates and continued inward migration.
Optimistic case: If the rand weakens further making Cape Town attractive to foreign buyers, and if interest rates fall faster than expected, some prime pockets could see double-digit growth while the rest of the market posts mid-single-digit gains.
Pessimistic case: If the economy weakens, inflation re-accelerates, or rates rise again, growth could be low or flat (0–2%) in many segments and falling in the most rate-sensitive submarkets.

Practical takeaways: what buyers, sellers and investors should do

Buyers (first-time / owner-occupiers): Focus on affordability and long-term needs. If you plan to stay 7–10+ years and can afford the bond comfortably even if rates tick up, buying still makes sense — especially in well-located suburbs with schools and service reliability. Get pre-approval, don’t stretch to the max, and prioritise location over cosmetic features.
Buyers (investors): Look for rental yield + capital growth balance. Prime areas give capital security but lower yields; inner-city and emerging nodes can give better yield if you manage tenant demand and risk. Study vacancy trends and amenity access before you buy.
Sellers: If you’re in a hot pocket (sea-view, prime suburban node) you may still get strong prices — but be realistic and price competitively. If you’re in a rate-sensitive segment, consider staging improvements that increase perceived value (safety, energy efficiency, good broadband) rather than expensive renovations that buyers won’t pay for.
Investors/Developers: Land and sectional title in constrained coastal suburbs remain attractive, but watch rising build costs and approvals lead times. Consider mixed-use or smaller-unit developments where demand from single professionals and downsizers is strong.

What to watch in 2026 (the indicators that matter)

SARB policy and interest-rate guidance — moves here change affordability immediately.
Deeds-office sales numbers and inventory on the market — rising stock + slower sales = cooling prices.
Migration patterns (Gauteng → Western Cape) and international buyer activity — these drive the premium segments.
Local service delivery & infrastructure projects — big upgrades can sustain demand; failures can depress some areas.

Final thought

Cape Town is unlikely to return to the runaway growth of some previous years across the whole city in 2026 — but pockets will keep outperforming. Your position in the city, your time horizon and how interest rates move will determine whether you win or lose. Treat the city like many markets: location + timing + cashflow = success.

Lake Properties Pro-Tip

If you’re buying or selling in Cape Town in 2026, lean on local on-the-ground data — recent sold prices (deeds office), days-on-market, and agent feedback for the exact suburb and street. Prime coastal suburbs can behave completely differently to the rest of the metro — so don’t generalise. A smart seller prices to the market; a smart buyer knows the walkaway price and secures pre-approval.

If you know of anyone who is thinking of selling or buying property, please call me

Russell

Lake Properties

www.lakeproperties.co.za

info@lakeproperties.co.za

083 624 7129

Understanding property valuations

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What “value” really means

There are different kinds of value:

Market value — what a typical buyer would reasonably pay right now, in the open market.
Mortgage (bank) value — what a lender is willing to accept as security for a loan; often conservative.
Insurance (replacement) value — cost to rebuild the structure, not the land or market price.
Municipal value — the local authority’s valuation used for rates; usually lags behind the market.
Investment value — based on expected income and return (important for buy-to-let and commercial deals).

When people say “how much is my house worth?” they usually mean market value — the number that will attract buyers and actually close a sale.

The three main valuation methods (and when each matters)

Comparative Market Analysis (Sales Comparison) — most common for homes
- Look at recent sales of similar properties (comps) nearby.
- Adjust for differences: size, condition, garages, pools, renovations.
- Best when there are enough recent, similar sales in the area.
Income Approach — for rental or investment properties
- Calculate expected rental income, subtract operating costs, apply a t ra99hhbhynhhte (cap rate).
- Useful for apartment blocks, rental units and commercial properties.
Cost Approach
- Estimate land value + cost to rebuild the property (less depreciation).
- Used for new or unique properties where comparables are scarce.

A valuer may use more than one method and reconcile the results into a final opinion.

What valuers and estate agents look at (the nitty-gritty)

Location
- Street desirability, proximity to schools, transport, amenities.
- Is the area improving (new developments) or declining?
Size and layout
- Floor area, number of bedrooms/bathrooms, usable living space.
- Practical layout often beats extra square meters that are poorly arranged.
Condition and presentation
- Structural issues, roof, damp, electrics/plumbing.
- Cosmetic condition — kitchens, bathrooms, flooring — affects buyer perception.
Age and materials
- Older homes with heritage value may be desirable; others may need costly maintenance.
Comparables
- Recent sold prices of similar houses nearby — the single most influential factor.
Extras
- Garages, parking, pool, garden, solar panels, security systems, outbuildings.
Market climate
- Interest rates, buyer demand, supply of homes for sale, seasonal trends.
Zoning and future developments
- Planned infrastructure, rezoning, or nearby commercial projects can swing value.
Legal/title issues
- Servitudes, restrictive clauses, unresolved municipal disputes — these dent value.

How the process typically works (step-by-step for sellers)

Initial contact — agent or valuer inspects the property and gathers information.
On-site inspection — they’ll note layout, condition, stand size, improvements.
Research comps — recent sales within the same neighborhood are compared.
Adjustments — differences (e.g., extra garage) are accounted for by adding/subtracting value.
Market context — current demand, days-on-market for similar listings, and interest rates are considered.
Report / suggested price — professional gives a range and recommended listing price.
Decide pricing strategy — you set the asking price, often with room for negotiation.

