Special Feature

Jackie Mang leads team Navis boldly into the future

July 5, 2024 4:00 PM SGT

"Standout leaders rise above the crowd by proving they walk the talk" — Jackie Mang

"There are many cases throughout my career where I have prioritised what is best for each client; sometimes this means sacrificing a potentially bigger payout for myself." — Jackie Mang

The road to becoming a successful agent is long, with challenges continually testing one’s determination. However, standout leaders rise above the crowd by proving they walk the talk, having personally navigated the toughest parts of the journey.

To those who have worked closely with him, Jackie Mang, Senior Group District Director at Huttons Asia, has been the driving force behind their successes and a benchmark they aspire to match one day.

“My career as a real estate agent started from humble beginnings as a part-time agent more than a decade ago in 2009. I empathise with many rookies and younger agents today who struggle to navigate a competitive and complex housing market,” he says.

Mang posing with skyscraper in Singapore

He attributes much of his initial success to his close relationship with his mentor, Stuart Chng, a former classmate who guided him during their polytechnic days. “My mentorship experience left a profound impact on me and inspired me to foster the same positive growth in other agents on my team,” Mang adds.

Prioritising the needs of each client

Property agents have much more to offer their clients today than ever, says Mang. “Today, the value-add we contribute is more than securing a high price for our clients. Our role demands many business skills and soft skills such as negotiation tactics and advice,” he says.

Although he is one of the most successful agents at Hutton’s, this has not been at the unnecessary expense of his clients. “There are many cases throughout my career where I have prioritised what is best for each client; sometimes this means sacrificing a potentially bigger payout for myself,” he says.

Mang and team at Huttons Awards 2024

He recounts a recent case where he advised a family living in a four-room HDB flat in Sengkang. They had initially engaged him to find a suitable private residential property. “Rather than jump head-first, I got to know their situation better and fully understand their lifestyle needs”.

The family then shared that they wanted to upgrade to a larger home to accommodate their growing children and need more space. “Rather than getting them to overstretch their finances, I advised them to consider a maisonette unit as it was a better fit for their needs,” he says. Emphasising the importance of understanding his client’s needs and unique situations is the cornerstone of his professionalism, an attribute he hopes to instil in other like-minded agents.

Financial success is hard work

Mang, a straight-talker, openly admits that, like many aspiring agents today, he was initially drawn to a career in real estate after seeing the financial success of his classmate, Chng. “After we graduated from polytechnic, I found a career overseeing sales in the logistics industry. But I was watching Stuart’s hard work pay off as a real estate agent, and I wanted a taste of that financial success as well,” he says.

He credits Chng with taking him under his wing and emphasising that becoming a successful agent is not an overnight process. In 2009, Chng guided Mang to close his first successful deal, helping a buyer secure a unit at One Amber in District 15.

Mang believes in achieving consistent results through discipline

He has also contributed to the success of several leaders within his team. Notable agents include Dragon Tan, a seasoned division leaders with many years of experience in the trade; along with Joy and Caleb, a husband-and-wife realtor couple who have built their brand, Property Mom Singapore, specialising in helping families find their dream homes. Another leader is David Puah, a consistent top achiever who established his brand, PanPan Property.

Enhancing agent support capabilities

Today, as the managing partner in Navis, Mang heads one of Hutton’s most successful divisions, guiding over 180 agents with his leadership. “Our team has expanded significantly over the past five years, nearly doubling. We have a strong base of agents with decades of experience in the private residential market and resale HDB market,” says Mang.

But he is not resting on his laurels just yet. “We are gearing up to expand into new segments and strengthening our ability to support our agents in digital marketing. Our capabilities today encompass organising home tour videos, home staging for our agents’ clients, and podcasts explaining market trends,” he says.

Mang and team covers Prime Location Housing on The Real Talk podcast

As managing partner of Navis, Mang has pioneered using best practices and successful past examples to impart valuable techniques and knowledge. “We have found that this teaching method shortens the learning curve and is the most relevant and effective tool to level up our agents.”

A highlight of Mang’s week is organising three to four weekly meetings with newcomers, each lasting up to two hours. “I enjoy hearing first-hand the challenges each agent faces and take it upon myself to ensure they have the right tools to set them up for success,” Mang says he has become well-versed in the common challenges that most agents face today through this direct and hands-on approach.

A focus on team bonding

In addition, he organises weekly team mentorship sessions and special training sessions to hone the skills of the agents on his team. “For example, I’ve crafted a comprehensive “Ace Your Presentation” sales deck that breaks down the presentation into a 4As framework. This has benefited experienced and new agents alike,” he says. This guides agents in preparing their sales deck, identifying what to anticipate and how to gauge the correct price for the client.

Being a part of Team Navis also broadens an agent’s social network, with opportunities to form friendships among peers and co-workers. A highlight is the regular Jackie Mang Division gatherings and team bonding activities. “We’ve organised a regular group that took up CrossFit gym, and for three months, we went to the gym once every two weeks.”

Mang and team at Huttons Lunar New Year Celebrations 2024

“We want to ensure that we can support our teammates in building up their brands. We’ve rented a studio for our team to do video shoots and podcasts. I also provide Matterport capabilities for the entire team,” Mang continues. “These days, it is essential for agents to have a robust video marketing strategy”.

“Marketing costs have risen dramatically over the past few years, and it is forcing many agents to take a more disciplined approach towards their business budgets,” he says. “The road to becoming a successful agent is long, and you must be willing to invest the time and capital to grow yourself and your own business. I hope to see more agents eager to learn, adapt quickly, and join our ranks. There is no path to instant gratification as an agent.”