"We're trying to make things safer for vendors, buyers and agents," says Dwi Rastini from Seven Stones Indonesia. "The old way of doing things here in Bali wasn't very well organised or structured and that's led to misunderstandings and disappointments on all sides. I don't think that's an experience people like very much." Wise words from one of Seven Stones Indonesia's newest sales agents.

An English Literature major, Dwi was formerly a teacher but found the routine too monotonous and decided to look for something more challenging. Real Estate was that challenge and she's been working in the business for almost three years now. She began her career as a PA, then moved into Leads Management and just under a year ago she made a full-time move into the sales team.

"I love challenges and love learning new things," she says, "and being in Sales allows me to do just that. I get to develop relationships, which is great for me because I love helping people. It's also more fun!"

What does the local market want?

Dwi specialises in mid-range properties in the IDR 1.5 billion to IDR 3.5 billion range and finds that most of her clients are from Indonesia. "This market is most interested in residential options," she says. "Places for people to live in rather than use as investments and from a traditional Indonesian perspective this means they're more interested in Freehold rather than Leasehold." Being Balinese, this is something Dwi easily relates to. "Indonesians like to be able to pass land and property down through the generations. It's a heritage thing."

Turning a house into a home. One of Dwi's listings in Sanur.

Dwi's main areas of interest are Berawa, Umalas and Sanur. "I'm noticing this 'heritage attitude' more and more, especially in Berawa," she says. "There seem to be more vendors who only want Leasehold buyers right now. They want their kids and grandkids to have something for the future and that makes finding good Freehold options more difficult. But it's different in different areas. Non-beach side in Sanur for example, where most of my deals are being made, has more Freehold options than Canggu. And when it comes to the Indonesian market, especially from Jakarta, this is key; for them it's not so much about location as it is land title. They will gravitate to where they can buy Freehold at the best prices and ignore the over-priced beachsides and often much better Leasehold deals."

Knowledge is key 

This kind of market knowledge is very important for a company like Seven Stones Indonesia who are aware that expatriates make up a smaller percentage of the market base than Indonesians. But there are challenges that come with that awareness. When vendors only want to sell Leasehold and buyers only want to buy Freehold where's the middle ground?

"It's about how we explain things," argues Dwi. "Indonesians are very traditional people. "We like things to be the way they've always been. For most Indonesians if they can't get what they want they won't get anything at all. But, residential Leaseholds can and do work for Indonesians, just like they work for expatriates. Things might not work in the same way they're used to, but in the end everyone can be happy."

Dwi's attitude is a breath of fresh air. She intends to stay in the real estate business in Bali, as this is her home, and she wants to make it a more professional and respected career choice for young Balinese. I'd like to learn more about the mechanics of business," she says, "especially the legal aspects and taxes. And because I used to be a teacher, I still have a soft spot for education. Everyone in the business from vendors to buyers to agents will all benefit if they know more and understand things better. If they do we can all do more business!"

Part of a gated community in Nusa Dua listed by Dwi Rastini.

What about the future?

There are still plenty of opportunities in Bali. Dwi has been handling more and more enquiries for areas where there's more space, places like Kedungu on the west coast about 40 minutes drive from where she lives in Banjar Semer in Kerobokan. "It's where I'd buy something," she says. "I'm not a fortune teller, but I'd guess in another four or five years the area will be popular. Prices are realistic, access is getting better and it's just really, really beautiful!"

This article was written by Andy Barski from Seven Stones Indonesia

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