HOW REAL ESTATE BROKERS ARE BECOMING TRUSTED ADVISORS IN 2025

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.