Malaysian Driving Million Dollar Business in the U.S.

Written by: Ann Teoh

Murat in New York

Life's choices

When you're born into a poor family, that's not a choice. But when it's about charting your life's direction, that's your choice. For Murat, the Malaysian kampong boy, his parents didn't know much about education. Finishing high school or pursuing higher education was never a priority in the family. "My siblings and I were told to work hard in a factory and earn a decent and honest living. But I chose to differ: I didn't see my life that way, and I was hungry to seek a better future. So I dreamed big dreams, and Robert Frost's poem exerted a positive influence on me.

Two Roads Diverged in a wood and I –

I took the one less travelled by,

And that has made all the difference

(Robert Frost, Lines 18-20)

Instead of going to college after high school, I chose to work full time. Later in life, instead of working full time, I chose to go back to school. This process has profoundly shaped my character; I've become stronger and more decisive."

The Big Apple Beckons

Murat worked his way from Pelangi Beach Resort in Pulau Langkawi to managerial positions in Vietnam and California. He is now an Assistant Vice President, Business Relationship Manager in California Business Banking Group with Wells Fargo Bank, North America, handling customer portfolios, which are well over USD2million in annual revenue.

How has taking the road less travelled changed his life? A former KDU student with a Diploma in Hotel & Catering Management, we asked him about his switch in career and his rise to success. Here's the story...

Arriving in the USA with only USD500 and two luggage, Murat Wahab's pockets may be light, but he had faith in himself and the determination to succeed. Armed with some practical experience in five-star hotels in Malaysia and Vietnam, he set forth to seek a career in the hospitality industry where the bright lights of the Big Apple, the Broadway shows, and the energy of New York beckoned him. He started off as an Assistant Revenue Manager at Big Sur, Ventana Inn & Spa. This resort, which opens a charming window to the dramatic vistas of the Pacific Ocean, has always remained the number-one favorite place for him to visit year after year.

First challenge in USA

Managing a diverse team of 20 staff - mostly women, single mothers, high school and college students, he hired, fired and supervised his team, ensuring that they were productive in the prospecting, acquisitioning and managing of key accounts in the Sonoma area (where he was subsequently transferred to), was his first challenge. But he was not spared the aftermath of September 11, 2001. Business declined and he was laid off work. Taking on a 16-hour job as Guest Services Manager, he strived to do his best, but soon, physical weariness without sufficient rest soon engulfed him. "I pondered over work versus health, and in the end, I decided that it was best I go back to school. School was San Francisco State University (SFSU). The next challenge was juggling between part-time work and being an adult student in classes which were too big. After completing most of the lower divisions' classes in SFSU, I soon decided to refocus on my goals by working full time again."

Driving a career change

"I have never lost sight of my goal to succeed. I was driven, determined, energetic, self-disciplined, and I wanted very badly to excel personally and professionally. One day, a friend said to me, 'You should try the banking industry - you have the aptitude, attitude and the drive.'

"I did take that leap of faith – after working for more than 12 years in the hospitality industry. As a KDU College hospitality management student, I had received in-class and on-the-job training which, over the years, had instilled in me a lot of confidence. I was neither afraid or shy to get out there and strive for excellence."

With the team from San Francisco

Surely Lady Luck was with him as he did land a position as Personal Banker (1). As Personal Banker, he demonstrated the ability to establish relationship with Wells Fargo customers and partners. "In less than 3 months after being hired, I set the San Francisco Regional record by achieving 221% of goal in Personal Credit and Home Equity Part 11 Challenge (processing 14 applications in 30 days)."

How did he do it, without any banking experience? "I took a proactive approach in providing full resources, ideas and introductions. I went beyond the simple process of requesting for financing. I was ranked number 1 in San Francisco Central District and I was number 3 in San Francisco Region, based on 2006 Incentive Compensation Matrix."

At the Top Performer dinner held at Divison Manager's house
(With Bruno Ceccarelli and his wife, Jennifer)

His accomplishments did not go unnoticed, and Wells Fargo promptly recognised his diligence and rewarded him. In less than nine months, he was promoted to be Premier Banker (ll). In this position, he continued to achieve set targets. "I managed a Wells Fargo premier household customer portfolio (customer net worth USD50K – USD1 million), as well as a portfolio of small business accounts. I produced over USD2 million in loan volume per quarter."

While working as Premier Banker (ll), Murat soon developed an interest to pursue his career in Business Banking. You guessed it, success breeds success, and in 2008, Murat was again promoted – this time, as Business Relationship Manager.

Excellence fuelled by passion

As Business Relationship Manager, his passion fuelled his drive for excellence. "I enjoyed my work, and I managed 200-300 portfolios of small business companies. I was responsible for soliciting, developing, maintaining and servicing relationship with high-end small businesses, and complex accounts resulting in Profit and Loss growth. Besides managing and growing a portfolio of USD57 million in deposit, I also manage risks within the portfolio of USD10 million in loan, including renewal of loans and lines of credit. I will identify the right products and services that meet the financial needs of my clients and I provide them with ongoing consultancy services."

With such a growing portfolio, it was inevitable that he was given due recognition and numerous awards. Some of the awards bestowed on him were: Rookie Business Relationship Manager (2009), Top Producer (Top Gun 2010), and First Place Award for "Going Places" sales campaigns in 2008 and 2009, consecutively.

