Most companies that win at home stumble the moment they cross a border. The systems crack, the culture does not translate, and the early trust evaporates. Kashif Ansari has spent years avoiding that trap. As Co-Founder and Group CEO of Juwai IQI, he helped grow a six-person idea into a technology-enabled real estate group operating across Southeast Asia, the Middle East and beyond. In a recent interview, he shared how that happened, what AI is doing to the business now, and where he believes smart money is heading. Key Takeaway Kashif Ansari built Juwai IQI to be global from day one. His scaling playbook rests on three ideas: design for scale before growth arrives, stay agile enough to absorb local culture, and treat AI as core infrastructure rather than a search box. He sees Southeast Asia, led by Malaysia, Vietnam and Indonesia, as the defining growth story of the next decade. Table of contentsWho is Kashif Ansari, and what is Juwai IQI?Why do companies fail when they expand internationally?How is AI changing the way businesses scale?The bigger picture beyond IQIWhy does Kashif Ansari say “Asia is more than China”?What are the top three Asian markets to watch?1. Malaysia: the quiet semiconductor and data centre hub2. Vietnam: the manufacturing powerhouse3. Indonesia: scale, youth and the EV battery playMalaysia, Vietnam and Indonesia at a glanceWhat does this mean for real estate and property investors?Lessons for founders and professionals scaling globallyFAQS Who is Kashif Ansari, and what is Juwai IQI? Kashif Ansari is the Co-Founder and Group CEO of Juwai IQI, a property technology and real estate group that connects buyers, sellers, developers and agents across multiple countries. The company name comes from IQI, short for International Quality Investment. The “international” was deliberate. As Ansari explains, six founders set out to change how the real estate industry works, with a clear plan to go global from the very beginning. That ambition sounds obvious in hindsight. At the time, it meant a handful of people declaring global intent while still being unknown in their own market. Kashif points to two foundations. The first is background. The founding team came from corporate roles with international exposure, so the mechanics of operating across markets were familiar. The second is the platform itself. He argues that most property platforms serve a single party, either the agent or the buyer. IQI was built to connect the full chain: developer, investor, buyer and agent. But the part he emphasises most is culture. The company invested heavily in building a strong local culture first, then carried that DNA into each new market. To be global, we built quite hard on our local culture, which is the DNA of IQI, and then transformed this into the global setup. How do you build a company that is global from day one? Why do companies fail when they expand internationally? This is where Kashif is most direct. He has watched many strong local businesses break the moment they try to scale across borders. His first warning is about readiness. Build a scalable product before you need it, not after. Imagine growth suddenly jumps. If your servers buckle and you fail customers during that first surge, the trust is gone, and you are out. In his words, if you want to go big, be ready. His second warning is about flexibility. Founders often guard a single, rigid vision. He argues that the opposite wins abroad. Being agile means understanding local culture, local ethics and the local way of doing business, then merging that with your system. That blend, he says, is what creates a durable platform. How is AI changing the way businesses scale? Kashif is unambiguous here. He believes AI is not a five-year story, but a two to three-year one, with something new arriving almost daily. For IQI, the impact shows up first in language and research. Entering a new market once meant heavy manual analysis of areas, products and demand. Much of that now happens at the click of a button. The sharper example is outbound work. He describes AI handling calls and booking appointments at a volume no single person could match, so agents wake up to qualified meetings and focus on closing. He puts a number on it, attributing a roughly 60 percent increase in sales to AI. He frames that as a headline figure from inside the business rather than an audited statistic, so treat it as directional. His warning for everyone else is blunt. Still, people see AI as a Google search engine. The advantage, he argues, goes to those who learn how AI actually works and build it into their workflow, not those who use it like a search bar. The bigger picture beyond IQI That view lines up with the macro trend. One 2025 analysis cited by regional press estimated that AI adoption could contribute between 13 and 18 percent of Southeast Asia's GDP by the end of the decade, reshaping how businesses operate and how households access services. In other words, IQI's bet on AI is an early version of a shift the whole region is moving toward. Want to build a real estate career in a company that scales with AI? IQI agents work across borders with technology that does the heavy lifting, so they can focus on people and deals. Learn About Joining IQI Why does Kashif Ansari say “Asia is more than China”? Ask most people about Asia and they think of China. Kashif's core message is that the region is far bigger than that single story. He points to Southeast Asia, the ASEAN bloc, where IQI is most active. The grouping is home to more than 680 million people, with high mobile and internet penetration and a young, fast-urbanising middle class. The economic momentum backs him up. The region's digital economy is widely projected to grow from roughly US$300 billion today towards about US$1 trillion by 2030, with some forecasts pointing higher if a regional digital trade pact is implemented. The World Economic Forum has gone further, projecting that ASEAN could become the world's fourth-largest economy by 2030. That is the canvas Kashif is pointing at. What are the top three Asian markets to watch? Kashif names three countries where IQI is most confident. Each represents a different entry point into the region's growth. 