By Pedro Ardón
El Inmobiliario
SANTO DOMINGO – With the start of 2025, many real estate professionals are setting their goals to take advantage of the opportunities this new year offers. Pedro Guzmán, a sales trainer and coach, emphasized the importance of having a solid action plan and a positive attitude to turn aspirations into real achievements.
During his participation in the First Real Estate Goals Marathon organized by CEO Inmobiliaria RD, the expert highlighted that people who write down their goals are 42% more likely to achieve them than those who don't. According to the coach, true success lies in following a well-structured and measurable plan that allows for concrete actions to be taken with an optimistic mindset.
In his presentation, he outlined four key phases for achieving success in the real estate sector. The first involves clearly defining the desired outcome and accurately assessing the current situation. Knowing where you stand is fundamental before charting the course toward your goal.
The second phase is planning, creating a SMART plan (Specific, Measurable, Achievable, Relevant, and Time-bound). This plan should be flexible and allow for adjustments as results are obtained, just as a doctor adjusts their treatment based on diagnoses.
The third phase, execution, refers to consistent action with clear and measurable objectives, continuously evaluating progress. At this point, data and key performance indicators (KPIs) are essential to determine if progress is being made effectively.
Pedro Guzmán.
Finally, the fourth phase, conquering, involves celebrating achievements, analyzing results, and learning from the experience. Pedro also mentioned the importance of accountability, which he called the "blessing of accounts," as a tool that allows for course correction and ensures that efforts are aligned with objectives.
He also drew an analogy between sales planning and a medical consultation, noting that real estate agents must collect relevant data such as lead generation, conversion rate, and return on investment to adjust and optimize their strategies.
"It's not just about taking a lot of actions, but about taking the right actions and measuring the results," the coach said, emphasizing that "what isn't measured can't be improved.".
Throughout the conference, the speaker presented clear examples of SMART goals that real estate agents can set for this year. These included: increasing sales by 25% during the second half of 2025, generating 200 new qualified leads in the first quarter through social media campaigns, and training the sales team with two closing technique workshops during the first half of the year. “These goals are achievable and aligned with a concrete action plan, thus facilitating monitoring and continuous evaluation,” he added.
He concluded by quoting Warren Buffett: "A fool with a plan can beat a genius without one," highlighting the importance of having a well-defined plan, beyond talent or intuition. "What got you here isn't what will take you to the next level," Guzmán added, motivating attendees to build more strategic and measurable plans to achieve success in 2025.
