99.co’s property agent success stories: Mary Tan

Ever wondered what it is like being a property agent?

In this new series entitled Agent Success Stories, we sit down with agency leaders to find out their side of the story. From their humble beginnings to the challenges they have faced on the road to success, we learn that a career in the real estate industry is one filled with boundless opportunities – if you know where to look.

In an industry predominantly led by men, Mary Tan’s colourful and boisterous personality is one that’s hard to miss. More fondly known as “Mary Jie” or “Da Jie” (aka Big Sister), Mary leads over 850 agents at Mary Tan District Group (MTD), and it’s easy to see how she earned the title of Senior Group District Director – Pinnacle at Huttons Asia today. We hear from Mary to learn more about her journey.

Where were you before you ended up in this industry?

I started out in the car rental industry over 20 years ago. Even though I was mostly working in the office, I didn’t feel like I belonged in the corporate world. I believed I could perform better in sales and decided to move on to insurance sales between 1996 and 1997. It was then that I got to know my current mentor. Like many others, I started out as a part-time property agent, but over time, I was convinced of the opportunities and potential in real estate and converted to full-time property agent ever since!

How has your journey been?

 I enjoy working with people and quickly learnt that I could excel in this career. I started topping the sales charts within my first couple of years! In 2009, I decided to become a Project in-charge (IC) and look over a group of agents. It was only a few years ago that I decided to relinquish myself from projects and focus on growing my division- what’s known as Mary Tan District Group (MTD) today.

After moving on to a managerial position to oversee the growth of my associates, my team sales went up by 40%! That was an affirmation of my decision and definitely one of my first milestones as a leader. Today, I am an ACTA certified trainer and do mainly consultative work. As a Top Producer and Top Champion Leader award recipient, I know what clients look out for and do my best to impart this knowledge to my agents.

What is your greatest success as a property agent?

I understand that many are attracted to this industry because of the potential earnings but my advice to agents is not to be overly consumed by the gains or profits. Treat your clients like your friends. Think about ways that you can value-add to their lives and you will forge life-long relationships.

When you treat people with sincerity, they will become your biggest advocates. Truly! Thanks to my past customers whom I now proudly call my friends, I still get customers knocking on my door even without me actively looking.

Who do you owe you success to?  

Many thanks to my mentor, Simon Chung, who showed me the ropes and advised me when I first started out. I’ve also had to rely on my close business partners when I didn’t have the time to oversee new projects. I wouldn’t be here without their help!

Work hard to forge and maintain close relationships with your peers in this industry and have colleagues that you can trust and rely on. You really won’t know when you will need their support!

Today you have an impressive number of agents under you (MTD group has over 850 agents). How did you do it?

While this is a competitive industry, I believe there is room for everyone to succeed. At MTD we hold regular sharing sessions on our success cases to help each other along and are united as a team. There’s no secret! Our team genuinely cares, and we treat each other like family.

We also run effective training programmes to help our property agents become better. One of which is the Fast Track Programme. We pioneered this unique training programme to hone not just the technical skills but also the soft skills of our agents. For example, our hands-on training allows our agents to hear from ACTA certified trainers on how to profile individuals.

What are some creative things you have done to get new listings/clients?

Instead of posting pictures, I preferred to post videos of the properties. I have closed many deals with that feature, and sometimes even without viewing!

I have also tried my hand as an interior designer and decorated the sellers’ homes beforehand to fetch a higher price. It’s all about leaving a good impression!

What advice can you give to new property agents?

When first starting out, many property agents might feel lost when it comes to acquiring industry knowledge and thus lack confidence. This is a common occurrence among newcomers so don’t worry. It comes with practice and time. Keep rehearsing your script and your pitch. If you need to, practice smiling in front of a mirror!

As for the pitch, think about how you’re communicating and highlight areas that would serve the needs of your clients- try adjectives and positive framing to get them excited about the unit. A little goes a long way.

And when you do get rejected, don’t be too disheartened. All agents go through this! Reflect on what went wrong and think about what could have been done better, and you’ll come back stronger.

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