"True wealth is achieved after a process of mental cleansing; first you change your mind, and then your wallet.".
SANTO DOMINGO.- Daniel Cuesta, the Dominican financial coach who shines in Florida, United States, believes that the sales concept that some real estate agents currently have does not correspond to the criteria that should prevail in the practice of real estate.
“The concept of sales is being lost and they are giving it a name that it is not,” he commented to the prominent speaker, after analyzing the three types of real estate agents who “shine the most” in the profession: the jack-of-all-trades, the superman and the barbie.
In his opinion, the first impression a customer makes is that of the salesperson. “Be careful how you present yourself. The wow factor is when you exceed the customer's expectations,” he explained.
Cuesta emphasized that the Dominican Republic is the only country that has it all, after urging real estate agents to honor the profession. “When you do things halfway, you're a mediocre real estate agent. If you're doing well, set a higher standard for yourself.”.
Daniel Cuesta. (Fidel Pérez/El Inmobiliario).
He spoke of ethics and integrity, saying, "They are not islands; if you don't sell or you sell poorly, it affects your productivity. Neither can be separated. Knowledge without practice is obsolete; the combination of these pillars is what makes you an unstoppable agent.".
“Ask the right questions, create a reason why people should buy a property, and they will buy from you. People buy based on emotion and justify their decisions with logic,” he emphasized.
The financial consultant was in charge of closing the 5th congress of the Association of Real Estate Agents and Companies (AEI), a stage he used to motivate local real estate agents to cultivate a positive mindset and become unstoppable salespeople.
“I didn’t come here to give massages, I came here to deliver messages. The difference between a wise person and an intelligent person is that the wise person will never fall where the intelligent person tries to escape. No matter where you are financially, there is always an opportunity to do better. Change your mindset; you can make various changes, but the most important thing is your mind, innovate your mentality,” the speaker advised.
Throughout his presentation, he offered motivational tips to the more than 600 real estate agents who gathered in the Grand Ballroom of the Catalonia Hotel. “Don't complain or cry, never look for someone to blame, nobody cares because ultimately expenses aren't emotional. Don't play the victim. You're in a profession where there's no limit to growth, where you can accelerate what you do. If you surround yourself with a cheapskate, you'll be the next cheapskate.”.
“In disorder there is no organization, and when there is disorder there are losses,” he stated, after asking the attendees what kind of relationship they have with money.
“We are islands instead of working as a community; your beliefs will become limiting. What gives you value is not what's on the outside, but what's on the inside,” the speaker continued.
“If you don't change your mindset, you won't evolve and you won't get the right results. Selling isn't a one-time thing; people are looking to be charmed, they want the client to come to them through synergy. They want to see you as a privilege to have, not a problem, to go from being a simple real estate agent to a consultant, to have an adaptable mindset. True wealth is achieved after a process of mental cleansing; first you change your mindset, and then your finances.”.
The three types of agents
According to the finance expert, there are three types of real estate agents: the know-it-all who thinks he knows everything and in the end talks a lot and does nothing.
Agent Superman, who is literally the person who hasn't understood, talks a lot but explains nothing. "They're just copying what everyone else is doing.".
The third agent mentioned by Daniel Cuesta is the "Barbie agent," whose profile picture is unclear—whether it's used to sell properties or for something else. He suggested that for such cases, a personal account is necessary.
“Be original. Nobody wants to create, they just want to copy. Know how to segment your audience and record effective videos,” he recommended.
He urged them to build and identify their own tribes. "Become and identify yourself as an agent," he reflected.
He invited the audience, who listened to him for over an hour, to create strategic alliances. "Think outside the box.".
