Giving up my top real estate sales to build a team — Was it worth it?

After being in the real estate industry for two decades, I’ve seen and been through most of the ups and downs that every realtor has to go through.. My 35th birthday 😆 passed not long ago and as I grow one year wiser, it got me thinking…

‘What would have happened if I continued doing sales instead of team building many years ago?’

Before devoting my time to grooming my team, I was a consistent top sales producer that only thought of ‘chiong-ing’ sales. I entered the industry at age 30 and had always been in the Top 50 Achievers in my 5 years of sales and my income as a salesperson was considered high-tier at that point in time.

But I gave that all up to put all my time and effort into my recruitment activities. Many of my colleagues were shocked by my actions while some approved of my decision.

And when approached with the question of "Why?", I told them these 4 reasons:

#1 — I didn’t want to keep chasing after money in sales

Sure, the money was there and I could buy whatever I wanted at age 35. But what was at the end of the ‘chasing sales’ route?

Sales is tiring. We all know that. Prospecting, client meetings, viewings, sales calls. We must be there and expend our energy to complete our tasks to secure the sale and money.

But I didn’t want to chase after money forever. I wanted to do something that would give me more satisfaction.

#2 — I didn’t want to do sales in old age

Think of it this way— Can you continue what you are doing NOW 10 or 20 years later. I knew I couldn’t.

Imagine still door-knocking and having all-day viewings at the age of 50.

In fact, when I see my younger team leaders that are filled with energy, I would envy them. While we can slow the process of aging, we can’t beat the fact that our energy level diminishes as we grow. But what we can do is use the wisdom and experience that we exchanged for aging, to help others achieve great things.

#3 — Team building is a long-term sustainable business

Overriding as a passive income is an open secret that we realtors all know. But it isn’t as passive as what other people might think.

Instead of doing prospecting and meeting clients, we are meeting and training our guys. Instead of viewings, we are accompanying and guiding them on the right path. Just because you are building a team, it doesn’t make you less busy or tired.

And while your income drops drastically initially when starting team building, you have to remember that team building is a long-term business.

More team members = higher passive income.

You have to slowly sow and grow your seeds. Once you do, the benefits you will reap will be gargantuan.

#4 — I love grooming rookies and average agents to top producers

This is a personal interest that gives me the most satisfaction. It’s similar to how you plant and grow a plant. When they grow, you will receive joy and satisfaction.

Having walked the path of top sales, I understand the hurdles and challenges both new and experienced agents face. And using that to my advantage, if I could produce people with similar results, it brings nothing more than happy to me.

Even now, I feel happy and proud whenever I see my people achieve breakthroughs in their sales and career.

Back to the question of...

'What would have happened if I continued doing sales instead of team building many years ago?’

Well, I would probably be still earning a high income. But I would probably also be way more tired, lonely, and unsatisfied.

Building NAVIS and grooming a team strength from 0 to 1300 and above (did it 3 times in my career) and having a unique culture that everyone loves is one of my greatest achievements in my life. I have never regretted starting team building and it was worth it.

End note — I hope some of you who read this, get a clear idea and direction for your future path. And for experienced team leaders who are facing difficulties growing and sustaining your team, I would love to speak to you over some coffee.

You can find me via my WhatsApp here!

Till next time,

Gary

Gary Chua is the co-founder of Navis Living Group

—A 1300 agents-strong division with Huttons real estate agency, and the fastest growing group in this competitive industry. Gary is also a mentor to many real estate agents and team builders, for two decades and counting.

Before devoting his work full-time to grooming realtors, Gary was himself a distinguished real estate salesperson. He first stepped into the industry at age 30 in Year 2000 and having been Top 50 Achievers in his 5 years of sales, he understands the hurdles and challenges facing both new and experienced agents, and is thus equipped with a wealth of knowledge to aid and teach the property agents whom he takes under his wings.

In 2005, Gary realised that his true calling was to groom and coach the next generation of real estate agents. It was also the year that he consciously diverted almost all of his time and effort into recruitment activities, putting his personal sales aside and taking a hit in his bottom line.

Through sheer grit and determination, Gary's vision took hold as his team expanded, eventually growing to become the largest division in its agency, and also one of the largest in Singapore. It cultivated numerous top producers and achievers throughout the decade—some of whom have clocked in more than S$1,000,000 in commission in a single year, broken many sales records, won many local and international awards, and helped many real estate agents achieve outstanding results and realise their financial freedom.

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