An Australian real estate company has plans to capitalise on the Asian investor market by opening its first Malaysian office next year.
RPM Real Estate Group has intensified its focus on the Asian buyer over the past three years in an attempt to understand “buyer needs and the way they approach purchasing a property”.
RPM's director of project marketing, Peter Grant, said that a permanent Asian presence was a logical step for the company.
“Having spent a lot of time over the past three years establishing relationships and promoting our services and building our name, we’re very confident about taking this step forward,” Mr Grant said.
With its own research division, RPM believes the group is developing greater insight into how the market is behaving and where it may be heading.
The Melbourne-based company came fourth in the Real Estate Business Top 50 Sales Offices in February 2012, coming first in both total number of listings and total sold properties.
RPM's Russell Cotton is moving to Malaysia with his family to head up the new office.
Mr Cotton believes that Asian buyers are usually buying a property in another country and therefore put a lot of trust in their referral networks for advice.
“They do a lot of research via the internet, they like statistics and they like referrals from their friends, their family and their colleagues,” he said.
Mr Cotton also noted that some of RPM's Asian clients now buying in Australia were previously students here and now, having been in the workforce for 10 to 15 years or more and with their own children starting to come into the education system, are looking for investments.