He said that foreign investors have multiple advantages in the country, but they are unaware of them and therefore need to be explained to them in detail and with precision.
SANTO DOMINGO – Foreign direct investment reached record highs in the Dominican Republic last year, totaling US$5,032.3 million, with a rapid growth rate over the past four years, driven by real estate and tourism. Figures from the Central Bank of the Dominican Republic show that tourism accounted for 26.3% and real estate for 15.7%.
In order for the country to continue strengthening its position as one of the strongest economies in Latin America, and therefore one of the most attractive for attracting foreign capital, it is necessary to offer decisive steps that will guide this well-earned position.
According to Carlos Rentalo, a Spanish sales coach, the Dominican Republic still has much to learn in its approach to negotiating with foreign investors. Therefore, in his presentation yesterday, February 12th, to more than 250 real estate agents, he emphasized the most common mistakes made by Dominican real estate agents when doing business with foreigners.
In his opinion, selling to a Russian is not the same as selling to a Spaniard, nor is closing a sale with a Canadian or an American. He explained that a Spanish investor, for example, isn't interested in being sold sun and sand, but rather in knowing about their profit and how much they owe in taxes. "Because if an investor's capital gain in the Dominican Republic has to be taxed in Spain, they already have a problem," he stated.
He said that the Dominican Republic has a significant advantage over countries like Dubai or Indonesia thanks to its double taxation treaty . “They are in a much better position, but it’s important to understand the double taxation treaty, the law that protects foreign investors from capital and profits. In the Dominican Republic, foreign investors are protected by law. There are other countries where this isn’t the case, where you even have to pay a percentage to make a profit, and here in this country you don’t,” he stated during his presentation at BOOTCAMP 2026, organized by the Association of Real Estate Agents and Companies (AEI).
The specialist commented that this is information that not many investors know and that therefore the real estate agent is obliged to know this law and its scope, also citing the case of Confotur, whose frequent explanation is, in his opinion, extremely technical.
He said that a tax that is barely 3% in this country is 10% and even up to 12% in Spain. He added that the Property Tax (IBI) is based on a cadastral value that increases year after year, while Confotur 's profits ensure that it is only paid every 15 years.
The investor culture
He explained that as a broker, it's always necessary to make projections about market trends. "For example, what new product launches are coming to my area in the next few days. I have to prepare myself as a specialist in this area so that buyers and investors see that I'm focused on that region.".
He added that it's necessary to specialize in the type of client, and that this includes understanding the investor's culture, after stating that in his experience as a Spaniard he has seen how poorly real estate agents sell to Spanish investors. "Because you can't sell Spaniards sun and sand, you can't sell them on tourism. You sell them on taxes."
But what if the investor is American? “They’re looking for a return on investment, the accuracy of their investment because they’re used to having real data.” He argued that in the absence of precise data, it’s preferable to offer conservative figures.
Dominican Republic with cheap prices
Carlos Rentalo stated that property prices in the country are relatively inexpensive compared to other global markets. “Taxes are relatively low, our expenses are relatively low, we can compete on anything we want, but we aren't communicating this effectively because we don't know it well enough,” he explained.
He added that it's essential to have a clear understanding of the US and Canadian markets due to their importance to the business. “A Russian doesn't behave the same way as someone from New York, and that's why specializing in the customer group gives you so much potential. First you choose the market, and then the customer.”.
And what about Latin America, where we have Colombia, Ecuador...? "The first thing to understand about the Latin American real estate market is the relationship; you first have to get along well with them to do business. It's not the same as the Spanish market, so you can't work with the same methodology for everyone. You can't send the same messages, brochures, or project copy pages via WhatsApp to clients.".
It's a mistake to sell the way you like
In his lecture, the Spanish specialist said that real estate agents shouldn't sell according to their own preferences, but rather to please the client. "You must sell in a way that suits your client's tastes. That's why it's so important to know each client's profile: their age, children, profession, and other details, so you can present the project in a way that aligns with their preferences.".
Sell like a surgeon
According to Rentalo, having a large portfolio of properties is a mistake. “It’s better to have none at all. Think of a surgeon who needs to perform only a few operations to do them perfectly. You need to have a small inventory to apply that same approach. If you have many projects, you’ll attract a multitude of clients, and you won’t be able to close deals effectively because you won’t be able to specialize in any one.” In his opinion, it’s preferable to have a curated and filtered inventory.
Recommended readings:
- Dominican Republic reaches record US$5.032 billion in foreign direct investment in 2025
- AEI values foreign investment; calls for strengthening regulation of the real estate sector
- Moody's Rating raises the country's rating, supported by strong foreign investment, tourism and remittances
- The banking sector fosters confidence for foreign investment through tourism financing
