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HOW REAL ESTATE BROKERS ARE BECOMING TRUSTED ADVISORS IN 2025

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Professional portrait of Olga Pankina, Whitewill Dubai COO, wearing black blazer and seated beside gray velvet chair with gold accents in contemporary office interior

Attributed by Olga Pankina, Chief Operating Officer, Whitewill Dubai

Dubai’s real estate market crossed AED 522.5 billion ($143 billion) in transactions during 2024, a 27% jump on the previous year, according to the Dubai Land Department. This surge highlights not just rising volumes but growing complexity. Knight Frank reports that more than 40% of ultra-high-net-worth individuals in the GCC now view real estate as a key component of diversified wealth portfolios rather than simply lifestyle purchases. In response, brokers are evolving from dealmakers into strategic advisors who help clients structure long-term wealth strategies.

How brokers are adapting

Market complexitySavills data shows Dubai launched more than 70 projects in 2024, ranging from branded residences to creative payment schemes and mixed-use formats. Brokers are responding by building specialist teams that analyse developer track records, payment plan risks, and brand value premiums. They are no longer just introducing projects—they are running scenario models on potential delays, interest rate movements, and projected resale values to advise clients which launches fit their investment strategy.

Global benchmarkingWith Dubai’s rental yields averaging 6.8–7.5%, far stronger than the 3–4% seen in London or Paris, brokers are positioning themselves as comparative analysts. They present clients with side-by-side yield scenarios, factoring in currency exposure and financing costs across markets, so investors can decide whether Dubai should serve as a core yield play or be complemented with international assets for balance.

Policy and regulatory shiftsBy the end of 2024, the UAE had issued more than 158,000 Golden Visas, creating new investment dynamics. Brokers now advise clients on selecting properties that can qualify for residency, structuring ownership to maximise visa eligibility, and aligning investments with long-term family relocation plans. As new sectors like gaming expand in Ras Al Khaimah—anchored by Wynn Resorts’ 2025 opening—brokers are also flagging secondary growth corridors to investors, integrating policy insights into their advisory.

Trusted advisor model

Deloitte’s surveys show that 72% of GCC investors now expect brokers to advise on taxation, ownership structures, and exit strategies. Leading firms have broadened their offerings to include full lifecycle support: arranging financing, overseeing management and leasing, and planning exit timing. Some brokerages integrate concierge services, legal counsel, banking contacts, family office networks, so clients interact with a single advisor orchestrating the entire ecosystem.

Regional broker strategies

Dubai and Abu DhabiThe Dubai Land Department notes that 36% of all transactions in 2024 were for ready properties, signalling investor preference for immediate income-producing assets. Brokers are shifting accordingly, building ready-asset portfolios and negotiating rental agreements and management contracts alongside the sale. In Abu Dhabi, they are emphasising projects with infrastructure certainty, guiding clients toward assets that can deliver both lifestyle and reliable returns.

Saudi ArabiaVision 2030 has placed over a trillion dollars’ worth of projects into the pipeline, but execution quality varies. Brokers are acting as filters, vetting projects based on developer capability, financing security, and infrastructure backing before presenting them to clients. They frequently run due diligence with engineering consultants and local legal teams to protect investors from speculative risks while highlighting projects aligned with government priorities.

OmanCBRE recorded 8–10% price growth in Muscat and Muttrah in 2024, spurred by early foreign demand. Brokers here are counselling clients against pure speculation, instead positioning Omani assets as long-term diversification plays. They provide guidance on ownership regulations, residency eligibility, and exit options, ensuring foreign investors understand the timelines and obligations before entering the market.

Skills for modern brokers

Financial fluency is becoming a baseline skill. Brokers are expected to present internal rates of return, cash-flow projections, and exit models. In premium Dubai projects, IRRs of 12–14% are achievable under active management, but only if brokers can demonstrate scenarios clearly.

