Challenging the Myth of Lease Decay: Older Leasehold Condos Outperforming Newer Ones
TLDR Older leasehold condos in Singapore, particularly those built in the 1980s and 1990s, have shown annualised price growth exceeding...
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TLDR
While Singapore’s real estate sector is more regulated, some agents still use high-pressure tactics that make buyers uncomfortable. Common strategies include giving unverifiable information about unit availability, exaggerating price trends, pushing unclear or short-lived promotions, and framing situations as urgent crises to pressure decisions. Buyers are often left unable to verify these claims, leading to rushed or costly choices. Not all agents do this, but these methods remain common enough for caution. The best approach is to ask for clear, documented information and avoid making hasty decisions based on fear or vague data. Transparency in the property transaction process needs improvement so buyers can make informed and confident choices.
Although the real estate sector is now more regulated than ever, there remain grey areas filled with what we might term “aggressive negotiation strategies.” Many prospective buyers have mentioned their aversion to visiting show flats or contacting agents due to the pressure they often encounter. While not every agent resorts to high-pressure tactics, certain methods keep resurfacing. Here are a few tactics from which you’re better off distancing yourself:
Pressuring you with unverifiable information
One of the most frustrating aspects of the buying process is that, unless you’re part of the industry, your ability to confirm claims made by the sales team regarding availability is limited. One reader recounted her experience and why she suspects she may have been misled:
“We were interested in a two-bedroom unit, but were told ‘none left, sorry.’ The agent then recommended a two-plus-one (a two-bedroom with an optional study space), which was pricier, yet we proceeded as it was the last choice within our budget.
About a year later, we discovered that a neighbour who purchased in the same block as us obtained their two-bedroom unit roughly four months after our purchase.
Perhaps the other units hadn’t been released yet or were returned; I’m not sure, but isn’t it plausible that the agent misled us just to sell the more expensive option?”
Similar issues arise with claims like units “selling out quickly” or that developers are set to increase prices. Since this information isn’t publicly available, less scrupulous agents can exploit it to pressure you into purchasing or, even worse, compel you to buy something more expensive.
To be fair, most agents do not employ such strategies, but it may be time to implement changes to the transaction process so that buyers have access to clear and verifiable information on what is or isn’t sold.
Intimidating you with inflated price “data”
There’s a long-standing sales pitch suggesting property prices rise daily. This tactic has been in circulation since the early 2000s, and when you analyse it, it’s not as convincing as it appears (after all, most assets appreciate over time, including stocks, gold, etc., so this argument could apply to numerous areas).
However, some buyers have informed us that this is frequently exaggerated to the extent that they feel they must purchase immediately to avoid significantly higher costs. One reader, YM, shared how a seller’s agent presented data in a dubious manner:
“He displayed graphs that supposedly demonstrated prices skyrocketing due to an MRT station opening nearby. While it wasn’t entirely false, I noticed several questionable aspects: he compared the mid-price from six months ago to the highest price currently available rather than the mid-price now; and his comparisons included different unit sizes across various floors.”
Another reader, Candice, expressed frustration when her parents were subjected to similar tactics despite being financially savvy:
“My dad was bewildered by all the graphs and articles as they appeared credible, and he called me expressing a desire to sell the flat fearing it would lose value. I examined what the agent provided him, and it was merely random snippets from various websites; some were outdated from 2012. Even if it’s not an outright lie, it still constitutes misrepresentation. Should agents really be allowed to pressure older individuals into selling their flats this way?”
Promotions with ambiguous details and time constraints
Many promotions associated with new launches go unannounced on websites (apart from the occasional diligent property agent). Common examples include “all floors priced equally,” where the price increase for higher floors is removed, or discounts on particular layouts.
These promotions can vanish quickly – you might be informed that the offer is only valid for today or until an unspecified time frame. This is often accompanied by warnings that delaying could result in paying significantly more.
In some cases, it’s unclear how much of a discount you’re actually receiving. Even if you’re told that units one floor up are “usually around” $20,000 more, how can you confirm that? Developers also reserve the right to adjust pricing at any time, including lowering it later.
Perhaps the most concerning aspect of these promotions is the unwarranted pressure they place on buyers. Most of us understand on a conscious level that we shouldn’t be influenced by such tactics; however, there’s a natural instinct to act swiftly and overlook other options before the opportunity closes.
Treating everything as an imminent catastrophe
Lim, who has previously purchased both a new launch and a resale condo, finds both amusement and annoyance in how certain agents frame potential consequences:
“Some agents speak as if every situation is a significant crisis. If you don’t buy today, it’s not merely that you’ll pay slightly more later – it’s that you risk being priced out of the market entirely. If you don’t secure your cheque now, it’s not just about considering alternative floors or blocks; you’ll lose any chance of buying altogether. The consequences they describe are all extreme and unrealistic.”
While not every agent adopts this approach, we have encountered sales pitches that focus heavily on the “disaster” narrative. These often involve exaggerated comparisons of HDB and condo price disparities (for instance, if you don’t upgrade now, you might find yourself unable to do so in just a few years) or interpreting minor indicators as warnings of impending cooling measures. For example, when Development Charges were rebranded as Land Betterment Charges, there were whispers suggesting these changes heralded new cooling measures. In reality, they were more administrative than anything else.
Another homebuyer we spoke with, who preferred to remain anonymous and identified only as Jim, shared how his previous agent attempted to pressure him with alarmist warnings regarding lease decay:
“I mistakenly mentioned that our current residence was quite old, dating back to the 1970s. Immediately he launched into a discussion about how HDB flats would lose value, there wouldn’t be any SERS for our area, and given our flat’s age we needed to consider the risks involved, among other things. I found it quite frustrating as my wife is sensitive to these issues and was affected by his comments. It felt like I was being coerced into upgrading.”
We’re not suggesting that agents are entirely incorrect in their arguments. However, alongside their exaggerated warnings, some adopt a haranguing tone that feels more akin to bullying someone into taking action. Hopefully, these agents will realise that most clients do not appreciate such tactics and adjust their approach (though some may argue that it is effective for them since their bottom line is what matters).
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If you wish to arrange a more comprehensive consultation, you can contact me here.
Should You Buy, Sell or Wait?
If you’re reading this, you must be trying to figure out the best course of action right now: is it the right time to buy or sell?
It’s difficult to give an exact answer since everyone’s situation is unique and what works for one person may not necessarily work for you.
I can bring you a wealth of on-the-ground experience and a data-driven approach to provide clarity and direction. From beginners to experienced investors, our top-down, objective approach will help you on your real estate journey.
I can help you by:
- Offering Strategic Real Estate Advice – I can help create a comprehensive plan to guide you through your property journey.
- Connecting Your Home with the Perfect Buyers – Through stunning visuals, an effective communication strategy, and an in-depth knowledge of the market, we’ll ensure your home is presented in the best possible way to fulfill your goals.
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