Going about it the right way, however, is essential for good results, says Schalk van der Merwe, the Rawson Property Group’s Helderberg franchisee.
“Selling a guesthouse or B&B is very different to selling a regular home,” says Van der Merwe. “You have to keep in mind the fact that you’re not just selling a property – you’re selling a business, a brand and a reputation.”
Because these aspects are generally inseparable, Van der Merwe recommends providing plenty of information on both the physical property and business operations to prospective sellers.
“You’ll achieve a much higher sales price if you can prove that your guesthouse is not only in great physical shape, but great business shape too,” he says. “Audited financials are essential, as is proof of your occupancy rates and any online social media presence and guest reviews you have. If you have email addresses of past guests, that can be a valuable asset to new owners. Registration with the Tourism Grading Council of South Africa is also beneficial – buyers want to know they’re investing in a reputable establishment with good earning potential.”
In terms of physical property, Van der Merwe suggests including a detailed inventory of all the furniture and décor items that are included in the sale, along with any maintenance records, floor plans and applicable health and safety documentation that you have available.
“Ensuring your zoning and land use rights are in order is also incredibly important,” he adds. “Any potential buyer investigating the purchase of a guesthouse or B&B is guaranteed to look into the zoning rights as a matter of course, and if you’re not 100% above board this will definitely impact the sale.”
Guesthouses and B&Bs are subject to different zoning restrictions, and the category you fall into will depend on how many rooms you have, what kind of facilities you provide, and the primary purpose of the property. If necessary, you can apply for departures or consent for additional usage rights at your local municipal council, but Van der Merwe warns that this process can take some time.
“It’s obviously in your best interests to have your legalities in order from day one of operations,” he says, “but if there are some loose ends, try to tie them up well in advance of a sale. That goes for things like liquor licenses too if you sell alcohol on the premises – it may not seem like a big deal, but it does show buyers the options they would have if they decide to purchase your property.”
When you do start receiving offers, Van der Merwe recommends proceeding with caution.
“Banks tend to be reluctant to bond more than 20-30% of the transaction value on guesthouse purchases, and seldom exceed 50% even in best case scenarios,” say Van der Merwe. “That means it’s not uncommon for offers to fall through because of a failure to secure a sufficient bond. I always recommend sellers include a 72-hour meet or beat clause to any offer that is subject to finance. This gives them the flexibility to accept a cash offer of equal or greater value and avoid having to wait on financing that may never come through.”
You’d be forgiven for thinking that the whole process sounds a little complicated, but Van der Merwe strongly believes that an experienced estate agent can make all the difference in smoothing any bumps in the road.
“There are a lot more elements to consider when valuing, marketing and selling a guesthouse, compared to a normal residential property,” he acknowledges, “but a good estate agent is trained to handle these complexities.
“A successful sale is about more than just a collection of statistics and information, however. It’s about finding your unique selling point – whether it’s your location, your clientele, your reputation – and showcasing it in a way that makes you stand out from the crowd.”
