How Manipulation Became a Sales Strategy
Why Unethical Tactics Are Destroying Trust in Real Estate
In every country, the real estate industry struggles with one recurring wound: public distrust.
Ask anyone outside the industry what they think of “agents,” and you’ll hear it — pushy, greedy, manipulative. It’s not because the world misunderstands us. It’s because too many of our own have proven those stereotypes true.
And while thousands of agents serve with honesty and professionalism, their efforts are constantly undermined by the idiots who mistake manipulation for mastery.
The Dark Art of Breaking the Seller
In China’s hyper-competitive property market, a disturbing strategy has taken root — one that turns psychology into a weapon.
Here’s how it works:
- Fake buyers are created to stage a show.
- Each “buyer” makes a lower and lower offer, step by step.
- Agents bombard the owner with “feedback” that their price is unrealistic.
- Over time, the seller begins to doubt their own judgment, question their property’s worth, and feel isolated.
- Eventually, they collapse — emotionally and financially — and agree to a price far below market value.
This isn’t negotiation.
This is psychological abuse dressed as salesmanship.
It’s a systematic dismantling of a seller’s confidence — a slow erosion of trust designed to corner them into surrender.
It’s a vile practice that has no place in a profession built on fiduciary duty.
Could It Happen in Malaysia?
Sadly, yes — and in some forms, it already has.
Our current laws don’t explicitly outlaw these tactics. There’s no specific section in the Valuers, Appraisers, Estate Agents and Property Managers Act that covers psychological manipulation or staged buyers. It may brush against commercial crime or misrepresentation, but in practice, agents often walk free.
That means the next wave of “creative sales training” could easily teach this as a strategy. And without systemic reform, nothing stops it from spreading.
The Irony of Exclusivity
We often tell sellers:
“Appoint one trusted agent exclusively. Let me protect your interest.”
But how can sellers believe that when some “exclusive” agents use their position to apply manipulative, PUA-like tactics—psychological seduction designed to wear down resistance—on the very person who hired them?
Exclusivity was meant to create confidence, not manufacture fear. When the protector becomes the predator, the whole system collapses.
And once trust breaks, sellers will never go exclusive again. They’ll go back to open listings and adhoc agents, believing safety lies in numbers — not relationships.
When that happens:
- Serious agents lose control of pricing.
- Buyers face duplicates and fake listings.
- The industry drifts back into chaos.
- Without trust, exclusivity is a joke.
- Without exclusivity, professionalism is impossible.
Why People Look Down on Agents
Because they see this nonsense — everywhere.
- They see agents who lie, PUA their clients, fake offers, and manufacture urgency.
- They see unverified listings, ghost ads, bait prices, and zero accountability.
- And then they meet a good agent — but they can’t tell the difference. The bad ones have poisoned the well. That’s why our industry keeps getting lumped together under one ugly label: “scammers in suits.”
It’s not fair — but it’s real.
The Buyer-Side Mirror: Manipulation Works Both Ways
In a hot market, the same script flips.
Instead of faking buyers to lower the price, some agents fake them to raise it — staging artificial competition so genuine buyers panic and overpay.
The target changes, the method doesn’t. It’s still deceitful. Still manipulation. Still wrong.
The Way Forward: Fixing a Broken System
If we want the world to respect agents, we must earn it — not demand it.
That starts with structure, not slogans.
- Verified Listings
Every listing should be backed by proof — a copy of the title, a signed appointment letter, and updated availability. No more ghost ads, no more fakes. - Transparent Transaction Data
When owners have access to real data, manipulation loses its power. Educated sellers don’t fall for “fake feedback.” They can see actual transacted prices. - Agent Reputation Score
Every agent should carry a verified rating — built from closed transactions, client testimonials, and complaint records. A credible body should publish this so the public knows who to trust. - Real Consequences
When caught, unethical agents should face license suspension or public record penalties. Soft warnings don’t scare anyone. Only visible punishment cleans a system. - A Strong Industry Body
A centralized, powerful organization must govern ranking, verification, and enforcement — not scattered boards or committees. Without teeth, rules are just ink.
For Sellers: How to Protect Yourself
If you’re a property owner reading this, don’t assume “professional” means “ethical.”
Ask for verified transaction data before accepting any feedback.
Check your agent’s track record, license status, and testimonials.
And most importantly, demand transparency in every offer — who made it, and when.
Good agents will welcome these questions.
The bad ones will squirm. That’s your first clue.
Professionalism = Integrity, Not Tactics
Negotiation is a skill. Manipulation is a sin.
The difference? Consent and honesty.
A professional negotiator persuades with facts, empathy, and clarity. A manipulator coerces with lies, fear, and fake stories.
If we keep glorifying manipulation because it “closes deals,” we’ll stay trapped in a race to the bottom — where the smartest liar wins, and everyone else loses.
We don’t need more “closing techniques.”
We need ethical frameworks, verified systems, and legal enforcement.
Only then can we rebuild the one thing we’ve lost: trust.
Final Thought
The public doesn’t hate real estate agents.
They hate what the industry has allowed some of them to become.
If we want to change perception, we must first change behavior.
If we want respect, we must first clean the house.
Because manipulation may bring one commission —
but integrity builds a lifetime career.
