An agent must be prepared, knowledgeable in finance, law, engineering, taxes, insurance, and procedures, in order to properly advise their clients.
SANTO DOMINGO.- Because they have no one to report to, they are not fired, and there is no planning, 80% of real estate agents retire from the profession after only two years in the industry.
“If you fail to plan, you plan to fail,” is the phrase with which Ilonka Castillo de Cestti explains the fact, who was the first speaker of the “CBR-01 Certification”, inaugurated last night by the Association of Real Estate Agents and Companies (AEI).
For two and a half hours, the expert shared with the group of students the keys and tricks that she has put into practice for 25 years and that have allowed her to achieve greater results as a real estate broker.
“Don’t target the wrong client, don’t waste your time, don’t ignore past clients, don’t be a secret agent. Stay in constant training; anyone who doesn’t want to train is in the wrong profession,” the experienced agent advised.
He advised the participants to build their referral network and overcome their fear. “Engineers, medical representatives, machinery salespeople, doctors, bankers—all of them can become allies who suggest clients to you.”.
Castillo understands that an agent's most valuable asset is their time, and therefore shouldn't waste it unnecessarily. "That's why they should pre-qualify their clients, asking the key questions that allow them to determine if the client is in a position to buy.".
An agent must be prepared and knowledgeable in finance, law, engineering, taxes, insurance, and paperwork to properly advise their clients. When showing a property, they recommend following these guidelines: “Turn on all the lights, open all the curtains and closets, play ambient music, turn off the TV, keep pets away so as not to distract from the process, keep the house cool, and turn on the air conditioning or fans.”.