1. Malaysia: the quiet semiconductor and data centre hub Malaysia is his first pick, and the data explains why. The country handles around 13 percent of the world's chip assembly, testing and packaging, according to the Malaysian Investment Development Authority. That backbone is attracting fresh capital. Intel is investing more than US$7 billion in a Penang facility, while global names including Microsoft, Google and Nvidia have committed to data centres and chip-related expansion. The scale of digital investment is striking. Between 2021 and the end of 2024, Malaysia secured around RM278 billion in digital investments, with a large share directed at data centre projects, much of it concentrated in Johor next to Singapore. The new Johor-Singapore Special Economic Zone deepens that link. When Singapore needs room to grow, Malaysia is the natural neighbour, which is part of why investment keeps flowing across the causeway. 2. Vietnam: the manufacturing powerhouse Vietnam is the second bet, and its numbers are hard to ignore. The country posted around 8 percent GDP growth in 2025, one of the strongest rates among major emerging markets, according to Vietnam's General Statistics Office. Foreign direct investment remains resilient and manufacturing-led. Global electronics giants such as Samsung, LG, Foxconn and Intel have built deep production bases there, with Samsung alone accounting for a large slice of national exports. For founders and investors, Vietnam offers proximity to Chinese suppliers without the same political exposure, plus a dense network of free trade agreements. That combination keeps it near the centre of global supply chain shifts. 3. Indonesia: scale, youth and the EV battery play Indonesia rounds out the list. With a population of around 280 million, a young demographic and rapid urbanisation, the consumer base alone is enormous. Its standout industrial story is nickel. Indonesia is the world's largest nickel producer, a critical input for electric vehicle batteries, and it banned raw ore exports to force value-added processing at home. That strategy has pulled in major investment across the EV supply chain, from nickel processing to battery cell plants involving global automakers and battery makers. Indonesia wants to own the chain from mineral to finished battery. Malaysia, Vietnam and Indonesia at a glance MarketCore strengthWhy it mattersMalaysiaSemiconductors and data centresAround 13 percent of global chip assembly, testing and packaging, with major AI infrastructure investment near Singapore.VietnamExport manufacturingAround 8 percent GDP growth in 2025, with a deep electronics production base and strong FDI.IndonesiaScale and EV batteriesAround 280 million people, with the world's largest nickel producer building an integrated battery supply chain. What does this mean for real estate and property investors? The thread connecting all of this is people and capital moving into the region. Semiconductor fabs, data centres and battery plants do not exist in isolation. They create jobs, draw skilled workers, and reshape demand for housing, offices and industrial space around new growth corridors. Penang, Johor, and the industrial belts of Vietnam and Indonesia are clear examples. For property professionals, the lesson mirrors Kashif's own. Follow where the future industries are building, because that is where the next wave of real estate demand tends to form. Lessons for founders and professionals scaling globally Strip the interview down and a simple playbook emerges, useful well beyond real estate. Build for the surge. Make your product and systems scalable before demand spikes, not during the crisis. Adapt locally. Respect local culture and business norms, then merge them with your core model. Make AI core. Move past treating AI as a search tool and embed it into how work actually gets done. Look past the obvious market. The next decade's growth is spread across Southeast Asia, not concentrated in one country. Position near the future. Place yourself where future industries and young talent are concentrated. As Kashif puts it, the future is AI and technology, and the youth and talent that power it are increasingly found in Asia. Ready to grow your real estate career with IQI?Submit your details today and our team will guide you on how to start your journey as part of IQI’s global real estate network. [custom_blog_recruit_form] FAQS Who is Kashif Ansari? Kashif Ansari is the Co-Founder and Group CEO of Juwai IQI, a technology-enabled real estate group operating across Southeast Asia and other international markets. How does Juwai IQI use AI? The company uses AI for market research, language and localisation, and outbound tasks such as calls and appointment setting, allowing agents to focus on closing deals. Ansari attributes a significant sales increase to AI adoption. Why does Kashif Ansari favour Southeast Asia over China