Prospect: Caucasian American Citizen wanting new 1-bedroom with balcony, near Orchard/Scotts Road, MRT, budget $3,000, fully furnished, except bed. Don’t need facilities. Bachelor. Travels 2 week/month.

Details are in Tips for Expatriate Tenants and Landlords. Oct 2, 1997 case.

1. Interest of the Owner must come first. In this Valley Park case, there are many units available. Understandably, the co-broking Agent was keen to close as it is extremely costly to advertise and time-consuming to show houses and she was late for another appointment.

• With 3 years of experience, she said: "One year-lease fully furnished if you take this apartment at $3,800". We were still in the middle of discussions. She should have waited for the Tenant to offer.
• She should have offered 2-year lease because the Owner will be purchasing new furniture and the next Tenant may want the Owner to change furniture. In view of the declining rental market and the large supply of newer units , the Owner has no choice.

2. Interest of the Agent coincides with interest of Owner. Agent Jenny has looked after the interest of the Owner by agreeing to co-broke.

• But she forgot something despite 3 years of experience. As a co-broking Agent, at one-year lease at $3,800, the rental commission payable by the Owner will be $1,900 to be shared equally at $950/co-broking agent.
• A 2-year lease, each Agent will receive $1,900. My client prefers a one-year lease although he can take 2 years as there is the diplomatic clause in the tenancy agreement.

3. Fed up with low counter offer. Agent Jenny was quite disgusted with the $3,300 partially furnished counter offer and would not proceed further. As long as there is a counter offer, contact the Owner. Suggest a new offer and terms. Do not suspend communications as a counter-offer indicates keen interest.

• In any case, timeliness is important for the Owner. Every day of vacancy is a loss of around $120 of gross rental revenue. My client can take the apartment tomorrow and yet Agent Jenny did not realise the significance of early occupation (early rental income for Owner).
• I had to call her to find out the counter offer of $3,600. If you are serious in looking after the interest of the Owner, you should call the co-broking agent fast as there may be other offers. As my handphone is switched on all the time, it would be easy to call me.

My conclusion is that Agent Jenny is not hungry.

4. A hungry Hongkong Agent. I remember Agent Amy not because of her Hongkong accent but because of her commitment. She was given 15 minutes’ notice by another Hongkong Agent to show the Bayshore apartment at 10.15 p.m. She arrived promptly although the case was not closed. The lady Owner was also good at selling her apartment, switching off the lights to show the bright pool views.

• Some of the Hongkong origin co-broking Agents are really good at communication with your prospects. They can win over the hearts of your prospects if you slacken!

• Prospect: Asian American, US corporation, wife & 2 active pre-school kids.
• Requirements: $7,000 rental, >2,000 sq. ft, 4+1, Chancery Road vicinity, by November 1, 1997.
• Apartments viewed from 4.15 pm - 7 pm: Mirage Towers Apartment 4+1, Chancery Court Townhouse 3+1, Cavenagh Townhouse 4+1, Newton View Apartment 4+1, Kelulut corner terrace 5+1.
• Arrived in Singapore: 48 hours ago, still suffering from jet lag. Should have postponed viewing till 2 days later.

1. What is an American? New Agents must clarify whether Landlord accepts non-white Americans. Singapore does not have an anti-racial discrimination act to be enforced against Landlords. If this is not clarified, Landlords usually presume Americans to be "John Wayne and his soldiers" type i.e. white/Caucasian but will reject after all issues have been settled. Most Landlords are the baby-boomer era and know Americans as Caucasians but time will change perceptions as more highly qualified Asian Americans settle in Singapore.

There is an increasing number of Asian Americans from the finance and Information sectors working in Singapore and New Agents will waste precious time if they do not qualify "Landlords" who dislike Indian including Pakistani or Asian Americans. Many more Landlords do not discriminate though.

2. Mirage Towers: Not suitable for pre-schoolers as railings outside high-floor apartment are low and kids can climb and fall down. Also, whole apartment needs window grilles. Many new condos like Maplewoods and the Atria at Meyer have similar dangers.

3. Chancery Court Townhouse. Excellent location. Lacking 4^th room, otherwise I would close.

4. Cavenagh Townhouse. >3,000 sq. ft of space with 4+1 and well located. Shiny white floor tiles in all rooms. My client preferred wood in rooms. Window grilles. 2 money-saving penny wise pound foolish acts of the Owners are:

4.1 Still retaining the window unit air conditioners in 2 rooms. Living and dining rooms have the split unit air conditioners. I could not believe my eyes and had to point this to my client as window units are noiser.

4.2 Maid's toilet. The squatting toilet bowl is still retained.

Apartment renovated to a 5-star hotel room standard with new bath rooms. Yet the Owners saved on above 2 items!

5. Newton View Apartment. Co-broking Agent insisted I be punctual at 5.15 pm. She was not there. As a matter of courtesy, I phoned her to tell her I had to move on. Many Agents use the "5-minute" to arrive trick to persuade me to stay on but I could not as the next appointment would be affected. Agents have to be honest and punctual if they represent the Landlords.

6. Kelulut Corner Terrace. Landlord wants $7,000 and will provide top quality chandeliers and furniture/items. I had to be honest with my client. The market price would be around $5,000 but much depends on prospect. Intermediate terraces rent at around $2,500 - $3,000.

7. Landlord's temptations to maximise rental income but Agents need to be honest. Landlord like as much rent as possible. As a new agent, you need higher commissions to cover so many overheads. However, the prospect will realise that all properties he view have the identical rental demanded by the various Landlord and will think you are not honest!

Most Landlords will ask what budget the client has. When told $7,000, they will tailor the rental to $7,000 although the apartment may be $4,000 at market rate by throwing in extra furniture. Agents should try to educate the Landlord or bring prospects to appropriate housing in order not to waste time.

Some prospects will use all $7,000 budget because the Company is inflexible. Others may be given a housing allowance and can pocket the balance to buy a car. Therefore, agents must consult the prospects first.

8. Agent's trick No. 1. Use a Secret Agent . This new associate (Doreen) of a reputable realty used another person (Albert) to help her. He called me in response to my advertisement in the Straits Times looking for 3+1 for an Australian couple + dog at $3,000 rental. Albert called me saying " I am calling on behalf of Doreen and have this apartment for rent".

I assume the Owner was calling and Doreen was the wife. He should be coached by Doreen to say: "Doreen from WWW real estate company".

When I went to the apartment at 8 p.m, after several persistent calls from Albert and Doreen (whom I assumed to be Owners), it was Doreen the Agent. Not wanting to make a scene in front of the Owner, I phoned Doreen later. She refused to divulge who Albert was. This is not the way to co-broke. Experienced Agents will not resort to such trickery.

9. Agent's trick No. 2. Advertising as "Owner". A few, probably unlicensed housing agents advertise "Owner" renting. You will see the same telephone numbers with many lines in the Straits Times Advertisements. These are actually "Agents".

By doing so, the desperados hope to attract all Agents in Singapore to call and get more chances of closing. When you call, they will say that they act for Owners. Expatriates who are new comers to Singapore - best to be careful.

10. Agent's trick No. 3. Advertising as "Foreign Owner or Doctor looking for accommodation". Quite a common practice in Straits Times. Advert will say: "I, Jane from Hong Kong, looking for condo. Call …….. NO AGENTS PLEASE." I wonder whether such tricks are successful to attract Owners to list with the advertiser?