The Dubai property market is largely centred around off-plan projects. However, it is notable that at new project launches, you will see very few Western real estate agents. Only 5% to 10% of the agents present at such events are from Europe or other Western countries.
Approximately 65% of properties sold in Dubai are off-plan, meaning they are under construction or still in the planning phase. Yet, it seems that Indian, Arab, and Chinese agents predominantly lead this sector. Why is that?
Differences in experience and approach
In Europe, off-plan sales are uncommon. There, people typically purchase existing properties. As a result, many European real estate agents in Dubai have no experience with this type of property and often cannot explain it adequately to buyers.
Furthermore, many European agents start at well-known real estate firms that appear large on social media but, behind the scenes, possess little knowledge about off-plan projects. Consequently, new agents often do not receive the proper training and guidance to successfully sell off-plan property.
Another reason is the working method of many European agencies. While other agencies actively invest in warm leads, these companies often do not. They use cheap contact lists to pester existing communities, which rarely yields results. This makes it difficult for European agents to find genuinely interested buyers.
When a potential buyer does appear, these agents often do not know how to handle the situation. They quickly lose the thread and frequently try to push less attractive options onto the buyer, such as apartments in less desirable areas like Jumeirah Village Circle (JVC).
Cultural connections and local knowledge make the difference
Many Indian, Arab, and Chinese agents often already have an existing network of investors and know precisely how to present off-plan projects. They understand the local market, know what buyers find important, and skilfully leverage this.
Moreover, they often possess the right tools and connections to gain direct access to new launches, allowing them to act more swiftly than their European counterparts.
Fortunately, the property advisors we work with are highly experienced in the Dubai property market and rank among the top performers.
Edward Clarke is a seasoned property expert with extensive experience in international real estate investment, with a particular focus on Dubai’s fast-growing property market. Drawing on both personal investment experience and years of client advisory work, he helps investors make informed, realistic decisions when purchasing apartments, villas or off-plan developments in Dubai. With a pragmatic mindset, a sharp focus on returns and a strong commitment to transparency, Edward is a trusted point of contact for anyone considering a property investment in Dubai.