Additionally, JLL forecasts that by 2026, over half of MENA property transactions will rely on AI-driven dashboards. Many brokers are already using predictive analytics to assess submarket vacancies and rental trends. With more than 35% of Dubai’s buyers coming from abroad, cross-border fluency—tax treaties, cultural norms, legal frameworks—has become part of the broker’s toolkit. None of this is possible without network capital: relationships with developers, bankers, and regulators that give brokers the leverage to deliver better outcomes for clients.

Market insight

Knight Frank highlights a shift among GCC investors from single-unit acquisitions to multi-asset strategies. Brokers are helping clients pair prestige villas for lifestyle and residency benefits with mid-market rental units generating 6–9% yields. Others are designing “exit packages,” advising on resale timing, tenanting strategies, or even property repurposing if liquidity dries up, so portfolios remain resilient.

Forward outlook

PwC estimates that $2.5 trillion in UHNW capital will move across borders by 2030, and brokers will be positioned as the private bankers of real estate. Some firms are already experimenting with hybrid compensation models, retainers plus performance fees, to reflect this shift from transaction to long-term wealth management.

As yields in Dubai stabilise around 5–7% by 2026–27, investors will value strategy over opportunism. The brokers who thrive will be those who build trust as advisors, helping clients protect, grow, and align property with broader wealth ambitions. The industry is moving decisively away from transactions. Strategy is the new currency.

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REDEFINING LUXURY INTERIORS THROUGH BESPOKE CRAFT AND DESIGN-LED VISION

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A professional portrait of an architectural or interior designer, likely the founder of KAD Designs, dressed in a business suit and standing in a modern, well-lit interior space.

Attributed to Kadambari Uppal, Founder & Creative Director, KAD Designs

Based in Dubai, a city synonymous with innovation and luxury, KAD Designs has established itself as a design-forward atelier delivering the region’s most distinguished residences. Founded in 2017 by husband-and-wife duo Kadambari and Akshat, both accomplished pilots and entrepreneurs, the studio offers an unrivalled proposition: luxury interiors, bespoke furniture, and in-house manufacturing, seamlessly woven into one practice.

With a growing portfolio that includes residences at The Royal Atlantis, Emirates Hills, Palm Jumeirah, and Jumeirah Islands, KAD Designs is celebrated for crafting homes that are both timeless and deeply personal. Each project is treated as a work of art, balancing architectural elegance with the individuality of its owner. The result is interiors that are not only visually compelling but also spaces of permanence and beauty.

What distinguishes KAD Designs is its design-led approach supported by complete in-house production. Unlike conventional studios that separate vision from execution, every element from joinery to furniture is designed, developed, and produced within their own facilities. This integration allows them to maintain uncompromising standards, ensuring that no detail is left to chance.

“At KAD Designs, we curate spaces that transcend trends,” says Kadambari Uppal, Founder and Creative Director. “Each home is approached as a canvas, shaped by dialogue with our clients and defined by bespoke craftsmanship. For us, luxury lies in individuality and in the details that reveal character.”

Alongside Kadambari, Akshat, Director of Production, ensures that this creative vision is executed with discipline and precision. Overseeing factory operations and project delivery, he provides clients with the rare assurance that even large-scale villas are brought to life with boutique-level attention. Their partnership, rooted in trust and dual expertise, forms the foundation of the studio’s reputation for excellence.

KAD Designs also aligns its practice with sustainability. The studio integrates responsibly sourced, durable materials into its projects and has committed to planting trees with every completed commission, extending its philosophy of lasting design to the environment.

As the studio looks toward the future, KAD Designs is expanding into limited-edition collectible furniture and international collaborations, further cementing its position as one of Dubai’s most design-forward luxury ateliers.

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HOW TO DESIGN FOR THE NIGHT ECONOMY

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A professional headshot of Hisham El Assaad, Founder of OSUS Properties, dressed in a formal suit and looking directly at the camera

By Hisham El Assaad, Founder of OSUS Properties

Cities have been engineered for the sun. Workdays convene at 9, errands end by 8, and residential streets dim to silence by 11. That’s the situation in most cities around the globe. Yet the economic life of a modern metropolis does not fade with daylight. The night economy, spanning entertainment, after-hours logistics, healthcare, hospitality, mobility, and a vast shift-based workforce, now determines where value concentrates and how real estate must evolve.

