Saber posicionarse y especializarse (Primera parte)
Uno de los principales errores que cometen las agencias inmobiliarias es no saber posicionarse y especializarse. Una agencia inmobiliaria piensa que como su actividad es “vender propiedades” entonces cuanto más vendan de todo, más dinero ganarán. Con este punto de vista pueden vender desde pequeños apartamentos de playa hasta naves industriales, pasando por terrenos para promotores y fincas para cultivar. Aunque intentar abarcar todo no tiene nada de malo, adoptar esta estrategia esta destinada al fracaso.
Parece ser que el sector inmobiliario en España es uno de los pocos sectores donde no hay mucha especialización. Sin embargo, los médicos si se especializan: Si tenemos problemas de corazón, vamos al cardiólogo; si nos fracturamos el pie, vamos al traumatólogo; si somos un niño y nos enfermamos, vamos al pediatra.
Otro buen ejemplo de especialización son los deportes. Un deportista profesional se especializa en un solo deporte durante oda su vida para aspirar a ser el mejor. Un nadador solo se centra en ser el más rápido en el agua. Un futbolista solo se centra en mejorar sus cualidades para darle con el pie a un balón. Un ciclista se centra en ser el más rápido sobre un bicicleta.
Incluso hay casos en el que el mejor jugador de baloncesto de la historia: Michael Jordan decidió dejar lo que mejor sabía hacer para dedicarse a jugar al béisbol durante unos años. Fue un fracaso total y tuvo que volver a jugar al baloncesto donde volvió a ganar muchos títulos más.
Para que una inmobiliaria tenga éxito, tiene que especializarse en algo en concreto. En el siguiente post, explicaré las distintas opciones que tiene una agencia inmobiliaria para especializarse y pondré ejemplos reales de empresas que lo han conseguido.
Pueden leer la segunda parte pulsando aquí.
eso… dales ideas a las inmobiliarias… jeje… son una lacra social.
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