Practical examples (short and useful)

Two similar 3-bed homes on the same street: one renovated kitchen and single garage; the other original finishes and no garage. The renovated one will usually sell for more — sometimes 5–15% depending on finishes and buyer demand.
A home near a new train station — short-term disruption might lower interest, but long-term demand (and value) usually rises.

What sellers can do to get a better valuation (and faster sale)

Declutter and deep clean — small investment, big visual impact.
Repair obvious defects — leaking taps, broken tiles, problem sockets. Buyers notice.
Neutral staging — fresh coat of neutral paint, tidy garden, good lighting.
Minor targeted upgrades — modernize the kitchen/bathroom where it costs less than the value gained.
Prepare documents — municipal rates statement, electrical certificates, guarantees for renovations — these speed up the sale and build trust.
Get multiple opinions — ask for a valuer’s report and a market pricing from a trusted agent.

What buyers should check when a valuation is quoted

Is the price based on recent comparable sales? Ask to see the comps.
Has a bank valuation been done? Lenders might value lower than the seller’s asking price.
Are there pending municipal changes or new developments nearby? Could affect future value.
What are running costs? Rates, levies, electricity (especially for older homes), and repairs.

Common valuation traps to avoid

Relying only on online estimate tools. They’re useful for ballpark figures but often miss local quirks and condition factors.
Over-improving for the area. A luxury renovation won’t always recoup full cost if neighbouring homes are modest.
Letting emotion drive price. Owners often overvalue because of memories — price it by market, not by feelings.
Ignoring timing. In some markets timing (season, interest rate cycle) matters a lot.

Negotiation and pricing strategies that work

Price to attract: well-priced homes get more buyers and often sell closer to asking price.
Use a pricing range: set an asking price but be ready to negotiate within a clear minimum acceptable range.
Create urgency (legitimately): good photos, limited viewing slots, and a visible interest list can help.
Be transparent: provide inspection reports and certificates to reduce buyer perceived risk.

Frequently asked questions (quick answers)

Q: Should I get a formal valuation before listing?
A: If you’re refinancing or need a formal bank-ready figure, yes. For selling, most agents’ market appraisals are enough — but getting both can be smart.

Q: How often do valuations change?
A: Valuations can shift quickly in volatile markets (weeks to months). In steady markets they move slower. Major events (rate changes, new infrastructure) can change values faster.

Q: Do renovations always add value?
A: Some do, some don’t. Cosmetic updates (kitchens, bathrooms) usually help; highly personalised or very high-end upgrades may not fully pay back.

A simple checklist you can use before getting a valuation

Clean and declutter inside and out.
Fix safety and obvious functional issues.
Gather paperwork: rates, title deed, appliances guarantees, renovation invoices.
Take high-quality photos and list improvements made.
Request at least two market opinions (agent + valuer).
Decide your negotiation floor (minimum acceptable price).

Lake Properties Pro-Tip

When you want a valuation that’s both honest and saleable, combine data with presentation. Get a professional market appraisal based on recent local sales, then invest in small, visible improvements (cleaning, paint, garden tidy). Buyers buy confidence — a well-presented, correctly-priced property attracts more offers and closes faster.

If you know of anyone who is thinking of selling or buying property,please call me

Russell

Lake Properties

www.lakeproperties.co.za info@lakeproperties.co.za

083 624 7129

When Is it the right time to sell your house or to upgrade your house

Lake Properties

Lake Properties Lake Properties

1) Start with your real needs — not your wishlist

People often confuse wants with needs. Start by separating them.

Needs (hard reasons to move or upgrade):

You literally don’t have enough bedrooms or bathrooms for your family.
Accessibility issues: stairs are unsafe for an elderly parent or someone with limited mobility.
The house no longer supports your job (e.g., you need a proper home office or a quieter neighbourhood).
Structural problems or safety issues that can’t be fixed affordably.

Wants (nice-to-haves that might be solved by upgrading):

A bigger kitchen for entertaining.
A prettier garden or better finishes.
A pool or entertainment area.

If the problem is a true need (safety, space for family, health), that pushes you toward selling or a major rebuild. If it’s a want, renovating might be wiser.

2) Money matters — run the numbers properly

Don’t guess. The finances almost always decide the outcome.

Key figures to calculate:

Current market value of your home (get a CMA from an agent or do an online estimate).
Current mortgage balance and penalties (if any).
Estimated sale costs: agent commission, advertising, transfer fees, conveyancer, inspections (usually several percent of sale price).
Estimated buying/upgrading costs:
- If upgrading: contractor quotes, project contingency (10–20%), temporary accommodation if needed.
- If buying: deposit required, transfer costs on new property, moving costs, new bond costs (initiation fees), higher bond repayments.
Monthly budget impact: what will your monthly housing cost be after upgrading vs after buying? Include rates, taxes, insurance, utilities.

Practical example (simple):

Home worth R2,000,000; bond outstanding R800,000 → equity ~R1,200,000 (before selling costs).
Selling costs 6% (~R120,000) + transfer tax and fees — realistic net proceeds matter.
Renovation cost for the same home R300,000 might increase value by R150,000–R300,000 depending on the work — calculate ROI, but also value the lifestyle gain.

