“When a real estate agent isn't selling, they should be acquiring new clients. The hierarchy of time should be as follows: closing deals, showing properties, and thirdly, acquiring new clients.”.
SANTO DOMINGO- The buyer is the ultimate disloyal client in the real estate world, which is why agents must base their income on the seller and not on the buyer.
This is the advice Ilonka Castillo gave to the approximately 150 novice brokers who last night began the CBR 01 certification, sponsored by the AEI, Association of Real Estate Agents and Companies; and which will be held virtually until Friday of this week.
“The most fickle thing is a buyer; you can’t depend on that. My numbers are based on sellers, not buyers; my future depends on sellers, not buyers,” asserted the expert with more than 25 years in the sector.
He illustrated the audience with examples and practices among the participants. Citing real estate coach Mike Ferry, he spoke about low-impact and high-impact lead generation.
"Don't target the wrong client," he said. "Develop the art of listening, understand the client's needs, learn to ask the right question, and form alliances with agencies in other towns if you're acquiring properties outside your area of operation.".
Create an action plan for the properties you've listed. Don't try to please the owner by saying what they want to hear, but rather by expressing what you, as the seller, need to say.
He conducted the exercise using the database stored on mobile phones. He advises dividing the number of contacts by the number of conversations you might have in a day—between ten and twenty, he suggests. “Call and talk about family, work, or recreation, depending on the connection you have, and end by clearly stating that you're in real estate and let the person ask questions about it.”.
“If you are in the real estate business, all your conversations should begin and end with real estate. There are simple techniques for that.”.
For this experienced real estate broker, the most important client is the agent themselves, because 70% of transactions are done through colleagues. She advised beginners to focus on one area, specialize, and establish strategic alliances with other agents to make referrals, because that's preferable to providing poor service. She explained that "the important thing isn't making money, but making a good impression."
He established the route and hierarchical order that the agent must follow in real estate transactions. “When the real estate agent is not selling, they should be acquiring clients. Regarding the time hierarchy, it should be like this: closing, showing properties, and thirdly, acquiring clients.”.
Among the participants in the training day are Stephany Olivo Olivo, Yaridia Tineo Núñez, Parmelia Matos, Jan de los Santos, Banny Batista, Jhoselyn Amarista, Ayda Kocasta Cruz, Leidy Sánchez, Armando Lora, Joel Guerrero, Yaridia Tineo, Yeicon Liriano, José Manuel Alonso, Henry Lora.
Also Elizandra Luciano, Ana Seidy López, Miguel Gómez, Randolph Hernández, Jully Rodríguez, Laudy Hernández, Jorgelina Cortorreal, Iván José Camacho, Zulay Carrasco, Benissa Morel, Ivi Díaz, Luis Díaz, among others.
