By Reyna Echenique:
Special for El Inmobiliario
Dear readers of El Inmobiliario:
Today I want to share with you a story very close to my heart. A story of reinvention, of perseverance, and of how closed doors can lead us to build our own path to success.
My journey in real estate began in an unconventional way. I was already a lawyer when I decided to venture into this exciting sector. My legal training had given me a solid foundation, but the real estate world was completely new and thrilling territory for me.
I vividly remember my first sale in 2005. The thrill of closing that sale, fraught with legal challenges, was indescribable and ignited a passion in me that has only grown stronger over the years. However, despite that initial success and having sold a few more homes, I felt I still had much to learn and grow in this industry.
With my heart racing and the determination of a lawyer accustomed to facing challenges, I set about knocking on the doors of established real estate agencies and construction companies. I hoped one would open and give me the opportunity to fully develop in this field that I was so passionate about…unfortunately, none ever did. However, I soon faced an obstacle I hadn't anticipated: my damaged credit.
Some real estate agencies, after reviewing my credit and learning about my credit history, closed their doors without even giving me a chance to prove my worth. This rejection, far from discouraging me, ignited an even greater determination within me, because the word "give up" doesn't exist in my vocabulary. I understood that my value as a professional went far beyond a number on a credit report.
I remember it like it was yesterday, sitting in front of my little computer desk, writing emails hoping for a positive response. I called every sign and newspaper ad I could find, offering to sell properties for colleagues who wanted to share their commissions. Some accepted, others didn't. Most didn't even reply.
It was at that moment, surrounded by silence and rejection, that I understood those closed doors weren't the end of my journey, but the beginning of a new one. Those doors that never opened spurred me to make a decision that would change my life forever: to forge my own path in the real estate world.
Amidst so many rejections, a ray of light appeared. When I asked people with vehicles to join me on the team (because, surprise, surprise, I didn't have one), and they all said no, only one person said yes. Pamela Frías, with no experience in real estate or legal matters, decided to trust my vision. Today, Pamela not only continues to collaborate with me, but she is one of the top producers in our company. Her trust during those difficult days was the push I needed to keep going.
With determination and the inner fire that characterizes me and that burned brighter with each rejection, I decided that if no one would give me a chance, I would create one for myself. Thus ECHENIQUE, not from vast capital or influential contacts, nor from family money, but from the vision of a tenacious lawyer turned real estate agent who refused to let others dictate her destiny.
From that moment on, I dedicated myself to practicing THE ART OF MASTERFUL SELLING. I understood that to stand out in this highly competitive real estate world, I needed not only to leverage my legal training but also to invest in deep self-knowledge and develop new skills. I devoted myself wholeheartedly to discovering what made me unique in the real estate market.
This journey of self-discovery was as enlightening as it was challenging. I immersed myself in a process of reflection and analysis to identify my strengths and areas for improvement. It was during this process that I discovered my most powerful competitive advantage: my ability to offer exceptional legal security in real estate transactions.
My legal training, combined with my passion for real estate, allowed me to develop a unique approach to the market. I realized I could not only sell properties but also provide my clients with invaluable peace of mind by ensuring the legal soundness of every transaction. This focus on legal security became my hallmark, setting me apart in a highly competitive market.
With this clarity regarding my unique value proposition, I dedicated myself to perfecting every aspect of my professional practice. I sought excellence in every area that could complement and enhance my focus on legal certainty.
My thirst for knowledge and continuous improvement led me to seek guidance from recognized experts in various fields. Thus, I embarked on an intensive training journey that would transform my career.
In the field of communication, I had the privilege of training with Tania Báez, whose teachings revolutionized my way of explaining complex legal concepts clearly and accessibly to my clients and trained me as a Speaker.
To strengthen my mindset and leadership, I immersed myself in the teachings of John Maxwell and became certified by him and his team. His principles not only helped me to better manage my company, but also reinforced my commitment to leading myself and leading with integrity in every real estate transaction.
Later in the world of digital marketing, I found an exceptional mentor in Vilma Núñez. Her innovative strategies allowed me to effectively communicate my unique value proposition, reaching clients who valued legal certainty as much as I did.
Although I already had a solid foundation in law, I recognized the importance of further specialization. With tireless dedication, I completed my specialization in Real Estate and Registry Law not once, not twice, but three times. Each iteration deepened my expertise, allowing me to offer an unprecedented level of legal certainty in the market.
My pursuit of excellence didn't stop there. Understanding the importance of professional connections and continuous learning, I took significant steps to solidify my position in the real estate sector. I joined the Association of Real Estate Agents and Companies (AEI), a step that opened doors to an invaluable network of professionals and resources in the industry.
But my vision extended beyond national borders. With the goal of providing world-class service, I became a certified Realtor with the National Association of Realtors in the United States, a benefit of being an AEI member. This certification not only validated my knowledge and skills internationally but also gave me a global perspective on the real estate market.
Recognizing that each client is unique and their needs may vary, I received specific training to represent both buyers and sellers. This specialized training allowed me to fully understand the needs and concerns of both parties in a real estate transaction, enabling me to offer a more comprehensive and balanced service.
Reyna Echenique. (Fidel Pérez/El Inmobiliario).
I understood that my personal image had to reflect the solidity and reliability I offered in my services. I worked on my image from the inside out, ensuring that my outward appearance was a genuine reflection of my commitment to excellence and legal certainty. To refine this aspect, I relied on the invaluable advice of image consultants like Carlos Andrés Martínez, who helped me project confidence and competence through my appearance.
Each of these learning and self-discovery experiences not only provided me with technical knowledge but also reinforced my unique value proposition. I learned that excellence in real estate legal security is not just a competitive advantage, but a responsibility to my clients and a passion that defines my career.
Today, almost 20 years after my first sale, I look back and feel profound gratitude. Gratitude for those closed doors that forced me to forge my own path. Gratitude for every "no" that pushed me to find my own "yes." For this and more, my colleagues now call me "The Queen of Real Estate," a title I accept with great humility.
To you, who are reading this and perhaps feel as I felt in my early days in real estate, I want to say something from the bottom of my heart:
1. Don't give up. Every closed door is an invitation to growth.
2. Work with love. When you put your heart into what you do, customers feel it.
3. Integrity is your best business card.
4. Don't commit to success, commit to excellence. Success will follow.
5. Invest in yourself. Your mind, your image, your skills, and your knowledge are your most valuable tools…you are your most valuable asset.
6. Build and strengthen relationships. This business is about people, not money; the people whose lives you change will make you money.
This past Saturday, September 21st, I had the honor of sharing these experiences at a conference for the Master Real Estate Agent program. Seeing the bright eyes of both new and experienced agents reminded me why I love what I do so much and why I will never stop investing in myself and perfecting my sales skills, especially sharing my experiences and knowledge to inspire others, because of one thing I am also certain… I was born to teach!
Dear colleagues, both new and veteran, remember: in this business, we don't sell properties, we sell solutions to specific needs. We don't close sales, we help achieve goals. And to do this in the best way possible, we must be in constant growth and improvement.
And to you, who are just starting out, who may feel like doors aren't opening, remember my story. Remember that sometimes, the doors that don't open are the ones that lead us to build castles. Let every obstacle be your impetus to invest in yourself and become a master in your field. May you, when you look in the mirror, see the most valuable asset…YOU.
With love and gratitude,
Reyna Echenique
Lawyer | Realtor | Real Estate Coach
