There are phrases one hears often, but whose true meaning is only understood after having traveled a considerable distance. In the real estate sector, few phrases better describe a reality that I have been able to verify during 40 years of professional practice.
I've seen extraordinarily talented consultants and promoters with excellent projects advance very quickly. But time eventually shows that achieving results is one thing, and building a sustainable trajectory is quite another. And to build a trajectory, we need others.
The real estate advisor: from salesperson to relationship builder
An advisor might initially think their success depends solely on their ability to acquire properties, find clients, negotiate, and close deals. They might be able to operate this way for a while. But sooner or later, they'll discover that the real estate business is far too vast to navigate alone.
He will need other advisors who have the client he doesn't have; promoters who trust his professional ability; lawyers, banks, trust companies, appraisers, and other actors involved in a transaction.
That's why I've always championed this idea: another advisor doesn't necessarily have to be my competitor; they can become my partner for a particular transaction. When we understand this, we stop asking ourselves only, "How much do I earn?" and start asking ourselves, "How can we make this transaction work for everyone?"
Because sharing an opportunity doesn't mean dividing success; often it means multiplying the chances of achieving it.
The lesson for the advisor would be: Don't just build a portfolio of properties. Build a portfolio of relationships and trust.
The developer: building buildings isn't enough. Something similar happens to the developer. They may have excellent land, financing, good architects, competent engineers, and an extraordinary product. But that doesn't guarantee commercial success. Between building a home and placing it correctly on the market, there's a gap that can only be bridged by listening to the buyer and understanding their needs.
And that's where the real estate advisor comes in. A professional advisor shouldn't be seen simply as someone who manages a client and receives a commission. They are also the developer's eyes and ears in the market. They listen to questions, objections, fears, and expectations every day. They know what the buyer is looking for, what they reject, what they compare, and what they are willing to pay.
When the developer understands the value of that information, the consultant ceases to be merely a sales channel and becomes a strategic partner. Therefore, my advice to the developer would be: Don't see the consultant as a marketing cost. See them as an extension of your project in the market.
But there is someone more important than both of them. Who needs whom more? The advisor the developer, or the developer the advisor? Time has given me a simple answer: we need each other.
But there is someone even more important: the customer. This entire ecosystem only makes sense if we are able to offer them security, information, transparency, and a product that meets their needs.
The developer builds. The consultant connects. Complementary professionals provide security. But the client places their trust in all of us. And that trust is probably the most valuable asset in our business.
After 40 years on this path, I increasingly believe less in success built on "I" and much more in success built on "we." We can compete without becoming enemies. We can negotiate, defending our interests without ignoring those of others. We can share knowledge and opportunities without losing our leading role.
Because going far isn't just about earning more. It's about staying put, preserving our reputation, building relationships, and being able to look back knowing we left doors open instead of closing them.
That is why today I would complete that well-known phrase with a reflection born from my own experience:
If you want to go fast, go alone. If you want to go far, go together. But if you want to stay, learn to build trust with those who walk the path with you.
Because a sale can be the result of one person's effort; a career will always be the result of many relationships built and nurtured over time.
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