Time as a zoning variable
Traditional master plans separate uses by function. Night-ready districts separate and orchestrate uses by hour. A warehouse can be a training and community facility by day, then flip to micro-fulfillment after dark. Residential buildings serving nurses, hospitality teams, pilots, and warehouse crews should include ‘reverse amenities’. This includes circadian lighting presets, blackout shades, acoustic floors, cold-storage lockers for off-hour deliveries, and nap pods in shared lounges. Retail and F&B clusters need performance-grade acoustics, safe pedestrian flows, and curbside ‘flex lanes’ that transform from café seating in the evening to freight access windows at 2 a.m. When we design for temporal adjacencies, conflicts decline and productivity rises.

Make logistics omnipresent but invisible
Night is the heartbeat of e-commerce and just-in-time supply. Real estate that wins the night integrates micro-fulfillment centers under podiums, dark stores in secondary frontages, and EV charging in subgrade decks. Sound-dampened loading bays, rubberized ramps, and sensor-based dock scheduling reduce noise and congestion. Street edges should host QR-coded pickup zones that revert to parking or micromobility docks by day. The goal is elegant frictionlessness where goods move, riders transfer, and residents sleep, simultaneously.

A test of trust and experience
After dark, perception drives behavior. Lighting must shift from merely bright to legible. It should be uniform, glare-free, and coordinated with wayfinding and CCTV sightlines. Mixed-use promenades benefit from layered activity, late-opening bookstores beside dessert bars, wellness studios, and compact performance stages, so footfall never collapses into pockets of emptiness. Transit nodes need 24/7 restrooms, vending, secure waiting areas, and live service information. When people feel invited to linger, they spend. When workers feel respected, they stay.

How to make it work?
To operationalize this, I advocate a pragmatic 5D framework for night-ready districts. First comes demand. Map footfall and order density by hour, not day. The midnight–4 a.m. window often contains high-value micro-peaks that justify targeted F&B, wellness, and logistics capacity. Second, dwell. Design for safe lingering, including continuous sightlines, seating ‘in company’ not isolation, and late-night services (pharmacies, clinics, transit help desks). Third comes delivery. Engineer curb and vertical circulation for after-hours freight, with quiet materials, timed access, and basement micro-hubs to keep streets serene. Fourth is diversity, where you should bear in mind to mix uses so no single category dominates. Residential, hospitality, education, and culture should overlap to sustain a living pattern every hour. And last, data. Districts should be instrumented with sensors for noise, light, air quality, and footfall; feed this into rolling operations plans that adjust cleaning, security, staffing, and routing by hour.

What it means for developers and investors
For investors and developers, the economics are compelling. Night extends asset utilization from a single shift to a 24-hour yield model. A logistics-light podium can improve retail sales conversion. A hospitality cluster co-located with medical and aviation housing reduces vacancy risk, and a residential asset tailored for shift workers commands loyalty and length of stay. Crucially, night design mitigates externalities, including noise, traffic, and light pollution, before they become regulatory barriers or community flashpoints.

City leaders must provide incentive overlays for late-opening anchors, performance-based noise and lighting standards, and expedited approvals for mixed-use projects that include subgrade logistics. They should also provide transit service commitments that align with workforce rosters. Safety is policy, but it is also design, eyes-on-the-street programming, active frontages, and predictable maintenance cycles.

Dubai and the wider Gulf have a natural edge. They are a service-centric economy, with global travel cycles, and a culture of operational excellence. Our opportunity is to codify night into the blueprint, so every master plan, every tower, every district is evaluated for its 2 a.m. performance as rigorously as its 2 p.m. peak.

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DESIGNING INTERIORS WITH ADAPTABILITY IN MIND ACROSS THE GULF

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Professional portrait of Sherif Nagy, Chief Executive Officer of ME FITOUT, smiling in a business suit

By Sherif Nagy, Chief Executive Officer of ME FITOUT

Across the Gulf, design has always been driven by a combination of adaptation and aesthetics. In recent years, as the region has begun encountering shifting weather patterns, new consumer preferences and industry challenges, the role of interior fit-out design is fast expanding. Rather than being a secondary element in the built environment, fit-out design has now evolved into a strategic factor central to advancing the Gulf’s long-term climate resilience and shaping future-ready, high-performance interiors.

