The Ground Floor

The Engineer in the Showroom

I entered the Malaysian real estate market not as a tycoon, but as a “Negotiator.” In Malaysia, that is the entry-level title. You are the infantry. You are the guy standing in the hot sun holding a banner, or sitting in a developer’s showroom waiting for a walk-in.

It was a shock to the system. At Imperial, I was solving differential equations. Here, I was trying to convince a couple to buy a condo in Cheras.

My engineering ego took a beating. “I am smart! Why am I doing this?” But I quickly realized that intelligence is cheap. Persuasion is expensive.

The Data Set

I didn’t have a network. I didn’t have a “Datuk” uncle to give me listings. So I used the only advantage I had: Speed and Data.

While other agents were relying on “feel,” I was building spreadsheets. I tracked every development. Price per square foot. Rental yields. Occupancy rates. Traffic patterns.

When a client asked, “Is this a good investment?” most agents said, “Yes, very nice view, boss!” I said, “The rental yield in this area has dropped 2% year-on-year, but the MRT line opening in 6 months has historically correlated with a 15% capital appreciation in similar suburbs. Here is the chart.”

I stopped selling “houses.” I started selling logic.

The Volume Game

I realized early on that real estate is a funnel. 100 Calls -> 10 Appointments -> 3 Viewings -> 1 Closing.

Most agents tried to “get better at closing.” I just focused on doing 500 calls.

I mechanized my day. 9:00 AM - 12:00 PM: Outbound calls. No exceptions. 2:00 PM - 5:00 PM: Viewings. 8:00 PM - 10:00 PM: Research/Admin.

It wasn’t glamorous. It was a factory line. And I was the machine.

The First Check

I remember my first big commission check. It was more than my friends in engineering made in six months. It wasn’t just money. It was validation of the algorithm. Effort x System = Result.

I was hooked. But I also saw the trap. I was trading time for money. If I stopped running, the money stopped. I was a high-paid laborer, not a business owner. I knew I had to evolve.