alone? He argues that Asia is far larger than China. Southeast Asia has more than 680 million people, a fast-growing digital economy and a young, urbanising population, making it a major long-term growth region. Which Asian markets does he highlight for the next decade? Malaysia for semiconductors and data centres, Vietnam for export manufacturing, and Indonesia for its scale and electric vehicle battery supply chain. What is the biggest mistake companies make when going global? According to Ansari, the biggest mistakes are scaling faster than their systems can handle, which breaks customer trust, and failing to stay agile enough to adapt to local culture and business practices. Sources Malaysian Investment Development Authority, on Malaysia's share of global semiconductor assembly, testing and packaging. ASEAN Briefing, “How Foreign Investors Can Capture Value in Malaysia's Semiconductor Ecosystem,” 2026. Asia Society Policy Institute, “Malaysia's Gamble: Turning Data Centres Into Industrial Power,” 2026. Market Research Malaysia, “Malaysia Data Center Investments Surge,” 2025. World Economic Forum, “ASEAN Will Drive Global Growth,” and ASEAN DEFA digital economy coverage, 2025. The Global Economics / HSBC “Digital Frontiers 2030,” on the Southeast Asia digital economy, 2026. Context.ph, on AI's projected contribution to Southeast Asia's GDP, 2025. General Statistics Office of Vietnam via Vietnam Briefing, “Vietnam's Economy in 2025,” 2026. OECD Economic Surveys: Viet Nam 2025, on Samsung and manufacturing FDI. ORF, Lowy Institute and Nickel Institute, on Indonesia's nickel and EV battery strategy

TL;DRProperty overhang and unsold property aren't the same thing in Malaysia. Overhang means completed units with CCC that remain unsold for more than 9 months after launch. All overhang units are unsold, but not all unsold units are overhang. This difference helps buyers judge risk and negotiate smarter. Property showrooms in Malaysia can be tricky to read. Every unit sounds like it is “almost sold out”, yet somehow, there are still available units weeks later. Then come the headlines warning about property “overhang”, while developers call the same units “unsold” or “moving fast”. No wonder buyers get confused. The truth is simple: unsold property and overhang property are not always the same. Knowing the difference helps you look beyond sales banners, understand real market risk, and buy with better confidence. Top Key Takeaways They are not the same. Every overhang unit is unsold, but not every unsold unit is overhang. The 9-month rule matters. Property overhang usually refers to completed units with CCC that remain unsold for more than 9 months after launch. Unsold property is a wider term. It can include units that are not yet built, still under construction, or already completed. Overhang is more serious. It shows that a completed property is ready, but buyers are still not taking it up. Buyers can use this to negotiate. Developers with completed unsold units may be more open to rebates, legal fee waivers, furnishing packages, or better pricing. Table of contentsWhat "Unsold Property" Means in MalaysiaWhat Property Overhang Means and the 9-Month RuleThe Real Difference: A Buyer-Friendly BreakdownWhat the Latest NAPIC Data Tells BuyersHow Smart Buyers Can Use Overhang to Their AdvantageFinal Thoughts for BuyersFrequently Asked Questions (FAQs) What "Unsold Property" Means in Malaysia “Unsold property” is a broad term that refers to any residential unit that has been launched for sale but has not yet been bought, whether the project is not built, still under construction, or already completed. NAPIC separates unsold residential properties based on their construction stage. Some units may have building plan approval but have not started construction. Once a project is completed, a more specific category comes into play: Property overhang. In Malaysia, property overhang generally refers to completed units that have received the Certificate of Completion and Compliance (CCC) but remain unsold for more than 9 months after launch. So, unsold property is the wider category, while property overhang is only one part of it. This is why all overhang properties are unsold, but not all unsold properties are overhang. What Property Overhang Means and the 9-Month Rule Property overhang is a more specific and serious part of unsold property. According to NAPIC’s definition, overhang refers to completed properties that have received the Certificate of Completion and Compliance (CCC) but remain unsold for more than 9 months after launch. This means a unit must meet three conditions before it is counted as overhang. It must be physically completed, it must have received CCC, and it must still be unsold after more than 9 months from its launch date. This is why overhang is different from normal unsold stock. A unit that is still under construction may remain unsold for months, but it is not automatically considered overhang because the project is not completed yet. In contrast, overhang means the building is already finished and ready, but buyers still have not taken up the units. However, there is one important point to remember. In some recent property reports, the terms “overhang” and “unsold completed units” may appear to be used quite closely. That is why buyers should always check what definition is being used before judging the headline number. The Real Difference: A Buyer-Friendly Breakdown Here is the easiest way to remember it: All overhang properties are unsold, but not all unsold properties are overhang. The