Today we work so that we can give a professional and honest service, to help buyers and to work exclusively on the properties of our seller clients with a good sales plan. We want to know how to listen, understand and act in order to better reach the objectives that are set. We have implemented useful and easy to apply processes for the implementation of the work with clients and in parallel the necessary technologies to solve problems with signatures and/or remote visits to be agile.
How and when did you start working as a real estate agent? What or who influenced your decision to pursue this career path?
We are located in the town of Sant Feliu de Guíxols and in the municipality of Sant Pol- S’Agaró, on the Costa Brava, a territory where the seasons were very marked and the influence of visitors in summer time was increasing every year. My father started working with owners and tourists, spending a lot of time on the phone, answering letters or talking to clients. Always with a friendly and committed attitude. So when I finished college I entered the real estate world starting with tourist rentals. It all started with responding to a need for accommodation for Nordic, French, other European and national tourists. We dealt, on the one hand, with the owners who required advice to prepare their homes, help with marketing and bureaucratic procedures, and on the other hand, with the families who were looking for our location for tourism and asked for solutions and facilities to be able to accommodate them. Both needed a reliable agent in the population to satisfy their needs. These years were years of learning to be aware that it was necessary to know how to manage with skill in different situations and the importance of providing a good service to customers.
In the office worked my whole family, my parents, my brother and myself along with 3 other colleagues. The tourist push led us to specialize in vacation rentals, and together with the administration of communities were the beginnings of our real estate agency. We decided to change the office from a second floor to a first floor in a central street of the town of Sant Feliu de Guíxols and open another office in the beach area where the demand for second homes was beginning to increase after 1992.
The calls for the exam to be able to practice the profession came out and I took the exam. From here we expanded our office to property management, buying and selling and real estate valuations. The professional associations API Girona and Administradores de Fincas de Girona have always been up to date in the regulations and giving support to the members as well as keeping the group together. This helped us to maintain good practice and to keep up to date with developments in the sector.
Thirty years ago we were trained in legislative changes but the advances in the way of doing things was very slow because there was no technology or the need to give quick answers to customers. There came a time when giving good service and being trained was not enough. In the same way that working with annual and vacation rentals required more legal-regulatory training, in buying and selling we saw the need to take care, in addition to legislation, of our processes with owners and to specialize within the office in order to be able to reach everything. We also started to take care of our advertising and property listings.
Later on, in a training-presentation we talked about the fact that in many agencies we worked as the orchestra man. Our intention was to change this way of working in which we tried to reach everything, losing along the way the general vision of our work. I started to attend training sessions with Moisés Ruiz, who insisted on the importance of paying attention to the owners and knowing how to ask questions during buyer interviews. Over time we have improved the processes reaffirming our way of offering our services in a transparent and professional manner. We continue to value the improvement day by day.
Why did you decide to become a REALTOR®, CRS Designee and Green Designee? What importance do you attach to training?
By reference of colleagues in Barcelona I discovered the CRS training and I was more and more attracted to how to work in a differentiated way on recruitment, negotiation, sales, contacts and how to defend our fees giving value to our work together with knowing how to set objectives. I remember that I told Fernando García Erviti at a cocktail party that getting to know him and attending the training is a first step, but applying the knowledge learned in the offices requires a lot of discipline. In the offices we are solving daily tasks and applying changes when things are already working requires training not only of the head Api himself, but also of the whole team.
At the moment every person in our client team is trained with the crs modules. The trainers come from the real estate world and this makes it easier for the topics that arise to be of interest to the agents.
Receiving the crs qualification and sharing with colleagues from different areas the explosion of ideas was an impetus to improve. I went from believing that this is not going to work in our area to starting to apply the training and leaving convinced that the message I was conveying to my clients was the best way to help them.
A good real estate professional must see training as a necessary way to have the resources and tools useful for the work he/she performs.
You have attended Inmociónate since 2017 and also participated in Inmociónate at home What would you highlight from these events? Any suggestions for improvement?
The inmociónate event deserves recognition for the great format in which it is presented, the number of colleagues who participate and the number of years it has been held. The speakers always participate with their own experiences, new tools, techniques or arguments that bring a lot of value to the professionals.
Inmociónate provides a meeting place for real estate professionals where many experiences are shared in a leisure environment. It is a luxury for the real estate sector to have this event.
You did the first edition of the Green training in Barcelona, and we know that you are very active in sustainability, are you promoting any type of sustainable housing?
Yes, I attended the Greenmotionate 2020 virtual event. It was a very information dense and informative event. In our coastal area it tends to happen that the prime housing stock is quite old. Many of the properties that were intended for tourist rental are now out of the market.
We have started with these types of properties that, just by promoting some changes in doors, windows, glazing can improve energy efficiency. Sometimes it is a challenge for owners to invest in improvements. Then we propose the changes in order to improve the characteristics of the property to go to market and compete with other new properties that may be in areas that are not so prime. In addition, with these improvements it will be possible to extend the occupancy to other seasons or move to annual rental if they are interested.
Hemos empezado con este tipo de propiedades que, simplemente promoviendo algunos cambios en puertas, ventanas, acristalamientos pueden mejorar la eficiencia energética. A veces es un reto para los propietarios invertir en mejoras. Entonces proponemos los cambios para mejorar las características del inmueble para salir al mercado y competir con otros inmuebles nuevos que pueden estar en zonas que no son tan prime. Además, con estas mejoras será posible ampliar la ocupación a otras temporadas o pasar a alquiler anual si les interesa.
I don’t know if you belong to any Professional Association, or if you are incorporated in any local MLS, if so, can you tell us which one and tell us why and the advantages that this entails for you?
I feel very fortunate to be a member of the professional associations of API, property administrators of Girona and ATA that support the collective in a very competent way. I am a member of Fiabci spain and this has given me the opportunity to meet agents in the international market and to know what opportunities there are outside our area.
In 2015 from the association AIC we promoted that agents from the same towns were grouped together to share properties through a crm. We created Apialia Costa Brava and the result is very positive in terms of gaining confidence in attracting exclusive properties. We are partners in the same area and we create bonds of trust that help us to increase the supply of qualified properties for our buyer clients.
After my journey in this real estate world that we are so passionate about and to which we dedicate all our know-how, I am very motivated because I have become part of Ceigrup, currently Ceigrup-habitAa Nuri Cruañas. We are a group of real estate agencies with the aim of sustainable, ethical growth and constant improvement. We are united by the passion for good service to our customers, the care of our agents and the willingness to apply training to our offices.
From everything I highlight the importance of being able to share experiences and expand referrals and contacts to improve objectives.
There are many Realtors who are not only dedicated to buying and selling houses, but also to collaborate in their community. Do you promote any service in this sense?
Our collaborations are at a local level, so we collaborate with schools, sports clubs and town activities. Annually we collaborate with the Red Cross, food bank and rehabilitation centers.
Tell us something about yourself, introduce us to your family, what do you do in your free time, do you have any hobbies?
More and more, I am aware that time is passing at great speed. Work and daily contact with clients do not give much daily margin for hobbies. I love to enjoy the moments with my family, either doing activities together or watching them in theirs. I like to go hiking in the mountains and by the sea and I love to spend time with friends. I am very lucky to be surrounded by who I am, my family, my friends and very good companions.
From your beginnings until now, you have gone through several stages. What advice would you give to young people who are starting out or are thinking of going into this business?
That with attitude you can start but you will have to be constant with training. Know how to bounce back when things do not go well. Be responsible and avoid blaming the environment or others. Being a good real estate professional requires a lot of empathy to know how to reach people’s motivation and understand their purposes. If they are generous, the rest will follow.