Beyond property listings: building the right relationship with a real estate agent

KUALA LUMPUR (June 10): For many Malaysians, engaging a real estate agent is a familiar part of adulthood, whether for renting, buying, selling or investing in property.

While experiences can vary widely, Aegis Property director Shawn Fernandez believes that one factor often plays a decisive role in determining the outcome: the quality of the relationship between clients and their agents.

According to Fernandez, most people engage a real estate agent with specific objectives in mind, including securing the best purchase or sale price, obtaining favourable rental terms, identifying properties that suit their needs, and avoiding potential issues such as hidden defects.

While professional competence remains important, Fernandez noted that the way buyers, sellers, landlords and tenants interact with their agents can significantly influence the effectiveness of the relationship and, ultimately, the results achieved.

"Whether you are buying, renting, investing in, or selling a property, the quality of the relationship between you and your real estate agent can significantly influence the outcome," he told EdgeProp.

One of the most fundamental aspects of building a productive relationship, Fernandez noted, is punctuality. Respecting agreed appointment times demonstrates consideration for an agent's schedule and helps establish a positive working dynamic from the outset.

Beyond punctuality, Fernandez emphasised the importance of building genuine rapport. Similar to trusted personal relationships, strong professional relationships often encourage people to go beyond the minimum required. In the property market, agents who have developed a good connection with clients may be more likely to highlight value-for-money opportunities, responsive landlords or less widely known listings.

Without that relationship, he noted, interactions are more likely to remain purely transactional.

Clear communication is another key factor. Fernandez said clients should provide detailed information about their budget, preferred locations, non-negotiable requirements, flexible preferences, intended duration of ownership or tenancy, and whether the property is for investment or personal occupation.

The more accurately an agent understands a client's requirements, the greater the likelihood of identifying suitable properties and opportunities.

Fernandez also cautioned against viewing real estate agents merely as facilitators of property viewings.

"Many people, he said, fall into the trap of treating their agent as a tour guide whose primary role is to open doors and arrange viewings. This approach often fails to utilise the agent's true expertise and market knowledge," he said.

When selecting an agent, Fernandez suggested considering whether the individual specialises in the specific property type and location being targeted. An agent who possesses deep local knowledge and extensive experience in a particular market segment may be better equipped to advise clients on pricing trends, buyer demand, landlord quality and upcoming developments that could affect property values.

He further encouraged clients to tap into one of the most valuable resources available to them — their agent's market knowledge.

Ultimately, Fernandez said, property transactions are not purely about listings and prices. Trust, communication and market knowledge are equally important, and the strength of the agent-client relationship can be just as consequential to the outcome as the state of the market itself.

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