SANTO DOMINGO– Real estate is a networking business. A real estate agent alone won't get anywhere, so you have to be in sync with everyone and get along well with your colleagues, advises Juan Isidro Estévez of Mr Home.
“People buy based on trust, so if you achieve that, your client will feel more secure, you will provide better advice, and that will increase the probability of a sale,” the expert continued, while sharing his real estate tips with more than 170 students who participated in the CBR 01 Certification, sponsored by the Association of Real Estate Agents and Companies (AEI).
This is the third time Estévez has been in charge of closing the training day, where he uses the question-and-answer method with the novice runners, answering all their questions and inviting them to practice the profession with commitment, responsibility and the right mindset.
The hardest part, he points out, is giving up a commission, especially when it involves significant amounts, even more so when dealing with salespeople who rely on that money to fulfill their commitments. But he understands that no one has the right to charge a percentage that isn't rightfully theirs. "We have to be careful about that because if we get an agent used to it, it does them a lot of harm; it can even create confusion.".
He suggests focusing not on commission, but on what is fair and right, because the real estate business is much more than a simple sale. “Find a mentor, someone to guide you and help you understand the business.”.
And then she emphasized one of her frequent pieces of advice. “Start working for a company; that allows you to have a team that supports you, that shares the good times and the bad. It’s crucial to start at a company and take advantage of the opportunities it offers,” she maintains.
He insisted that specialization is fundamental because no one can sell everything. You can't know about commercial premises, apartments, warehouses… specialization provides security.
When asked if a salesperson is born or made, he replied that they are made. “Here, you build yourself by reading, by doing; you must develop the instinct of a buying customer, for which you must serve many non-buying customers. Don't judge the customer, serve many customers; in the end, it's about becoming an advisor, listening to the customer,” he maintained.
“Sometimes we tell so many lies to sell that when the questions come, the answers are nowhere to be found,” he stated. “Always tell the truth, and if you have doubts, seek the answer.”.
Gratitude
The president of the AEI, Alberto Bogaert, expressed his gratitude for the event, which took place over five days and twenty hours with broad participation and a group of experts from the real estate sector, who shared their knowledge and experiences in the area.
