Broker to Managing Partner in 12 Months

Before we dive in, I have to tell you, this story is straight out of a movie. Stuff like this only happens in movies, or apparently, in Dubai. Originally, I planned to wait ten years, become wildly successful, then call up Netflix and pitch them a gripping, inspirational documentary. But who knows if that’ll ever happen? Plus, this story is way too interesting not to share. So, I’m jumping the gun and taking you along for the ride now. 

I’ve learned more in this process than any degree, textbook, or online course could ever teach. Honestly, I feel like I’ve aged about twenty years! This experience has been a once-in-a-lifetime opportunity, and it couldn’t have come at a more crucial time in my life. If you ask me whether I’d rather win the lottery or be given this opportunity, I’d take this opportunity any day. Money comes and goes, but the skills and knowledge I’ve gained in the process are priceless.

 I’ve always had an insatiable drive to create something out of nothing. To take an idea, create a vision and turn it into something magnificent. Something that positively impacts others’ lives. I’ve always wanted to make a difference in the world, and this opportunity has given me the chance to do just that. I want to share this journey with you because I’ve learned so much, and it would be a shame not to pass on some of the knowledge I’ve gained that might help you on your own path.

Whether you’re an aspiring entrepreneur, a real estate broker, or just someone seeking inspiration, I’ll be as honest and transparent with you as possible. This journey isn’t perfect, and there’s still a long way to go, but I’ve started, and whether it leads to where I hope or not, there will be lessons for us all along the way.

                                                                          Chapter 1 – All the Gear, No Idea

16 months ago, I landed in a city I’d never visited, surrounded by strangers, ready to dive into a real estate market I knew nothing about. Today, I stand as the Managing Partner of a brokerage with a team of 22. How the fuck did that happen? Well, I’m about to tell you…

 I arrived at Dubai International Airport on September 1, 2022, to a hot, sticky, humid morning. With no expectations, I took a taxi to a self-catering apartment in Al Barsha 1, only to realize the streets on the wrong side of Al Barsha were far from the Dubai I had envisioned. Walking the scorching streets in search of a supermarket that sold Western food became a stark reminder of my unfamiliarity. The reality of Dubai’s cost of living hit hard. What I thought would be six months of savings dwindled to four. Despite arriving from London, where I thought I knew the meaning of expensive, Dubai proved me wrong.

On September 5, 2022, just four days after my arrival, I started my first day of work alongside 15 equally enthusiastic real estate brokers. Arrogantly, having previously worked for a large London brokerage, I believed selling real estate was the same everywhere, and this would be nothing more than a continuation of that. Little did I know what the next six months had in store for me.

Smart suits, short dresses, and a lukewarm atmosphere set the tone for my first impressions of real estate life in Dubai. Over 100 real estate brokers all sat in a giant warehouse, battling it out for survival like some freakish event out of the Hunger Games. With no time to waste—and only minutes ticking down for how long I could afford to live in this city—we headed into training. Five days and 150 PowerPoint slides later, training was over. Still having no idea what I was in for, we headed to our desks to begin what would soon become one of the most stressful periods of my life.

As I sat at my desk with nothing but my phone, an old desktop computer, and an Excel spreadsheet, the magnitude of my decision hit me. This would be breakfast, lunch, and dinner for the next six months. Earning a commission-only salary in arguably the world’s toughest, most competitive, overly saturated sales environments is not for the faint of heart. Monday prospecting, Tuesday prospecting, Wednesday prospecting—by the time my first Thursday hit, I wasn’t sure whether I was starting to get the hang of what I was doing or going in completely the wrong direction. A week later, and the 15 soldiers I started with were down to 10, the rest barely hanging on. Fourteen-hour days became routine. Being the first one in and the last one out was the only option I could see for this to work out for me.

Nothing humbles you more than sitting in a warehouse all day cold-calling through a spreadsheet where half the numbers don’t even work. What’s even more exciting is when you finally manage to get through to someone, and their response goes a bit like, “Fuck off, you’re the fifth person to call me today about my property,” “I sold my property two years ago,” or “If you call me again, I will report you to the land department.” Now, for those who aren’t in the real estate game, you might not know that cold calling is illegal here in Dubai. So, to top it all off, if you’re reported and found guilty, you’ll have to pay a 50k fine. Just some extra spice to make the experience a whole lot more exciting.

