By: Santino Vissuet – Founder & Senior Real Estate Agent at INMUBEX
In the real estate world, there are only two types of advisors.
Those who simply post a property… and wait.
And those who actually sell.
Throughout my career, I’ve seen how vast this difference truly is. It’s not about perception—it’s about results. That’s why I firmly believe that a real estate advisor is only truly indispensable when they understand that sales are not luck: they are strategy, methodology, and execution.
The “Poster” Problem: When There Is No Strategy, There Are No Sales
Many advisors believe their job ends once they take photos, upload the property to listing sites and hope a buyer magically appears.
They don’t invest, they don’t generate demand, they don’t study the market, and they don’t follow a structured sales process.
The outcome is always the same:
Poorly positioned properties
Few qualified prospects
Long, exhausting sales cycles
Frustrated owners
And zero added value
This is why so many people assume that “real estate agents do nothing.”
But the truth is simpler: those who only post are not selling—they are reacting.
The Proactive Advisor: The One Who Is Indispensable
Let’s talk about the advisor who turns a property into an actual sale.
The professional—the one who delivers results.
1. They Invest Money in the Property
They don’t wait for miracles.
They invest in professional content, paid advertising, drone tours, virtual walkthroughs and visibility strategies that multiply demand.
2. They Actively Seek Qualified Buyers
A proactive advisor doesn’t live on “let’s see if my phone rings.”
They run campaigns, build audiences, leverage databases, collaborate with other agents and create real demand.
3. They Operate With a Numbers-Based Methodology
In real estate sales, there is no room for improvisation.
There is a predictable model:
100 prospects generated
A measurable percentage converted to calls
A percentage of calls converted to showings
And a percentage of showings converted to sales
This process allows the advisor to measure, scale and secure consistent results for the owner.
The Prepared Advisor: Pricing Correctly From the Start
One of the most common mistakes is setting a price based on emotions or personal assumptions.
A serious advisor knows this always leads to failure.
The correct price comes from market analysis, not sentiment:
Real comparables
Time on market
Negotiation margins
Current inventory
Demand trends
This data-driven approach allows the advisor to:
Attract more prospects
Reduce time on market
Prevent the property from being “burned”
Maximize final sale value
And no property owner can do this on their own.
Real Estate Sales Are Not Luck—They Are Applied Science
When there is strategy, the sales process becomes clear:
Lead generation
Lead nurturing
Real filtering
Consistent follow-up
Strategic showings
Data-driven closing—not improvisation
Without this approach, a property can sit stagnant for months or even years.
With it, the sale becomes predictable.
Conclusion: A Real Estate Advisor Is Indispensable… But Only If They Know How to Sell
I firmly believe that a real estate advisor is indispensable only when they truly master the art of selling.
A professional who invests, analyzes, relies on numbers and understands the market:
Speeds up the sales timeline
Increases visibility
Optimizes pricing
Filters real buyers
Builds a strategy no owner could execute alone
An advisor like this is not an expense—they are the key piece of the final result.
That’s why I will always say:
Not all advisors matter.
Only the ones who know how to sell do.
Autor
CEO del medio de comunicación LYPmultimedios y GreenInc.