If you can’t comfortably cover the upgrade costs without stretching finances, or if selling unlocks equity to buy a better-suited home without crippling repayments, selling becomes more attractive.

3) The house’s condition and what it would take to fix it

Some houses are worth renovating; others aren’t.

Good candidates to upgrade:

Solid structure, good location, and cosmetic or functional issues (old kitchen, bathrooms, finishes).
Room to expand (convert attic, build out back, add a bedroom).
Upgrades that buyers in your area reward (kitchens, bathrooms, energy efficiency, security).

Bad candidates to upgrade:

Major structural problems (subsidence, termite infestation, severe damp) unless you have deep pockets.
Houses where the location or footprint is the main limiting factor (tiny plot, noisy road, bad views) — you can’t renovate location.

Ask a reliable builder or architect for a feasibility quote. If the cost of making the house what you want approaches or exceeds the cost difference between staying and buying a better home, sell.

4) Local market timing — don’t try to predict, but be sensible

You can’t perfectly time the market, but you can be smart about it.

Seller-friendly market clues:

Low inventory (few houses like yours for sale).
Similar homes are selling fast, near or above asking price.
Low interest rates encouraging buyers.

Buyer-friendly market clues:

Lots of similar properties listed.
Prices are stagnating or falling.
Interest rates are rising, slowing buyer demand.

If it’s a seller’s market and you need to move, that can tip the scales toward selling. If it’s a buyer’s market and you want to upgrade, you might get a bargain on your next home — but conversely you might get less for your current house. Speak to a local agent for up-to-date insight.

5) Emotional and lifestyle costs — more important than people think

Moving is disruptive. Renovating is messy.

Renovation pain points:

Living in a construction zone for weeks or months.
Noise, dust, and loss of privacy.
Projects running over time and budget.

Moving pain points:

Packing and logistics.
New commute, new neighbours, adapting to a new area.
Emotional loss of a familiar space.

If the stress of renovation would be unbearable (young kids, elderly family members, or a tight work schedule), selling and moving might actually be less taxing. Conversely, if you love your neighbourhood and roots matter, upgrading could preserve that stability.

6) Practical red flags — when you should definitely consider selling

You can’t afford necessary major repairs and they’re getting worse.
Your house no longer meets the family’s functional needs (e.g., no room for a child with a disability).
You’ve been dreaming of a move for years and small changes don’t help your day-to-day happiness.

7) Practical signs it’s better to upgrade (stay and renovate)

Your home sits in a great location (good schools, amenities) that you don’t want to leave.
The structural bones are good and there’s space to improve.
After a realistic renovation budget, your monthly cost doesn’t increase dramatically and you get most of your desired improvements.
You plan to stay long-term (5–10+ years) and can recover renovation costs over time.

8) A step-by-step decision checklist you can use now

Answer these quickly (Yes/No) — majority Yes → lean that direction.

Should I sell?

Do I need more/less space that my home cannot give? (Yes → Sell)
Is my commute or location forcing a lifestyle change? (Yes → Sell)
Will selling free enough equity to buy a house that ticks more boxes? (Yes → Sell)
Are renovations needed so extensive they’re almost a rebuild? (Yes → Sell)

Should I upgrade?

Do I love the neighbourhood and local services? (Yes → Upgrade)
Is the house structurally sound and adaptable? (Yes → Upgrade)
Will the renovation cost less than the difference to buy what I want? (Yes → Upgrade)
Am I ready to live through dust, noise, and disruption? (Yes → Upgrade)

If your answers are mixed, list pros and cons with estimated costs beside each — numbers make the decision less emotional.

9) A few smart, practical tips whether you sell or upgrade

Get three quotes for any renovation and one for a builder/architect’s plan.
Ask a trusted local agent for a CMA — not a “guess,” but actual recent comparable sales.
Consider staged renovations: tackle the highest-impact rooms first (kitchen, bathrooms) to manage cashflow and disruption.
Remember tax and fees: budget for selling/conveyancing costs and bond initiation fees for a new purchase.
Think exit strategy: if you renovate and then need to sell, make choices that appeal to broad buyer tastes.

10) Quick timeline examples

Small upgrade (paint, fixtures, flooring): 2–6 weeks — low disruption, low cost.
Medium renovation (kitchen/bath): 6–12 weeks — moderate disruption, moderate cost.
Major renovation or extension: 3–9 months — high disruption, high cost.
Selling process (prep, market, sell, transfer): 2–4 months typical, can be longer depending on offers, bond approval and conveyancing.

Lake Properties Pro-Tip

Before you decide, do two simple things that will save you money and headaches:

Get a Comparative Market Analysis (CMA) from a local agent — know what similar homes are actually selling for right now.
Ask a builder or architect for a feasibility estimate for the exact upgrades you’re considering, with a 10–15% contingency.

Then compare the net outcomes: (sale price − selling costs − outstanding bond) vs (cost to upgrade + expected value gain). Don’t forget to include the emotional cost: how much is peace of mind worth to you? That blend of numbers + feelings is the honest answer to whether you should sell or upgrade.

If you know of anyone who is thinking of selling or buying property, please call me

Russell

Lake Properties

www.lakeproperties.co.za info@lakeproperties.co.za

083 624 7129

What should I do if I'm selling my house and it's taking a long time to sell?

