Negotiators navigating the real estate challenges

By Joseph Wong

In the ever-evolving real estate industry, 2023 was a year that tested resilience, adaptability and innovation. From managing team dynamics to navigating a fluctuating market, negotiators had to employ creative strategies to overcome significant challenges. By embracing change and focusing on personal and professional growth, these industry leaders not only survived but thrived, setting a solid foundation for the future.

For Koh En En of Foreward Realty, one of the most significant challenges was maintaining consistent performance across a diverse team of negotiators, each with varying levels of experience and expertise. In a demanding environment, clear communication emerged as the cornerstone of success. “We ensured everyone was aligned by clearly communicating our goals and expectations,” she explained. Koh invested in online training tools, such as webinars and interactive e-learning modules, which allowed team members to develop their skills at their own pace.

Collaboration and mutual support played key roles as well. Koh cultivated an environment where teamwork was encouraged and team members felt empowered to make decisions. By fostering accountability and offering regular feedback, she motivated her team to deliver consistent results. Recognition of individual and team achievements further boosted morale, helping Foreward Realty maintain a high-performing team throughout the year.

The power of resilience

“Storms make trees take deeper roots,” reflected Kristy Sim of Dutama Properties. For her, the challenges of 2023 were an opportunity for growth and self-improvement. She emphasised persistence and the importance of a growth mindset, which enabled her to see obstacles as opportunities to learn. “A little more persistence, a little more effort and what seemed like hopeless failure may turn into glorious success,” she said.

Sim sought guidance from her leaders and partners while prioritising her physical and emotional well-being, which provided the strength needed to face challenges head-on. She also stressed the importance of flexibility, adjusting strategies when they didn’t yield desired results. Her approach demonstrated that resilience, combined with a willingness to adapt, can transform setbacks into stepping stones toward success.

Mastering the digital space

For AG Sasidar of IQI Realty, the rapid evolution of social media marketing was a major hurdle. While Sasidar excelled in leveraging social media for property marketing, guiding his team of agents to adopt similar strategies proved challenging. “Marketing on social media becomes more advanced every year and advertising a brand is increasingly difficult,” he explained.

To address this, Sasidar shared his expertise with his team, training over 100 agents in effective social media practices. By providing guidance and hands-on support, he transformed his team into social media influencers who could reach clients across Malaysia. This shift not only boosted individual agents’ success but also elevated the entire team's performance, demonstrating the power of digital tools in modern real estate.

When Chuan Hui Yee of Power Home Realty began her real estate journey in 2023, she knew she had to differentiate herself in a highly competitive industry. Her strategy centred on providing exceptional client service. “I go the extra mile for my clients—staying in constant communication, offering advice and being flexible to their needs,” she shared.

Chuan’s personalised approach helped her build strong, trusting relationships with clients. By showing genuine care and treating clients like friends, she fostered loyalty and turned them into repeat customers and valuable referrers. Her success story underscores the importance of human connection in an industry where trust and relationships are paramount.

Thriving amid market uncertainty

The fast-changing real estate market was another significant challenge faced by negotiators. Melson Tang of Power Home Realty noted that shifting buyer demands and economic uncertainty made it difficult to stay competitive. To overcome this, he immersed himself in continuous learning. “I tackled this by diving into continuous learning—attending seminars, studying new trends and sharpening my negotiation skills,” he explained.

Tang also focused on building genuine connections with clients, offering personalised support tailored to their specific needs. By staying adaptable and responsive, he maintained client loyalty and navigated market fluctuations successfully. His approach highlighted the importance of knowledge and adaptability in staying ahead in a volatile market.

For Sean Chee of Knight World Realty, venturing into industrial property sales was an entirely new experience. “I didn’t know much about industrial properties when I started but I asked my leader for help and learned step by step,” he said. Sean’s dedication to understanding client preferences and learning the intricacies of the new market segment enabled him to improve quickly. His story is a testament to the value of mentorship and a willingness to learn when entering uncharted territory.

Innovating in a slow market
The sluggish real estate market of 2023 posed unique challenges for negotiators like Mike Lau of IQI Realty. Despite the slow pace, Mike and his team found ways to innovate and stay productive. “Our team still managed to grow from year-on-year sales by providing more value to clients and improving our way of doing things in more creative ways,” he explained.

By refining their strategies and adopting more efficient practices, Mike’s team managed to achieve constant growth. The changes they implemented in 2023 began yielding significant results in 2024, proving that innovation and effort during tough times can lead to long-term success.

Fluctuating market conditions and buyer uncertainty required strategic adjustments for BF Kee of Knight World Realty. By staying informed about market trends and leveraging online platforms, Kee reached a broader audience and attracted more buyers. Virtual tours became a key tool in showcasing properties effectively.

In addition, Kee emphasised the long-term value of real estate investments, building trust with potential buyers through strong relationships and flexible terms. His proactive approach enabled him to close key deals despite the unpredictable market, demonstrating the importance of adaptability and client-focused strategies.

These stories from real estate negotiators across Malaysia reveal the resilience, creativity and adaptability required to succeed in challenging times. Whether it was fostering high-performing teams, leveraging digital tools or building meaningful client relationships, each professional found unique ways to overcome obstacles. Their experiences serve as inspiration for others in the industry, showing that with persistence and innovation, even the toughest challenges can be turned into opportunities for growth.

As the real estate market continues to evolve, the lessons learned will undoubtedly shape the strategies of the future. From embracing new technologies to prioritising human connection, these negotiators have demonstrated that success lies in the ability to adapt, innovate and remain focused on delivering value to clients.

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