Building wealth one relationship at a time: How this team leader guides clients through their asset growth journeys

Much like a marathoner who adapts to challenges along the way, property professional Kenny Neo overcame a tough initial transition from banking to real estate. He only found his footing through disciplined goal setting and building upon his accomplishments year after year.

After 15 years in the industry, he has racked up a long list of accolades and achievements. The 38-year-old now manages more than 400 associates, a young team with an average age of 30 that he built from scratch in just six years. The senior director of agency at ERA Realty Network has also been recognised as an ERA Rising Millionaire, a commendation awarded to agents who have earned $500,000 in commissions a year, since 2015. Staying adaptable to navigate headwinds along the way has been key to his success.

“The real estate market is constantly evolving with new measures and changes, so you can never afford to stop growing and stay relevant to the market,” he explains. “I believe in always learning, staying humble and being teachable no matter how much one achieves.”

What also sets him apart is his relationship-first philosophy. He focuses on building genuine connections rather than chasing quick deals.

“I try to be their friend, not a salesperson,” he says of his approach. In fact, many of his clients are now close friends that he meets regularly even outside of business matters.

His personal investment philosophy mirrors his career. Neo bought his first home, a condominium on East Coast Road, at the age of 28, and believes in the mantra of viewing real estate with a long-term lens.

“I always tell my friends and clients not to time the market; just buy whenever you can. I truly believe that real estate should always be viewed as a retirement plan. With rising land costs and population growth, demand and costs will go up. These naturally cause an upward trend in property prices,” he explains.

Neo brings his clients along the same journey, helping many of them grow their assets over the last 15 years of his career. From a client who upgraded from a two-bedroom to a four-bedroom condominium before eventually purchasing multiple properties, to another who upgraded from a Housing Board flat to a semi-detached house in 12 years, he is appreciative to have been entrusted with managing their most valuable assets. And like how a successful marathoner incorporates strategic rest periods for better performance, prioritising time for family and himself is non-negotiable. Each day begins with a gym session, while family time is scheduled into his packed calendar before each week begins.

“All successful realtors face long days, late nights and time away from loved ones all in the pursuit of deals,” he says. “But I believe we must make a conscious effort to set time aside for our loved ones. I make it a point to block out my days off and commit to dinners or gatherings with my family.”

Find Kenny Neo on Facebook and Instagram.

Read more about the real estate agents shaping Singapore’s luxury property market.