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Quick diagnosis — 10 things to check first

Price vs market — most stalled listings are priced above what buyers expect for comparable homes. Re-check your Comparative Market Analysis (CMA).
Presentation / photos — poor photos or cluttered rooms stop buyers before a showing. Consider new professional photos and virtual tours.
Listing copy & specs — missing facts, wrong number of beds/baths, or weak headlines reduce click-throughs.
Marketing reach — check which portals, social ads, and agent networks are being used (local + national portals).
Showing accessibility — limited showing windows mean fewer buyers see it.
Unpleasant smells / cleanliness — scent and cleanliness are surprisingly important. Avoid overpowering artificial scents.
Condition surprises — outdated kitchen, poor curb appeal, visible maintenance issues turn buyers away.
Buyer financing barriers — properties with very specific conditions (e.g., long time-to-transfer expectations, a Taung tenancy) can reduce buyer pool.
Agent activity & feedback — are you getting consistent feedback and a regular report of showings and traffic?
Market timing — some seasons or local markets are slower — compare your DOM vs local averages. (In SA average time-on-market recently has been ~11–12 weeks; check local trends for your area.)

Metrics to track (and what good looks like)

Track these each week:

Days on Market (DOM) — how long since listing; compare to local average.
Showings per week — how many booked viewings.
Offers per X showings — conversion ratio (e.g., 1 offer per 20 showings).
List-to-sale price ratio — final sale price divided by original list price.
Time from first show to offer — shows momentum.

Benchmarks: “Good” varies by market. In South Africa, a typical national average recently has been around 11–12 weeks, so interpret your DOM against your local suburb and price band.

Immediate 14-day action plan (do these now)

Get fresh, fast feedback — ask your agent for the last 10 showings’ feedback (write it down). If you haven’t been getting feedback, instruct the agent to collect it after every viewing.
Re-do photos & lead visuals — bright, wide-angle interiors; good twilight exterior shot; short video walkthrough (60–90s).
Fix the 3 visual killers — deep clean, declutter & depersonalise, repaint scuffed surfaces in neutral tones.
Staging intervention — add key staged elements (living room, master, kitchen) or virtual staging if empty; NAR finds staging often shortens DOM and can increase offers. Consider pro staging if budget allows.
Small high-ROI fixes — replace old light fittings, re-caulk baths, tidy garden, pressure-wash driveway.
Update listing copy & floorplan — highlight unique lifestyle benefits and practical features (school zones, transport, fibre, security).
Boost marketing — run a 7–10 day social ad campaign targeting buyers in your price band + a broker/agent email blast.
Open house / broker’s tour — schedule at least one weekend open house and one broker-only showing week.

30- to 60-day strategy — when to change price, and how

If after 30 days traffic is low and no serious offers arrive:

A. Reassess price strategy

Move from “aspirational” to “strategic.” Buyers filter on price ranges — small reductions can move your listing into a bigger pool. Zillow & other experts recommend re-evaluating price before throwing money at big renovations.

B. Example price-reduction timeline (illustrative):

Week 0: List at market-based price supported by recent comps.
Week 2–4: If showings low, reduce 2–5% or price to the next psychological threshold (e.g., R1,499,000 → R1,399,000).
Week 6–8: If still no traction, re-run CMA, consider a larger reduction or re-launch with a new campaign.

C. Use a ‘relaunch’ approach

When you reduce price, refresh photos and re-promote the listing as “price improved” to get algorithmic boosts on portals.

What to spend on (cost vs likely ROI)

Decluttering + paint — low cost, high ROI.
Curb appeal (garden, lawn, entrance) — often one of the best ROI improvements.
Lighting & staging — professional staging often costs a median amount (agent-staged median spend vs pro-staging data shows modest spend can pay off). NAR data: agents report staging can shorten time on market and increase offers in many cases.
Major renovations (full kitchen/bath reno) — low probability of recouping full costs unless you’re moving the property to a materially higher price band.

Marketing checklist (do these well)

List on the top national portals for your country/area (in SA: Property24, PrivateProperty and local portals). Make sure listing is in the correct suburb and price band.
Add a video walkthrough and a floorplan image.
Run a short targeted social ad (Facebook/Instagram) aimed at buyers in your price range.
Promote a broker’s open (email or WhatsApp blast to local agents).
Use “price reduced” and “must sell” — don’t overuse, but smart relaunch language helps algorithms and human readers.

Showing & open-house best practices

Keep it neutral & scent-free; avoid heavy artificial fragrances (some scents can deter buyers).
Open blinds, use warm lighting, set the temperature comfortable, and have the entryway spotless.
Leave a one-page feature sheet with highlights and recent comps for visitors.

Handling offers — how to read them and respond

Check buyer strength — pre-approval letter vs. proof-of-funds for cash offers.
Look beyond price — flexible possession dates, minimal conditions, and fewer subjects often beat a slightly higher price with many conditions.
Counter-offer tips — if you counter, address 1–2 main points (price and possession) and leave other items to standard transfer/legal processes. Use short, clear language.
Escalation clause — useful in multiple-offer situations (buyer agrees to beat competing offers up to a cap). Use carefully and only with legal/agent advice.
Inspections & repairs — decide ahead whether you will do repairs or offer a credit; minor fixes often speed sale.

