Thank You for the Opportunity

Selling a property is more than a transaction. It’s a major life decision, often tied to strong memories and emotions. I approach every valuation with sensitivity, care, and professional focus. A well-prepared market analysis reduces guesswork, shortens the selling process, and helps achieve the best possible price with less stress for you, the seller.

Thank you for allowing me to present this valuation. It reflects the level of service, detail, and commitment you can expect from me right through to the successful sale of your home.

Comparative Market Analysis

Exclusively Prepared For

SASHA BUCHANAN - TWILIGHT MOON INVESTMENTS (PTY) LTD

Farm 183 "Eastbrook" Portion 21, Knysna Non Urban

Setting the Price

Why Pricing Matters

Getting the price right from the start is the key to selling for the highest possible amount. When a property remains on the market for too long, it loses appeal to buyers. Buyers start to wonder what’s wrong with it. Sellers often end up lowering the price. This is called “chasing the market.” The result? Properties usually sell for less than they would have if they were priced correctly from day one.

Buyer’s Market

In a buyer’s market, there are more homes for sale and fewer buyers. Prices flatten or drop because buyers have more options. This can be caused by factors such as high interest rates, inflation, or broader economic pressures.
In this type of market, you need to price competitively. Even slightly overpriced homes tend to be ignored.

Seller’s Market

In a seller’s market, there are fewer properties for sale and lots of buyers competing. Prices usually rise, and sellers often achieve... or frequently beat the asking price. This is where timing and smart positioning really matter.

Time on Market vs. Sold Price Statistics

  • 0 – 5 weeks → Property sells close to, or at, full market price.

  • 6 – 12 weeks → Around 3% less than market value.

  • 13 – 24 weeks → Around 6% less than market value.

  • 24+ weeks → Often 10% or more below market value.

The longer a property remains on the market, the bigger the discount buyers expect.

The Comparative Market Analysis (CMA)

A CMA is not about giving you the biggest number, only to impress you to get the mandate. It’s about giving you the most accurate number, so your property sells for the best possible price in the shortest time.

To do this, the right agent will compare:

  • Farms that have recently been sold.

  • Farms that are currently on the market.

  • How long did those farms take to sell?

The goal is simple: to help you sell at the highest realistic price, within a timeframe that works for you.

Market Conditions

Knowing if you’re in a buyer’s or seller’s market is key. It shapes how you price and how fast a farm is likely to sell.

Markets move: In a seller’s market, homes/farms are in short supply, buyers compete, and prices often rise. Even then, setting the price too high can backfire and keep buyers away. In a buyer’s market, there’s more stock and less demand. Here, buyers have choices, and overpriced properties are quickly ignored.

The right price isn’t the biggest number. It’s the smartest one. A smart price puts your property ahead of buyer expectations, avoids the trap of sitting on the market too long, and often attracts stronger offers. Always check recent sales, not just asking prices. Sold properties show what buyers really paid, and that’s the market speaking.

The asking price is set to bring buyers to the table. You can always refuse an offer, but having interested buyers gives us room to negotiate. Competing buyers drive the price up, turning interest into a bidding war.

Sales data:

It is not for me to dictate price – the actual value of any property (farms and homes) being ultimately that which a willing and able buyer is prepared to pay.  The CMA value is R6,462,125 (the moving-average total of historical non-urban sales in this area).