I got my first taste of fortune two months in when I secured my first 2-way split deal on a 1-bedroom apartment in Dubai Creek Harbour, leaving me with nothing but anxiety and enough money in my bank account to survive another month. The only thing keeping me going was those sales boards, watching these agents putting life-changing commissions on the board. I remember some guy putting something stupid like 11 Mill on the board, selling 30 villas to some billionaire. Watching brokers consistently hit 100k take-home commission months blew my mind. I knew there was life at the end of the pipeline I was trying to build. Three months in, the hard work began to bear fruit. A few more deals under the belt, a company recognition award, and the shift from homemade lunches to “Meals On Me” deliveries and Coco Pops to McDonald’s for dinner marked a turning point.

 Late on January 11, 2023, my Dubai journey took an unexpected turn as three men came knocking at our locked office door. Hungry and tired after a long day at the office, I frustratingly attended to their request, wanting to view a villa in the Emirates Living community. I tried shrugging them off by quickly taking down their details and requirements so I could get back to smashing the phones. As the conversation progressed, intrigue took over when I was shown an article where one of the men was hailed as “Pakistan’s next real estate tycoon.” Suddenly, my hunger disappeared, and a wave of enthusiasm overcame me. Could this be my golden ticket? I like to compare working in real estate to working in a massive casino. The more you play, the hope is that the luckier you’ll get. Everyone is playing their own preferred game in the hopes of hitting the jackpot and finding multi-millionaires and billionaires who want to invest in real estate through you. It only takes one whale to change your life.

I very quickly lost faith that I had found my golden ticket when conversations progressed more towards the prospects of them setting up their own real estate brokerage, at which I laughed to myself, thinking that is the most ridiculous thing I’ve ever heard in my life. How do you plan on setting up a brokerage in the most saturated real estate market in the world? Intrigued by their enthusiasm and sheer deluded-ness, I suggested giving them a quick tour of the office where, from my limited knowledge, I could explain a little more about how the real estate market worked in Dubai. After successfully managing to dodge a bombardment of questions thrown at me around the various intricacies of the market, I was invited for lunch with them the following day at the Burj Al Arab, to discuss their ideas in more detail. Never one to turn down the potential to hear more about an opportunity, I accepted. 

The next day, I arrived at the venue, feeling a twinge of embarrassment as I pulled up in my white Nissan Micra. If I’m honest, I had secretly hoped they would express interest in purchasing 30 villas, allowing me to claim an impressive spot on that sales board myself! However, fate had different plans. The opportunity on the table was not about villa sales but rather about spearheading the establishment of a real estate brokerage in Dubai. Armed with nothing but a vision, I confidently presented myself as the perfect fit for the role. Whether fueled by my passion for the brokerage I envisioned or my blissful ignorance of the task’s magnitude, they placed their trust in me to take the lead. There I sat, with less than 6 months of real estate experience, being offered what you could probably describe as mission impossible. 

Having uncomfortably accepted the offer, I left the lunch, my mind buzzing with uncertainty yet tingling with excitement, I couldn’t shake the feeling that this was just the beginning of something extraordinary. Little did I know, the challenges and triumphs that lay ahead would push me to my limits and redefine my understanding of what’s possible.

Sir Richard Branson “If someone offers you an amazing opportunity and you’re not sure you can do it, say yes then learn how to do it later.” 

In the upcoming chapter of this journey, I’ll guide you through the intricacies of transforming a business idea into a fully operational machine. From the essential dos and don’ts to navigating the highs and lows, I’ll provide insights that can serve as valuable guidance on your entrepreneurial path, whatever that may entail. 

Before we embark on the next leg of this journey together, I invite you to reflect on your own aspirations and endeavours. What dreams are you nurturing? What challenges are you facing? Share your thoughts in the comments below.

 Until then, keep dreaming, keep hustling, and remember, the best is yet to come!