Special Feature

Transforming real estate challenges into opportunities: How Sharon Koh leads with passion and purpose

September 20, 2024 4:30 PM SGT

Sharon Koh, PropNex Realty (SG) receiving the award from Cowie Tan, EdgeProp (SG) (Picture: Samuel Isaac Chua/The Edge Singapore)

During her childhood, Sharon Koh was always attuned to Singapore’s real estate market. Growing up in a family of realtors, she recalls how family gatherings often centred around discussions of the housing market. “Listening to my relatives discuss many aspects of the real estate market instilled a curiosity and passion about property that I still carry to this day,” she says.

When she turned 24, embarking on a career as a real estate agent was a natural fit for her. “And I haven’t looked back since. The past 11 years as a real estate agent have been a tremendous growth journey and I’m looking forward to building a strong, competent team around me as I break into new segments.”

Koh is a Senior Associate Division Director at PropNex Realty and has earned industry accolades, including the SG Real Estate Agents Excellence Award last year and a place on the Realtor Round Table Award this year.

Koh: I’ve successfully guided many high-net-worth individuals through their unique property journeys. My approach is grounded in the belief that opportunities exist in every market condition. (Picture: EdgeProp SG)

She adds: “With over a decade of experience, I’ve successfully guided many high net-worth individuals through their unique property journeys. My approach is grounded in the belief that opportunities exist in every market condition.”

Supportive family

Her real estate journey reflects the typical path of many homeowners who ascend the property ladder in Singapore, starting with balloting for a Build-to-Order (BTO) flat and eventually upgrading to a larger family home on the resale market.

But she quickly points out that hard work has gotten her this far. “When I started as an agent, most of the deals I closed took a lot of effort, going door to door and working many late nights, before I finally gained a foothold in closing commercial deals. Eventually, I diversified into residential deals,” says Koh.

She also credits her husband, who trained to be an architect, as a vital supporter and pillar of strength. “Few real estate agents can boast of having an architect behind them. Over the years, my husband has provided key insights that have broadened my understanding of technical details on the built environment and contextual background that have helped me close several deals.”

Koh says that her family has been a constant pillar of strength, and they motivate her to strive onward. (Picture: Sharon Koh)

She adds: “When a high-profile client needed a home that matched their aesthetic tastes and lifestyle needs, as well as a workspace that fit their needs and demands, I provided tailored options that exceeded their expectations, proving that bespoke solutions can deliver exceptional results”.

Koh says her family, especially her young children, motivates her daily. Just as she gained an early insight into the real estate market, she makes an effort to share aspects of her job with her children.

Understanding clients

After nearly a decade as a realtor, Koh sought new ways to enhance her services in a changing market. She also realised that a key skill for a negotiator and dealmaker is understanding how different personality types interact and connect.

She notes that some of the toughest challenges in her career have involved managing various personalities and handling complex property disputes effectively to achieve favourable outcomes. “This experience highlights my ability to turn challenges into opportunities.”

As part of her learning journey, Koh pursued a certified accreditation in the Enneagram of Personality, a model of the human psyche based on a typology of nine interconnected personality types.

Koh has earned several industry accolades, including the SG Real Estate Agents Excellence Award last year and a place on the Realtor Round Table Award this year. (Picture: Sharon Koh)

Understanding people enables her to connect with clients on a deeper level, even when they struggle to express their concerns. This skill helps her gently guide conversations to ease their discomfort, allowing them to speak freely without feeling pressured. She attributes her success to recognising unspoken cues and emotional undercurrents, which makes clients feel supported and ultimately leads to successful outcomes.

For example, she describes meeting a new client who attended an open house earlier this year. She recalls that the couple initially seemed reserved, which made it challenging to understand their buying needs and interests. “But soon I realised that, although they were keen house hunters, the prospect of navigating the landed housing market alone intimated them. They were also worried that they were financially out of their depth,” adds Koh.

In time, she earned their trust after getting to know them better, and the couple became much more willing to open up to her. They shared that they were hunting for a landed house they could pass on to their children.

As a self-described problem-solver, Koh focuses on recognising each of her team member’s unique skills and strengths. (Picture: Sharon Koh)

“Since then, they have engaged me to be their agent. Within 2½ months, we secured their dream home that was perfect for their needs and within their housing budget. Although we started as strangers, we’ve built a strong connection founded on trust,” says Koh. She adds that this family readily seeks out her advice on property-related matters. “We believe this is just the beginning of a long journey together”.

On another occasion, a client came to her with plans to invest in the local real estate market but was concerned about its volatility. “After analysing current trends, I identified a neighbourhood on the brink of revitalisation, with several undervalued properties. I recommended a property priced below market value but had significant potential for appreciation.”

Trusting her insight, the client made the purchase and within a year, the property’s value rose significantly. “This success story illustrates that, even in uncertain markets, well-informed decisions can uncover hidden opportunities,” she adds.

Dynamic team

Koh has assembled a dynamic team of like-minded agents, using her leadership and interpersonal skills to cultivate a diverse group. As a self-described problem-solver, she focuses on recognising each team member’s unique skills and strengths, whether introverted or extroverted and finding creative ways to help them achieve their goals.

She describes her team of real estate agents as young and dynamic, a close-knit group that supports each other. Mid-year and annual gatherings are eagerly anticipated and Koh strictly enforces her rule against inter-team politics.

SharonKohDivision (Picture: Sharon Koh)

Koh is set to elevate her services by further expanding into new and exciting opportunities within the landed housing market, marking a significant step forward in her real estate journey. “While we are looking for like-minded people to join us, I’ve always felt that it is more important to make sure they can synergise with us,” she says.

Koh looks set to expand her team's expertise in the landed homes sector. (Picture: Sharon Koh)

“They must have the hunger to chase leads and close sales. They must also be unafraid to learn new skills that broaden their ability to serve clients. But above all, I seek individuals dedicated to self-discovery, recognising and leveraging their strengths. You can confidently navigate your path to success with a clear understanding of who you are.”

With experience in transacting landed homes, Koh is focused on further developing her team’s expertise in this sector. She says: “I aspire to anchor my team in the landed arena,” capitalising on the increasing demand for landed homes among Singaporeans who value these trophy assets. Landed homes demonstrate stable capital appreciation and are a legacy asset for future generations. It underscores the importance of strategic investments in this market to unlock long-term value.”