We spoke to hardworking men in the industry who defied all odds and turned their setbacks into opportunities to achieve the success that they have today.
Everyone encounters setbacks in their lives at one point or another. Behind every success story is failed first effort, a moment of bad decision, an embarrassing stumble or a radical change of direction. What makes the difference between a success story and an ordinary one is how you react to and learn from that stumble.
Take the success stories of these seven award-winning real estate agents and how they persevered to attain their dreams. From a graduate to a carpenter, they’re the perfect examples of why circumstances should never stop you from following your vision and that success is possible for anyone despite challenges, circumstances, or age.
1. Joseph Chan, Team Manager of MIP Properties
How did your involvement in real estate begin?
Back in 2007, I spent a lot of time with my late dad, mostly with him educating me about property investment. It was something I was very much into because it is one of the best financial instrument for passive income and capital gain. He taught me on finding the right property and managing tenants.
From then on, I started getting to know many real estate negotiators who are doing well and whom lives have changed because of it. After much deliberation, I decided to take the opportunity and made the switch from the banking sector to real estate in August 2013. My first property – a condominium in Section 20 Shah Alam – was sold within the first month.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
The biggest challenge that I faced in the early days career as a real estate negotiator is rejection from my clients. In this profession, we face rejection every day. It can be disheartening especially when you’ve spent a lot of time, effort and money to help them sell or find the perfect home.
I’ve learned to keep myself positive all the time, and to be mentally strong. I have regular conversation with my superior who keep me positive when there are issues. Even when a client says no, don’t give up and always look at the brighter side. When one door closes, another one opens. People will start noticing when you have the right attitude and as a result you will build strong network.
What was your biggest achievement throughout this career?
Over the past 4 years, I have transacted an average of 100 transactions in both sell and rent. I have built a solid base of clientele that has been giving me many referrals and repetitive business. What makes this achievement sweeter is that I am still able to maintain my performance, while at the same time never having to compromise time with my family.
What do you think led to your successful career in real estate, which subsequently led to you winning these award?
To me, clients always come first. I give them only the best service – nothing less. I set goals and work hard for my career, so my family can enjoy a better lifestyle. The sense of achievement is rewarding. Being a specialist in an area gives me the advantage of being niche and that allows me to give the best advice to my clients, which helped me greatly in building professional relationships.
2. Jeremy, Senior Negotiator of Oriental Realty
How did your involvement in real estate begin?
I had just returned to Malaysia in 2010 after working in London for six years. I took a three-month break and was planning on returning to London. My family was not pleased that I was leaving again, so I was torn between family and my career. In order to stay, I had to look for something in Malaysia that matched my income in London.
As fate has it, I was reading the newspaper while servicing my car and stumbled upon an advertisement, “Agents wanted… Make a Million”. I was skeptical, but decided to go for the interview anyway.
There I met an enthusiastic woman who had big plans for me. She was the Head of Sales in Reapfield who initially trained and motivated me, before introducing me to an amazing gentleman, Ronald K. Fernandez who was then the Principle of Reapfield, Subang. He was the key person that turned my life around and I was extremely lucky and privileged to be tutored by him. I have never looked back since.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
My biggest challenge was having to constantly push and motivate myself as well as to have the self-discipline to keep moving no matter what. Being a real estate negotiator is a very rewarding profession, but rewards don’t come easy.
This industry will test you from all corners. There is no one else to monitor us, no one else to encourage us and no one else to lean on but yourself. There will be many lonely moments, many breaking moments and numerous depressing times that will make you want to just give up. These are the times you have to soldier on and keep moving forward.
What do you think led to your successful career in real estate, which subsequently led to you winning the award?
I attribute my success to 10 factors: God, my family support, a good mentor, a supportive leader, an excellent platform, forgiving clients, supportive colleagues, a good advertising platform, the best people to work with (Stephy Woon) and my hard work.
READ: 5 tips and tricks to sell your house faster from real estate agents
3. Freeman Woo, Team Manager of MIP Properties
How did your involvement in real estate begin?
Nine years ago, while scanning a book store’s best-selling shelf, I came across a book about sales. This book spoke of the importance of sales, and how if someone wants to be successful, he or she should start selling. It was at that moment that I decided to pursue a sales job.
It took me awhile to decide which industry I wanted to get into and after much deliberation, I decided on the one with the highest earning potential – real estate.
I closed my first rental deal within the first month of joining MIP Properties. The listing was from one of my seniors and at the time he wasn’t concentrating on rental, so I took the opportunity to market the unit and found my first rental customer. That success really boosted my confidence, and in the following month, I sold my first property.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
Gaining the trust of property owners, tenants and buyers is definitely the most challenging part of the job. Each deal involves both the seller and buyer; if the seller doesn’t trust the agent, they will instruct the agent to focus on their best interest with personal intention when dealing with the buyer.
Throughout the years, I learnt that we as agents should have open communication with sellers and help them understand that we are assisting them with the best intentions in mind. Gradually, they will be open to accepting your advises and build their trust in you.