South Africa — transfer timing & required certificates (important)

Typical transfer timeline: most transfers in South Africa take about 6–12 weeks (2–3 months) from Offer to Purchase to registration, but can be shorter for cash or longer if bank, municipal, or SARS delays occur.
Required seller documents: transfer deed, signed Offer to Purchase, Rates Clearance Certificate (municipality certificate showing property rates paid — required by law before registration), Transfer Duty receipt or exemption, and FICA docs. The Rates Clearance is mandatory for lodgement at the Deeds Office.
Certificates of compliance (e.g., Electrical Certificate of Compliance) are normally required and often must be recent (electrical COC frequently valid for 2 years for transfer purposes). Make sure the conveyancer has everything ready to avoid registration delays.

When to change course (switch agent / pause listing / rent out)

Consider switching if:

Your agent hasn’t produced concrete marketing activity in 2–4 weeks.
You have consistently poor communication or no fresh ideas.
Multiple showings but zero offers — consider a more aggressive pricing or different marketing agent.

Consider pausing and relaunching if seasonal conditions are bad (e.g., winter in some markets). Consider renting out if you’re not forced to sell and the market is very soft.

Practical conversation scripts you can use now

Agent script to request action:

“I’ve reviewed the showings/feedback for the last 30 days. I’d like a fresh CMA and a list of 5 immediate, low-cost fixes we can implement this week (photos, staging, listings updates, targeted ad). Also send me a weekly traffic report and agent feedback after every viewing. If we don’t have an offer in 30 days we’ll agree on a specific price-adjustment plan.”

Buyer-response script to evaluate offer:

“Thanks for the offer. Before I respond I need proof of pre-approval/funds and your proposed possession date. I will respond with either acceptance or a single counter on price/possession within 48 hours.”

One-page quick checklist (do these in this order)

Get showings feedback (today).
Re-shoot photos + video walkthrough (within 3 days).
Declutter, deep-clean, repaint touch-ups (1 week).
Staging of key rooms or virtual staging (1 week).
Run a 7–10 day re-launch marketing push and open house (week 2).
Re-evaluate price & CMA (end of week 2–4) — consider small, strategic reduction if needed.

If you know of anyone who is thinking of selling or buying property, please call me

Russell

Lake Properties

www.lakeproperties.co.za

info@lakeproperties.co.za

083 624 7129

What are typical delays when your selling your house and how to avoid them?

Lake Properties Lake Properties

1) Buyer financing problems (most common)

Why: buyer’s pre-approval was conditional; bank asks for extra documents; credit changes; bank backlog.
How it shows up: bond approval takes weeks, or buyer cancels.
Avoid it:

Ask for bank pre-approval letters (not just application screenshots) before accepting an offer.
Request final bond approval within a short, written deadline (e.g., 7–14 days).
Ask buyer to supply their proof of income, bank statements & 3 months’ payslips to the agent for verification up front (not all buyers will share, but many will).
Accept offers from buyers who can show cash or interbank guarantee where possible.
Include a clause in the sale agreement that if finance is not approved by X days the seller may cancel (have conveyancer draft).

2) Home inspection / repair negotiations

Why: inspection uncovers structural/major defects or many small issues; buyer demands repairs/credit.
How it shows up: renegotiation stalls transfer or buyer requests long repair windows.
Avoid it:

Do a pre-listing insspection ( hire an inspector or a qualified contractor ) and fix high-impact items (roof leaks, electrical hazards, plumbing).
Provide a repairs disclosure pack to buyers before offer stage so expectations are clear.
If you’ll not repair: offer a small cash allowance up front instead of open repair deadlines — faster and cleaner.
If repairs are agreed, set firm completion dates (and require proof/photos/invoices).

3) Missing or incomplete seller documents

Why: attorney needs IDs, marriage/antenuptial contracts, title deeds, company resolutions (if a company sells) etc.
How it shows up: conveyancer asks for docs; lodgement delayed.
Avoid it: prepare a document pack before listing (see checklist below). Send copies to conveyancer the day you accept an offer.

4) Title / deed problems and outstanding bonds

Why: old bonds not cancelled, owner signatures missing, incorrect names, subdivision issues.
How it shows up: deeds office rejects lodgement or requires corrections.
Avoid it:

Ask your conveyancer to do a pre-lodgement title check.
Have bond cancellation documentation or a release letter ready if an existing bond needs settlement.
Correct ownership names early (consenters, trustees, estates must be resolved).

5) Municipal rates / clearance delays

Why: municipal accounts unpaid, or the council takes weeks to issue clearance.
How it shows up: deeds office won’t register transfer until clearance certificate is issued.
Avoid it:

Request municipal statement and rates clearance early; pay any arrears immediately.
Use your conveyancer to pre-apply for council clearance the instant you accept the offer; follow up weekly.

6) Certificates of Compliance (CoC) — electrical, gas, plumbing, termites

Why: inspections/bookings take time; repairs may be needed.
How it shows up: buyer insists on certificates; transfer delayed while vendor obtains them.
Avoid it:

Order CoCs pre-listing (electrical, plumbing, gas/cooker, beetle/termite if needed).
If a CoC fails, get quotes and do repairs immediately — the certificate is quick to re-issue once fixed.

