«Century 21 University y 21 online» enseñan la nueva forma de asesorar en el rubro inmobiliario

Por Javiera Navarrete.
 
 
La noción que se tiene de los corredores de propiedades ha quedado atrás. Las personas hoy buscan experiencias y ser asesoradas por profesionales que brinden la confianza suficiente para dejar en manos de ellos la venta de sus bienes inmuebles.
 
 
CENTURY 21 es una asesora inmobiliaria de origen estadounidense que llegó a nuestro país hace casi dos años; con 32 oficinas franquiciadas a lo largo de Chile, 300 asesores y 48 años de experiencia en el extranjero avalan que la empresa es la más importante en el corretaje en Chile y USA.
 
 
Pioneros en el concepto de asesorías, CENTURY 21 transmuta la idea de “Corredores de propiedades” para dar paso a los verdaderos “Asesores inmobiliarios” obedeciendo a que la firma comprende que el mercado ha cambiado y que las necesidades de sus clientes son otras, “Las personas buscan comprar, vender o arrendar en el menor tiempo posible, al mejor precio y sin problemas. 
 
Si logramos hacer las tres correctamente, el cliente obtiene una buena experiencia y te recomienda” afirma La Directora Comercial de CENTURY 21 Chile Josefina Contreras.
 
Ahora bien, este año ha traído consigo escenarios sumamente poco predecibles por lo que variadas empresas tuvieron que rediseñar sus estrategias y aplicar nuevas formas de trabajo, CENTURY 21 Chile no se quedó atrás y puso en marcha un plan de asesorías digitales para sus clientes y asesores, nuevas formas de trabajo debido a todo el acontecer mundial.
 
Josefina Contreras nos detalló cómo tuvieron que implementar nuevas estrategias y adecuarse a la contingencia: 
 
“En muchos casos nuestras oficinas se encontraban en cuarentena obligatoria o preventiva. Y en otros casos, a pesar de que la comuna estaba funcionando sin problemas, decidimos atender a los clientes a distancia y de forma digital para evitar la más mínima posibilidad de contagio.Es por esto que creamos una Campaña de Marketing con las Armas CENTURY 21 Anti COVID-19. La idea era poder continuar con nuestro servicio desde la casa, sin poner en riesgo al cliente ni al asesor inmobiliario a cargo”
 
 
La Directora Comercial nos cuenta en profundidad lo que les ha significado estas nuevas medidas y las respuestas que han traído dentro de las sucursales en nuestro país.
 
 
¿Cómo han funcionado y cuál ha sido la respuesta de los asesores inmobiliarios?
 
 R: La verdad es que las últimas dos semanas de Marzo en nuestras reuniones con las Oficinas Nacionales de CENTURY 21 del mundo, los países donde el COVID – 19 llevaba más tiempo y era más agresivo; nos comentaban lo que estaban viviendo y las medidas que estaba decretando cada gobierno.
Nosotros nos dedicamos a escuchar atentamente las experiencias de cada uno y todo indicaba que en Chile sucedería lo mismo que en China, España, Alemania, etc.
 
 
Era sólo cuestión de tiempo para que decretaran cuarentena obligatoria. Pudimos adelantarnos y dedicamos dos semanas completas a traer cursos de capacitaciones desde Estados Unidos, de la Universidad Century 21. Trabajamos arduamente para poder traducirlos y adaptarlos a la realidad de nuestro país, bajo la contingencia del COVID-19.
 
 
Ya la primera semana de Abril comenzamos con las Capacitaciones Online para toda nuestra Red, independiente del cargo que tuvieran, todos están invitados a participar. Los dictamos todos los días lunes, miércoles y viernes a las 11 de la mañana, y lo que no es menor, son cursos 100% gratuitos.
 
 
¿En qué formato o plataforma se llevan a cabo las asesorías a clientes?
 
 
 R: Esto depende de cada Oficina y de la preferencia por parte del cliente.
Hemos utilizado Zoom, Skype, Google Meet, e incluso Facetime y Whatsapp en algunos casos.
 
 
La idea es no obligar al cliente a descargar una aplicación sólo para comunicarse con nosotros, sino que sea algo que él ya utilizaba o que no requiera mucha instalación ni configuración. Simplificarles la vida también…
 
 
¿Qué significa para ustedes implementar esta medida y que buscan principalmente?
 
 
R: La idea nació básicamente de la experiencia vivida por los países de Europa, donde las oficinas Century 21 vieron su negocio detenido y a sus asesores asustados por la falta de ventas y arriendos.
 
Nuestro plan fue decidir qué hacer: La primera opción era esperár a que todo esto llegara a Chile y que nuestros asesores inmobiliarios perdieran negocios o la segunda era revertir esto, aprovechando el tiempo y capacitandolos a todos para que, apenas pudieran salir a la calle, lo hicieran con más conocimiento y profesionalismo que antes.
 
Lógicamente elegimos la segunda opción…
 
 
¿Cuáles son las principales herramientas digitales que proveen a sus asesores?
 
 
R: El sistema se llama 21Online, es una plataforma que permite manejar el inventario, la base de datos de clientes, establecer precios de mercado para los inmuebles, descargar piezas de marketing personalizadas con los datos de contacto de cada asesor, enviar mailings, etc. es una plataforma muy completa y la vamos actualizando constantemente.
 
Por otro lado, tenemos nuestra App (C21 App), que permite al cliente buscar propiedades disponibles geo referencialmente. Es decir, eliges un punto de la ciudad, pones los filtros con tus preferencias y te indica las propiedades disponibles. Puedes enviar la ficha, contactar al asesor a cargo, etc. Esto va en directo beneficio del asesor y de poder entregar una atención más oportuna al cliente.
 
 
Y ahora lanzamos la plataforma de CENTURY 21 University, con todos los cursos disponibles para que los asesores se capaciten en el horario que mas les acomode.
 
 
¿Cómo han visto que progresa esta nueva medida?
 
 
R: Nuestros asesores inmobiliarios y nuestra Red en general está muy contenta con las medidas y el apoyo que hemos brindado durante esta contingencia. Día a día recibimos felicitaciones y agradecimientos, por lo cual estamos muy contentos. Pero lo que más nos llena de orgullo es que ninguna de nuestras oficinas disminuyó su cantidad de negocios habituales. Algunas están teniendo un flujo incluso mayor, lo cual nos indica que vamos por un buen camino.
 
Casos de éxito en oficinas…
 
 
CENTURY 21 GS NOS CUENTA SU EXPERIENCIA.
 
 
El Director General de la oficina ubicada en San Carlos de Apoquindo Diego González compartió con nosotros las apreciaciones que han tenido como oficina con respecto a las precauciones tomadas por la empresa y cómo han funcionado de aquí a la fecha destacando: “ El Equipo de asesores siente que el uso de estas plataformas y esta nueva manera de realizar el corretaje de propiedades, tiene grandes oportunidades para mejorar los niveles de gestión y de la atención comercial que realizan con sus Clientes. Esta puede ser más profesional y ejecutiva, logrando mayor cercanía y rapidez en resolver las necesidades de cada uno de ellos”
 
 
¿Cómo han implementado las nuevas medidas de CENTURY 21 CHILE en su oficina?
 
 
R: Hemos hecho de la desventaja una oportunidad, adoptando toda la tecnología disponible de Century 21 en cortísimo plazo. En dos meses avanzamos en el uso de tecnología lo que en condiciones normales nos habrían tomado un año. Sin duda somos afortunados en contar con una plataforma tecnológica como 21Online que además se ha ido enriqueciendo con nuevas aplicaciones.
 
 
Por otra parte estamos haciendo lo mismo también respecto a las condiciones de confinamiento en que estamos todos. La oportunidad en este caso ha sido el tener más tiempo disponible para profesionalizarnos. Vía videoconferencias se han impartido cursos para gerentes y asesores, a razón de tres mínimos por semana. Algunos de ellos locales, otros compartidos con oficinas de Century 21Latam y también desde USA.
 
 
¿Han funcionado de manera expedita con las asesorías digitalizadas?.
 
 
R: El corretaje de propiedades digitalizado llegó para quedarse. No sólo nosotros hemos avanzado en este sentido, sino también los portales de venta de propiedades online que están lanzando nuevas herramientas para la compra, venta o arriendo virtual.
 
 
¿Qué significa para ustedes esta nueva manera de trabajar?
 
 
R: Es un desafío importante, que ha ido asociado con algunas inversiones para la red, pero cuyo retorno vamos a ver pronto. Por otro lado, un desafío también ha sido el mantener los servicios a nuestros clientes en condición de IMPARABLES como expresa nuestra oficina nacional.
 
Un tercer aspecto, de gran importancia, que nos ha puesto a prueba esta situación es mantener el espíritu en alto de nuestro equipo de asesores. Somos todos los que tenemos que asumir esta actitud imparable en el servicio y en esto, el entrenamiento y los cursos han sido muy efectivos para sentirnos unidos.
 
 
¿Cómo han visto la evolución de la nueva medida?
 
 
R: Como un cambio que a largo plazo tendrá consecuencias positivas para los que estamos con mente abierta a que viviremos en una nueva realidad de hacer negocios en este mercado del corretaje de propiedades.
 
 
La cuarentena no será jamás una excusa para los asesores de CENTURY 21 así que ya lo saben, si buscan vender su propiedad o arrendar les recomendamos a ojos cerrados a los mejores profesionales del mercado.
 
 
Para más información:
 
 
Instagram: @century21gs
Teléfono: +56222978636
Mail de contacto: contacto@century21gs.cl
Dirección: Avenida La plaza 651, San Carlos de Apoquindo. LAS CONDES.
 
 
 
 
 
 
 
 

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