The “Theatre of Deceit”: How Unethical Agents Gaslight Sellers and Cheat Buyers
ListingMine Academy | Consumer Protection & Industry Standards
There exists a shadow curriculum in parts of the real estate world—a set of “dark arts” quietly passed down by unethical agents who prioritise manipulation over service, deception over diligence, and quick commissions over professional integrity.
Most consumers do not realise that some of the worst behaviours in the market are not accidental. They are deliberate scripts, perfected through repetition. If you are a seller who feels your confidence was slowly eroded, or a buyer who discovers the unit you received is not the unit you were promised, you may have crossed paths with these tactics.
Below are the three most destructive techniques used by the small minority of “bad apples” who poison trust in the entire industry.
1. “PUA” the Seller: The Theatre of Fake Viewings
The most advanced manipulation technique is known as conditioning. It is psychological warfare disguised as “market feedback,” engineered to force a seller into accepting a deeply discounted offer.
How the Play Works
The unethical agent does not simply tell you your price is too high—they stage an entire production to “prove” it.
- They arrange 8–10 so-called “viewings.”
- These “buyers” are not real buyers. They are colleagues, acquaintances, or hired walk-ins.
- Every actor follows a rehearsed script: “Renovation outdated,” “Price too high,” “Not worth more than RMxxxxxx.”
Why It Works
After hearing identical criticism from 10 different “buyers,” any seller—no matter how rational—starts doubting their own judgment. This is not feedback. This is gaslighting for profit.
The Final Move
Once your confidence collapses, the agent brings a “lifeline”: a lowball offer from an investor they already know. Out of frustration and embarrassment, many sellers accept.
You weren’t helped. You were guided into a trap.
2. Tricking the Buyer: The Showroom Mirage
In new developer projects, the deception often flips from psychology to outright fabrication. Junior agents are commonly told: “Verbal promises disappear. Just close the deal.”
The “Fully Furnished” Illusion
Inside the show unit, the agent sweeps their hand across the designer kitchen, the marble island, the AC units, and the plush bedroom.
The Promise: “Yes, everything you see here is included.”
The Reality: Your actual unit is delivered bare—concrete walls, raw points, no cabinetry, no AC. You discover the truth years later at vacant possession.
The Car Park Inflation
The Promise: “I can get you 2 car parks. Special arrangement.”
The Reality: Your SPA states one. Full stop.
The Compass Manipulation
Orientation matters to buyers who care about Feng Shui or afternoon heat. Unethical agents simply rotate the direction on the scale model.
The Promise: “Yes, this is South-facing.”
The Reality: It is West. You only find out when the evening sun cooks your living room.
3. The “Crab Bucket”: Success by Sabotage
Some unethical agents are trained not in cooperation, but in sabotage.
The Internal Script
- “Don’t list with Agency X — I heard they might lose their license.”
- “That agent steals deposits.”
- “Better not co-broke, they always bring lowballers.”
Why They Do It To Avoid Splitting Commissions and to Block Competition.
Who Gets Hurt
- The Seller: Because their property loses exposure.
- The Buyer: Because fewer agents engage the listing.
- The Industry: Because collaboration collapses.
This is not professionalism. It is a crab bucket culture—pull everyone down so no one climbs up.
The Shield: You Have the Power to Report
These behaviours are not normal. They are not legal. And they are not tolerated under Malaysian real estate regulations.
Malaysia’s real estate profession is governed by the Board of Valuers, Appraisers, Estate Agents and Property Managers (BOVEAP).
Every legitimate REN and REA:
- Carries an official REN/REA tag.
- Is bound by a Code of Conduct.
- Can be reported for misconduct.
- Can lose their tag for violating professional standards.
Most Agents Are Honest
It is essential to remember this: The majority of property agents in Malaysia are ethical, hardworking professionals who deliver value, advise clients correctly, and take pride in their work. But a minority of unethical individuals can cause massive consumer harm—unless consumers take action.
Take Action: Protect Yourself and the Industry
If you encounter any of the following:
- Staged or fake viewings
- Lies about SPA inclusions
- Misrepresentation of orientation
- Fabricated “special arrangements”
- Commission-avoidance behaviour (refusal to co-broke)
- Fear-mongering about other agencies
You have recourse. What You Should Do:
- Verify the agent’s REN/REA tag.
- Check your SPA—trust the document, not verbal claims.
- Document suspicious behaviour.
- Report the agent to BOVEAP through their official channels.
Protect yourself. Protect the next buyer or seller. Protect the professionalism of the industry.
Demand transparency. Demand documentation. Demand professionalism.
When consumers stand up, the industry gets cleaner—and the crooks get removed.
