Henry Wong doesn’t just sell houses; he sells trust. Sitting at the intersection of culture, wealth and strategy, the RE/MAX agent has become one of Brisbane’s most respected names when it comes to working with Asian buyers in the Australian market. But ask him what he really does, and his answer is surprisingly simple: “I’m a connector.”
And it shows. More than half of Henry’s buyers are of Asian heritage, (Chinese, Indian, Korean, Vietnamese, and beyond), and many are not just buying a home, but securing a future for the generations that follow.
His network is built not on ads or open homes, but referrals from private bankers, lawyers, and high-net-worth families.
“These buyers don’t Google who to call. They ask someone they trust,” he says. “So my job is to be that trusted person.”
The transactions themselves are often straightforward.
“Most of my contracts don’t have finance clauses,” he explains.
“The buyers already have the cash. Property usually represents less than 5 per cent of their total wealth. It’s not unusual for a family to have 10 or 15 houses in their portfolio.”
And the buyers? They’re often the Australian-born grandchildren or children of wealthy matriarchs and patriarchs overseas.
“The money comes from the grandparents or parents, but it’s channelled legally through family here … citizens or permanent residents,” Henry says.
“It’s completely above board. The idea is to preserve legacy. Grandpa doesn’t need the title in his name, but he wants to make sure the family has a future in Australia.”
For many, real estate is less about returns and more about security; Australia’s political stability and multiculturalism make it an attractive destination for international capital.
“In some countries, you can’t criticise the government without fear. Here, you can say you don’t like the PM and not be thrown in jail,” he laughs.
“That kind of freedom means something.”
The importance of culture and trust runs deep in how Henry operates.
He’s not just selling real estate—he’s often helping clients navigate big life moments.
“Sometimes I’m asked to introduce clients to lawyers to help with inheritance structures. Other times I’m connecting families with funeral planning services. When someone’s elderly parent is nearing the end of their life, they want to sort things out calmly, and I help with that.”
This concierge-style approach has earned Henry the kind of respect most agents only dream of.
He says around 85 to 90 per cent of his business is uncontested, meaning vendors come to him directly without shopping around.
“They just sign the paperwork,” he says.
“It’s because of how we work. No smoke and mirrors. Just transparency.”
To that end, Henry offers his sellers a 24/7 online portal that shows every phone call, every SMS, and every email made on their listing.
“If I call someone, it’s timestamped. If I follow up, the notes go in. Sellers can log in anytime and see the whole process. They know exactly what we’re doing.”
And when it comes to the Asian market, truth and trust are everything.
Henry, who grew up in Brisbane after migrating from Malaysia at the age of six, speaks fluent Mandarin and understands the nuances others often miss.
“A lot of agents only speak to the person in the room who speaks the best English. But that’s not always the decision-maker,” he says. “You have to engage with the whole family.”
So what do these buyers actually want?
“Sometimes blocks of units, but mostly houses in good areas … nothing flood-prone or in low socio-economic pockets. And education is key. Many of them buy near top-ranked public schools or close to elite private schools. The food scene matters too – they want proximity to good Asian grocers, restaurants, and late-night dining.”
Despite common assumptions, interest rate changes don’t affect these buyers much, if at all.
“They don’t rely on mortgages,” he says. “They’re long-term thinkers. They work hard, save hard, and often come from environments where there’s no welfare safety net. That creates a very different mindset around money.”
For agents looking to break into this lucrative market, Henry’s advice is simple: “If you want to work with Asian buyers, you need someone on your team who speaks the language. The buyers with the most money often don’t speak English fluently, because they don’t need to. They’re not working for a living here. They’re investing.”
Marketing also matters, he says, but not in the way most agents think.
“Sure, having material in Mandarin or Vietnamese helps. But the real key is network. You need to be connected. Word of mouth means everything.”
As the son of a former real estate agent, his father Richard Wong was a commercial agent with Ray White, Henry W has real estate in his DNA.
But his approach reflects a broader evolution in how agents operate today: not just as salespeople, but as trusted professionals who understand people as much as they understand property.
“Everything I do is about building trust,” he says.
“When you treat people well, help them solve problems, and do things the right way, it all comes back around. That’s the business I’m in.”
