There’s nothing more frustrating for sellers than a buyer who seems genuinely interested during a viewing, asks all the right questions, and imagines themselves living in the home, only to go silent afterwards.

According to Adrian Goslett, CEO and regional director of REMAX Southern Africa, while this can feel personal, this behaviour is becoming a familiar part of today’s property market as buyers navigate affordability pressures, economic uncertainty and a wealth of information at their fingertips.

“While sellers may see silence as disinterest, the reality is a bit more complicated than that. Today’s buyers are taking longer to make major financial decisions, as they do their own research and try to carefully weigh out their options before making a commitment.”

“In many cases, buyers don’t just simply disappear because they don’t like a property; they disappear because they’re uncertain and don’t want to make a decision prematurely, especially as affordability remains a key constraint within the residential property market,” says Goslett.

Usually, after a viewing, buyers will revisit their financial calculations. A property that initially seemed affordable online may feel less attainable once all associated costs, including transfer fees and municipal charges, are considered.

Instead of entering negotiations unprepared, many buyers may opt to continue their search without further communication. Goslett further notes that pricing can also play a significant role.

“With access to an abundance of listings online and market data, buyers can compare properties more easily than ever before. If a home seems overpriced compared to other properties in the area, prospective buyers may move on instead of attempting to negotiate,” explains Goslett.

Goslett also highlights that not every viewing represents a transaction-ready buyer, either. Some prospective purchasers attend viewings to familiarise themselves with neighbourhoods, compare property types or better understand market conditions before actively entering the market.

While these viewings may generate interest, they do not always translate into offers.

“Competitive pricing, strong presentation and effective marketing remain essential to a successful sale.

“Sellers should address maintenance issues, provide clear property information and work with experienced real estate professionals to build buyer confidence and improve their chances of securing a sale,” concludes Goslett.