"The first security that exists is that of belonging to the organizations and the second is that you go to other agents to earn their trust.".
Working in real estate is much more than just opening and closing doors. And while that's the common perception of real estate agents, the profession involves many challenges that require training to ensure proper representation of clients.
“Because ultimately you are their image, therefore the client wants a well-prepared person. Education is fundamental; you have to have knowledge of the sector.” This statement comes from Jordi Ribó Casanovas, world president of the International Real Estate Federation (FIABCI).
According to the representative of this guild, which brings together more than 100 professional associations in more than 50 countries, being affiliated is essential because it gives you credibility with clients, investors, promoters, and vendors.
In a conversation with Belkis Cuello from the "La Revista" segment, which airs every Friday on Channel 25, the executive remarked that the real estate sector is very human and based on trust. "The first level of security is the trust of the organizations themselves, and the second is that you, as an individual, go to other agents and earn that trust.".
The foundation of business, he says, is interacting with other colleagues in the sector to be able to do business. “We work ethically not only locally but internationally, promoting the work to ensure it is done correctly,” he said in an interview during the Latin American Real Estate Confederation (CILA) Congress, recently held in Guatemala.
For Casanovas, technology doesn't compete with agents because a robot can sell a house, but it will still be directed by a real estate agent and will need the broker's expertise. "I think that ultimately, technology is just another tool we'll have in the future, another job option, but it will by no means eliminate human beings.".
He repeatedly emphasized that trust is fundamental in sales, because selling a house is just the first step of many. "When a client sees credibility and trustworthiness in us, everything else flows smoothly when it comes to real estate transactions," he noted.
Among the benefits he cites of belonging to an organization is that it not only provides training but also guides you toward and highlights trends at a national and international level. “Therefore, it's about managing information. While the internet offers many advantages, organizations are still the ones that handle reliable information,” he stated.
