SANTO DOMINGO – Pablo Lino entered the real estate agent profession during a rough patch in his life. This Bolivian, a lawyer by profession, was navigating the multitasking path common to entrepreneurs juggling multiple projects simultaneously, until he accepted a friend's invitation to try his luck at RE/MAX, and the rest is history.
From the small amount of capital he and his wife possessed, he invested US$30 and within six months earned his first commission of US$1,400. That's when he became convinced his gamble had paid off, and from then on he resolved to raise the bar and let the sky be the limit.
Lino is currently an associate agent with Team Duo, RE/MAX Uno, in Bolivia, and came to Re/Unidos National Convention 2023, held by the Dominican branch, last Friday the 19th, to share his experiences and motivate the more than 400 real estate agents who attended Casa España.
“The most important thing for newcomers is to attract clients and start understanding that I am the product. A property in a good area, at a good price, with amenities sells itself. What we must do is work on our brand every day to make a difference,” was the first piece of advice he offered to those starting out in the profession.
The Bolivian recommends forming high-performance teams "because you can grow as an individual agent, but there comes a time when if you don't have a team it's difficult to continue growing, because you don't have enough time to attend to all the clients and that's why we must have a team.".
“The only way to surpass the numbers is with a team,” he repeats. “It’s not quick or easy; you have to have legal knowledge, pricing skills, and know how to deal with people. In this business, you have to work on your career. Understand that this isn’t a hobby, but a profession,” he says.
For Pablo Lino, five years of experience have shown that being a real estate agent is a full-time career requiring commitment. "You won't get results if you do it part-time; it has to be full-time.".
Another point he considers important is specialization, to avoid shooting collectively. “Without professionalization and specialization, we won't do well. If we try to be involved in every area, we won't achieve success.”.
“Develop human capital, committed people who have the skills to do it.” He emphasized the importance of ongoing training to learn more about the real estate business, because it is a constantly changing field “and we, as human capital, need to stay up-to-date.”.
Team Leaders are advised to have clear objectives and a vision of where they want their company to go. “If we aren’t clear about how many commissions we should be earning by the end of the year… we’re working reactively.”.
In their experience, Team Duo at RE/MAX Bolivia has proven that working with people and their personalities is difficult because they bring daily emotions, agent pressures, problems, and a constant stream of follow-up to exploit each person's talent and ensure that the results are reflected in the office's growth.
He cites perseverance, asking for help when needed, being grateful, and knowing when to slow down as key. “Where I am as a person, my success depends on a team and my wife.”.
Not seeking immediate results is another piece of advice he highlighted in his presentation, emphasizing that those who abandon the profession after a short time because they do not see results are mistaken because projects must mature to achieve a good harvest.
“Take the necessary steps to raise your level. The daily, minute-by-minute effort you take will propel you upwards, keeping in mind that there will be times when things stagnate. Don't get discouraged; there are resources and opportunities here, opportunities to work with talented people. Take a step back and assess what you need to change.”.
Pablo Lino assures real estate agents that if they are willing to pay the price of the days, hours, months, and years it takes to sit in the comfortable seat of a real estate broker, then real estate is the right profession for them. He concluded his lecture with a reflection: “Let’s strive to be better people, not just good businesspeople.”.
Cover photo: Fidel Pérez/El Inmobiliario.