Today, the way we design, construct, and maintain interiors directly impacts how well buildings can withstand environmental pressures while maintaining comfort for occupants. Modern interiors are increasingly engineered to handle higher cooling loads, regulate elevated humidity, and support efficient maintenance cycles, all while meeting the growing demand for sustainability.

For fit-out professionals, resilience is no longer a luxury but a necessity. Beyond enhancing operational efficiency, it plays a key role in long-term cost management and asset longevity. As regional governments accelerate their sustainability and net-zero agendas, the fit-out industry’s ability to integrate climate-adaptive strategies will define its relevance in the coming decade.

Choosing the right materials is one of the most effective ways to adapt to extreme climate conditions. The Gulf’s harsh weather demands materials that can withstand heat, moisture, and corrosion without compromising on aesthetics. Studies on Gulf high-rise buildings have shown that even simple improvements to the building envelope and interior materials can cut energy demand by up to 60 per cent in existing structures and nearly 70 per cent in new ones.

Thermally reflective finishes, corrosion-resistant metals, and materials with low volatile organic compounds (VOCs), that maintain air quality under constant air-conditioning loads, are becoming the new standard. As clients increasingly demand environmentally responsible solutions, the industry must focus on materials that balance durability, sustainability, and performance under extreme conditions.

Even though fit-out work focuses on interior environments, designers have a surprising amount of influence on energy performance. Passive design principles such as smart partitioning to enhance airflow, reflective surfaces to reduce heat absorption, and integrated shading can significantly reduce the burden on HVAC systems. With urban heat islands intensifying across Gulf cities, every interior layout and material choice must now serve the dual purpose of aesthetic appeal and thermal efficiency.

Meanwhile, the Gulf’s real estate market is evolving at an unprecedented pace. With progressive regulations, dynamic tenant expectations, and rapid technological advancements, buildings are becoming more responsive and future-oriented. As a result, interiors are now designed with adaptability in mind, enabling spaces to evolve sustainably as needs and innovations continue to arise.

Modular joinery systems, raised flooring, and flexible lighting grids allow spaces to evolve with minimal disruption and waste. This flexibility improves operational resilience as well as supports environmental goals by reducing material waste over time. In a future defined by constant change, modularity is the foundation of longevity.

Resilience in the Gulf region will also be powered by data. Smart sensors that monitor temperature, humidity, and occupancy patterns can automatically adjust lighting and cooling, maintaining energy efficiency while ensuring occupant comfort. IoT-enabled systems can even detect early signs of humidity-related issues, such as mould formations, before they escalate into major financial concerns. As high energy consumption remains a regional challenge, integrating technology into fit-out design is essential. These innovations align with the UAE’s Net Zero 2050 strategy and broader GCC sustainability goals, creating interiors that are intelligent, adaptive, and environmentally responsible.

Leading fit-out firms in the UAE are shifting their focus from cost to value. This is because clients today are more aware of lifecycle costs, operational risks, and ESG commitments. A fit-out that demonstrates measurable energy savings, reduced maintenance needs, and climate-ready design meets compliance and also gains a clear competitive edge.

In the years ahead, resilience will become a key commercial differentiator in the marketplace, influencing investment decisions and brand reputation alike. To future-proof interiors, fit-out specialists must embrace climate-risk modelling during the design phase, assessing how materials and layouts will perform under projected 2035–2040 conditions. Collaboration with suppliers who provide verified data on material performance in Gulf environments will be essential to ensure that sustainability claims translate into real-world durability.

By combining passive design, modular systems, and intelligent monitoring, the Gulf’s fit-out industry has the opportunity to meet sustainability standards as well as set new benchmarks. In doing so, it will help shape a new era of resilient, climate-conscious interiors that adapt as the region’s vision for sustainability evolves.

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