main difference depends on the stage of the property and how long it has remained unsold SituationIs It Unsold?Is It Overhang?Launched but still under constructionYesNoCompleted, but less than 9 months after launchYesNoCompleted, has CCC, unsold for more than 9 monthsYesYesCompleted luxury unit kept by developer intentionallyYesMay be overhang, but needs context This is why buyers should not treat every unsold unit as a warning sign. A unit that is still under construction may simply need more time to find buyers. But a completed unit with CCC that remains unsold for more than 9 months may point to a deeper issue, such as weak demand, poor location, high pricing, or too many similar units in the area. Most developers do not want to keep completed unsold units for too long because it affects cash flow and adds maintenance costs. For buyers, the key is simple: Do not only ask whether a unit is unsold. Ask why it is unsold. What the Latest NAPIC Data Tells Buyers The latest numbers show that Malaysia’s completed unsold units are rising again after several years of decline. According to the NAPIC Q3 2025 Property Market Report, Malaysia recorded 28,672 unsold completed residential units, worth about RM17.25 billion. The increase was mainly driven by condominiums, apartments, and serviced apartments. Serviced apartments also remain a major concern, with nearly 17,900 overhang units, mostly in the RM500,000 to RM1 million price range. PeriodResidential Overhang (units)Approx. Value202136,863RM22.79 billion202227,746RM18.41 billion202325,816RM17.68 billion1Q 202523,515RM15.00 billionQ3 202528,672RM17.25 billion Sources: NAPIC, The Edge Malaysia, EdgeProp, compiled. First, the oversupply is mainly in high-rise properties, especially condominiums, apartments, and serviced apartments. Second, the issue is no longer only about luxury homes. More unsold units are now found in the mid-range and “affordable” condo segment, especially units priced around RM200,000 to RM600,000. This shows that price alone does not guarantee demand. A property can still remain unsold if the location, layout, connectivity, pricing, or target buyer does not match the market. In Q3 2025, states with higher unsold completed residential units included Perak, Johor, and Sabah. Johor’s situation is partly linked to the earlier Iskandar development boom, where many units were built for demand that did not fully materialise. For buyers, the message is clear: Do not just look at whether a property is cheap. Look at whether people actually want to live, rent, or buy in that location. Expert insight: Dr Hassanudin Mohd Thas Thaker, Associate Professor at the Kulliyyah of Economics and Management Sciences, IIUM, attributes much of the overhang in growth states to aggressive development. He has explained that rapidly developing states see intense competition among local and foreign developers, which can lead them to adopt aggressive strategies that produce more housing units than actual regional demand can absorb. How Smart Buyers Can Use Overhang to Their Advantage Some buyers avoid overhang properties because they assume something must be wrong if the units are still unsold. But that is not always true. A completed unsold unit can also mean the developer is more motivated to sell. This is where buyers may have stronger room to negotiate. Depending on the project, developers may offer rebates, free legal fees, furnishing packages, lower upfront costs, or better pricing to clear remaining units. However, overhang does not mean every unit is a good deal. Buyers still need to separate a real opportunity from a bad purchase. Before signing, check these four things: Location fundamentalsIs the property close to jobs, public transport, schools, universities, shops, or major roads? A discount cannot fix a weak location. Why the unit is unsoldIf the issue is temporary oversupply in a strong area, it may be an opportunity. If the issue is poor location, wrong product, or weak demand, be careful. Rental demandIf you are buying for investment, check whether people actually want to rent in that area. Do not rely only on developer promises. Nearby competitionIf there are many similar unsold units nearby, rental and resale competition may remain high. For buyers, the goal is not to buy just because the unit is cheaper. The goal is to understand why it is unsold, whether the location still has demand, and how much room you have to negotiate. Final Thoughts for Buyers The difference between unsold property and property overhang is not just a technical term. It helps buyers understand what is really happening in the market. Unsold property refers to the wider pool of available units, while property overhang refers to completed units with CCC that have remained unsold for more than 9 months after launch. For buyers, this difference matters. It can show which locations or property types may be oversupplied, while also giving buyers more room to negotiate with developers. Before making a decision, look beyond the sales banner. Read the data, ask which definition a headline is using, and you'll move through Malaysia's property market with clarity instead of FOMO. Frequently Asked Questions (FAQs) What is property overhang in Malaysia? Property overhang refers to completed properties that have received CCC but remain unsold for more than 9 months after launch. Is property overhang the same as unsold property? No. All overhang properties are unsold, but not all unsold properties are overhang. Unsold property is the wider category. What is considered an unsold