Investing Talks
Name: Julio Hector Valente
Age: 75
Country of birth: Argentina
City of residence: Buenos Aires
Biographical note:
Julio Hector Valente has a remarkable and varied career in the property and education sectors. Since 2003, he has been a lecturer at the University Career as a Senior Asset Negotiator of the National Technological University (UTN) - Buenos Aires Regional College (FRBA), making a significant contribution to the training of future professionals.
In 2010, he began working as trainer in real estate agents in Buenos AiresThe company's commitment to training professionals in the sector is clear. In 2012, it expanded its international reach by acting as a trainer at Uruguayan Real Estate Chamber, consolidating its recognition in the teaching of real estate practices.
Between 2014 and 2016, he worked as a trainer at the Real Estate Professional CollegeHe has also become a member of the European Association of Professionals, sharing his knowledge and best practices with professionals in the sector. At the same time, he became a member of CRS SpainCRS (Certified Residential Specialist), an organisation dedicated to good practice in the property market.
Since 2016, it has been recognised as International Realtor by the NAR (National Association of Realtors), which underlines its reputation in the global property market. In 2018, it was also certified as Advanced Real Estate Practices Instructor by CRS USA, reinforcing its commitment to excellence in training and development in the sector.
Throughout his career, Julio Hector Valente has established himself as a benchmark in the property sector, combining practice, teaching and an international vision of market trends. His contribution goes beyond training professionals, and also includes strengthening the reputation and good practices in the sector.
What experiences do you consider to have had the greatest impact on your training and professional development in the property sector?
The exchange of ideas and positions with other real estate agents.
How did your involvement with CRS come about and what led you to choose a career in this sector?
In Argentina, real estate agents have a low reputation and are often not well regarded. As a teacher of a course that prepares future real estate agents, I felt motivated to look for a solution to this problem. I discovered that the Residential Real Estate Council, linked to the NAR, had created a certification called CRS (Certified Residential Specialist), which promotes good practices in the property sector.
"The property sector is not always a safe haven. In a buyers' market, prices tend to fall, which can jeopardise the investment. However, in the long term, over 10 years, property acts as a store of value."
What best practices do you consider essential for attracting new properties? What distinguishes a successful property buyer?
The best practices for attracting new properties start with choosing properties that are really likely to sell, establishing competitive prices in line with the market.
In addition, working with properties under exclusive authorisation allows for more strategic management. A successful property manager understands that the business is above all about people, not just properties, and maintains constant communication, informing owners on a weekly basis of market developments.
It's also essential to recommend the best ways to present the property to visitors, to accompany them closely and to manage any objections that arise.
Once you have identified a motivated buyer, it is crucial to offer to buy the property, negotiate the differences between the parties involved and finalise the sale with a satisfactory agreement for both the buyer and the seller.
What is your assessment of the Argentine property market in terms of attraction? What particularities should be taken into account?
The Argentine property market has some important peculiarities in terms of attraction.
Many estate agents adopt a passive stance, waiting for owners to spontaneously come to them to offer their property.
In addition, the sector is characterised by a predominantly transactional rather than relational approach, which makes it difficult to create lasting bonds with customers.
As a result, portfolios often accumulate properties priced out of the market, resulting in a low conversion rate of properties into sales.
Another critical point is the lack of consistent follow-up actions with both prospects and clients, which significantly limits the success of transactions.
What advice would you give to professionals who are starting out in real estate and want to build a solid property portfolio?
For professionals who are just starting out in property acquisition and want to build a solid property portfolio, it's essential to adopt a structured routine.
Dedicating the mornings to daily prospecting and reserving the afternoons for managing ongoing business is an effective strategy.
In addition, it's important to work with a comprehensive acquisition method that combines different approaches. This includes investing in social media marketing, taking advantage of the broker's sphere of influence, cultivating good relations with the neighbourhood and keeping consistent track of prospects, active and passive clients.
These practices help establish a solid foundation and create opportunities on an ongoing basis.
What strategies do you think are most effective for boosting property sales?
To boost property sales, it is essential to adopt effective and well-structured strategies.
The first step is to qualify the owner, because a motivated owner significantly facilitates the sales process.
Next, it's crucial to set a competitive price, in line with the market, and prepare the property for sale, which can include minor repairs and home staging techniques to make it more attractive.
During the offer period, accompanying visitors is essential to ensure a positive and productive experience.
In addition, the owner must be given clear and strategic guidance on the proposals received, while the buyer manages the negotiations in a professional manner, promoting the closing of the deal in a way that satisfies both parties.
How do you assess the importance of new technologies and digital tools in property sales? Would you recommend any in particular?
Tools that automate the sending of emails, responses on Instagram and WhatsApp are essential, as is the support of artificial intelligence, especially in the training of brokers, the practice of dialogues, the analysis of negotiations, the editing of images and the creation of storytelling for persuasive presentations.
What techniques do you use to create a relationship of trust with customers during the sales process?
Reporting weekly by telephone on the progress of the offer on the market and holding monthly meetings with the owner to analyse the results of the sales strategy. Set a sales target within 90 days of the property entering the portfolio.
In your opinion, how can estate agents adapt to a constantly changing market in order to optimise sales?
Investing in their ongoing training by reading specialised books, taking courses and professional consultancy.
What trends do you currently identify in the Argentine property market that could influence sales and acquisition techniques?
We are coming out of a buyers' market, which has caused prices to fall by up to 50% in some areas and a significant reduction in the number of sales. The economic changes promoted by the new government, such as the regularisation of capital and mortgage credit, should make the market more dynamic and stimulate sales.
Considering your experience, what advice would you give to maintain motivation and high performance in the profession?
Motivation and performance depend on each person's attitude. Individuals with attitude, knowledge and skills will always be in an advantageous position.
In times of economic crisis, the property sector is often seen as a safe haven for investors. Do you believe this trend will continue, even with the global financial challenges?
The property sector is not always a safe haven. In a buyers' market, prices tend to fall, which can jeopardise the investment. However, in the long term, over 10 years, property acts as a store of value.
Would you like to leave a message for the property professionals who follow Invest 351's "Investing Talks"?
Keep up to date with good practice in the sector. Establish a balanced routine between sales and sales: dedicate the mornings to sales and the afternoons to managing ongoing business. Continuously monitor prospects, sales transactions and passive clients.
