All new agents must be careful when faxing a lease agreement for approval. In this case, my co-broking agent simply faxed a blank copy of the standard leasing agreement of the Company without filling in any details, expecting the lawyer to read the standard agreement. For myself, I usually fill up all details and get both parties to read the draft. This saves a lot of time.

Please be careful, all new agents and the Managers supervising new associates!

Case 7. Toxic fumes in bedrooms . Agent needs to ventilate new apartment. August 17, 97. An agent needs to check out the new apartment before advertising or showing clients, otherwise it will be a waste of time and money. Today, I went to a co-broker’s Geylang 14 new condo. On opening the doors of both bedrooms, my eyes were smarting and I could not breathe. It was like entering the gas zone. I opened the window and rushed out. Agents need to tell Owners to ventilate new apartment and not close doors after varnishing parquet floors or install new curtains.

Case 6. Have Cable Will Rent. No follow-up by agent. August 10, 97. I got a call from a distressed American saying that he was promised cable TV facilities would be available and had wasted 2 weeks to sign the leasing agreement for a $1,900 rental 2-bedroom Orchid Park Condo. He had put $300 immediately on viewing on oral condition that cable facilities would be available. I advised that if his wife needs the facilities (since expatriate wives usually do not work), then he would have to find some other place as he might be divorced!

Agents must follow up when deposit is paid as chances of success are very high, but not guaranteed! Check with the Management Corporation as regards cable TV trunking in the vicinity since not all areas in Singapore have such infrastructure. In this case, the Landlord was disinterested in follow-up as well. The prospect had only 1 week left to find another place (as this US bank gave them around 3 weeks to find permanent rental accommodation).

Case 5. Have Patience or join the Singapore Tourist Promotion Board! No exclusive rights to represent Tenants. August 10, 97. Unless your firm has exclusive rights, it is very difficult for you as a new agent to command loyalty from prospective tenants. Further to Case 6, the American was referred to me. I spent the whole Saturday afternoon and evening as a tourist guide showing the Eastern and Central parts of Singapore. On Sunday, he said he wanted a rest as he had 3 weeks to select an apartment. However, he put $300 deposit on the Orchid Park apartment after viewing with another agent.

Agents may need to get exclusive rights as much time during weekends and at night is wasted but the prospects might not want you. With prospects doing their own thing and contacting several agents, it might be best to avoid such cases.

A new agent might need to build up the business and would have to take the good, the bad and the ugly. In this case, the American was still contacting other agents after he left the Orchid Park Condo that Sunday. I drove him to see the other apartments. It so happened that my unit was suitable. I did get a referral from this American earlier and was successful. Sometimes, you are tested to the limits of your patience! Rarely would you be rewarded with 2 related closings.

Case 4. Timing must be right too. New agent needs to know what the Owners want. Further to Case 5, the Landlord wanted either a single or a couple with no children to rent out his well renovated fully furnished apartment. He was unwilling to provide cable TV connections at his expense as the Tenant had reduced his rental requested from $2,300 to $2,050. The Tenant was unwilling to pay for its installation in this Lorong Stangee apartment and wanted me to continue further viewing.

For $150, a deal could not be closed. Agents must use their initiative to get both parties to be happy and close. Unless you have exclusive rights and want more tours of duty, you might be better off footing the $150 bill. Your time may be more valuable.

Case 3. GST & Co-broking Agency Commission New agent needs to consult The Accounts Department. June 97. This is an interesting case as the co-broking agent who had exclusive rights did not meet me, the co-broking agent. The nice Owners of this 3+1 Normanton Apartment and I closed the deal at $2,300 rent on one Sunday afternoon as the agent was sick. We drove the prospects to withdraw $1,000 cash deposit and signed the leasing contract on the spot.

The Owners were happy to pay the my commission direct and immediately. They would have saved the 3% GST (Goods & Services Tax) as my firm did not have GST conditions. They had to pay the GST to their agent’s firm. Their agent insisted and was adamant that they paid her firm the total commission plus GST. NO was the answer despite pleadings. The firm would then pay me the co-brokerage.

Agents must try to act in the Owner’s interest if they want a long-term relationship of trust and confidence. The Owners would have benefited from 3% savings on my commission and would feel good. In the end, she checked with the Accounts Department and was informed that the co-brokerage commission could be paid separately. You can be sure that I rushed to get the cheque! Happy owners usually pay fast as they can see what you have done for them.

Case 2. New contract puts Owners at risk. New agent needs to understand the Law of Contract. Further to Case 3, the Owners’ agent was unhappy that the Owners had produced a contract (her firm’s contract) for the prospects to sign. The witnesses did not include her name and the amendments were in hand-writing. She wanted her Office to type out a nice contract and get the prospects to sign.

This is not in the Owners’ interest. An offer to rent the Normanton apartment was made and accepted. A consideration of $1,000 was given. The new Agent wants another contract to be drawn and her Office lawyers to re-write some conditions. In other words, the earlier contract was not valid. When the lawyers produce the new Contract, the prospects might not accept the conditions and since there would be no acceptance, they can ask for their deposit and find another place.

Case 1. A bird in the hand is worth 2 in the bush. New agent needs to understand the desire of Owners to rent out fast. Further to Case 2, the Owners’ agent was also unhappy that the Owners had accepted my client as she had a Taiwanese family interested but would decide one week later.

In this situation, the Agent would not need to share her commission with me. The Owners were sophisticated and were aware of her unhappiness. Always act in the Owner’s interest if you want referrals. No doubt you have exclusive rights to market, but if the Owners had approved my clients and you did not need to do any work (not even to send the contract for stamping!), do not show your unhappiness. The Owners remarked to me that there was no deposit given by the Taiwanese and no guarantee that they would take the place. They had what they wanted, the $2,300 rent and they would not like to spend time to interview several prospects.