Intro
Hello! My name is Jaime Carratalá, I am an expert in marketing and real estate advice. Our mission is to help people who want to sell, buy, rent and invest in properties with a guarantee of 0 problems and 200% transparency.
Interview
Hi Jaime! To begin with, tell us a little bit about yourself. Why did you decide to start a career in real estate?
I came as a rebound, a friend who was a real estate agent decided to start his career on his own and proposed me to be part of the project, a project that at the beginning was dreamy, different, disruptive and honest.
In the end it turned out to be a project without clarity, with unrealistic objectives, without disruptive elements, lacking in principles and most importantly without a roadmap. You never lose, you always learn.
From every mistake we have the opportunity to improve the processes so that our boss (the client) has things easy. A few years ago I decided where I wanted to be, who I wanted to help and how I wanted to help them.
From there, HomeSi Asesores was born, from the prism of transparency, the consumer experience with a step by step programmed to make the real estate journey easy.
Describe a typical working day for you.
Every morning I spend my morning visualising where I want to be in 5 years, you have to give the law of attraction what it wants. I then spend half an hour looking at WhatsApp and emails from the previous afternoon and evening.
I then review ad stats to give our clients feedback, we have a commitment to transparency and it is the law, in case they ask us before we write or call them we must have as much information as possible. After that I spend time on the acquisition, looking for interesting properties, in a good location and price, both to help them to sell and to acquire properties for our investors.
In the afternoons we do the viewings, in July and August morning viewings are complicated by the heat and the availability of buyers. The rest of the time is dedicated to improving processes, preparing posts for networks, podcasts, and above all improving our image in the documents we present for our recruitment reports, introducing effective neuromarketing techniques such as social proof, Google reviews, guarantees and irresistible offers.
We know we can't help everyone who comes through our office, but we do know that our BEPOI method works, this method is created to exponentially increase the closing rate, in fact we are preparing a training that will be released in due course. Then I dedicate time to relaxation, sport and introspection.
Tell us about your role as a market research consultant.
In my humble opinion, my role is none other than to help, to put myself at the service of the people who entrust us with their most precious asset and to help them by putting all our experience at their disposal. We owe it to our clients, this project was born by and for them.
It is true that we do not help everyone on this real estate journey. At the beginning of the year, we set out our objectives and a non-negotiable is to take properties that are not in price, to do so would be to tell the client what they want to hear, and not give the market what they want. If we did this, our values, transparency, humility, and consistency would be meaningless.
How has the pandemic changed the real estate sector in Spain?
In my opinion, I think it has accelerated the digitalisation of the sector, it has largely eliminated paper thanks to the digital signature, and it puts everyone in their place. The pandemic unites, distances and puts everyone where they belong, I am privileged and I feel that I am where I should be.
In my case, it made me realise that I was not where I should be and that my values were connected to what the real estate sector needs. Thanks to the help of my partner, this pushed me to make the most important decision.
Nowadays clients know more than you do, and they can catch you out on any question. We must be ahead of the game, we have free digital tools that are created to help, for example Google, which knows everything. Well, in the same way you should also know everything and more, resolving all doubts positions you thanks to the trust you generate.
In the pandemic we prepared the whole journey of our ideal client, and we realised that one of the mistakes and biggest reasons for attrition is bad lead scoring. If it is not well filtered, the consequences can be disastrous, a good filtering involves questions that may be uncomfortable for potential buyers, which undoubtedly bring good results, it is only a matter of practice and enthusiasm to improve.
An item that must be done and that impacts our potential buyers, is to do a Virtual Tour before seeing the property physically. We are the only real estate agency in Alicante that by process we do not visit physically without first doing it digitally.
People literally freak out, it also helps us to be different and build confidence in potential buyers, I take this opportunity to remember that our mission is to help, not only the owner, but also the buyer. Without a doubt, this is a disruptive element that every real estate agency must do and that generates great results.
And tell us a bit about how you got to know Floorfy.
I have been following you for a long time in networks, I understand that you know how to do your homework and you seemed to me to have a good marketing management. I really like the Virtual Tour face to face, this humanises the brand and generates confidence in future buyers.
What are your plans and objectives for the upcoming year?
My main objective is, has been and will be to help sell, buy, rent and invest in properties with 0 problems. For this we are looking for people who have our same values, we can not destroy what we have created with so much love and effort, in one of my podcasts with my colleague Jorge Coronado, I talk about the power of the intangibles of a company, and without doubt the greatest intangible value are people, those of us who are face to face in a negotiation to close a sale are people, and we must do things from the heart.
Helping in a negotiation should be WIN WIN, if one wins another must lose, and that is not our mission, you have to help everyone who passes through your life, if you really need it. Remembering this every day helps me to put my feet on the ground and to know that without my clients our mission is meaningless. In closing, I am happy to write this sentence. Behind brands and marketing are people.
