Every week, I have regular conversations with pre-RES candidates, and from there, I actually see a very clear pattern.

The concerns are not really about real estate.

They are about security, freedom, income control, and relevance.

Many Singaporeans today are questioning whether the traditional career path can still deliver the lifestyle they want.

As leaders, if we understand these deeper motivations, we can groom agents much more effectively.

What The New Generation Of RES Is Really Looking For

1. Job Security Is Becoming An Illusion

Many professionals are worried about:

  • AI replacing tasks
  • Corporate restructuring
  • Outsourcing of jobs
  • Rising performance expectations
  • Age discrimination after 40

The irony is this: many people stay in a job because they want stability. Yet stability is becoming less stable.

This is why many are exploring real estate. Not because they love property, but because they want greater control over their own income.

Assessment

Future RES should focus on:

  • Personal branding
  •  Relationship building
  • Negotiation skills
  • Trust building

These are areas AI cannot easily replace.

The agents who survive the next 10 years will not be the best marketers. They will be the strongest relationship builders.

2. The Desire To Escape The Rat Race Is Real

Many Singaporeans are increasingly asking: Is this all there is?

Work. Pay mortgage. Pay car loan. Wait for annual increment. Repeat.

Many aspire to:

  • Flexible schedule
  • More family time
  • Greater income upside
  • Building something they own

This explains why entrepreneurship and real estate continue attracting people despite the challenges.

Assessment

New RES should focus on:

  • Business ownership mindset
  • Financial discipline
  • Long-term wealth building
  • Time management

Many people enter real estate believing it is a sales career. It is actually a business. The earlier they understand this, the higher their survival rate.

3. Small Business Owners Are Feeling The Pressure

The reality today:

  • Rental costs rising
  • Salary costs rising
  • Marketing costs rising
  • Technology costs rising

Margins are shrinking. Many business owners feel they are working harder than ever but keeping less.

Assessment

This creates a huge opportunity for property consultants. Future clients need advisors who understand:

  • Business space requirements
  • Cash flow concerns
  • Rental strategies
  • Cost optimisation

The future agent cannot only know property. They must understand business.

Clients increasingly value advisors who can discuss “How does this property decision impact my business profitability?” rather than “This property has a nice swimming pool.”

4. What Will Clients Want From Property Agents In The Future?

This was perhaps the most important discussion point.

Consumers today have access to:

  • PropertyGuru
  • AI tools
  • Data analytics
  • HDB portals
  • URA information

Information is no longer scarce. Trust is.

What Future Clients Will Pay For

1. Strategic Advice

Not opening doors, but:

  • Financial calculations
  • Exit strategies
  • Upgrade pathways
  • Risk assessment

2. Negotiation Skills

Negotiation remains one of the highest value skills. Clients still need someone who can:

  • Protect their interests
  • Manage emotions
  • Structure offers
  • Handle difficult conversations

3. Speed & Execution

Clients increasingly expect:

  • Fast replies
  • Accurate information
  • Efficient processes

Agents who respond in hours may lose to agents who respond in minutes.

4. Authenticity

Consumers are becoming highly sensitive to:

  • Hard selling
  • Exaggerated claims
  • Generic marketing

They want:

  • Honest advice
  • Transparent recommendations
  • Genuine concern

5. Long-Term Partnership

The future top agent is not transaction-focused. The future top agent is relationship-focused.

Clients increasingly want:

  • One advisor for life
  • One advisor for upgrading
  • One advisor for investment planning
  • One advisor for their children eventually

The agent who stays relevant across decades will win.

My Overall Conclusion

The discussions from my pre-RES sessions suggest that the next generation of successful agents should focus less on becoming “salespeople” and more on becoming:

  • Trusted Advisors
  • Skilled Negotiators
  • Business Consultants
  • Wealth Planning Partners
  • Relationship Builders

Property information is becoming free. Trust, interpretation, negotiation and execution are becoming more valuable.

For leaders like myself, these weekly conversations are valuable because they provide a direct pulse check on what future agents are thinking, fearing and aspiring towards.

The leaders who continuously listen to the ground today will be the ones building the strongest real estate businesses tomorrow.