Jack Lin maintains a minimal online presence, an uncommon trait for a high-achieving real estate agent. His most active platform is Facebook, where he primarily shares links to industry news. Despite this, Lin has rapidly ascended the ranks at ERA, establishing himself as one of its top-performing agents. Last year, he earned over $500,000 in commissions, attaining the status of Rising Millionaire and securing a place within the top 5% of agents across the company.
Social media has become a powerful tool for local realtors, a trend that gained momentum during the Covid-19 pandemic when agents had no other means of reaching prospective clients. As platforms like Instagram, Facebook and TikTok dominate our time and attention, social media has become essential for agents to showcase their presence, expertise and services.
However, this method of outreach often only generates ‘cold’ leads. Potential clients have no prior interest or connection with the agent and are usually concurrently in contact with multiple agents to decide whom to engage with ultimately. The agent must then dedicate time and effort with these leads by building up enough trust with their client or educating them on their unique value proposition before they make their decision.
Cold leads are known for their high failure rate, often resulting in wasted time for agents with little or no return. Lin avoids this pitfall. Over 90% of his successes come from ‘hot’ or ‘warm’ leads, with past clients and friends recommending his services. In just six years, Lin has built a loyal client base who consistently sing his praises.
Last year, Lin earned over $500,000 in commissions, attaining the status of Rising Millionaire (Picture: Jack Lin)
Earning trust over commission
Lin attributes his success to his honest and transparent approach, rooted in a selfless commitment towards his clients’ interests. By prioritising their needs over monetary gains, he consistently demonstrates his sincerity to those he serves.
“I’m not here to just sell myself or a product. I see myself more as a consultant, helping my clients to navigate an often complicated and confusing market,” says Lin. “If you don’t come in with an ulterior motive, you will see that clients become noticeably less guarded in their body language and speech.”
Lin has even turned down work when it did not align with his clients’ best interests. He recalls an elderly client who sought his help selling her executive maisonette, intending to divide the proceeds among her children as a form of living inheritance. Lin’s alarm bells rang when she mentioned she would be left homeless after the sale, and she planned to move between her children’s homes periodically.
“I heard too many horror stories of elderly folks turning out homeless after transactions like this,” says Lin. “I could not in good conscience advise her to go through with the sale.”
Instead, Lin advised his client to rent out the empty rooms in the flat and split the monthly rental income among her children. This would ensure that her housing situation remained stable while still providing financial aid to her family.
“In such a prime area, I could have made about $20,000 in commissions fairly easily, but I’d rather take the $4,000 for brokering the rental agreements and get good karma instead,” he adds.
It took six months for Lin’s good karma to return. After hearing what he had done for his mother, the elderly client’s son approached Lin to lease out his 20,000 sq ft factory workshop. Lin’s past sincerity was enough to entrust him with the transaction.
Seeing his financial success, Lin is ready to expand the size of his team. (Picture: Jack Lin)
Capitalising on a good reputation
“An organic clientele who trusts you takes time to build,” says Lin. “But if you always look at the short-term gain, you fail to look past the horizon. The real money lies in referrals.”
Lin’s approach to client management can be lucrative in the long run. Over the past six years, he has had as many as eight transactions originate from a single client, ranging from rental agreements to new launch sales once they receive their permanent resident status.
Seeing his financial success, Lin is ready to expand the size of his team. He targets a modest team growth of 10 to 15 agents this year.
“I’m not a fan of classroom-style teaching,” adds Lin. “I prefer one-on-one conversations with my team members so I can really understand and help them in areas where they’re weak and support them in areas where they’re strong.”
An added advantage of Lin’s referral-focused approach is the reduced reliance on digital marketing. While other top agents typically spend around 20% of their income on maintaining an online presence, Lin keeps his annual spending between $25,000 and $30,000 — less than 6% of his income last year — by growing his client base through referrals.
“This is not to say that I can’t spend on digital marketing; I just don’t need it to maintain my primary income stream,” says Lin. “In fact, I plan to spend more this year, especially on AI-driven marketing. When I do, I expect to grow and expand my income stream.”
For more information,
Contact Jack Lin | 98567400
Senior Marketing Director (R061160G)
ERA REALTY NETWORK PTE LTD
