By Mohamed Rabie

When I first started working in Dubai, a major property transaction often meant one building in a recognised location, and buyers tended to ask two questions: What is the price, and when will it be ready? Today, the same buyer may ask about the payment plan, service charges, the developer’s delivery record and the cost of ownership after handover.

These are not minor details. They show that a purchase decision needs a deeper assessment than the project brochure or its visual presentation.

What has actually changed?

Buyers compare more. They are not limited to one sales representative’s explanation. They can review comparable units, follow project information and ask about construction and handover progress. Trust and clarity have therefore become central to the sales process.

The product matters more than the image. Design, finishing, usable area, payment terms and service charges all influence the decision. A project that looks attractive in a render may prove less suitable once the full cost of ownership is calculated and comparable units are assessed.

Brokers are part of the customer experience. A strong brokerage ecosystem needs accurate information, clear documents, organised communication and understandable commission arrangements. A broker who cannot rely on the product information or delivery expectations has a reason to consider alternatives.

Large transactions require preparation. Working with institutional investors or high-value buyers calls for market knowledge, an appropriate structure, realistic expectations and complete documentation. Large numbers are not simply luck; they are often the result of preparation and discipline.

What has not changed?

The fundamentals remain: location, trust, delivery and management quality. What has changed is that weaknesses in these areas can become visible to buyers more quickly, particularly when information and comparisons are accessible.

A developer’s record matters, but it should be assessed at project level. A comfortable payment plan must be considered alongside the unit price and total cost. Expected rental income should be converted into a net calculation after expenses and vacancy, rather than treated as a headline figure in an advertisement.

How do you build sustainable real estate growth?

Not through one transaction or a large number in a headline. Sustainable growth is built project by project: selecting a product with real demand, setting a comparable price, explaining the payment plan, training the sales team, giving brokers information they can trust and operating the property in a way that supports residents after handover.

Sometimes the most difficult decision is to say no: to an unsuitable plot, a price above what the market can support, or a launch before the documents and operational preparation are ready. Transactions you decline can sometimes protect the reputation behind the transactions you accept.

Turn the questions into a buyer checklist

Before paying or reserving, bring four groups of information together:

• Price: Compare completed transactions for similar units in the same area, not only asking prices or launch offers.
• Project: Verify project registration and escrow details through Dubai Land Department, especially for off-plan purchases.
• Cost: Calculate service charges, maintenance, vacancy, financing and purchase and sale costs—not only gross yield.
• Exit: Identify who may buy or rent the unit from you later and what competing alternatives exist in the area.

Official sources:
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My view

The UAE market offers opportunities, but the opportunity is not simply chasing a headline or a record number. It is understanding the customer, the product, the cost and the execution together. A developer able to explain these clearly can build a relationship that lasts longer than the reservation process.

What do you think has changed most in UAE property buyers over recent years: awareness of total cost, attention to delivery history, or comparison between projects?

Personal perspective and general information only; not individual financial or legal advice. Future returns and handover dates are not guaranteed.

Cover image is an AI-generated illustration, not a photograph of an actual development.

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