By KC Cuijpers, CEO, Town & Country Property Co., Ltd.
I've been involved in Pattaya real estate for 23 years, following another 20 years in hospitality. During that time, I've met some excellent property professionals. People who know their business, look after their clients, keep their promises and genuinely deserve the title.
But I've also come across a few who make me wonder whether the word professional has become a little too easy to use.
Apparently, you can become a property expert after a few days of training, advertise properties nobody has checked in years, declare yourself the best in town and perhaps even collect a shiny trophy.
Not bad for a week's work.
The Incredible Collection of Properties That Don't Exist
Let's start with something that genuinely irritates me.
Properties advertised for sale or rent that are no longer available.
Some were sold months ago. Others have tenants. Some owners have changed their minds. Yet the listings remain online, proudly displayed as available.
Is the agent too lazy to check? Or is it deliberate, to make the agency's portfolio appear bigger than it really is?
Either way, it's misleading.
A buyer sees a lovely villa, makes an enquiry, only to discover it's unavailable. But wait! The agent has another property to show instead.
Convenient, isn't it?
I'm not suggesting every outdated listing is intentional. Owners don't always inform their agents, and mistakes happen. We face the same challenges at Town & Country Property.
The difference lies in what you do about it.
A professional portfolio should be maintained, not simply collected.
Everybody Is the Biggest, the Best and the Most Professional
Have you noticed how many real estate agencies describe themselves as the biggest, the most successful, the leading specialist or the most trusted?
Wonderful!
But surely they can't all be number one?
Biggest by what measurement? Listings? Staff? Sales transactions? Website traffic? Facebook followers?
And who exactly decided they were the best?
There's nothing wrong with promoting your business. We do it ourselves. But there's a difference between marketing and making claims you cannot substantiate.
Personally, I'd rather let our work, our clients and our track record do the talking.
Property Advice, Fresh From the Bar Stool
Then we have another fascinating category of property expert.
The bar-lawyer.
You know the type. Three beers into the afternoon and suddenly an authority on Thai property law, foreign ownership, lease agreements and the entire real estate industry.
“Never invest in property in Thailand!”
“Your landlord will never return your security deposit!”
“Every property agent is a crook!”
Quite extraordinary how much legal expertise can be acquired over a cold beer.
Now, Thailand's property laws are not always straightforward. There are genuine risks, legitimate concerns and important legal distinctions that buyers and tenants should understand.
But broad, sweeping statements don't become facts simply because somebody repeats them loudly enough.
For legal advice, speak to a qualified lawyer. For property advice, speak to somebody who understands the local market.
Preferably before ordering the next round.
And the Award Goes To...
Now here's something I find particularly entertaining.
Property awards.
Don't misunderstand me. Genuine professional recognition is valuable, especially when the criteria are transparent, the judging is independent and the achievement means something.
But have you seen how many categories some real estate awards now offer?
Best Boutique Agency. Best Digital Presence. Best Local Market Specialist. Rising Star. Fastest Growing Agency. Best Brand Growth. Best Luxury Condominium Specialist. Best Retirement Property Agency. Best AI & Technology Adoption.
And on and on.
Thirty-three categories in one awards programme!
At this rate, the only agent going home without a trophy will be the one who couldn't find the venue.
Of course, running an awards event costs money. I understand sponsorship, entry fees and commercial promotion. But when awards become a business in themselves, I think it's fair to ask some questions.
Who selects the judges? What is actually measured? Are sales figures verified? Do client experiences count? And how much does the commercial participation influence the process?
A beautiful trophy makes a lovely office decoration.
It doesn't necessarily make somebody a better estate agent.
Good Looks, Great Photos, Little Experience?
Social media has certainly changed our profession.
Today, an attractive face, a flashy video and a few clever camera angles can generate more attention than 20 years of market knowledge.
Fair enough. Presentation matters. Personality matters. First impressions matter.
But when you're purchasing a multimillion-baht property, wouldn't you also want somebody who understands title deeds, ownership structures, negotiations, market values and the actual transaction process?
Looking great on Instagram is one thing.
Knowing what you're talking about when the buyer asks a difficult question is quite another.
And that applies equally to men and women.
Property Expert by Friday
Another interesting development is the speed at which newcomers can become property consultants.
Join an agency on Monday. Attend a few training sessions. Learn how to operate the property database. By Friday, you're apparently ready to advise somebody on one of the biggest financial decisions of their life.
Impressive!
Now, everyone has to start somewhere. Some newcomers are enthusiastic, intelligent and become excellent agents. I've worked with people who learned remarkably quickly.
But training is not the same as experience.
There's a difference between showing a property and understanding a property transaction.
There's also a difference between knowing how to sell and knowing when to advise a client not to buy.
That last lesson can take years to learn.
What Makes a Real Property Professional?
Some people will disagree with me, and that's perfectly fine.
You don't need a luxury office, a large team or a famous franchise name to be a good property agent. An experienced independent consultant working from a modest home office can be more capable than somebody sitting behind an expensive reception desk.
But clients should know who they're dealing with.
Is the agent reachable? Is there a registered business? Who takes responsibility when something goes wrong? Is there proper support during negotiations, documentation, transfers and after-sales matters?
These things count.
At Town & Country Property, we're certainly not perfect. We've made mistakes, learned lessons and had our fair share of difficult transactions over the years.
And yes, occasionally we discover that a listing needs updating too.
That's precisely why we believe property availability should be checked regularly, ownership details verified and asking prices discussed honestly with sellers.
I'd rather have 700 genuinely available properties than 1,200 listings where nobody knows what's still for sale.
Perhaps I'm Just Old-Fashioned
After 23 years in this business, I still believe the fundamentals haven't changed very much.
Know your properties. Know your market. Tell the truth. Return phone calls. Keep your promises. And don't pretend to know something you don't.
A little humility wouldn't hurt our industry either.
I have enormous respect for the many hardworking, knowledgeable and ethical property professionals here in Pattaya. They deserve more recognition than they sometimes receive.
As for the others?
Perhaps spend a little less time polishing your trophies and a little more time checking whether your properties are actually still available.
Now that's an award worth winning.
KC Cuijpers is CEO of Town & Country Property Co., Ltd., established in Pattaya in 2003. These are his personal observations from more than two decades in the local property market.
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