7) Slow conveyancing / deeds office backlog

Why: attorneys don’t follow up; deeds office backlogs; bank admin delays.
How it shows up: lodgement accepted but registration is delayed.
Avoid it:

Use an experienced conveyancer who has good relationships with the local deeds office and banks.
Ask the conveyancer for a clear timeline and weekly updates.
Ensure your bank (if you have an existing bond) and the buyer’s bank communicate early.

8) Chain sales / conditional offers

Why: buyer’s buy depends on their sale; if their buyer falls through everyone is delayed.
How it shows up: long suspensive conditions, rolling deadlines.
Avoid it:

Prefer buyers without a chain where possible (cash or home already sold).
If chain unavoidable, include firm deadlines and require proof of progress (offer accepted from their buyer, transfer date

If you know of anyone who is thinking of selling or buying, please call me

Russell

Lake Properties

www.lakeproperties.co.za

info@lakeproperties.co.za

083 624 7129

Lake Properties Lake Properties

The history of the Joseph Stone Auditorium

Lake Properties

Joseph Stone Auditorium — history and community impact (Athlone, Cape Town)

Here’s a clear timeline and short analysis showing how the Joseph Stone Auditorium has strengthened and uplifted surrounding communities from its founding to the present day.

Quick timeline / origins

The performing collective that became the Eoan Group started in District Six in the 1930s as an after-school/arts programme for children. Over time it expanded into drama, music, ballet and adult community theatre.
After forced removals from District Six under apartheid the Eoan Group lost its home. Philanthropist Joseph Stone donated funds to build a new theatre in Athlone; the Joseph Stone Auditorium (designed by architect Revel Fox) opened on 21 November 1969 as the Eoan Group Cultural Centre.
The building is a 500-seat theatre with rehearsal rooms, studios and offices and was funded by a mix of government, foundations and the Eoan Group. It has hosted opera, plays, festivals and training programmes since inauguration.

What’s been done inside the building (examples)

Performing arts training and schooling — the Eoan Group School of Performing Arts runs regular classes (ballet, drama, music, modern dance, etc.), providing structured arts education for youth and adults. This has kept local talent engaged and developing skills across generations.
Community theatre & festivals — the venue has hosted community drama groups, opera productions and national amateur theatre festivals that brought many groups together (dozens of participating groups in some years). That activity gave local performers a platform and drew visiting audiences into Athlone.
Multi-use community programming — beyond theatre shows, the auditorium has been used for lectures, conferences, film shoots, senior-citizen events, movie days and free concerts (for example a 2024 seniors’ concert with the provincial police band), showing its role as a civic gathering space.

How that work strengthened and uplifted the surrounding communities

Cultural preservation and identity after displacement
When District Six residents were forcibly removed, the Joseph Stone Auditorium became an institutional home for the arts traditions that had grown up there. By continuing the Eoan Group’s programmes it preserved and celebrated cultural practices and personal histories tied to District Six. That continuity supports communal identity and intergenerational memory.
Skills, confidence and youth development
Regular classes and performance training give local children and young adults skills — not just artistic technique but stagecraft, teamwork, discipline, public speaking and event production — all of which increase opportunities for employment and civic participation.
Social cohesion & safe public space
Programming for seniors, youth, community groups and school performances creates safe, constructive meeting places. Events like free concerts and movie days promote social inclusion, reduce isolation, and strengthen neighbourhood networks.
Local economic spillover
Performances and festivals attract audiences who spend locally (transport, food, small traders). Hiring technical staff, performers and contractors for productions creates short-term jobs and recurring income for local suppliers.
Civic pride and tourism/visibility
A prominent cultural building on Klipfontein Road helps put Athlone on cultural itineraries (local tours and stories reference the auditorium), which raises the area’s profile and encourages further community initiatives.

Recent evidence that the venue is still active and serving the community

Local reporting shows the auditorium continues to host community events (e.g., an Oct 2024 seniors’ concert attended by ~400 local seniors). The Eoan Group still lists the Joseph Stone Auditorium as home to its school and productions. This continuity from 1969 to today demonstrates ongoing community value.

Short summary

From its origins as a home for the Eoan Group after District Six removals to its present role as a 500-seat cultural and community centre, the Joseph Stone Auditorium has preserved cultural memory, provided arts education, created meeting spaces and modest economic benefits, and strengthened civic identity in Athlone and the Cape Flats. Its mix of training, performances and community programming is a template for how a local cultural venue can uplift an area over decades.

If you know of anyone who is thinking of selling or buying property, please call me

Russell

Lake Properties

www.lakeproperties.co.za

Info@lakeproperties.co.za

083 624 7129

What if the seller misrepresents the property which you bought. What action can you take and how you go about it.

Lake Properties Lake Properties

Misrepresentation by a Seller – What It Means and What Buyers Can Do

Buying a home is often the biggest investment of your life. You save, you search, you finally find “the one.” Then comes the shock: after moving in, you discover things the seller never mentioned. Damp patches hidden by paint. A roof that leaks when it rains. Or worse, a neighbour who’s been in a boundary dispute with your property for years.

It’s enough to make any buyer feel cheated. As estate agents, we’ve seen these situations before, and while they’re stressful, they’re not hopeless. If a seller misrepresented a property, you have steps you can take to protect yourself.

What Misrepresentation Actually Means

At its core, misrepresentation is when a seller gives false or misleading information about a property that influences your decision to buy.

