In this edition of The Industry Eye, we sat with Catalina Barros, Private Client Advisor at HMS Homes Real Estate, to discuss her journey to becoming a Dubai Hills specialist. She shares her story, starting from her early days in the real estate market and goes on to offer some insider tips for agents looking to make their mark in this competitive industry.
Becoming an area specialist in the UAE has become more important than ever, as we see a lot of property seekers keen to work with agents with an in-depth understanding of the communities they are interested in. Landlords and sellers too, seek out area specialists who can truly market their homes with expertise and knowledge. If you’re interested in earning this title, join us for our Become A True Area Specialist session at Bayut Academy, where we go through all the tools you need to master the area you’re working with.
How It All Started
I grew up in Chile, a lush country in South America, and spent the whole of my childhood there. I began my career 12 years ago as a Sales Manager on a cruise line – seeing it as an opportunity to improve my English speaking and sales skills.
After the global pandemic hit in 2020, I, unfortunately, had to say goodbye to the cruise industry and think of a new career. It was then that I decided to try my luck in Dubai, a city that has always been on my mind for its reputation of being a great place to live in. Having worked as a real estate agent in Chile 12 years ago (before my foray into hospitality), I decided to try my hand again to pursue this path – this time, in a new country!
In the beginning, my manager allocated Dubai Creek Harbour as my area of service. Two weeks later, she suggested changing this to Dubai Hills. I was unfamiliar with Dubai’s areas, so at the time, any place seemed good. But on my first visit to Dubai Hills, I fell in love! I mean, what’s not to love about this community – perfect for families and so full of life.
Becoming An Area Specialist
I was told that the best thing for your career is to become an area specialist, and now I see why. Once you start working on one area, you have to focus on every single detail of the community to become a ‘community expert’. This gives you great credibility when you meet your clientele. I also think you should like the area and truly believe in it to be able to sell it, which is also a plus.
It took me two weeks to decide on the area I wanted to work with, but it can take several months to master an area. One of the biggest mistakes an agent can make is constantly changing your area of service. Once you find your community, stick to it, and you will see your areas of growth and improvement. This approach would also allow you to close more deals in time and improve your skills.
Get the latest tips for Real Estate Success
Overall, here are three steps to becoming a successful agent
- Be a team player, especially if you are starting fresh in your career. A lot of leads come from fellow agents
- Build relationships with your clients. Many agents disappear after they finalise a deal. Remember, a big percentage of your clients come from referrals
- Be honest. Never promise your client something you can’t do or share incorrect information with them. Sometimes, it is okay not to know the answer; you can always tell them that you’ll find out later. Sharing incorrect information, on the other hand, can make them lose their trust in you.
Marketing And Outreach Tips For Agents
I have been actively using Instagram and Facebook to promote the properties in my inventory. Marketing is vital in this industry, and sometimes a lot of us tend to forget to use it as often as we should.
I think I still need to work on improving my social media game, but I believe that the best way to stand out is by sharing valuable information through content. It reminds me of something a friend once told me: ‘I usually don’t pay attention to agents or save their phone numbers. But there’s one agent’s content I save, because he sends me statistics on the area I’m interested in. So it’s valuable content for me.’
If I have to share advice with new agents starting in an area, I would recommend staying there. This job is all about being extra patient, staying consistent and trusting the process. Learn as much as you can, be professional, and work hard. A job well done will bring new customers – believe me! If you can stand out and do your job, your name will be out there.
About Catalina Barros
Catalina Barros is a Private Client Advisor at HMS Homes Real Estate. She has a solid sales and hospitality background and is skilled in negotiation and management. Catalina aims to help her clients make informed real estate decisions, using her extensive knowledge of the Dubai real estate market. Her excellent customer service makes her a delight to work with.
About HMS Homes Real Estate
HMS Homes Real Estate is a bespoke real estate agency that offers services for property seekers in both the UAE and UK. In the UAE, they have an inventory of properties for sale and rent, primarily in Palm Jumeirah, Downtown Dubai and various popular villa communities.
The HMS Homes Real Estate’s team of experienced professionals ensures that their clientele finds suitable homes that match their requirements. In addition, they offer unparalleled customer service, so their clients have a smooth property experience.