Mélido Marte: “We are financing imports, not housing solutions”

The author points out that, faced with high interest rates and complex mortgage processes, many customers choose to buy a vehicle instead of a home.

SANTO DOMINGO - In his story " The Supermarket That Sold Nothing," Mélido Marte regional director of RE/MAX Dominican Republic , argues that despite the apparent negative waves felt in the real estate sector, these should not be considered "traumatic," because they are cycles that occur occasionally in the market.

In his statement made through a conversation between Don Agente and Don Estructuro, the veteran real estate advisor affirms that the statistics for the second half of this year indicate that the Dominican market remains active.

It highlights that although off-plan projects have decreased by 21% in volume, traditional sales (resale) have increased by 12% and rentals have grown by 24%, while commissions have increased by 3.5 % for the aforementioned period.

Marte asserts that the movements occurring in the industry are cyclical, citing the years 2003, 2008, 2012, and 2017 , when the market experienced similar situations. "We go where the client is going. We adjust our course, but we never stop pushing. Because that's what agents do: we read the cycle, we feel the rhythm, and we act before the statistics confirm it," the author explains, drawing on his character "Don Agente" (Don Agent).

Competition from other goods

The report also addresses the competition from other assets compared to the real estate sector, highlighting that many clients, faced with high interest rates and complex mortgage , are opting to purchase a vehicle instead of a home. “Vehicles, furniture, appliances, and travel are more easily financed. There is free entry for lenders offering these types of loans, with fewer requirements and faster processes,” it points out.

Marte also highlights the difference between the two systems: while the Law on Conditional Sale of Movable Goods facilitates enforcement in case of default, in the real estate sector, mortgage foreclosures are slower, more uncertain, costly, and complicated . “We are financing imports, not housing solutions. The current model rewards immediate consumption and penalizes long-term investment .”

Selling is not pushing

The text argues that selling is not about pushing a product, but about supporting a profoundly human decision. “People don’t go out to buy blocks, walls, or finishes . They go out to resolve a stage of life: starting a family, becoming independent, securing the future, protecting the present.”

In his 20-page story, Mélido Marte warns that “in difficult times, when trust erodes and doubt becomes a habit, customers protect themselves, becoming more cautious, demanding, and silent. And not for lack of desire, but because of past experiences that left wounds that didn't heal properly,” he asserts.

Through his character Don Agente, the real estate entrepreneur alludes to “projects that were never delivered. Promises that evaporated. Commissions that went unpaid, unrecognized, or extremely delayed. People who, having saved for years, were left waiting. Agents who were only good when it came to delivering the fruits of their labor: ‘Lost trust is rebuilt with actions, not with advertisements,’ he asserts.”

“We, the agents, live in a world of trust. That’s why when the market climate changes, we change with it. We move to where the cheese has been moved. We adapt the strategy, not the essence,” he emphasizes.