Journey of a Real Estate Career Mentor

Maine Soh was once a notorious leader back in her primary school days — bold, outspoken, and always making her presence known. But her principal, Mr Wee, saw something more: potential. She was appointed a “small teacher” to guide her classmates, and that simple act sparked a lifelong passion for teaching and leadership.

Fast forward to today — Maine graduated with a Diploma in Property Development and Facility Management, ranking in as the top 5% of her cohort. She was offered a place in NUS to pursue a Degree in Real Estate and began her property career while still in school.

Over the past 16 years, she’s not only been active in personal sales but also took on the role of projects-in-charge for multiple mega launches.

In 2022, she took another bold step — building and leading her own team.

Join us in this episode, as I chat with Maine about leadership, growth, and the real journey of building a real estate team from scratch.

Viv: You joined the industry at a very young age. Can you share with us what made you entered the real estate industry?

Maine: My interest in the real estate industry began during my polytechnic days at a career seminar. A representative at a real estate booth asked if I knew the top 10 richest people in Singapore. I couldn't name them, so he showed me a list and revealed that most were in real estate. This revelation opened my eyes to the industry's potential.

At the time, my academic results weren’t the strongest, so I was actively exploring practical and stable career paths. One thing that stood out to me about real estate was a simple but powerful statement:

As long as there are buildings, there will always be jobs.

That assurance of stability and long-term opportunity really resonated with me.

That was the moment I decided to pursue real estate — and interestingly, it turned out to be the best decision I made. With a renewed sense of purpose and direction, I ended up doing exceptionally well in polytechnic.

Viv: You graduated in the top 5% of your cohort, and were offered a place at NUS to pursue a Degree in Real Estate. Were you always this studious?

Maine: No, I was quite bad. In fact, that was the reason why I chose this real estate course. I didn't score well for my English paper, and this is the best possible course I can take.

Viv: You shared with me there was a turning point in your life when you were young. Can you share with our viewers?

Maine: Yes, that happened when I was in primary school. I met someone significant in my life, and he is my principal, Mr Wee. Mr Wee was like a mentor to me, recognizing my leadership potential when no one else did.

At that time, I was the leader of the naughtiest kids in school. They looked up to me. Mr Wee did an unusual thing by organising a night class with two main goals. Firstly, to ensure I stayed in school and avoided negative influences. Secondly, to make me a sort of teacher for the class. As the mischievous kids looked up to me, they had no choice but to attend my class when I asked them to. They also had to listen, complete their homework and not leave the class without permission.

Eventually, we all improved academically. I moved from the last class in Primary 5 to the second top class in the school within a year, thanks to Mr Wee's actions. He truly was a guiding figure in my life, and the path I took in teaching and training was greatly influenced by him.

Viv: Your story is so inspiring. For me, my turning point came when I was 15, that was when I was in Secondary 3.

I remembered when I was in Secondary 2, my results especially Math was poor. My form teacher, who was also my Math teacher, seemed to dislike me due to my performance.

During the year end exam, he set a very difficult paper. As the whole cohort got low marks, the principal added 7 marks to everyones' scores. And even after that, I still failed the paper and only got 49.

I was subsequently posted to one of the last classes - Secondary 3I.

I resolved to improve. Math and English were my weakest subjects, so I practiced diligently. I worked through every math question and read extensively to improve my English. I constantly sought help from my teachers. This hard work paid off, and by the end of Sec 3, I was the top in my class. By Sec 4, I topped the school. This was unprecedented.

Reflecting on my life, I realize everything has a purpose, and everything happens for a good reason. Setbacks are a setup for future success. My experience in secondary school serve as stories I often share with my children, especially when they also struggle with math.

Maine: In academics, success hinges on two key elements: revision and practice, collectively known as hard work.

In our real estate industry, success requires hard work, which means learning all the necessary skills and then practicing them. We have numerous training opportunities, but if you attend training without applying what you've learned, it amounts to nothing.

Success, both in academics and in life, fundamentally comes down to hard work.

Viv: Your experience in primary school sparked a lifelong passion for teaching and training others. Today, you are a certified trainer, conducting RES courses and training sessions for both Huttons and Navis. Do people join you because you are good at training?

Maine: I typically attract like-minded individuals, and while there's plenty of training available in Huttons or other agencies, people are drawn to me because we emphasize sharing and mentorship without charging. Our philosophy is to share, learn, and grow together. I don't claim to know everything, but we learn collaboratively, especially with new industry changes and challenges. Our focus is on finding answers together, learning from shared experiences, and growing collectively.

