SANTO DOMINGO.-Osman González, a personal and business ontological coach, believes that the key to a good real estate agent lies in the trust they can convey to their clients during the real estate transaction, and therefore suggests that those who work in the profession connect with their potential buyers.
“Connecting with the client to generate trust in real estate intermediation,” explained the commercial director of Civil Mek, a construction company located in Cap Cana, while speaking at the Real Estate Certification (CBR01) of the Association of Real Estate Agents and Companies (AEI).
For more than an hour, the newly appointed director of the Board of Directors of AEI East Zone shared phrases and reflections with the more than 350 participants to strengthen their real estate practice.
“Three domains that reside within human beings and are fundamental to achieving connection: Language, physicality, and emotionality. It is not just physical capacity, but perceiving and observing the totality of everything that happens around us. There are those who see the world not as it is,” he said.
He continued: “Connecting with observation and listening to details that occur every day, even if they use the same plans, each human being observes differently, that is why we must be open to investigating until we reach customer satisfaction.”.
He observed that when a client is received, "we do not know their emotion," after arguing that self-observation allows human beings to see their results.
"Knowing how to listen," he reflected, "is essential to providing effective and high-quality services, and that process begins before the person starts to speak; we are machines of imagination.".
“Speaking is a necessity, listening is a habit. Listening is perceiving more, interpreting language, body language, and emotions, and to corroborate, I inquire, I ask powerful questions about what we see and interpret, so I have the possibility of being more assertive when making proposals.”.
González insisted on not letting emotions get the better of him. “It’s about not being influenced by emotion, but by what the client needs, always keeping ethics at the forefront. Trust, fluency, and respect in the conversation,” he asserted.
He urged the new officers to never stop dreaming about what they are passionate about in all areas, emphasizing that life is an opportunity. “It’s not what happens to us, but how we face it; we all have situations, the difference lies in our attitude and how we approach them.”.
A powerful phrase she shared: “Never give up. The biggest risk in life is not taking risks. If you haven't come here to give it your all, what are you here for?” she reflected.
He advised real estate agents, when facing their clients, to respond clearly and confidently, urging them to know the details of the project and, when they do not have the correct answer, to acknowledge it and commit to investigating it.
“Today’s actions will determine tomorrow’s results; act today according to the results you wish to achieve tomorrow,” he stated.
Transparency and ethics were evident in the presentation by the Venezuelan architect, a graduate of the Faculty of Architecture and Urbanism at the Central University of Venezuela in Caracas. “Being respectful and ethical with the promises we make is our primary obligation; we are an example for our clients and developers.”.
He spoke of the promise cycle, in whose document he recommends having clear conditions for the satisfaction of both parties, highlighting the existence of three types of promises: healthy, unhealthy and the criminal one, the latter being the one that says yes and it is known beforehand that it is not.
He reminded the agents that they must follow up with the customer before, during, and after the sale. “Our service doesn't end with the closing. The most important part is the post-closing process, which is crucial and makes all the difference.”.
Osman González encouraged the participants to live doing what they love. “Stop counting the days, enjoy each day and everything you do,” the professional reflected.
