Pre-empting the Next Wave
With Sotheby's Franschhoek
Bev Malan, the new head of Sothebys in Franschhoek, was a champion tennis player, a Springbok athlete, a Comrades and New York Marathon runner and a three times Two Oceans winner. We spoke to her about Franschhoek, her past and asked her whether she carries through her competitive spirit into the world of Property?
Bev Malan: Look, obviously we go into business because we want to be successful and becoming ‘number one’ is a business objective. Like competitive tennis or marathon running, to be number one in real estate you need to be tenacious and work hard – it’s no different. I’ll certainly strive to be the best in Franschhoek.
The Month: The Real Estate business is as competitive in the Valley as the restaurant or retail sectors. I’m sure you’re familiar with The Month’s tack by now so let me ask you – what’s the original angle that will take Sotheby’s there?
BM: I think I differ in the sense that, in my opinion, the next big wave to this area will come from the north and, coming from there, I still have excellent relationships in Jo’burg and Pretoria. A lot of the residents from the upmarket northern suburbs there are looking to move this way in the next three to five years. Not necessarily to start a business here but to own a nice property. I’ve recently had a number of Gautengers looking in the area and those relationships I nurture.
TM: Tell us a little about how you arrived in Franschhoek.
BM: Well I’m originally a PE girl although my husband, Danie, is from Paarl. His parents owned Beyerskloof which, at the time, was only a small farm since under the quota system, farms could only sell a certain amount of grapes to the KWV - now it’s a huge farm I understand. I’d been in sports marketing for seven years when I started in property in Jo’burg in 1995. We came down one Christmas and stayed at Chamonix Cottages, looked at the different developments and bought a stand in La Petite Provence as an investment. Then we built on it (still considering it an investment) and started using it as a holiday home. When we finally decided to move south we looked for an opportunity and Sothebys popped up. I feel I’m still living a dream having escaped from Jo’burg!
TM: What’s you’re feeling about the property market here?
BM: It’s certainly a buyers’ market with lots of stock around – we need to find buyers and I doubt they’ll come from the Western Cape. Although there’s interest in the security estates (Pearl Valley and La Petite Provence) surprisingly most of my potential buyers are looking for the village lifestyle. With the strong rand, I think a number of the swallows have struggled with rising maintenance costs and have put their properties on the market choosing rather to rent over Christmas than keep their own place. Everyone is feeling the pinch, for sure.
TM: Are you positive about Franschhoek property?
BM: Very positive. I think prices probably need to drop a bit to clear the market but I don’t blame people for being a bit unrealistic with their asking prices - it’s a unique lifestyle after all. Those selling for a reason (emigrating, moving on, etc) tend to be more realistic, the others will just have to wait. But I like the fact that people are fairly chilled here compared to Joburg and the hard part about real estate here is being realistic with friends who want to sell!
TM: And what are the selling points?
BM: Obviously that it’s a beautiful place to live, relaxed, gentle and of course, there are good schools and low crime. But a lot of my buyers are buying a second home so it’s more a lifestyle, vacation decision than a business, family home one. I like it that most people get to work at 9am only – that’s a great selling point! – but there’s probably too much retail space right now; empty shops aren’t good. I hope the developers can get it right and I’m sure they will if we keep engaging them.
TM: And do Sotheby’s give you a good reach?
BM: Certainly. It is an internationally recognised brand and, as such, we enjoy receiving leads from overseas offices as well as via the internet. We also advertise in Johannesburg. Recently, we have had quite a few enquiries from Natal and there are always the Capetonians looking for a weekend get-away.
TM: And apart from your extremely successful advert in The Month, what other marketing tools do you employ?
BM: I feel I want to share news about this unique area so I’m starting an email newsletter to our database all over the world talking about local news, property and lifestyle so maybe The Month can help there. There’s always something to talk about. It also fits nicely into this concept of pre-empting the next wave.
TM: Thanks Bev, it was great talking to you.
Bev says that there is always coffee on offer at Sothebys in exchange for a good chat!