Farms recently sold in this district(Lightstone):

Farm 183 Portion 64 – 13.15 ha – R5 700 000
Farm 183 Portion 43 – 10.12 ha – R3 805 000
Farm 183 Portion 39 – 6.60 ha – R6 500 000 
Farm 183 Portion 36 – 8.83 ha – R4 000 000

Farm 203 Portion 100 – 8.17 ha – R7 700 000
Farm 182 Portion 16 – 34.26 ha – R5 060 000
Farm 187 Portion 101 – 10.61 ha – R8 000 000
Farm 187 Portion 99 – 17.46 ha – R3 650 000
Farm 187 Portion 135 – 9.00 ha – R10 062 500

Farm 203 Portion 88 – 4.37 ha – R5 600 000
Farm 203 Portion 91 – 5.14 ha – R5 800 000
Farm 203 Portion 84 – 4.66 ha – R2 500 000
Farm 178 Portion 25 – 15.38 ha – R7 015 000

Farm 189 Portion 81 – 3.99 ha – R5 250 000 
Farm 189 Portion 8 – 1.80 ha – R6 900 000
Farm 191 Portion 7 – 8.50 ha – R6 000 000
Farm 173 Portion 1 – 66.49 ha – R10 500 000

Farm 187 Portion 17 – 0.8680 ha – R17 000 000 – (skewed due to major improvements)

Snapshot Farms Currently Listed For Sale:

Portion 106 of Farm 203, Elandskraal – Barrington Road
Asking: R4 000 000
Size: 10.9 ha irrigation / potential vegetable farm with shade-net, drip irrigation and labourer’s cottage.

Portion 81 of Farm 203, Elandskraal

Asking: R6 900 000
Size: 8.9 ha partially developed lifestyle/smallholding, mix of cleared land and treed areas.

Portion 52 of Farm 203, Elandskraal
Asking: R19 500 000
Size: ±4.3 ha lifestyle smallholding with strong hospitality component.
Note: this is a highly improved, income-generating asset, so the R/ha is heavily skewed by buildings and business value, not just land.


42 Karatara Road, Sedgefield Rural
Asking: R16 800 000
Size: 25 ha hilltop smallholding with main home and lifestyle improvements, about 12 km outside Sedgefield.

26/182 Hoogekraal (between Sedgefield and Wilderness)
Asking: R8 550 000
Size: 10.9 ha off-grid lifestyle estate with panoramic lake, ocean and mountain views

My Summary & Insights for this CMA

Portion 1 – Western Section (between Karatara Road and Hoogekraal)

 This section of approximately 12.5 hectares includes the Nostalgia Farm Stall building (R517 500), two 2-bedroom cottages overlooking the Hoogekraal River (R1 725 000), a tented and cottage setup at the river (R575 000), two rows of fourty storage units (R2 875 000), land value (R5 175 000), solar installations (R575 000), and fencing and internal roads (R805 000). The value for Portion 1 is R12 247 500.

Portion 2 – Eastern Section

This portion includes a 2-bedroom, 2-bathroom house with a veranda (R862 500) and land value (R5 175 000). The value for Portion 2 is R6 037 500.

Combined Adjusted Total (excluding tenant improvements)

R12 247 500 + R6 037 500 = R18 285 000

Additional improvements to Portion 2 will require a specialist inventory and valuation to determine their true worth and have therefore been excluded from this current value estimation. The lease agreement clauses 21.1 to 21.4 refer to improvements made, past, present and future, and must be carefully reviewed to clarify ownership and financial responsibility. These clauses must be discussed in detail with the current tenant, ensuring that accurate records of all expenses, supporting invoices, and proof of funds spent are properly maintained. This documentation will be essential in the event that the tenant does not proceed with the purchase of the farm, as it will form the basis for fair negotiation regarding compensation or retention of improvements.

The estimated value of R18,285,000 should be regarded as the lower threshold for consideration. In my opinion, the property could realistically achieve between R18 million and R19 million on the open market with a focused and well-executed marketing effort.

The farm is situated in a highly desirable location, bordering a perennial river, and includes well-positioned homes, cottages, and glamping tents that collectively offer a relaxed and appealing holiday lifestyle. The property operates off-grid, supported by solar power systems, a reliable borehole, and a water spike that ensures a consistent water supply. It also features an existing dam, with scope for additional dams within the natural catchment area.

A potential challenge lies in the absence of approved building plans and permits for operating a business from the existing farm stall. This issue should be addressed and resolved between the seller and any prospective buyer.