Viv: I believe we learn not only from experienced individuals but also from new realtors who bring fresh perspectives. Being in the industry for many years can lead to a fixed mindset, but newcomers offer enlightening ideas and different approaches, especially those transitioning from other industries.

Viv: You started your own team in 2022, after 13 years in the real estate industry. What inspired you to take up this real estate mentor role?

Maine: I attended Team Building Mastery Course, ran by Navis and hear from our Navis leaders on their leadership journeys. Stuart, in particular, was inspiring. His mentorship helped others improve their lives. That is where I decide to go into team building.

That year, I also chose to enhance my skills by taking the Advanced Certificate in Learning and Performance (ACLP) course to become a professional trainer.

Maine & Stuart Chng, the mentor who inspired her team-building journey.

Viv: For me, it’s not very different. It all comes from our life experiences, that’s what shapes who we are and where we end up.

I started my real estate journey back in 2002. Over the past 20 years, I have gone through different life stages — from being single to becoming a mother of two. One of the things that impacted me most was being able to spend time with my kids as they were growing up. I noticed that many of my peers, especially those working in corporate jobs, often experienced what I call "mum guilt". They leave home early, work long hours for someone else, and return late at night, barely getting any time with their children. The cycle repeats the next day.

That’s why through my own journey, I feel the real estate career is incredibly suitable for mothers — whether they are currently working mums juggling family-work life, or stay-at-home mums whose kids have grown up.

Also, at this stage of my life, I see many women in corporate roles who feel it’s time for a change. They want to finally do something for themselves. Real estate offers them the flexibility and ownership they are looking for.

For me, that’s what inspires my passion for team building — helping others, especially women, realise that this path is possible and empowering.

Viv: Do you find the role of being a real estate mentor challenging?

Maine: Yes, definitely. Like I mentioned earlier, being a real estate mentor means making sure your team is taken care of first — that they’re able to earn a living. To do that, you need to constantly support them with training, skills development, and guidance. So it’s not easy being a team leader. It’s a big responsibility.

Viv: What are some challenges you faced as a team leader?

Maine: The first challenge is when a teammate is not hungry.

For someone who comes from a very wealthy background, it is unlikely they will fight hard for the deals, because they are not hungry for that next meal.

But for those of us in this trade who need to put food on the table, we are driven to succeed in this industry.

Viv: I agree. Whether they are hungry or not depends on their priorities in life at that point of time. As a leader, we can't push someone if their priority is not work.

For those who enter this industry needing to earn a living, they will be driven. And when someone is driven, they naturally become resourceful and find the answers with minimal guidance.

Viv: For me, one of the biggest challenges is the mindset of an agent, especially new agents who come from a corporate background.

In the corporate world, you work for someone else, and there is usually someone to tell you what to do. But in real estate, it's completely different. No one gives you instructions. You are running your own business, and you have to decide what actions to take each day.

Shifting from an employee mindset to an entrepreneurial one isn’t easy. It takes time.

Maine: I believe there are agencies out there that promise you can earn five digits a month, especially targeting those who are already earning that in their current corporate jobs. So naturally, when they leave their jobs and enter the real estate industry, they hope to maintain that same income level.

To be honest, for seasoned agents, earning five digits isn’t that difficult. Why? Because we have built our client base over the years. We have referrals, word of mouth, and returning clients. Even if we are not actively prospecting, there is usually a pipeline of business flowing in.

But for newcomers, it’s a very different story. It takes a lot of hard work. If you don’t know what you are doing, or if you are not consistently putting in the effort every day, it becomes a struggle very quickly.

At the end of the day, it all boils down to how much time and effort you are willing to put in.

So for new agents out there: don’t expect deals to fall from the sky. That’s not the right mindset. This is a business, and like any business, success comes with consistency, discipline, and effort.

Viv: I think one of the most important traits in this industry is being resourceful.

Like we mentioned earlier, once you enter real estate, you are essentially running your own business. That means you need to take ownership and be resourceful enough to find solutions on your own — wherever that may be.

Your mentor will not always be there to guide you step by step, and they can't possibly be available 24/7. So when challenges come up — and they will come up — you have to ask yourself: How am I going to solve this problem? 

Being able to figure things out independently is a crucial mindset to have.

Another mindset I always emphasize with my teammates is what I call "随机应变". 

