My Story (Part III)

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I don't believe in doing different things but doing the same things differently. I like doing things which open doors. Once, during Christmas, I combed a few blocks of flats by leaving presents for the residents. The 'gifts' were simply tissue packs wrapped in wrapping paper. In the evening, when I followed up with phone calls, I found it easy to break the ice quickly.

I strongly believe that if you do what 90 percent of agents are doing when prospecting for clients, you are competing purely on luck. I see the need to do things differently to improve my success rate.

Changing Lives
In the real estate industry, we get to meet people from all walks of life. A friend of mine who used to sell insurance and has since joined me in real estate once said, before this, he has never met anyone in such dire straits. Previously, the people he'd came across while selling insurance always had some form of disposable income, but in real estate, he comes in contact with many people who want to sell their flats not out of choice but from desperation.

I have a client who brought up his three daughters single-handedly. After his wife was arrested on drug charges, he gave up a high-paying job to look after his children. It was completely selfless. Even though he knew one of the children wasn't his but born from his wife's affair when he was on a long-term overseas assignment - he loved all his children. He has since divorced his wife but remains committed to the children.

When I come across such a fatherly figure, I was immensely touched. To think that in our self-centred society, there exists a man willing to give up a high-flying job just to spend time with his children.

That inspires me. It motivates me and gives me satisfaction from helping another fellow human beings. When I don't focus on the money factor and put in effort to help my client, my reward comes naturally. I'm particularly elated when a new agent joins me and doubles or triples his income when embarking on this career. The feeling I get that I might have added value to that person's life is priceless.

Life Long Learning
At different stages of my life, I have had several role models. My very first role model was my officer from The Boy's Brigade, Bernard Chua. He taught me the necessity of planning our time schedules and to have the discipline to follow through with those plans. Now, it has become a habit to plan my weeks and months ahead so I know where I'm heading.

My second role model was in fact, a person I did not like very much initially. He was the general manager of the beverage company I used to work for. At that time, I thought he was the most unreasonable person alive. He was famous for saying: I'm sorry, I don't understand your reasons because if I do, I have to accept your explanations. And since I am not prepared to accept your explanation, I won't be able to understand it.

What he was trying to do was to make us think critically and not to accept excuses lightly. Not everyone likes to be reproached this way. I have to admit, however, on hindsight, his statements had a powerful impact on me and remain etched in my mind till now. Sometimes, I even use them on my staff and agents.

I'm not any different from other agents. I have two eyes, two ears, one nose, one mouth…but the difference is that thing between my ears. My mind gets bored easily and I like to do things differently and am open to ideas. I'm willing to experiment. Asking me to do the same old mundane work will evoke in me a big yawn.

I believe we only truly fail when we stop trying. For me, I never stop trying. I tell myself, if I fail, I will diagnose the problem to see what went wrong, rebound, and try again. I will die trying rather than die playing it safe.

Knowing What Matters
In my first year of business, I became a Top 30 agent and proved all my critics wrong. One day, I hope I will have many mini groups of committed agents covering all segments of the Singapore real estate market. When my agents succeed, I succeed too. I am in the business of people-helping-people-succeed.

To do well in this industry, it is important to stay focused. Even if you feel let down by a bad market situation or lose deals, keep yourself on the balls of your feet to recover quickly and get recharged to try again. Always have a positive attitude and constantly improve your skills and be updated yourself on the latest information. Be a sponge and learn as much as possible. It is important also to purge out negative emotions and hang around positive people. Remember that busybodies will not help you, so stay away from them. React to your client's request promptly for timely follow-ups are essential.

This business is not about the big eating the small; it is the fast eating the slow. It is also not about who you know that matters, but who knows you. And remember, make those who know you know that you are a real estate agent.           continue