Standing Out in a Crowded and Skeptical Market
By Barr. Ada Chibuike-Ochiuwa, Real Estate Practitioner & Legal Advisor, Priceless Chambers
Nigeria’s real estate market presents a unique paradox: low public trust, yet massive opportunity. For new realtors, this reality can feel intimidating. However, for professionals willing to do things the right way, it offers a powerful path to long-term success.
This article outlines the core principles every realtor must adopt to build credibility, uphold ethical standards, and conduct business professionally in Nigeria’s evolving property market.
The Nigerian Reality: A Market of Low Trust, High Opportunity
Public confidence in real estate practitioners has historically been low due to several factors, including the prevalence of land grabbers (“Omo-onile”), fraud, double-dealing, fake listings, and inflated prices. Poor or non-existent documentation has also led to countless disputes, while unprofessional conduct and lack of accountability have further damaged the profession’s reputation.
Yet, this trust deficit is also the greatest opportunity available to ethical practitioners. By choosing to be different, you do not merely close transactions; you build a sustainable career, long-term credibility, and a strong referral network.
Pillar One: Building Trust in a Low-Trust Market
Trust is your primary product. It must be earned deliberately and consistently.
Knowledge is your foundation. A professional realtor must understand the market better than the client. This includes pricing, trends, neighbourhood dynamics, and future developments such as infrastructure projects. Equally important is basic legal and regulatory knowledge, including land laws and state-specific requirements.
Under-promise and over-deliver. Be realistic about timelines, costs, and outcomes. Clients remember professionals who exceed expectations.
Listen actively and consult thoughtfully. Do not rush to sell. Understand the client’s true needs, whether they are driven by investment goals, security, family considerations, or status. Sometimes, the best advice may lead to a lower commission in the short term but earns lasting trust.
Verify physically and independently. Never market or sell a property you have not personally inspected. Take your own photographs and videos. Know the environment, access roads, and surrounding properties.
Maintain professional appearance and communication. How you present yourself, how promptly you respond, and how clearly you communicate all contribute to your credibility.
Pillar Two: Ethics, Transparency and Reputation Management
Your reputation is your most valuable asset. Protect it carefully.
As a realtor, you owe your client a fiduciary duty to act in their best interest. Transparency is non-negotiable. Your fees or commissions must be disclosed upfront, with no hidden charges.
Where you represent both buyer and seller, informed and written consent must be obtained from all parties, with full disclosure of potential conflicts of interest.
Marketing must always be honest. Listings should reflect reality. Avoid fake discounts, altered images, or misleading descriptions of property size or features.
Reputation management extends to how you handle feedback. Encourage genuine testimonials, address complaints openly and promptly, and ensure your online presence reflects professionalism and integrity.
Pillar Three: Mastering Critical Property Documentation
This is where true professionals are distinguished from mere agents.
A Survey Plan confirms the size, shape, and coordinates of land and must be prepared by a licensed surveyor. Always insist on seeing it.
A Certificate of Occupancy (C of O) is the primary title document issued by the State Government. It is typically a leasehold interest of 99 years and must be verified at the appropriate Lands Bureau.
A Governor’s Consent is mandatory for any transaction involving a C of O property. Without it, the transfer of interest is incomplete and legally defective.
A Deed of Assignment evidences the transfer of interest from seller to buyer and must be stamped and registered to be legally effective.
For communal or family land, Excision represents government-approved release of land to indigenous owners, while the Gazette is the official publication confirming such excision. Until a C of O is issued, the Gazette remains the operative title document.
When in doubt, verification should always be done directly at the relevant government authority.
Pillar Four: Legal Protection for Your Client and Yourself
Risk mitigation is a core service every professional realtor must provide.
To protect clients, due diligence should never be optional. Ownership must be confirmed at the Lands Bureau, encumbrances identified, documents verified at issuing authorities, and family ownership structures properly investigated where applicable.
Clients should also be guided through full title perfection, including Governor’s Consent, stamping, and registration. Transactions should not end at execution of documents alone.
All agency relationships should be documented through written agreements, whether exclusive or non-exclusive.
To protect yourself as a realtor, it is essential to work closely with a competent real estate lawyer. Complex legal issues should always be referred appropriately. Clear disclaimers should be used, stating that you are not a lawyer and that independent legal advice is recommended.
Maintain proper records of all communications, receipts, and agreements, and separate professional correspondence from personal channels.
The Trusted Realtor’s Action Checklist
For every transaction, ensure the following steps are taken:
Physically inspect the property.
Verify the seller’s identity and ownership.
Conduct due diligence at relevant authorities.
Disclose all material facts to the buyer.
Put all agreements in writing.
Encourage legal review of documentation.
Follow through until title perfection is completed.