By Pedro Ardón
El Inmobiliario
SANTO DOMINGO – In an increasingly competitive and ever-changing real estate sector, directors and managers of real estate agencies face constant challenges in adapting to new market dynamics and leading teams to success. In this context, Jorge Arbaje, a business and leadership coach, shares his perspectives and key strategies to ensure that real estate companies achieve their goals by 2025.
In an interview with El Inmobiliario , Arbaje highlighted the fundamental skills that leaders must master to excel in an environment that demands innovation and efficiency.
“Inspirational leadership, adaptability, and the ability to manage multigenerational teams are essential. In addition, the effective use of advanced technologies and digital tools such as CRM and artificial intelligence is crucial for cutting-edge real estate management,” he noted.
Arbaje also emphasized the importance of developing a strong culture of transformation within the organization. According to him, leaders must foster open and constructive communication within the team to strengthen the sense of belonging, as well as recognize achievements both publicly and privately.
Jorge Arbaje. ( El InmobiliarioArchive).
He also recommended setting clear and achievable goals based on the SMART methodology (specific, measurable, achievable, results-oriented and time-bound), which keeps the team's motivation and focus high.
“Leadership must go beyond management. Real estate leaders must act as mentors, identifying areas for improvement within their teams and helping them develop emotional and technological skills. This will allow agents to connect better with clients and increase their sales effectiveness,” Arbaje explained.
Furthermore, he emphasized the need for continuous training and the development of a growth mindset so that teams can adapt to new market trends. He asserted that leaders must provide ongoing training on the use of new technologies, as well as train their teams in soft skills, such as understanding how the human brain works in order to connect with customers and "sell without selling.".
The coach also addressed the importance of remaining calm and developing clear action plans during times of crisis or market difficulties. “The key is knowing how to react to challenges, being proactive, and maintaining transparent communication with clients and collaborators,” he emphasized.
Regarding performance measurement, Arbaje recommended that real estate companies establish clear key performance indicators (KPIs) and conduct regular evaluations to identify areas for improvement. He also emphasized the need to create a culture of accountability, ensuring that each team member meets established objectives and continues to develop continuously.
“In short, real estate agencies in 2025 will need to be led by agents who not only master technological tools, but also possess strong emotional and strategic intelligence. The key to lasting success will be a combination of innovation, adaptability, continuous training, teamwork, and a focus on accountability,” concluded Jorge Arbaje.