property? An unsold property is any launched residential unit that has not been bought yet. It can be not built, under construction, or already completed. Should buyers worry about property overhang? Buyers should be cautious, but not panic. Overhang may signal weak demand, poor location, high pricing, or oversupply in the area. Can buyers get better deals from overhang properties? Yes, sometimes. Developers with completed unsold units may offer rebates, free legal fees, furnishing packages, or better prices to clear stock. Not sure whether an unsold unit is a good deal or a red flag? Let IQI’s property experts help you compare the project, location, pricing, rental demand, and negotiation potential before you decide. Explore better property opportunities in Malaysia with IQI today. [custom_blog_form] Continue Reading: What is Debt-To-Service Ratio (DSR) in Malaysia & How It Affects Your Home Loan Why My Housing Loan Got Rejected in Malaysia? (Reasons Explained) 7 High Rental Potential Properties in Kepong Investors Should Watch in 2026 References Au, F. Y. (2023, June 7). The REAL deal: Give timely granular analysis on property overhang. The Edge Malaysia. https://theedgemalaysia.com/node/669968 Bernama / Garasi. Shaza Al Muzayen & Fahmi Abdul Aziz. (2023, October 20). Demystifying the issues behind Malaysia's overhang & unsold residential properties. https://garasi.bernama.com/stories/demystifying-the-issues-behind-malaysias-overhang-unsold-residential-properties EdgeProp.my. (2025, September 29). Malaysia's housing overhang shifts to mid-range and 'affordable' condos. https://www.edgeprop.my/content/1913910/malaysia%E2%80%99s-housing-overhang-shifts-mid-range-and-%E2%80%98affordable%E2%80%99-condos IQI Global. (2026). NAPIC Q3 2025: What does it mean to the Malaysian property market? https://iqiglobal.com/blog/napic-q3-2025/ MyRumahBaru. (2026, April 3). Malaysia property market 2026: What the data is really telling us. https://www.myrumahbaru.com/blog/malaysia-property-market-2026-what-the-data-is-really-telling-us Ng, P. L. (2018, October 19). What do the "unsold" and "overhang" numbers mean in the residential property market? StarProperty. https://www.starproperty.my/news/what-do-the-unsold-and-overhang-numbers-mean-in-the-residential-property-market-/108171 REHDA Institute. (2024). Summary: NAPIC Property Market Report 2023. https://rehdainstitute.com/wp-content/uploads/2024/07/Summary_NAPIC-Property-Market-Report-2023.pdf The Star. (2025, September 20). The sticky stats of overhang properties. https://www.thestar.com.my/business/insight/2025/09/20/the-sticky-stats-of-overhang-properties The Vibes. (2025, September 10). Unsold completed homes rise 16 percent, but experts confident situation under control. https://www.thevibes.com/articles/business/112612/

Global real estate is entering a more selective phase in 2026. As interest rates stabilise and inflation pressures gradually ease, investors are shifting their attention towards markets supported by infrastructure investment, population growth, and genuine end-user demand. Rather than chasing short-term momentum, capital is increasingly flowing into locations with strong long-term fundamentals. The Middle East Remains a Core Allocation The Middle East continues to attract global investor interest, particularly in Dubai and Saudi Arabia. Dubai remains one of the world's most liquid international property markets, supported by business migration, population growth, and a favourable tax environment. While price growth is moderating, the market continues to benefit from strong long-term demand. Saudi Arabia also remains a standout market, driven by Vision 2030 reforms, infrastructure investment, and expanding housing demand. Cities such as Riyadh continue to attract both local and international investors as the kingdom diversifies its economy and accelerates urban development. Southeast Asia Benefits from Infrastructure Growth Across Southeast Asia, infrastructure remains one of the strongest investment themes. In Malaysia, projects such as the RTS Link, Johor-Singapore Special Economic Zone, and transit-oriented developments continue creating opportunities in well-connected locations. Vietnam is entering a more disciplined market cycle, with investors focusing on quality developments, legally secure projects, and long-term urban growth. Meanwhile, Bali continues attracting investors seeking rental income opportunities, although buyers are becoming more selective as supply increases in certain areas. India Continues to Deliver Long-Term Growth India remains one of Asia's most resilient real estate markets, supported by economic expansion, technology sector growth, and strong domestic demand. Cities such as Bengaluru and Hyderabad continue benefiting from corporate expansion, infrastructure investment, and rising demand for quality residential and commercial properties. The combination of population growth, urbanisation, and increasing institutional participation continues to strengthen India's long-term investment outlook. Outlook The second half of 2026 is expected to favour disciplined investors who focus on quality assets and market fundamentals. The Middle East offers stability and liquidity, Southeast Asia benefits from infrastructure-led growth, and India continues to deliver strong long-term demand. Across all markets, the strongest opportunities are likely to emerge in locations supported by real economic activity, connectivity improvements, and sustainable population growth rather than short-term speculation. Discover More HereDownload