It usually falls into three categories:

Innocent misrepresentation – The seller genuinely didn’t know about the problem.
Negligent misrepresentation – The seller should have known but didn’t disclose.
Fraudulent misrepresentation – The seller knew about the issue and deliberately hid it (for example, painting over cracks, or lying about a leaking roof).

It’s the negligent and fraudulent ones that matter most, because they give you grounds to act.

So, What Can You Do If This Happens?

Here’s a step-by-step guide:

1. Don’t Panic – Assess the Damage

Not all problems are deal-breakers. A faulty tap is one thing, but rising damp or structural damage is another. Take a breath and work out how serious the issue is.

👉 Tip: Take photos and videos, and get an independent inspection or contractor report. This evidence will be important later.

2. Review Your Paperwork

Look at your Offer to Purchase and the Mandatory Disclosure Form (which sellers are now legally required to complete). If the seller said “no leaks” or “pool pump works” and that’s not true—you’ve got proof of misrepresentation.

3. Seek Professional Advice

Before you confront the seller, speak to a property attorney. They’ll explain your rights and what’s realistic: whether you can claim money back, force repairs, or in rare cases, cancel the whole deal.

4. Approach the Seller (With Backup)

Often the first move is a letter from your attorney to the seller. It’s professional, clear, and sets out what went wrong and what you want done—whether that’s a cash contribution, covering repair costs, or another solution.

👉 From an agent’s perspective: Many sellers choose to negotiate once they realise you have evidence and legal backing.

5. If Negotiations Fail, Escalate

If the seller won’t play ball, you have options:

Claim damages – Ask for the cost of repairs or the loss in property value.
Cancel the sale – In very serious cases, where you were completely misled, you may be able to walk away.
Go to court – This is the last resort but sometimes necessary.

Remember: even if your contract has a voetstoots (sold “as is”) clause, it does not protect a seller who knowingly lied or hid a defect.

How Buyers Can Protect Themselves Upfront

The best way to avoid misrepresentation problems is to catch them before you sign. Here’s how:

Don’t skip the Mandatory Disclosure Form – If it’s missing, push for it. No form, no deal.
Get a professional home inspection – It’s worth every cent.
Ask direct questions in writing – “Has the roof ever leaked?” “Any disputes with neighbours?” Written answers are evidence if things go wrong later.
Check compliance certificates – Electrical is required everywhere, and plumbing in some areas (like Cape Town). Gas and electric fences also need valid certificates.

A Final Word From Lake Properties

We’ve walked this road with buyers before, and we know how stressful it feels when you realise you weren’t told the full story. But you’re not powerless. With good advice, evidence, and the right approach, you can either recover your costs or, in extreme cases, undo the deal altogether.

At Lake Properties, we always push for transparency because honesty upfront saves buyers and sellers a lot of heartache later.

💬 From your perspective: If you were in this position, would you fight it legally to recover costs—or would you prefer to settle quickly with the seller and move on?

— Lake Properties

If you know of anyone who is thinking of selling or buying property, please call me

Russell

www.lakeproperties.co.za

info@lakeproperties.co.za

083 624 7129

How do you as an estate agent handle lowball offers from buyers

1) Mindset (the foundation)

It’s business, not personal. Buyers probe; many low offers are tests or negotiation anchors. Don’t react emotionally.
Every offer is information. Even a low offer tells you the buyer is interested, or that your listing copy/price/condition has a perception gap you can fix.
You control the process. You can counter, request proof, ask for terms changes, or walk away. Don’t feel forced to accept or reply defensively.

2) Step-by-step protocol (how to respond, every time)

Pause and evaluate
- Confirm buyer’s proof of funds or mortgage pre-approval.
- Check earnest money / deposit amount and any unusual contingencies.
Analyze the offer as a whole (price, deposit, financing, closing date, contingencies, inclusions, inspection, appraisal clauses).
Compare to your bottom line (the lowest you will accept) and to market comps.
Decide a strategy — one of: (A) Counter with price + explain comps, (B) Counter with non-price concessions (shorter close, higher deposit), (C) Ask for buyer justification / proof, (D) Issue “best and final,” (E) Reject politely and keep marketing.
Respond professionally (agent should send the reply; sellers should avoid emotional language).
If negotiation continues, keep records and set firm deadlines for responses.
If you accept, document protective terms: deposit, timeline, appraisal gap coverage (if any), inspection escrow, etc.

3) Negotiation levers (things you can trade instead of cutting price)

Earnest deposit size (increase to show buyer commitment).
Closing date flexibility (shorter or seller rent-back).
Which inspections/contingencies remain (e.g., buyer accepts AS-IS or waives certain contingencies).
Repair credits vs price reduction (give credit after inspection instead of lowering list price).
Inclusions/exclusions (appliances, furniture).
Appraisal gap coverage (buyer covers X if appraisal low).
Financing terms (e.g., allow seller carryback for a short time — only if you know what you’re doing).

Use combinations: e.g., accept a price slightly lower if buyer increases deposit and shortens closing.

4) Scripts you can use (copy / adapt)

A — Quick polite rejection (if you won’t engage):

Thank you for the offer. At this time we are not able to accept that price. If you’re able to revise, please send an updated offer with proof of funds or pre-approval.

