The greatest satisfaction isn't financial, but knowing that we're contributing to fulfilling a basic need like a home and helping someone achieve that goal is priceless, says Ivan Guerrero
SANTO DOMINGO– The term resale refers to the act of selling something that has been previously purchased, with the intention of making a profit. In real estate, this activity represents one of its main market niches and is part of the industry's dynamism.
In the Dominican Republic, since there is no framework regulating the profession, it is not surprising that resales constitute, for many, the gateway to the real estate market, or at least it is the most used route, since many owners leave the sale of their property in the hands of inexperienced people who one day decide to dedicate themselves to the sale of real estate in a pure and simple way.
However, marketing properties for resale is not a task for novices, as it requires a much more complex plan than selling brand-new projects. Ivan Guerrero spoke with El Inmobiliario, and as a true expert, he offered his reasons. “You have to take a property and create a specific marketing plan for each one, dedicate time to getting to know it, and analyze potential clients.”.
A good graphic or video image can transport you to the place from a distance and ignite the imagination; therefore, professional photos and a good description of the property that details its characteristics in a way that is attractive to potential clients are recommended.
Fifteen years in resales and over 20 in the industry support his advice to agents that when they acquire properties, they should examine their condition, take the work entrusted to them by the owner seriously, and fully commit to the task. The goal should not be to increase inventory, but to achieve satisfactory results.
In the workshops she leads as part of the Plusval leadership team and at the Association of Real Estate Companies and Agents (AEI), of which she is a member, she constantly emphasizes the importance of specialization. She argues that an agent who tries to do everything ends up mastering nothing, and that to offer good customer service, it's necessary to focus on one area. She compares it to medicine, where specific ailments are handled by specialists.
A second point Guerrero advocates is raising awareness about exclusivity within the sector. Many property owners perceive entrusting the sale of their property to a single agent as risky, a view he considers mistaken, because the presence of multiple agents means that no one can be held accountable; hence, he urges owners to seek expert advice.
"Another issue is the informality that is linked to the above; we cannot talk about specialization or professionalization where there are no rules and anyone says they are an agent, when acquiring a home is the most important investment and unfortunately we all have to undo problems for clients due to bad advice.".
There is an urgent need to raise standards, and that's why Plusval has adopted a policy of distinguishing between informal agents and those who have received training related to the profession. "We value that, and it's not about discriminating against them; the idea is to motivate them to register with the AEI (Agency for Independent Professionals), because that means adopting a code of ethics and discipline. We are promoting this as a contribution to the sector.".
Things are done right or not at all, that's the motto of the seasoned agent, who understands that the real estate sector is the best business in the world, but it's a profession and anyone who doesn't see it that way should find something else to do, he says, concluding with a reflection: "The most important satisfaction isn't financial, but knowing that we are contributing to fulfilling a basic need like a home, and helping someone achieve that goal is priceless.".