I always stress these four words — because in this business, there are 101 different scenarios that can happen out there, and we can't possibly tell you the solutions to all scenarios. You can't always say, “Vivian never told me about this.”

Maine: I am a trainer with Singapore Estate Agents Association (SEAA) for RES exam. When a question comes up, you can’t simply say, “My trainer never taught me that.” It doesn’t work that way.

There are many answers out there, and policies are constantly changing. As trainers, we do our best to provide accurate and timely information. But at the end of the day, as a salesperson, you need to know where to find the answers.

Whether it’s the URA website, the HDB website, or any other relevant platform, you must be resourceful enough to source the information on your own.

It’s just like when you are hungry, you know where to get food. It should be the same when you are looking for answers in this business.

Viv: Let's talk about how being in Navis help us in team building.

Maine: The reason why I delayed starting a team also came from the fact that in the beginning I felt there was no strong support platform. This was until I joined Navis.

With Navis there is a proper system in place. We have various group chats for different topics such as new launch projects, commercial properties, or HDB. You can ask your question in the relevant chat and there will always be someone who is able to respond quickly, often a leader or a specialist.

This means you do not have to rely only on me for answers.

For example, if your question is about HDB and someone in the group handles many HDB transactions, they are probably the best person to guide you, even better than I could in that area.

This kind of community support and shared expertise really makes a difference especially for new agents.

Viv: I have also been thinking about this recently. I realise that being where we are now, doing team building is much easier because Navis already has all the systems set up.

As a team builder building my own team, if I had to create everything from scratch such as systems, standard operating procedures, and chat groups for different market segments, it would be very tedious and time consuming.

But now we are able to make use of the Navis platform to support our team building efforts. That makes everything much smoother and more efficient compared to how things were in the past.

This is something I am truly thankful for.

Viv: One of the beliefs that a real estate agent must have is the courage to invest money to earn money. This is true especially for established agents. Do you agree with that?

Maine: There are many different ways to start off in real estate.

For newcomers, one of the biggest challenges is confidence. They often wonder, "If I spend money, will I really earn it back?" This is especially true for those who have just left their corporate jobs.

Imagine someone who was earning ten thousand dollars or more every month as an employee. The moment they step into real estate, there is no fixed income. That uncertainty can be overwhelming, and many may hesitate to invest money upfront for marketing or tools.

But the good news is that there are many prospecting methods that cost little or nothing.

For example, door knocking. That was exactly how I started. I went door to door, consistently and diligently. I started with HDB flats, and through this effort, I eventually became one of the top agents for HDB sales.

On days when it was raining or unsuitable for outdoor work, I would switch to telemarketing at night. I made sure to do something every day. These are methods that require zero cost but can still lead to significant income if you put in the effort.

Once you start earning, then yes, it is important to start investing a bit back into your business. But if you are not ready to spend, then start with zero cost strategies first.

What matters is that you take consistent action either way.

Viv: When it comes to prospecting, it's really one of two things — you either spend money to generate leads, or you put in the effort to get leads. There is no other way around it.

If you don’t want to spend, then you’ve got to hustle, doing things like cold calling, door knocking and telemarketing. But once you start making money in real estate, it’s important to be willing to invest as well.

Viv: Do you find challenging handling different characters within the team?

Maine: I always aim to attract like-minded people. When meeting potential team members, it's not about being overly selective—it's about finding alignment. We discuss expectations openly to see if we're a good fit.

I love having different personalities on the team where everyone brings something unique. But at the end of the day, we got to respect each other. Most arguments happen when expectations are not aligned.

The associates who work well with me understand exactly what I bring to the table, and I understand what they need. When this understanding exists upfront, differing opinions become productive discussions rather than conflicts.

Viv: You know, as I grow the team, I realized something important.

Diversity in personalities isn't just good, it's necessary.

At first glance, having a team where everyone gets along perfectly seems ideal. But when everyone is too similar, say all easygoing and comfortable, there's no one to challenge the status quo.

That's why I've come to appreciate having different characters in the mix. Eg. when someone more driven or direct joins a team, it creates this healthy tension. Suddenly, people start getting pushed out of their comfort zones. The dynamic shifts in a good way.

Viv: In one of our conversations, you shared your challenge in figuring out what you can offer that other leaders cannot when it comes to attracting people to your team.

Maine: I have actually thought about this question a lot.

As a trainer, I would say what sets me apart is the heart behind the sharing. Yes, there are many trainings out there, some of which you have to pay. But for me, as a team leader, I’m always there. I will help you if you have questions. I am not the kind of leader who will take a cut from your leads or ask for a 50-50 split just because you’re new.

What I really want to build is a sharing culture within the team. And I hope that whatever I give, the people I mentor will carry that forward and continue the same spirit of sharing with others.

Viv: Recently, I’ve also been speaking to some agents who are from other agencies.

I asked them why they were thinking of leaving their current company and team. They told me they’re relatively new in the industry, and whenever they ask questions, even the very basic ones like “What form should I use to close a deal?”. Their mentors would respond with things like “If you want my help, I need to take a cut” or “We’ll need to split the commission.”

I mean, these agents are just starting out. That one deal might be the only one they are working on. So when they told me this, I was honestly taken aback. Even after being in this industry for so long, I still found it shocking.

To me, if you’re stepping into a mentoring or team building role, it’s your job to share knowledge with the people who joined you. If you are not willing to do that, then why are you even doing team building in the first place?

So when you asked me what I can offer that others cannot, I honestly don’t think it has to be something big. Especially at our stage, it really comes down to the heart.

Do you genuinely have the heart to share and help your teammates grow? If you do, that is already a powerful starting point.

Maine: I can really relate to your story. I have cobroked with agents who didn’t even know what a Letter of Intent or OTP is. When asked, they’d say their mentors doesn’t know either. And this has happened more than once.

That’s why in my RES classes, I make it a point to teach the actual forms. I even joke, “If we co-broke one day and you don’t know the forms, don’t say I was your trainer.” I spend time making sure they understand, because these are basic things every agent should know—like where to get the form and how to fill it out.

So yes, I was quite shocked to hear some leaders expect a cut just for offering simple guidance. That’s not the kind of support new agents need.

Maine: To add on, I heard was about leaders charging their own agents for training. Like, “If you attend my training today, you need to pay a fee.”

For us, it’s not that our time isn’t valuable, but we genuinely dedicate our time to help our teammates grow. We are not here to make money off training fees.

What we truly want is to see our teammates succeed—hopefully even becoming the next top producer in the company. And when that happens, we’ll be genuinely proud.

Viv: And when that happens, I want to say one thing—please remember to say thank you to your mentor. We really spend time training and sharing with you the knowledge and skills we have.

To be honest, as a team leader, much of what drives us is our passion for mentoring aspiring realtors—not just the potential income. While building a strong team may lead to greater financial rewards in the long run, the hours we dedicate to training could easily be spent on our own sales.

Gratitude is an essential value for everyone, regardless of whether you are a RES agent.

Viv: After 16 years in the real estate industry, do you feel stagnant?

Maine: To be honest, I don’t feel stagnant. I’m always growing and facing new challenges, like handling cooling measures with fresh approaches. Closing deals keeps me motivated, and real estate feels like my own business—my baby.

Every year, I set targets and review my progress regularly, adjusting as needed. When I hit my goals, I celebrate. Team building adds fun and new challenges, so I never get bored.

Viv: I also love real estate. That's the reason why I have stayed in this industry for so long.

Real estate is like my base. From here, I can explore other things, even outside real estate. I always ask myself how I can evolve, how to keep things interesting so I’m not bored. Whether it’s within real estate or beyond, evolving is important.

At this stage in life, I believe age is just a number. I’ve seen younger people with little drive, and older people in their 60s who are full of energy and ambition. No matter your age, it’s important to have something to look forward to. Never say, “I’m too old to do this.” Don’t limit yourself.

Viv: Ok, we have reached the end of our podcast today. Thank you Maine for joining us today and sharing so much about your thoughts in team building.

Check out the full episode here!

Conclusion

If you are like us, have a passion to share your real estate knowledge and guiding the new batch of RES, let's explore how we can work together! Click on the below to make an appointment with me.

Make An Appointment Here 

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Related Readings

1) Journey Of My Real Estate Team Building Career

2) Veronica Tan - Mid Career Switch To Real Estate

3) Evon Tan: From Corporate To Real Estate

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About 'Her Bold Moves' Podcast

In the first season of this podcast, we will invite guests from the real estate industry to share with us their lives, experiences and the bold moves they took to carve out their path in the industry.

Each episode features in-depth conversations, where we recount our personal journeys, challenges and decisions that shaped our careers.

Whether you are an aspiring real estate agent or an experienced realtor, we hope our stories can inspire you on your own journey!

Join us as we embark on this exciting exploration of lives transformed by the bold moves we take in our real estate career!