Helping hand essential in property sector

PUBLISHED : Friday, 26 June, 2009, 12:00am
UPDATED : Friday, 26 June, 2009, 12:00am

Distinguished Salesperson Award (DSA) winner Andy Hou Ming-yin, a senior account manager at Ricacorp Properties since 2007, is responsible for luxury properties in Tai Po district, handling customers' enquiries and property transactions. He used to think that success in sales was a simple matter of working hard.

He soon learned that hard work was not enough. It was also necessary to concentrate, keep an eye on market trends and monitor the economic environment.

'My colleagues and mentors gave me continual encouragement and guidance, and shared their experience with me. My selling techniques have been improved [significantly],' Mr Hou said.

Ricacorp Properties had five winners in this year's competition - three in the DSA category and two Outstanding Young Salesperson Award (OYSA) winners. DSA winner Ivan Mok Hoi-wing has been with the company since 2007. As a property consultant, he is responsible for luxury properties in Ho Man Tin and Kowloon Tong. He also appreciates the full support the company provides its staff in raising their professional qualifications.

'There are on-the-job training programmes to upgrade our knowledge and selling techniques,' Mr Mok said. 'I can also share my experiences with others to widen my scope of view.'

Raymond Tam also won the DSA. As an account manager, he is responsible for properties in Happy Valley and Mid-Levels and has been with the company since 2004.

Facing stiff competition in the industry, Mr Tam believes that it is important to keep abreast of market trends. 'You have to make good use of information technology, such as the internet, to equip yourself with updated information,' he said.

OYSA winner Rex Shum Wai-chun has been with the company since last year. As a senior property consultant, he is responsible for properties in Tseung Kwan O. What he likes most about his job is the professionalism that it requires.

'When people choose their dream house, maybe they will face many problems,' Mr Shum said. 'I am glad if I can help them solve the problems with my professional knowledge.'

Mr Shum believes that professional selling techniques, market analysis and experience are all key factors to being a successful salesperson. Professionalism, integrity and passion are also crucial traits.

According to OYSA winner Sunny Cheng Kin-leung, a branch manager in Tung Chung, being rejected by clients is one of the most frustrating aspects of the job.

'I once had a client that I had followed for several days,' Mr Cheng said. 'Then I found out that another property agent had handled the transaction. I was disappointed, but I did not give up. I talked with him and kept a close relationship with him. In the end, I got his next deal.'