What do you think led to your successful career in real estate, which subsequently led to you winning the award?
I attribute my success to my agency who has given me the guidance and training throughout my 9 years involvement in real estate; having good team mates who trusted me and allowed me to learn from each and every one of them; my wife who’s support and encouragement is relentless; not forgetting all my clients for their continuous trust and support. Most importantly you must always believe that you can achieve anything that you set your mind to.
4. Desmond Tan, Senior Negotiator of Twincrest Properties
How did your involvement in real estate begin?
It started with me looking for an asset to hedge against inflation, as I understood at the time that properties that are in good locations always command stable appreciation in the long run. Along the way, I realized that being a property agent is a rewarding career as it deepens my understanding of real estate and I get to earn good money. That’s how I started my career as a sub sale agent.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
Market slowdown has got to be the kryptonite of businesses of this nature. Sellers and buyers have different expectations on the pricing, and we as agents have to be transparent by showing both parties our recent closing prices. Although, it has become easier now with the help of websites such as BRICKZ. It helps sellers and buyers understand the current market rate and adjust their expectations accordingly. This definitely helped the market to be more transparent and efficient.
What was your biggest achievement throughout this career?
I have managed to close deals consistently in my focus area, which is PJ-Damansara and built a team of successful agents. These five years have taught me how to identify areas with good demand, and differentiate between properties with good potential and the ones without.
My ability to keep my focus on specific goals coupled with my determination has led to my success to far. There will definitely be times when we face challenges in terms of closing, and I realized that I just have to persist and I will see result. Not forgeting to build meaningful and good relationships along the way as it will bring us positive surprises and chances to embark on different journeys.
READ: 5 useful tips from agents on negotiating for your dream home
5. Desmond Gan, Senior Negotiator of Full Homes Realty
How did your involvement in real estate begin?
I was a carpenter before I became a real estate negotiator. My brother who is also my current partner approached me and asked me to join him. It was the best decision I have ever made.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
For me, handling rental cases with tenants who are bad pay masters is always the biggest headache. Getting chased by the landlord for the rental and having to chase the tenant for rental is no joy ride. To overcome this issue, we came up with several solutions: we stated in the agreement that if the rental is paid earlier than the stipulated date, then a discount will be given. It’s also helpful to collect a higher rental deposit.
What was your biggest achievement throughout this career?
My biggest achievement happened in 2008 when I successfully closed 5 industrial sale cases in a single month with a total GSV of 25 million. The next one is the two awards that I won in two different categories at the Agents Advertising Awards 2018.
What do you think led to your successful career in real estate, which subsequently led to you winning the award?
I’m always hungry for opportunities to improve myself. I set a goal every year to have one break through achievement and this year was participating in the award. I’m always pushing myself to the limit and that is an important trait to have to succeed in a career.
6. Chong Teck Seng, Team Manager of MIP Properties
How did your involvement in real estate begin and what was the biggest challenge you face throughout your involvement in the real estate industry?
I got involved in the industry through a good friend’s recommendation, Kenny Sim who joined MIP Properties about 10 years ago.
I’m the kind of person who’s not afraid to try new things. However, without knowing I’ve wasted many years trying to ‘reinvent’ methods in conducting this business. It’s also a risky move. I’ve learnt that you can achieve success faster if you replicate what has been done by the successful people in the past and what they are currently doing.
What do you think led to your successful career in real estate, which subsequently led to you winning the award?
I will tell people the same advice I gave my team members: There’s no magic formula to succeed in this business. You don’t need to have an extensive sales experience, neither do they need to be good at talking . To me it’s about putting your ‘heart’ into the business, and of course following the company’s core values such as integrity and professionalism, which were the things that led to my success today.
ALSO READ: Buying property on a budget? Here’s what your agents can help you with
7. Mac Chia, Senior Negotiator of Twincrest Properties
How did your involvement in real estate begin?
I started out as a property investor, and I have always found anything involving real estate interesting. It led me to wanting a career in real estate and the more I explored my options, the clearer it became that this is the career path that can provide me with attractive income.
What was the biggest challenge you face throughout your involvement in the real estate industry and how did you overcome it?
The biggest challenge is tackling the small challenges that present itself on a day to day basis. For instance, in tackling issue in finding potential sellers and buyers, I work in a team with colleagues and co-broke agents to broaden listings and customers range.
I also maintain a high level of professionalism and excellent customer service, so that the customers are satisfied with my services. It built trust and confidence, which helped me close deals easily and gain more referrals post-sales.
What do you think led to your successful career in real estate, which subsequently led to you winning the award?
To be successful in anything you do, it is important to remain focused and to have extensive knowledge in your field of work. As for me, as an areas specialist, I need to be well-informed on current market trend and property prices.
I am also more customer oriented than profit oriented. My priority is to fulfill their needs and to always provide professional and quality services that result in repeat engagement.
ALSO READ: 7 Inspiring women in Malaysian real estate and their success stories