In this edition of the Industry Eye, Luca Cappalonga, Client Manager at Living Ascot Real Estate, shares his intriguing insights into what it takes to be successful in the real estate industry. He discusses the importance of quality listings, building relationships with clients and fellow agents, and shares advice for new agents looking to make their mark in the industry.
Starting Off in Real Estate
My family hails from Italy and I was born and raised in Surrey, England. I started my real estate career when I was 18 years old. After a very successful ten years in the UK and gaining a lot of experience selling properties, I decided that it was time to move to Dubai.
Since moving to Dubai, I have been a part of the Living Ascot Real Estate team.
Real Estate Essentials
Building and maintaining relationships is the most crucial aspect of our job. We need to build trust with buyers and sellers, which sometimes requires long-term effort.
In my most recent sale, I spoke to the seller for a year before the property even came on the market. Within three months of being listed, I sold the house – which was on the market for 35,000,000 AED. This is the same with buyers – I am not looking to do business with them just once – I would like to think that they would want to return to me in the future.
I also ensured that the property had the TruCheck™ badge and was listed as Property of the Week to generate as many enquiries as possible. In addition, the listing had high-quality photographs and a YouTube video tour of the property to garner increased interest online.
Quality listings are essential when selling properties. I ensure that my listings stand out by providing professional photographs of the property and by adding a catchy title. Of course, having the property validated with TruCheck™ is a must, as this helps increase the number of leads. I have seen how validating with TruCheck™ has led to me closing more deals.
Bayut, as a portal, certainly helps with market strategy. When agents have a good listing, we must showcase the property thoroughly to its maximum potential. I believe there is always a buyer for every property out there and with Bayut helping agents and brokers connect, it’s easier to close a deal.
Setting Yourself Up for Success
To be a top agent, it is essential that we adapt to different market conditions. As a real estate agent for over 12 years, I have had to do this throughout my career. The real estate market in the UAE is always changing which makes it imperative to adapt accordingly.
Get the latest tips for Real Estate Success
I regularly read about trends in the UAE real estate market and I also stay updated on the most recent sale prices and current interest rates.
During a sales transaction, it is vital that you work for both the buyer and the seller in order to agree on a price. As agents, we are right in the middle of the transaction, so we should make sure both sides are happy and have a clear path that moves the transaction forward.
Working with other agents is vital when selling properties in Dubai. I recommend building a good network of agents who help you close deals together. If I have a buyer, I will call another agent – and once I build a good relationship with them, I won’t hesitate to work with them in the future. The same goes for if I have a property on the market. I would happily work with another agent if they have the right buyer.
Advice for New Agents
Building relationships is crucial in real estate. Being honest and giving the right advice is imperative. Having a solid knowledge base is key – being the expert in your field is why buyers and sellers can trust you.
I think it is essential to think about your long-term goals and reputation rather than trying to chase commission, as the rewards will naturally follow. If you treat people as if they are your friends or family, there’s no reason why people will not want to work with you.
Results will come your way if you put in the hard work and time. It’s not an easy job, but the satisfaction of selling a home is worth it.
About Living Ascot Real Estate
Living Ascot Real Estate is a real estate agency with over 25 years of industry experience in both the UAE and the UK. Their team is committed to offering the highest level of customer service, ensuring that they communicate market knowledge and offer guidance on buying or selling property in the UAE
Living Ascot Real Estate pride themselves on making the process of buying and selling property as seamless as possible. They emphasise simplifying their customer experience, guiding their clients through their property journey and making them feel at ease.
About Luca Cappalonga
Luca Cappalonga is the Client Manager at Living Ascot Real Estate. He has been a part of the industry for over ten years and has sold hundreds of properties. Luca has a passion for real estate and prides himself on delivering exceptional customer service. He specialises in properties in the Jumeirah Golf Estates area and recognises that buying property is among the most important decisions his clients will ever make – which is why he ensures he is someone that can be trusted.