SANTO DOMINGO – There was a time when the Dominican real estate business revolved almost entirely around the broker who promoted properties through personal recommendations, print ads, and a network of contacts built over the years. Today, that model coexists with international franchises, partner agents, specialized teams, digital platforms, and collaborative schemes that have changed the way real estate is sold, bought, and managed.
The transformation has not only redefined the structure of real estate agencies, but also the agent's profile, compensation systems, and the tools used to connect with clients. For those who have closely followed the market's evolution, the business has shifted from relying primarily on individual experience to being based on professionalization, technology, and collaborative work.
Businessman and real estate expert Bienvenido Paulino believes that this process has accelerated over the last two decades.
"The Dominican real estate sector has undergone a profound evolution in recent decades, especially in the last twenty years," he stated.
In his opinion, the incorporation of the trust, the growth of mortgage financing, the increase in foreign investment and the development of new technological tools changed the way in which real estate is developed, marketed and acquired in the country.
From an informal business to more organized structures
One of the most visible changes has occurred in the way real estate companies operate.
Elizabeth Martinez, a veteran real estate agent with RE/MAX Metropolitana, explained that the market has evolved from models marked by informality towards organizations with more defined internal processes.
"We have moved from very individual and informal models, which still persist in some cases due to a lack of licenses, to more organized business structures, supported by technology, continuous training, collaboration between agents and much more defined processes," he noted.
According to the specialist, this change has also been driven by the arrival of international franchises, which introduced new forms of organization that now predominate in a large part of the market.
Currently, he explains, there are offices comprised of associate agents, specialized teams, and independent brokers, the latter with a significant digital presence. In his view, the trend points toward collaborative networks that allow for a more efficient service and expand business opportunities.
The agent ceased to be an intermediary
The evolution of the business also transformed the role of the real estate agent.
Paulino argues that the traditional model was primarily focused on the product and the salesperson. Available information was limited, marketing tools were scarce, and many decisions depended on personal experience.
In contrast, he states that the current model puts the customer at the center of the operation.
"Today, the service is no longer just about selling a property; it's about providing advice, building trust, managing information, and accompanying the client throughout the entire buying process," he said.
Martínez agrees with that view and believes that the real estate professional has stopped simply showing properties and has assumed a much more strategic role.
"The agent has evolved from being just an intermediary who shows houses to becoming a financial advisor who provides market analysis, negotiation strategies and professional support throughout the entire process," he explained.
This transformation, he added, requires knowledge that goes beyond real estate marketing and involves financial, technological and customer service aspects.
The commissions also changed
The evolution of business models also reached the remuneration systems within real estate companies.
Martínez argued that currently each organization defines its own commission distribution schemes, which are usually linked to the agent's productivity level, the training received, and the operational support offered by the company.
According to him, the market includes distribution models such as 50-50%, 60-40%, 70-30%, 80-20% and 90-10%, while other schemes, such as 95-5%, have practically disappeared.
In his view, these models seek to encourage the professional growth of the agent while recognizing different levels of experience, performance, and business support.
Technology redefined the way business is done
Digitalization is also among the main factors that explain the transformation of the real estate business.
Welcome Paulino, general manager of Plusval Dominicana, pointed out that tools such as data analysis, digital marketing, artificial intelligence, virtual tours and constant communication with customers have changed the way real estate projects are marketed.
Martínez agrees that access to specialized technologies and training programs has raised the standards of the sector and strengthened collaboration among professionals.
However, both believe that the incorporation of these tools has been accompanied by greater demands from a consumer who today demands immediate information, transparency and advice throughout the entire buying or selling process.
Professionalization and informality coexist in the market
Although they acknowledge the progress made by the industry, both specialists believe that the professionalization of the business still faces significant challenges.
For Paulino, the main challenge has been the change of mindset.
"Adapting means understanding that experience and prestige, although fundamental, are no longer enough if they are not accompanied by continuous training and renewal," he stated.
Martínez, for his part, believes that the market still needs to raise its professional standards and combat the informality that still persists in part of the sector.
In his view, strengthening ethics, transparency and public trust will be crucial to consolidating the growth of real estate activity in the coming years.
A business that will continue to transform
The outlook suggests that this trend will continue.
Martínez believes that the real estate business will move towards greater use of artificial intelligence, data analysis and process automation, although he warns that technology will hardly replace the human component.
"Buying or selling a property continues to be a financial and emotional decision that requires advice, experience and building trust," he said.
Paulino shares that vision and understands that the ability to adapt will make the difference between the companies that manage to consolidate and those that fall behind.
"I have seen that those who survive and grow are not necessarily the biggest, but those who best adapt to change without losing their principles," he concluded.
Beyond the tools, digital platforms, or new business models, both agree that the essence of the real estate business remains intact: accompanying the client in one of the most important asset decisions of their life.
Recommended readings:
