Esta práctica está en auge en el sector, sobre todo para la capacitación de agentes inmobiliarios en Argentina
Según la International Coach Federation, el coaching es un proceso que le permite a una persona obtener resultados satisfactorios en su vida personal y profesional. A través de esta práctica, el individuo profundiza en el conocimiento de sí mismo, rinde más, revaloriza su calidad de vida y consigue sus metas. Además, es un entrenamiento para identificar y trabajar en los cambios necesarios, por lo que se enfoca en resultados y busca detonar la acción. También implica un proceso que implica el cuestionamiento. Referente a los tipos, estos pueden ser interpersonal, personal y de negocio.
En este último marco, puede ubicarse el llamado coaching inmobiliario, el cual experimenta un momento de auge, ya que muchos agentes inmobiliarios, con o sin experiencia, pueden sentir inseguridad o incluso temor cuando se está delante de un cliente. Lo anterior puede ser por una falta de dominio de la situación o incluso falta de seguridad en sí mismos, además de otros factores, como una falta de formación en marketing, técnicas de negociación o inclusive, conocimientos del sector al que se enfocan.
Si en los últimos años se ha puesto en alza el valor de la figura del coach o mentor inmobiliario en todos los ámbitos tanto profesionales como personales, el sector inmobiliario no podía quedarse atrás. En él, intervienen el guía, o entrenador, y el entrenado, llamado coachee, que es quien trata de mejorar sus habilidades. El coach inmobiliario, en consecuencia, debe tener un profundo conocimiento del sector inmobiliario, ya que no se trata de una sesión de terapia psicológica o un proceso de autoayuda o motivación, sino más bien de un asesoramiento de un profesional que apoya y acompaña mientras los agentes son capaces de potenciar y mejorar ciertas habilidades y dispar miedos que pueden surgir durante la venta, evitando que cometan los clásicos errores.
Se basa en enseñar a los agentes más bien a ayudar a sus clientes a comprar un inmueble, que en enseñarles a vender”. Perder ese temor durante el proceso de venta es fundamental para transmitir seguridad al cliente y le permite estar preparado para enfrentarse a una operación de negociación de una propiedad. Cuando una persona conoce lo que está vendiendo y cree en su valía de su producto, será capaz de defender su precio y convencerá al comprador que es justa la cotización.
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