How Huttons’ Rex Tan revolutionises the way agents work
By Felicia Tan
Rex Tan runs the Rex Tan Division or RTD, which was established in 2010 and now has a headcount of about 1,500 as at November 2023. Photo: Samuel Isaac Chua/The Edge Singapore
In the competitive real estate industry in Singapore, being able to stand out is one of the key ingredients to an agent’s success. To be sure, there are over 34,000 agents from over 1,100 property agencies in 2023. This is where Rex Tan, executive group district director at Huttons comes in.
Tan runs the Rex Tan Division or RTD, which was established in 2010 and now has a headcount of about 1,500 as at November 2023. Since day one, RTD has been at the forefront of real estate education and lead generation. Tan emphasizes that while lead generation is not a new concept, what sets RTD apart is their commitment to in-house expertise. Unlike many others who outsource this vital aspect of the business, RTD teaches its agents the intricacies of generating leads, making them true masters of the trade.
Photo: Samuel Isaac Chua/The Edge Singapore
“It’s just like learning a language where you need to stay in a particular country in order to master the language property. Generating leads is something similar. We do it on such a consistent basis that our agents are able to master the skill faster, because it’s part of the RTD culture,” he adds. At RTD, agents are given a comprehensive guide that helps them through the various aspects of being an agent – taking and passing the property exams, leveraging technology, communicating and recruiting.
One standout initiative by RTD is their RES revision app, a groundbreaking tool designed to help agents prepare for their exams, and something rarely found among property teams. Tan proudly shares that the app, which includes over 32 packs of 50 papers (which adds up to over 1,600 questions), has been a game-changer. The app itself undergoes meticulous scrutiny, with lawyers looking through the paper to ensure accuracy.
The answers provided also come with explanations to give agents a better understanding. Before joining any agency, prospective agents who come across RTD’s proprietary app will get to use it for free. It is then that the team invites them to join their classes – conducted via Zoom and via physical sessions – to help them go through the coursework before their exams. It is during such seminars that agents, after hearing what the team has to offer, get to choose whether they want to join Tan’s team or not.
After passing their exams, agents in RTD can immediately begin their career by referring to the trainings that are already uploaded and saved within the team’s app. The trainings are split into two. Newer agents will find the first part useful with trainings on how to sell private non-landed homes, landed homes and HDB flats whether they’re new launches (for private homes) and resale.
The trainings also include guides on financial techniques, tax planning, lead generation and customer relationship management (CRM). The trainings go into granular detail and are conducted by the team’s 37 experienced trainers, says Tan. Should agents prefer to take it to the next level, RTD’s second set of trainings are ideal for those looking to be leaders of their own team and, or trainers. “This is good because as the team grows bigger, we need to have a platform for agents who aspire to be leaders to train,” says Tan. Within the app, agents will also find e-books that the team publishes monthly.
Photo: Samuel Isaac Chua/The Edge Singapore
These e-books provide content for home upgraders and wealth management. When Tan established RTD with a team of six or seven individuals, he knew that he wanted to be a resource for agents in the field. “[When I started], I realized there's a gap I could fill; I realized that things that were provided to me could have been improved. And I wanted to be the one to fill that gap,” says Tan. “The training structure, the whole learning experience can be enhanced… Since I knew how to fill that gap, I wanted to step up… and make real estate an easier job,” he adds. In a competitive industry, RTD stands out as a trailblazer, not just in generating leads but in shaping the next generation of successful and knowledgeable real estate professionals.
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