For Bagus, the key to developing client trust is to be committed, to deliver our promise and ensure that clients achieve their real estate goals. With 24 years’ experience in the real estate industry, Bagus has faced many ups and downs in the market. He finds that in order to successfully face changing conditions, you need to go the extra mile and not give up easily, especially during challenging times like we are experiencing now with the global pandemic.
How long have you been in the real estate industry? How did you get involved in the industry?
I’ve been working in real estate for about 24 years. I was introduced to the industry in 1996, when I joined Colliers. I found the real estate business to be very dynamic and challenging, and for me, executing transactions is very appealing since I have a background in economics and marketing. I thought I should use my knowledge and that was why I felt that I should try real estate in the first place.
You have been working in the industry for more than 20 years. What do you like the most about your job?
I get to know a lot of different clients with a lot of different characters. Some are quite challenging, some are easy. For fields that I’m working in, some are manageable, some take several months before a deal is closed, and some take even more than one year without closing a deal. So, the beauty of getting to meet a lot of different people, and clients with a lot of different characters makes it more interesting to me.
What do you think is the most effective way to develop your clients’ trust in you, and in Colliers?
Number one is, we have to understand their requirements first, meaning that we have to understand their business as well. So once we understand their requirement, we should be able to deliver the right advice and process to achieve the property goal that they are looking for. For instance, in office space, we have to understand their current lease situation, rental rate, lease expiration date, size and their problem caused by the current economic situation. We need to make sure that we deliver our promise. So, commit to what we say we will do and then deliver it. I think it was the key to develop the trust and at the end of the day, once the deal is complete, and the client is happy, we should be able to get a repeated business from them. Whether they are still working with the same company or if they move to another.
Most memorable experience Office services faced during the pandemic?
I think the most memorable is trying to understand clients’ current situation, whether or not they are impacted by Covid-19 and why. We help them with cost reduction in terms of occupancy costs and, at the same time, advise on how to project and forecast what would be the total space needed in the future, due to Covid-19, WFH (work from home), while accounting for uncertainty since no one knows what the near future will bring. We must keep on top of these things so that we can help clients negotiate and achieve their real estate goals. For me, it’s quite an achievement to help clients achieve their goals.
Do you have any professional advice for anyone who has just started their career, especially in the real estate industry?
It is a challenging market right now, and most companies nowadays are applying WFH and may end up applying this concept permanently. Cold calling is one of the actions that most salespeople will have to take in order to find clients and help them achieve their goals. But now we have to find ways to be innovative so that we can continue to find prospective clients, even though we can’t contact them at their office.
You really have to go the extra mile to enter this business, especially with the current market condition; you can’t easily call their office because they’re not there, right? So you have to find ways to be able to reach them. Do not give up easily, because doing business in sales as we are right now at Colliers and some other companies, it will feel like being an entrepreneur – meaning, if you work harder, you will make more money, but if you don’t work as hard, you will make less.