Hoppler’s Broker of the Month: Eddie Santos

Great opportunities come in all forms. It presents itself when we least expect it. For Hoppler’s broker of the month, Eddie Santos, what first appeared as a problem was actually his ticket to start a new career that would take him to where he is right now. Known for his integrity, passion, and dedication in helping uplift the real estate industry of the country, we asked him questions that will surely inspire and motivate.

Tell us something about yourself.

I graduated from Ateneo de Manila batch 1993 with a bachelor’s degree in Business Management. I’ve been a broker for the last 16 years. Right now, I own the franchise of ReMax Philippines.

How did your career start?

It began after the Asian financial crisis in 1997. I was a stock broker back then. I handled high-networth individuals – people with good money to spend in the stock market. Unfortunately, when the market crashed, business was lost. Our clients told me I have to leave the stock market industry since there is no business anymore. They proposed that I could just have our properties rented or sold. And from there, I can also get great commissions. That’s how it started. As the saying goes, “when God closes a door, He opens a window.”

What do you love most about your job?

I love seeing the fulfillment of people as they buy or rent their dream homes. I also get to meet with so many wonderful people from almost all countries of the world.

What are your motivations?

Seeing the fulfillment of my clients is my primary motivation. And, of course, I won’t deny that money is quite good in the real estate business. Another is that I could enjoy my time. As a broker, you could work from 9 to 5. There are times in between when clients are not available for tripping. When it happens, you have a lot of free time on the side. Although sometimes you work on Saturdays or Sundays, the working hours is not too long. Showing a property only takes about 2 to 3 hours. At the end of it all, my time is very flexible.

Do you have fears as a broker?

When clients buy or rent a property, you hope that they would enjoy it throughout their entire lifetime. There are instances when they might feel that it is not suitable for them. That is the time when we turn their bad experience into a good one. Advise them that we could just have it rented out or we could sell their property and buy a new one. Instead of it having a negative factor, we turn it into positive.

How do you manage people?

You have to be sensitive to everyone’s culture. To name a few, I have met people from Japan, China, India, US, and Germany. These people have their own characteristics and peculiarities. It is best to be sensitive and understanding.

What do you enjoy most being a broker?

It is the fact that I can actually have my own time. I could dedicate it for recreation. I can go out of town and have vacations when I want to. I also enjoy the group dynamics I have with my team that is full of hip and young individuals.

How would you describe your leadership?

I give my team the freedom and flexibility to do their tasks. In return, it gives me the freedom to be creative in many ways. If they have an idea or policy, I encourage them to implement it. It can be a success or a failure. Nonetheless, it is a learning process for all of us. It motivates us to be better planners and leaders.

How would you describe your work style?

I don’t look down on people. I treat everyone as coequal and it helps create a brotherly atmosphere.

What are the usual things inside your pocket?

My cell phone, house keys, wallet, and a rosary are always in my pocket. I am fond of using my phone. My wife would always complain that I am always on the phone. I tell her I have to take as many calls as I can because that call might be worth a million pesos.

How do you balance your time with your wife and job?

It is a good thing that my wife is an interior designer; we have complementary jobs. When she has problems, she goes to me. When I face challenges, I consult with her. It is good that we are both pretty much in the real estate field. We could actually exchange perspectives. We can offer suggestions, comments, and advice to each other.

What is your most memorable sale?

It was my first sale. Believe it or not, it took about 2 years. During that time, there was no one there to mentor me. I learned real estate brokering on my own from 1997 to 1999. Every transaction was just an almost closed deal. It came to a point when I said maybe the real estate industry is not for me. I thought of quitting, but I realized I have to persist. After 2 years, I closed my first rental deal. After that, the second one was still difficult. The third one was less difficult, but the fourth transaction came like clockwork already.

What have you learned from your experiences as a broker?

I have to be more resilient in facing challenges head on, because if you aspire to be a broker, you need to have patience and perseverance.

How do you deal with clients?

I keep in touch with them long after the transaction is done. I make sure I greet them during their birthdays and sometimes just exchange pleasantries with them via text messages. It is important to keep constant communication with your clients. You have to realize that relationships in the real estate brokering industry are short term. We try to prolong that. Communicate with them every now and then. Who knows, your efforts in building personal relationships with them might translate into more sales in the future.

How do you handle stress?

When things go wrong and challenges are ahead, you still have to move forward. I pray about it. I handle it by going out. I run or go to the gym and just work out.

What is your long term goal?

Our five-year goal is to expand ReMax to 500 offices throughout the whole country. Right now, we only have 20. In ReMax, we aim to give brokers a good and reputable name. At the same time help uplift the real estate broker industry. We will take it one step at a time.

What is your advice for the new real estate brokers?

Always dream big, always chase your dreams. Seek advice and mentoring from the people you know in the industry and look forward to a great career as a real estate broker.

What is your advice for your fellow brokers?

Do things the right way, take care of your clients, do not promise something you cannot deliver, and manage your expectations wisely.

It is true that when an opportunity comes, we have to seize it. Eddie’s successful shift as a stock broker to real estate broker is a proof that we also play a role in determining our future. His life is an evidence that when you persevere despite the inevitable problems and challenges, you will become stronger, more equipped, and wiser than before.

Here is a video about the 5 things Hoppler’s broker of the month, Eddie Santos, learned in real estate business:

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