Epoch Properties negotiator Wayne Yap
Wayne Yap, a young and photogenic real estate negotiator, details how she closes deals and stays positive in the world of property.
How long have you been involved in the property industry?
Two years.
How long did it take for you to acclimatise to your new role as a real estate negotiator?
About three months.
What is the biggest deal you have ever closed?
I helped secure a local buyer for a condo in downtown Kuala Lumpur, valued at over one million ringgit.
What strategies would you recommend for ensuring that deals get signed?
Stay persistent. Do plenty of follow-up calls and help clients with their loan financing. Showing the property is just half the job, to really get a deal closed I have to remind them that I’m there and do everything I can to help them secure financing.
How do you stay healthy, overcome anxiety, and manage your time?
Being positive really helps. This job typically entails no basic pay, we can only depend on commissions – so that can be quite stressful. I recommend that agents don't spend too much time on customers who don't know what they're looking for. Look for clients with something specific in mind – someone with a clear idea of the area they are looking for, as well as the price range, their budget, and whether it will be for their own stay or not. That makes things easier and we can work better to help narrow down the requirements and find something that really suits the buyer.
How do you get over disappointment?
When I first started out, I used to view every deal as important – and I spent far too much time focusing on one client at a time. New agents should not focus too much on just one buyer. You have to keep moving.
Who do you credit as your biggest inspiration?
Adrian Wee, he runs some quite popular seminars on the topic of property investment, and I credit a lot of what I know to him and his talks.
What is your favourite saying or life mantra?
I just prefer to be around people who are as motivated as I am – but if there is one saying I repeat it would be: "See the money and go for it".
What is your victory anthem?
Queen's "We Will Rock You".
