Special Feature
How the direct approach keeps industrial property powerhouse Sharon Kow at the top of her field
Industrial property specialist Sharon Kow — Millionaire Realtor and multiple Top Achiever Award recipient. (Picture: Albert Chua/The Edge Singapore)
The shortest distance between two points is often a straight line.
This statement certainly holds true for Sharon Kow, Associate Division Director at Singapore Realtors Inc (SRI).
Whether it’s her professional journey to becoming SRI’s top sales achiever in the industrial segment or building life-long friendships, Kow stands by her direct approach.
She has perfected the art of direct communication — a winning strategy that has earned her numerous industry accolades, including the prestigious Millionaire Realtor and Top Achiever Awards. At the recent SRI Keynote 2024, Kow ranked first as the Top Producer of 2023.
Ironically, Kow’s journey to becoming an industrial property expert was anything but direct.
Kow clinched 1st and 2nd place as Top Sales Achiever in the Project and Industrial Category respectively and ranked 1st in SRI's Top 10 Producers at the Keynote 2024. (Picture: Sharon Kow)
Knocking on opportunity’s door
As a devoted mother to her three children, Kow started off assisting her husband with his business, only serving as a part-time property agent.
In 2018, with her kids grown and fewer family responsibilities, Kow returned to full-time work.
She began the slow and gradual process of understanding the market and building her database of clients.
“It was very challenging at first because I didn’t have any prior network, but I could at least knock on the doors of units at industrial estates,” Kow recalls. “[Occupiers of] industrial units are normally less likely to chase you away during office hours because they are, after all, still running a business.”
While Kow’s direct approach of door knocking did not always grant her facetime with bosses or owners, it was still effective. She managed to get valuable insider knowledge from speaking with staff or workers at the premises.
“Staff are generally more knowledgeable about the area and the surrounding units as they are plugged into the happenings on the ground,” Kow reveals. “Information such as who’s looking to sell, which unit recently sold, or who’s looking to move is very useful.”
Kow awarded the 2023 Millionaire Achiever at SRI's Millionaires Night. (Picture: Sharon Kow)
Cracking the inner circle
Being the wife to an SME boss also has its benefits, particularly for an industrial property agent.
Kow frequently visited her husband’s office at Sungei Kadut and was more importantly within earshot of many SME bosses who congregated for coffee and drinks at the industrial estate’s cafeteria.
SME bosses were a stickler for routines, as Kow would learn from observing their daily schedules. With patience and diligence, she figured out who the key owners and SME bosses were and seized the opportunity to introduce herself.
“Some of these bosses initially thought that I was a lady boss since my husband was running his own business,” Kow says. “While I didn’t exactly play up the role, it did help to break the ice and get me closer to them.”
Even with Kow’s easy-going personality, getting to know these business owners is no easy task. It was her candor that ultimately won their trust and respect.
“SME bosses and owners are direct people and prefer someone similar who also looks out for their interests,” Kow shares. “I’m typically more upfront and won’t hesitate to recommend what is better for my clients instead of what they may want, which they appreciate.”
Millionare Realtor Kow, attending SRI's prestigous Millionaires Night 2024. (Picture Sharon Kow)
Developing her winning approach
Compared to residential transactions which are widely accessible, industrial property data can be opaque and lacking in transparency.
Through her direct approach, Kow has built up an extensive database, giving her a strategic advantage in a sector where information is king.
Thanks to sources close to the ground of industrial estates, Kow possesses credible intel to accurately assess property values. With that, she has helped many business owners secure a good sale or return on their investment, further raising her profile among the tight-knit circles of SME bosses.
Kow’s direct approach is equal parts tenacity and resourcefulness, evidenced by her first career milestone — the successful sale of BHL Factories in Mandai Estate.
Four of the six factory units were originally slated to be sold by Knight Frank, with the two remaining owners unwilling to part with their properties.
“My partner Evan and I learned that the two elderly owners wanted to keep their freehold units and hand them over to the next generation,” Kow explains. “It took six months of careful negotiation, but I eventually persuaded them to sell.”
With the final sale price at over $130 million — 81% higher than the guide price last year — Kow helped all six owners reap a tidy profit.
“It came down to cultivating a good friendship with the owners,” Kow details. “Helping them understand that rather than going through the struggle of an en bloc sale, I demonstrated how they had the potential to make nearly twice what Knight Frank was offering, which finally convinced them.”
This was a significant breakthrough, underscored by the fact that Kow and her partner managed this entirely through a private treaty sale rather than the typical en bloc arrangement.
Kow's winning strategy of direct communication has made her an industrial property powerhouse, earning multiple prestigious industry accolades. (Picture: Picture Me)
Landing bigger deals and new opportunities
Land and building sales have been a boon for Kow. The cyclical nature of the industry aligns well with her ability to coordinate a profitable sale for all parties involved.
“Once we’ve sold the land, it goes under redevelopment, which then becomes individual strata units that we help owners to sell,” Kow explains. “So, I don’t have to focus exclusively on strata sales like I used to, allowing me to score larger land and building deals.”
Progressively closing bigger land and building deals in various districts has undoubtedly solidified Kow’s reputation as one of the key realtors in this segment.
Given her experience and influence, she is well-positioned to capitalise on a wealth of opportunities in this sector, which has coincided with renewed foreign interest in Singapore’s booming property market.
“High residential ABSD [additional buyer’s stamp duty] has made industrial properties a viable alternative for many foreign investors,” Kow states. “I have overseas clients who are either looking to move to Singapore and own a business, which entails buying both the business and property.”
She holistically considers her clients’ long-term needs and proposes a business that meets their requirements, going so far as to help guide the transition and eventual takeover.
Championing the formation of an industrial property team at SRI, Kow aims to groom specialists and capitalize on market opportunities, emphasizing client relationships and leadership. (Picture: Picture Me)
Growing from strength to strength
As Kow’s career soars, her friendships with clients have also deepened.
She has even partnered with some of her clients to purchase industrial units for investment, giving her skin in the game and a better understanding of the stakes involved.
“B1 industrial properties tend to be more location-specific due to their criteria,” Kow observes. “On the contrary, B2 industrial properties are prime for investment because owners are constantly looking to upgrade or downsize and often require little to no refurbishment or renewal work.”
Speaking from first-hand experience, Kow believes the future is promising for industrial properties in Singapore.
“Since the government has committed to Singapore’s food security in their ‘30x30’ masterplan, I foresee strong future demand for industrial units such as food factories,” Kow says. “Given that land is highly restricted and regulated by URA or JTC, we can expect tight supply going forward.”
As a result, she is championing the formation of an industrial property team in SRI. By throwing her weight behind this pioneering initiative, Kow aims to groom the next crop of industrial specialists to take advantage of the market opportunities.
“I’ve invested in my clients throughout the years and have seen these friendships bear fruit,” Kow says. “Now, I can play a direct role in building and leading a team to success, which is its own reward.”
For more information,
Contact Sharon Kow | 97667778
ASSOCIATE DIVISION DIRECTOR (R016118J)
SRI PTE. LTD.
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