One of the first decisions you must make as a new property agent in Malaysia is choosing your focus: developer project sales (new launches) or the secondary market (subsale). Both paths have distinct advantages, and understanding them will help you build your sales momentum quickly.
Selling new launches: The developer support model
New launch projects are properties sold directly by developers. For beginners, this model is highly accessible. Developers provide marketing materials, digital brochures, show units for viewing, and structured project briefings. The agency also supports you with project training.
The commission rate for new launches is typically paid by the developer, ranging from 0.8% to 1.5% of the property value. Although the percentage is lower than subsale, developers run active marketing campaigns that generate high buyer interest, making it easier for new agents to secure appointments and close deals.
Selling subsale: More legwork with higher commissions
Subsale deals involve selling or renting pre-owned properties. This market offers higher commission percentages, legally capped at 3% of the transaction price. The owner of the property pays this commission, and the payout is usually faster once the Sales and Purchase Agreement (SPA) is signed.
However, subsale requires significantly more legwork. You must prospect for owners (to secure listings), coordinate viewings across different locations, negotiate between individual buyers and sellers, and handle complex bank valuation issues. For a beginner, managing this alone can be overwhelming.
How to decide where to focus first
For most new agents, starting with new launch projects is highly recommended. It allows you to focus 100% on learning buyer communication, follow-up scripts, and booking procedures, without the pressure of sourcing your own property listings or handling complex paperwork.
Once you build sales confidence, understand bank loan processes, and accumulate capital, you can gradually expand into the subsale market. Joining a team that offers training in both sectors gives you the flexibility to transition smoothly when you are ready.
Focus decision checklist
- Are you looking for pre-packaged marketing materials and show units to start?
- Do you prefer a lower commission rate with higher sales volume or vice versa?
- Are you comfortable making cold calls to property owners to search for listings?
- Does your team offer mentorship and peer support for developer project viewings?
FAQ
Which market pays out commissions faster?
Subsale typically pays faster (usually within 1 to 2 months after SPA signing), whereas new launch commissions depend on developer administrative timelines and bank progressive releases (taking 2 to 6 months).
Can I sell both new launches and subsale properties at the same time?
Yes. Many experienced agents do both. However, for the first 3 to 6 months, beginners should focus on one area to avoid feeling overwhelmed by product information.
Do developers pay commission to agents directly?
No. By law, developers pay commissions to the licensed real estate agency. The agency then processes the payout and splits it with you based on your tier.
Not sure where to focus your real estate career?
Join Bricksmen to access our extensive list of developer projects and subsale training, helping you start closing deals from day one.
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