1. Can you share with us your journey from being an Emory alum to your current role in the real estate industry? What inspired you to pursue a career in real estate?
I am a big proponent of David Epstein's book, Range: why generalists triumph in a specialized world. Those who have read the book immediately understand my career. After Emory, I spent a year at the University of Cambridge earning an M.Phil in International Relations. I had watched most of my friends from Emory and Cambridge being lured into typical careers - finance, consulting, law - where they traded their happiness for golden handcuffs. International Relations offers diverse career options, but being an Indian citizen severely limited my employment options in the West. I moved to India, which was a shock for my parents. My family emigrated from India to Kuwait in 1980, and my parents did not expect for me to return to India (a country I hadn’t lived in) 33 years after they left, especially given my time at Emory and Cambridge. That would be like a family from Arkansas who had moved to Atlanta. Their son moved back to Arkansas after having studied in New York and California.
Taking a gap year pre-college is not a thing among brown families, where educational achievement is your primary responsibility. Thankfully, my father saw the benefit and importance of letting me explore my passions.
I moved to Dubai in 2017 to work for an Agriculture Technology startup, which wasn’t even a legal entity at the time. When I joined, we were a team of two. Our mission was to tackle regional food security and water security by increasing the scale of sustainable agriculture in the region, which we hoped to achieve by growing food sustainably at scale, and by working with the government to develop the AgTech ecosystem. It was a 6-year journey that included growing to a team of over 20 employees and afforded me the opportunity to wear several hats over the years: from regulatory affairs to finance, and from HR to Sales. However, unfortunately the company did not have the runway required post-covid to reach the inflection point required to keep the company going.
In 2022, it was clear that the company would soon fold. At the same time, Dubai’s real estate market was booming due to the Government’s expeditious advancements and significant global headwinds. Real estate appealed to me for several reasons. Being a real estate agent in Dubai is half-way between starting your own company and working for someone else. It is a zero- salary role that is fully commission based. It is a career that involves significant human interaction. It is a career that compounds – the longer you’re in it the higher the chances are of you doing well. It is a career where you get to solve problems and help people achieve their dreams. It was also a career that did not force me to choose between my health, my social life, and my work. Exercising, eating healthy, getting enough sleep, staying in touch with friends, are all essential for me to be a good agent.
2. Real estate can be both challenging and rewarding. What do you find most fulfilling about your career in real estate, and what motivates you to continue excelling in this industry?
There are several fulfilling aspects of a career in real estate. To be successful, this job requires you to connect with hundreds of people every week. Most of them won’t be significant interactions. But when you have a positive connection, it makes your day. The process of getting to know someone and building rapport can feel great when it goes well. It ignites hope that this might be the beginning of your next deal. This is not a career for pessimists.
The most fulfilling aspect of working in real estate in having the opportunity to understand people, to help them think about one of the biggest decisions in their lives. A real estate agent benefits if your wealth grows. My clients and I have the same interest.
What keeps me motivated to excel is when I have repeat clients or referrals. The implicit acknowledgement I have earned their trust because I am someone who is thorough, who cares, and who is discreet, is gratifying.
3. In the ever-changing real estate market, staying updated on trends and market conditions is crucial. How do you stay informed and adapt to the evolving landscape of the industry? Has advancements in technology helped?
The level of activity is so high right now that no one knows about every project in Dubai. You have to be very good and knowing what the vital information is and where you can find it.
Honestly, having studied economics and international relations has been beneficial for my real estate career because Dubai’s real estate market is more sensitive to global economic and political developments than other countries. I can educate clients about a range of topics, and having these sorts of conversations is key to standing out as an agent. It adds layers of understanding and analysis beyond simple data analysis of the latest transactions.
4. Could you describe some of the key partnerships and collaborations that have been pivotal in your career?
Staying in touch with people. Not being shy about reaching out and sharing what’s on your mind or what’s happening in your life. These are things that have helped me throughout my career. Because these conversations can provide perspective, insights, or instigate action you hadn’t previously considered.
5. For current students or aspiring real estate professionals, what advice would you offer based on your experiences and successes in the field?
The most general advice would be to move to where “things are happening” because that is usually where there are more opportunities. This usually happens in places that are governed well. Other advice includes:
• Don’t stop working on yourself. Foster a holistic growth mindset and take action. This becomes more important the older you become. Your health is your number one asset.
• Make a conscious effort to make genuine connections and to stay in touch. Something I did inconsistently over the last 10 years is to wish people on their birthdays. It doesn’t matter if they never respond. Ego is the enemy. Successful entrepreneurs and salespersons know that an ego can negatively impact your success (managers are prone to developing egos).
• You don’t know why someone is not responding to you or what they are going through. Don’t assume the worst. Some of the best conversations I’ve had have been when I’m reconnecting with friends I haven’t met or spoken to in 5-10 years. Finally, do what you say. Being reliable will help you stand out and get ahead in all walks of life.