If you’ve spent 2025 juggling low stock, long decision cycles, and tricky negotiations, you can let out a much-needed sigh of relief. According to a recent Prop Data poll, 18.5% of property practitioners believe stronger buyer’s market conditions will be the trend that most influences 2026. The early signs point to some interesting developments for the real estate industry this year.
What’s driving this trend?
For the first time since the COVID-19 pandemic, many parts of the country are starting to feel a shift in momentum. “Buyer demand is increasing, driven by lower interest rates and better consumer confidence,” says Herschel Jawitz, CEO of Jawitz Properties. “As a result, 2026 will be the year that we see momentum starting to shift away from buyers to a more balanced market for sellers.”
Sellers are responding too. “There are more homes on the market, and buyers have become far more price-aware,” notes Renata Milanesi, Principal and Director of R and R Real Estate. “Sellers who priced too high last year are now more open to realistic offers, which puts buyers in a stronger position. People are also doing their homework before they buy, so overpriced properties just sit. This creates a market where value and correct pricing really matter.”
Regional differences remain significant. “This is very much a tale of two markets,” explains Kyle Leigh, Founder and Managing Director of The Agency Property Group. “In many parts of the country, buyers have more choice and greater negotiating power as affordability pressures have reshaped demand. However, in Cape Town’s coastal and lifestyle-driven nodes, stock shortages and strong rental demand mean conditions remain firmly seller-led. Nationally, the buyer’s market narrative holds true, but regionally it varies significantly.”
Economic stability is also playing a key role in stimulating buyer activity. “Both expectations of further rate cuts during 2026 and a whole new chapter in monetary policy are bringing stability to the market,” says Chris Tyson, Founder and CEO of Tyson Properties.
“The Reserve Bank’s new 3% inflation target promises lower food and energy costs, making two further interest rate cuts likely, adding up to 50 basis points in relief for 2026. Greater affordability will bring more borrowers to the table, and income growth could potentially outpace inflation. Buyers will therefore have greater long-term purchasing power.”
Confidence remains essential in driving the market. “Buyers need to feel assured by the economic and political conditions of the country,” adds Trish Kennedy, Principal and Owner of Zest Property Group. “Together with interest rate cuts offering greater affordability, this confidence is helping to swing the market in buyers’ favour.”
How to thrive as buyers take the lead
As market activity shifts, deals are moving faster than in recent years. Practitioners who read the signals early will be best placed to find success.
Be there for your buyers: “As the market becomes more balanced for sellers, buyers will be competing with other buyers for a limited amount of properties for sale,” says Jawitz. “Finding more listings and keeping your buyers close will be key to creating sales this year.”
Know your client’s needs: “Even though there will be greater competition for good properties, buyers will also be looking for value for their money,” highlights Tyson. “Sellers need to be guided by well-informed practitioners and price their properties sensibly, taking into account that prospective buyers still need to navigate economic challenges in South Africa. Buyers should also be advised to obtain pre-approval for bank loans.”
Price honestly from the start: “The days of testing the market are mostly gone,” shares Milanesi. “A well-priced home will sell, even in a slower market. Good data and good communication make all the difference.”
Consider region-specific dynamics: “In genuinely buyer-led markets, pricing discipline, negotiation skill, and honest market feedback are essential,” notes Leigh.
“In seller-led nodes like Cape Town’s coastal markets, focus on managing buyer expectations, navigating stock scarcity, and helping sellers understand timing, presentation, and turning scarcity into leverage rather than relying on demand alone.”
Use technology to your advantage: “Assuming a greater volume of buyers, you need an efficient CRM system in your toolkit,” affirms Kennedy. “Get one that offers the best facilities for buyer management, marketing opportunities, communication with buyers and sellers, etc. As a property professional, one must harness all of these opportunities to manage the database, match buyers to properties, and offer efficient and comprehensive services at all times.”
Next: read up on the other trends set to impact 2026
- Demand for secure complexes and estates
- First-time buyer surge
- Rise in semigration
- Affordable housing