Tell the Truth or Lose the Owner: The Hard Lesson Every Property Agent Must Learn
ListingMine Academy | Professional Standards & Trust
In Malaysian real estate, many agents believe one dangerous myth: “If I tell the owner the truth, they will list with another agent.”
So they lie. They say:
- “Got buyers viewing.”
- “Got a few interested.”
- “The market is very good now.”
- “Just wait a bit more.”
All to keep the listing. Six months later, the owner asks the real question: “If so many buyers came, why is my property still unsold?”
That is the moment the entire story collapses.
1. The Market Reality Is Not Your Fault — Lying Is
Every agent knows the truth: The property market today is ruthless, price-sensitive, and data-driven. Telling an owner this is not incompetence. It is a professional duty.
Because sooner or later, the owner will discover the truth from:
- The bank valuation
- The lack of offers
- The months of silence
- The comparative listings that transact below their asking price
And when that day arrives, they will judge you based on one simple question: Who lied to keep me happy, and who respected me enough to tell me the facts?
2. Owners Don’t Like the Truth — But They Respect Evidence
Owners naturally dislike hearing:
- “Your price is above transaction value.”
- “Your renovation does not add RM50k to the market price.”
- “We need a correction to stay competitive.”
But deep down, they know it is true. Property owners are not ignorant. They are emotional.
They may resist you. They may switch to an agent who “sounds more positive.” But eventually, the unsold property becomes the evidence that proves you right. And when reality finally confronts them, they remember the one agent who did not sugarcoat it.
3. Let Other Agents Bury Themselves With Lies
This cycle repeats daily:
- Agent A shows the data.
- Agent B tells the sweet lie.
- The owner chooses Agent B.
Six months later:
- No offers.
- No movement.
- No results.
The owner becomes frustrated, then quietly returns to the agent who told the truth from the beginning. Do not compete with lies. Do not join the circus. Let the others bury themselves.
The market is the ultimate judge — and it always sides with the data.
4. The Agent Who Tells the Truth Becomes the Agent of Record
Owners remember only two things:
- Who wasted their time.
- Who warned them early.
The truth hurts for one week. Lies hurt for one year.
And when the dust settles, the owner will choose the only agent they trust with their asset — The one who told them the truth on day one.
5. The New Professional Standard: Radical Transparency
Modern professionalism is not about sounding confident. It is about presenting facts, even when uncomfortable.
That means:
- No phantom buyers.
- No “half-story” updates.
- No manufactured urgency.
- No storytelling to keep the listing.
- No hiding behind “agent talk.”
Your job is not to please the owner. Your job is to protect the owner — even from their own unrealistic expectations.
6. Real Trust Only Comes From the Truth
The Malaysian property market is full of fake optimism and empty promises. In such an environment, one rare advantage emerges: Honesty becomes a competitive weapon.
When most agents lie to secure a listing, the agent who speaks truth is the one who ultimately secures the sale. Because in real estate, trust is not built by positivity. It is built for accuracy.
And owners always return to the agent who respected them enough to tell them the truth.