B — Counter with price + comps (professional):

Thank you. We appreciate your interest. The sellers have reviewed the offer and are prepared to counter at R1,425,000 based on recent comparable sales (attached). The sellers request proof of funds or a lender pre-approval within 24 hours and a R100,000 earnest deposit. Closing flexible to suit your timeline. Please advise.

C — Ask for buyer to justify a low offer:

Thanks for submitting. We’re curious what led to the offer amount — is it based on an inspection, appraisal expectation, or repairs you’re budgeting? Please provide justification and proof of funds so we can continue discussions.

D — Best & Final request (use during multiple offers):

We have multiple offers and invite you to submit your best and final by 4:00 PM on [date]. Please include updated financing proof and earnest deposit amount.

E — Walk-away / final “no” (firm):

We appreciate the offer but it’s below our acceptable range. If you’d like to continue, please submit a realistic revised offer.

F — Post-inspection lowball reply (offer to negotiate repairs instead):

We reviewed the inspection concerns and are willing to offer a R25,000 repair credit (or make the agreed repairs) in lieu of a price reduction. Please confirm whether you accept that remedy.

5) Worked numeric example (step-by-step arithmetic — how I’d recommend countering)

Scenario: Listing price = R1,500,000. Buyer offers R1,200,000 (a lowball). You want to calculate the gap and decide a counter.

Calculate the difference (asking − offer):
- 1,500,000 − 1,200,000 = 300,000.
  So the difference is R300,000.
Calculate the percentage difference:
- Divide difference by asking: 300,000 ÷ 1,500,000 = 0.2.
- Convert to percent: 0.2 × 100 = 20%.
  So the offer is 20% below list.
Decide a countering anchor (typical strategy: anchor near 95% of list rather than meet the low offer halfway). Compute 95% of asking:
- 0.95 × 1,500,000 = 1,425,000.
  So a 95% counter is R1,425,000.
Reasoning: 95% preserves negotiating room, signals seriousness, and narrows the gap from R300,000 to:
- 1,425,000 − 1,200,000 = 225,000.
  So the new gap is R225,000 (still large, but leaves room to get to your bottom line).
Alternate smaller concession: if you prefer to be firmer, counter at 97%:
- 0.97 × 1,500,000 = 1,455,000 → R1,455,000.

Rule of thumb from this example: For a very low offer (≥15–20% below) you generally don’t accept the midpoint; instead counter high (90–97% of ask) and force buyer to climb or justify.

6) Special cases & how to handle them

Cash investor / flipper who lowballs

They often factor repair costs and resale margin. Ask for their scope of work and timeline. If their number is below the cost threshold, walk. If you want a quick sale, consider a middle option but insist on a strong deposit and fast closing.

Buyer with weak financing (low offer + mortgage)

Ask for an increased deposit and proof of lender pre-approval with a name and LOE (letter of endorsement). If financing is shaky, seller protection clauses or higher deposit protect you.

Post-inspection renegotiation (buyer lowballs after seeing inspection)

Offer a specific repair credit or perform the repairs. Avoid ad hoc large price cuts — quantify repairs with contractor quotes before conceding.

Multiple offers

Use “best and final” deadline to extract the most value. Don’t counter each buyer with a separate incremental increase—either set a highest-and-best deadline or choose the strongest offer and counter only that party.

If buyer is insulting or unreasonable

Keep reply brief and professional or have your agent respond. Do not argue. Protect your bargaining position and reputation.

7) When to accept a low offer

Consider accepting if one or more of the following is true:

It meets or exceeds your bottom line (the walk-away price you set).
Buyer offers superior terms (cash, quick closing, large deposit, waived contingencies).
Market conditions indicate inventory is high and relisting will take months.
The carrying cost of continued marketing (mortgage, levies, agent fees, staging) outweighs the difference.
If you accept, document protections: deposit size, no-contingency clauses if applicable, and explicit appraisal/inspection handling.

8) Communication & timing best practices

Respond promptly and professionally. Even a short rejection/counter within 24 hours keeps momentum. (You can instruct your agent to respond fast.)
Always ask for proof of funds or lender LOI before deep negotiation.
Keep negotiation in writing (email/contract) to avoid misunderstandings.
Set deadlines for responses to avoid endless lowball back-and-forth.

9) Presentation — how to justify your counter

When you counter, attach a short, professional packet:

3 recent comparable sales (within 1 km / 3 months) with photos and adjustments.
A list of upgrades/improvements you completed (dates + receipts if possible).
A clear summary of why your price is fair (location, school zone, condition).
This converts emotion into evidence.

10) Quick checklist before replying to a lowball

[ ] Confirm buyer’s proof of funds / pre-approval.
[ ] Verify earnest deposit amount and whether it escalates.
[ ] Pull 3–5 recent comps and sales data.
[ ] Reconfirm seller’s bottom line (lowest acceptable price + non-price terms).
[ ] Decide negotiation strategy (price vs terms vs reject).
[ ] Prepare a professional written reply using one of the scripts above.
[ ] Set a firm response deadline (e.g., 24–48 hours).

Lake Properties Pro-Tip (expanded)

Always treat lowball offers as negotiation openings, not insults. Start with a calm, evidence-backed counter anchored near 90–97% of your price when the offer is far below list. Use non-price levers (deposit, closing date, contingencies) to extract value, and keep the buyer’s proof of funds front and center. Finally, have your agent act as the buffer — emotions waste deals; facts close them.