The next growth cycle

Planning his future with medium to long term goals, he hopes to advance to a Senior Management position within Wells Fargo "My area of interest will be in International Banking." Are there any considerations to come back to Malaysia? "Hopefully," he said with a smile. "Maybe in the next 10 – 15 years. I see myself as a Deputy Country Manager." Some of the plans he has, includes putting himself back to school at Golden Gate University. "After a BSB in finance, I hope to earn my MBA in Finance and International Business."

Outstanding Leadership Award

Despite the responsibilities at work, Murat has found time to be involved in community services. "At Wells Fargo Bank, we are encouraged to serve and the reward is in the form of grants to the non-profit organization in which an individual is serving. I volunteered for Upwardly Global (www.upglo.org), a San Francisco-based non-profit organization that connects immigrants with employers. Upwardly Global helps jobseekers who are work-authorised and who are already permanent residents, providing them with services in resume writing, preparing for interviews and developing professional networks. Upwardly Global supports a cause that is very important to me; helping fellow professional immigrants to be assimilated into the work force. I can relate to these individuals and the daunting experience of looking for a job in a foreign country. I strongly believe in helping others in need, in order to build a stronger community for all. I was recognised by the organisation with an "Outstanding Leadership Award" for my volunteer effort and fundraising contributions. I have been involved with the association since 2002, serving as a volunteer mentor and advisor. In 2008, I became an Associate Board Member."

There's time to play too

Working hard to be where he is today requires time to unwind as well. Is there a favorite place that Murat goes for relaxation? "Yes – New York is one of my favorite places in the world. The energy of New Yorkers is so different from San Francisco. Another thing is that Christmas in New York is amazing. For example, most stores in New York have fabulous window displays, and there is no other city like New York, I must say.

Las Vegas is another place that I enjoy visiting, because they have enormous hotels everywhere. As a hotelier, I really appreciate the grandest and over-the-top hotels in Las Vegas. My personal favorite is the Wynn. The décor, interior and exterior designs of the hotel are out of this world. If anyone has the chance to study or visit Las Vegas, you will be blown away by the massive hotels on the strip of Las Vegas. I have had the opportunity watch Celine Dion and Toni Braxton shows. Among other amazing shows are Cirque Du Soleil, Zumanity, La Reve and so on. But I remain loyal to Big Sur, Ventana Inn and Spa, going back there year after year."

At the Celine Dion show

7 tips for success

Sometimes our plans may go awry, but Murat has given some tips to take charge of our life and to drive success:

• First, take a leap of faith and see what happens. You never know what the future holds – you create your own future.
• Second, keep on learning and always strive for excellence in everything you do. Many people love to steal your dreams; don't let that happen to you. Don't be afraid to dream big; be proactive and make it happen. You are the CEO of your own careers and personal branding. If somehow, you lose your way in pursuit of life and happiness, just remember that things happen for a reason.
• Always remind yourself of who you are, and where you come from and what your goals are.
• Remember, no system is infallible; no one is perfect in this world and you will make mistakes along the way. It's all right to make a mistake as long as you learn from it. But don't repeat the same mistakes twice.
• Don't worry about things that you can't change or have no control of. Just keep moving and focus on what you are good at. You will get there someday, and it gets better over time.
• Please say "NO" to drugs, and live a healthy life.
• Be surrounded by supportive people and like-minded individuals.

When you achieve success in life, don't forget the people who supported you, and don't forget to share it with others too.

A proud moment when mom visited San Francisco

for the first time to celebrate Hari Raya

Friends

Who are some people in his life who have supported him? He remembers with gratefulness, the scholarship-loan he had received from PERNAS (now known as Tradewinds Corporation Berhad). While working at Pelangi Beach Resort in Pulau Langkawi, he was recommended by the General Manager, Mr. Eddie Tan, for this scholarship loan. "I was given the chance to further my studies in the Diploma in Hotel and Catering Management at KDU College. The exposure and the consistent training I had received while working in the hospitality industry has helped the smooth transition from that industry to banking.

At KDU, some of my classmates were: Farinda Abdul Ghani, Yushiza, Jean, Alex, Patrick, Sook-Fin, Lina, and Grace. They were an integral part of my success. There were times that I struggled with my assignments and in need of help. They were there to help me: my diversity of friends. It's important to value your classmates even if at times, you disagree with them. To be frank, I was not the smartest student in my class, but I was surely glad to be surrounded by intelligent colleagues.

Graduation at KDU

Then, there were other buddies like Wati (Nur Admi Kemalawati) and Sarina Zainal who live life with great zeal. We shared a lot of cheer and laughter. I have with me all the fond memories of the days I used to live at SS22/2 along with other students who were PETRONAS scholars and other self-sponsored students from Sabah, Sarawak, and Penang and all over Malaysia. I forged a long lasting friendship with many of them, and I still stay in touch with them to this day."

Which road will you take?

Will you take the road less travelled, which may seem to be filled with twists and turns? Murat hopes that this frank story will inspire readers and to remind others that sometimes, due to circumstances we may not be able to execute our plans, but remember, take charge and like the phoenix, we can always rise from the ashes.

Keeping in touch

Murat will be visiting Malaysia in 2012. If you're one of his classmates, he would like to meet up with you again. His e-mail address is: murat.wahab@gmail.com