Based on its location, amenities, and market appeal, it is recommended that the property be introduced to the market at R19,000,000. A comprehensive marketing plan detailing the approach and timing will follow.

In considering the above and other factors in the current market conditions, we suggest a CMA amount of between R18,300,000 and R19,000,000. The assessment is based on the accepted industry method of comparative market analysis and will include our professional fees.

Our current market assessment and go to market price:

R19,000,000,000

WHAT IS NEXT?

We await your instructions…

Should you decide to sell, we need a written mandate to sell.

  • We will make a detailed list, in consultation with you,  of all the features and ins and outs of the farm and will recommend items that you may consider improving to increase the value of the property to go to market.

  • We will write an advert that best describes the property and paint a picture of what the buyer can expect.

  • A professional photographer will attend to capture your home on video and photos.

  • We let our local national database know (emails and personal calls) that your property is available.

  • We list your property on various SA and International websites with the description, photos and videos.

  • We bring current buyers who have shown interest in farms in the area.

Let me know if you have any questions I can answer. We thank you for the opportunity to do a market analysis of your property and will do our utmost to sell it as soon as possible if mandated.  Attached (email copy), please find the Lightstone data that I used during research to establish a current market-related value for your property.

 

THE MARKETING PLAN

  • For Sale Sign – placed in front of the property to make “locals” aware that your property is for sale. This often generates 'local' buyers.

  • Broker Network – distribute nationally to all the RE/MAX broker owners (nationally & internationally) 

  • Digital Marketing – Social Media – all e-marketing platforms. 

  • Local Printed Media – local property newspapers, Action Ads. 

  • Property Portals – we list your property on:  www.remaxcoastal.co.za  /  www.remax.co.za   /  www.privateproperty.co.za   /   www.property24.co.za

  • All SA RE/MAX Offices – forward your property portfolio to our 190 offices and 3000 agents via email. 

  • Featured & Premium Listings – Feature on Property 24, and your farm will be displayed on the Main page, giving it maximum exposure. 

  • Team Viewing – All RE/MAX agents view the home and see if they have prospective buyers. (Homes only)

The above would be sufficient to procure a willing and able buyer for your farm at, or close to, the asking price, promptly.

About Me

I’ve worked in real estate (farms, commercial and homes) for over 10 years, with the past 4 focused on Knysna and the Garden Route. Having grown up in Knysna before leaving in the 70s, I know the area and its people well, which helps me guide clients with confidence.

Married for 40 years and a father of three, I value trust, family, and community. Earlier in life, I also trained guide dogs for the Guide Dog Society — an experience that taught me patience, responsibility, and the importance of service.

As a Google Certified Partner, I use advanced online marketing strategies and the latest AI models to ensure every property I market reaches the right target buyers. This gives my clients a real edge in today’s competitive market.

Outside of property, I enjoy offshore ski-boat fishing and Caterham car racing — both reminding me of the patience, focus, and timing that I bring to every transaction.

My goal is simple: to give honest advice, reduce uncertainty, and help sellers achieve the best possible result most smoothly.

Client Testimonials

“From the first call, Nick gave me all the details I needed about the property. By the time I viewed it, everything made sense, it was just confirmation. His knowledge of Brenton Park was spot on, and I really valued how thorough and helpful he was.”

Mike Sankey, Brenton On Lake

“Nick guided me through both selling and buying at the same time, something I thought would be impossible. His honesty, support, and straight-forward advice gave me the confidence to trust the process. He went beyond expectations and made it all happen.”

Elke Henly, Brenton On Lake

“Nick was professional, proactive, and always willing to go the extra mile. His warmth and personal touch made all the difference, even helping us re-home our parrot, Nelson, during the sale. He handled the process with empathy and understanding, and ensured we achieved the best deal possible.”

— Allan Elias, Westford Bridge