30 Jul 2002

To: Asiahomes realtors

The first half of 2002 is a good beginning for asiahomes.com as more cases and phone calls for properties to rent or buy come in from the website. It is time for me to remind you of the 6 values and attitudes if you want to be part of asiahomes.com.
 

Customer first, speed, efficiency, honesty & ethical behaviour and professionalism are the 6 values and attitudes realtors of www.asiahomes.com must have. 

1.  Customer first. Asiahomes.com exists because there are internet customers who want affordable and good homes. Not because we have lots of beautiful and affordable homes for rent or investment. The main complaint from Caucasian expatriates is that rental realtors in the industry want them to rent the places they don't want or can't afford. This is why a product-oriented realtor can't close the case.   

2. & 3.  Speed and efficiency. Making sure that the customer gets more than excellent service by closing the case with the  the least inconvenience and running around is hard to teach you. If you can get the Tenant to sign the letter of intent and tenancy agreement within 24 hours of expressing interest, you will have got the technique.  I will share with you some tips in the stories from real case studies at Asia USA Realtors or you can phone me to discuss your cases.  

4.  Honesty. Realtors who pocket commissions directly from clients without informing the company will be asked to leave. Over the past six years, there was only one person who phoned me about one asiahomes realtor wanting direct payment but since he did not name the realtor, I could not take action. All commissions must be billed in writing using the company invoice and a copy faxed or sent to me immediately.

5.  Ethics. 

5.1 Name cards. Do not hand out name cards to clients of co-broking agents. Giving name cards when the co-broking agent is not looking or when asked by the expatriate or other client of co-broking agents is unethical.

5.2 Brochures & Flyers.  Do not give brochures or flyers with your name and company to clients of co-broking agents. Some firms print beautiful coloured flyers of houses or condos for their agents. Tell them early that there should be no handing of such flyers but there are sneaky realtors who hand out at the last minute. 

5.3 High pressure tactics and burning bridges.  As we survive on commissions on closing cases and don't get a salary, some of us full time may be more performance oriented and appear aggressive to the Caucasian expatriate without realising it.  

Such realtors will demand an explanation on why, after spending so much time with the client, the client decides on another realtor's property. The realtor may get cursing from one party (e.g. the landlord) when the other party (e.g. the expatriate client) does not want the property. Learn how to let go and move on with your life.  

As asiahomes.com is Tenant-based, do not demand upset prospective tenants. For example, you demand explanations from them as to why they don't close with you. You may want feedback or be upfront, but let the prospect alone if you feel that there is no warm response.  

Younger realtors who are excellent performers may not be able to suppress their emotions. You can only be softened and made gentle, understanding and sympathetic by age and experience but do try your best if you want to be successful.  

If you burn the bridge of good realtor-prospect relationship, you drown in the water of unbridled anger. Exit graciously and you do get referrals from such expatriates and locals who will know that you have had worked hard, but you did not give what they want.

6.  Professionalism & hard work. Is image everything? Not, if you get what the clients wants, but you can't close all case.  Therefore, first impressions count. A proper attire. A cool temper in cases you can't close. Also, a properly typed house-hunting schedule rather than no schedule, sets you out as being a real professional.  Clients will refer to your telephone numbers in the sheet of paper.  

Keep proper records. Read marketing books and learn how to use database, spreadsheet, the internet and the digital camera. Be client-oriented by listening to what the client wants. Read his or her email a few times. Phone the client. You will be successful as you close cases and get more referrals than you can handle. 

How much can you earn if you work hard and smart? I have a part-time realtor who, in 2002, received $50,000 commissions in 2 months working evenings and on weekends. Not the big catch you will think of. Just small cases booking serviced apartments, persuading a Kellock Lodge condo landlord to rent a short lease for 3 Norweigian students and many cases averaging $3,000 per month. Most associates will not bother with the poor students!

Was it beginner's luck? After all, his car number came in 2nd prize in the 4-digit draw and he would have won $15,000 if he had the time to buy the number when he phoned me to tell me he would be closing 2 rental cases in a day. Asiahomes.com does not have corporate clientele and therefore it is a big deal to close 2 internet cases in one day.  

I find it hard to believe he could earn in 2 months what he earns in a year, but that is what real estate can provide. 

If you know how to pick up the pot of gold from the internet cases, asiahomes.com has more cases than you can handle. Hard to believe? Check this out with this associate or some others listed in Asia USA Realtors     
   
     
Dr Sing Kong Yuen
Founder
www.asiahomes.com
drsing@asiahomes.com
 
Asia USA Realty (Singapore) asiahomes.com 
Pte Ltd.  Website:  asiahomes.com. 
House Agent's Licence No. AD041-07306BBlk 1002, Toa Payoh Lor 8, #01-1477, Singapore 319074, Republic of Singapore

Mobile Tel: +65 9668 6468, 9668 6469 
Tel: +65 6254 3326, 6254 2728
Fax: +65 6256 0501, 64545 843
Email: judy@asiahomes.com