The ‘Wan way’ to succeed in real estate

By EdgeProp Team / EdgeProp | November 18, 2018 8:00 AM SGT
PropNex real estate agents from Ken Ng Division, under Wan’s direct boss, at their mid-year retreat at Owl Bar in September (Credit: Aaron Wan)
After he joined PropNex Realty in October last year, Aaron Wan quickly grew his team to 70 real estate agents. On Nov 14 this year, the group division director snagged two titles at PropNex’s third Quarterly Convention 2018. He clinched first place as Top Associate Group Division Director, after his team achieved more than $1 million in sales commission in August and September; and second place as Top Individual Producer, recognising Wan’s own contribution of more than $400,000 in sales commission from July to September.
Wan, 31, believes that to achieve robust sales, one must adopt a personal approach in picking suitable properties for clients. He typically meets his clients first to understand their requirements before recommending properties tailored to their taste.
“When you serve buyers, it’s very challenging because you have only the weekends,” he says. “Each day, you probably can serve only two buyers”, as most buyers prefer to view properties later in the morning. And the nights are a no-go for viewing, as there is no natural light.
Wan attributes his team’s sales achievements to the “healthy culture” at PropNex. With more than 7,600 sales agents, it is the largest real estate agency in Singapore. One factor that has contributed to the strong culture is the firm’s “no internal crossing” policy, he says. This regulation prevents a team leader from poaching top-performing agents from another team to achieve his team’s sales target. Property agents from one team are banned from joining another unless they leave the company and come back after a year.
Serving a wide range of buyers
Wan serves buyers from a wide range of backgrounds, and 60% to 70% of his clientele are locals. He works with two large groups: bankers and migration consultants. The latter bring in China nationals to work in Singapore, and some of them invest in properties in the hope of becoming a permanent resident in the country, Wan explains. “Chinese people, they like to buy, not to rent.”
Wan attributes the majority of his leads to referrals, and describes himself as a “very aggressive referral hunter”. Local and foreign...