Special Feature

Irene Joan Sim: Success comes from understanding clients and prioritising authenticity

September 20, 2024 4:45 PM SGT

Irene Joan Sim, PropNex Realty (SG) receiving the award from Cecilia Chow, EdgeProp (SG) (Picture: Samuel Isaac Chua/The Edge Singapore)

“I’m pretty good with cold clients,” says Sim matter-of-factly when we start the conversation. The words come without a hint of bragging — just a simple measure of her abilities. The seasoned Singaporean realtor comes across as a straightforward, no-nonsense character, anchored by a deep understanding that when it comes to selling and buying property, a customer’s needs have to come first.

This philosophy has been the cornerstone of her success. With years of experience under her belt, Sim has honed her skills in closing deals — with both “cold” and “warm” clients — with an approach that emphasises sincerity, empathy, and a thorough understanding of a property buyer’s needs.

“I think that’s why most people can just easily open up to me and freely give me the information I need as a realtor,” says Sim, who is a PropNex Ambassador, specialist tagger and lead project IC of various well-sold and award-winning projects at the company.

"At the end of the day, real estate is about people. It’s about helping them find a place they can call home" — Irene Joan Sim (Picture: Irene Joan Sim)

Remaining personable in a competitive industry

The real estate industry can be highly competitive, as agents are often driven by the desire to close as many deals as possible. Transactions can be fraught with challenges, from navigating client objections to handling disputes with other agents.

“It’s always easy to get caught up in the numbers,” Sim says, referring to commissions, “but at the end of the day, real estate is about people. It’s about helping them find a place they can call home.”

Sim recalls a notable instance that involved a client who initially seemed uninterested in a property Sim was showing, acting indifferent during the viewing. Despite this, Sim remained patient and attentive, offering her insights and answering all of the client’s questions. The client left but returned with her husband for a second viewing, and eventually decided to purchase the property. This experience reinforced Sim’s belief that being professional and focusing her energy on any client’s needs is key to closing deals.

Sim and her team receiving the Team award at the PropNex Mid-Year Convention (Picture: Irene Joan Sim)

Embracing introversion and sincerity

Sim’s journey to becoming a successful closer was not without its challenges. As an introvert in a profession that often glorifies extroversion, she had to find ways to balance her natural tendencies with the demands of her career. Instead of forcing herself into a typical salesperson “mould” that did not fit her personality, Sim embraced her introversion, recognising that it allowed her to listen more effectively and connect with clients on a personal level.

Her approach to real estate is deeply rooted in sincerity. Sim believes that understanding the market and truly listening to clients is crucial in providing tailored solutions that meet their specific needs. “Sincerity is not just about being honest,” she explains, “it’s about genuinely caring for your clients and ensuring that their goals align with the market reality.”

Thus, it means giving clients all the information related to their queries and being honest about aspects of a property that may or may not be in their best interests.

This sincerity extends to her recruitment strategies as well. While Sim does not necessarily aspire to head a large team, she is committed to attracting agents who share her dedication to client service.

Sim believes success is not only about closing deals but also about mentoring and training the next generation of real estate professionals. (Picture: Irene Joan Sim)

Training and mentoring future leaders

“I don’t want to work with those who are just looking for a job,” she says. “But if they’re passionate about learning how to help others navigate the world of real estate, then they can look for me.”

By fostering a team of like-minded professionals, Sim ensures that her clients receive consistent, high-quality service. To her, success is measured not just by the ability to close deals, but also staying committed to mentoring and training the next generation of real estate professionals.

“New agents should be equipped with both technical knowledge and the interpersonal skills necessary to build trust with clients,” says Sim. She emphasises the importance of understanding industry jargon and the internal customer base for new team members.

Sim proudly poses with her membership certificate at EdgeProp's Realtors Round Table 2024, celebrating her commitment to excellence in the industry. (Picture: EdgeProp SG)

The importance of positivity and collaboration

In addition to her emphasis on sincerity and client understanding, Sim also prioritises maintaining a positive attitude and selecting associates carefully to avoid toxic environments. The forthright agent believes that a positive work culture is essential for productivity and job satisfaction, both for herself and her team.

“I don’t stand for idle gossip and negativity at work,” says Sim. “If I encounter someone displaying that attitude, I walk away. Or if I’m in a negative space myself, I’d also take some time out.”

She values quality over quantity in her work interactions, believing that it is more important to deliver on promises than to spread herself too thin. By focusing on building strong, meaningful relationships with her team and clients, Sim has created a work environment that is both supportive and fulfilling.

Collaboration is another key component of Sim’s approach. She treats all agents as equals and encourages them to take the initiative. By fostering a collaborative environment, Sim ensures that her team members learn from one another and work together to find more innovative solutions to work challenges.

“In our chat group, my associates can share openly about any problems they might have, such as a difficult client or challenging unit for sale,” says Sim. “Then together we’ll brainstorm possible ways to deal with that. More often than not, the right course of action will come up.”

Sim stays productive and satisfied by prioritizing self-care, whether it's a quiet round of golf or simply recharging with some alone time. (Picture: Irene Joan Sim)

A balanced approach to ambition

While Sim is undoubtedly ambitious, judging from her many milestones in terms of sales and performance in addition to her solid reputation, she also recognises the importance of balance in her life.

“I do want to challenge myself, but I also value my independence and well-being,” Sim explains. “I don’t need to always be the top in sales or achievements. Many agents burn out from chasing that. I’d much rather be a consistent producer.”

It is apparent that Sim’s view of success is a very personal one, grounded in the understanding that it’s not just about making it to the top of lists or awards, although she has received many such accolades. What is more important to her is sustainability — and finding fulfilment in all aspects of life.

To maintain her productivity and job satisfaction, Sim prioritises self-care. She believes that taking time for herself — whether spending a quiet afternoon playing golf or simply enjoying some alone time — helps her recharge and approach her work with renewed energy. This commitment to self-care not only benefits her personally but also enables her to bring her best self to every client interaction.

For Sim, the true measure of success lies not in the number of deals closed but in the quality of relationships built and the satisfaction of knowing that she has made a positive impact on the lives of her clients and associates.

“Many of my clients now call themselves my friends and close acquaintances,” Sim shares, revealing what she is perhaps most proud of as a lauded realtor.