The central office of the DOM is both quiet and busy. There is no other way to convey the atmosphere when there is no bustle but constant movement. Call distribution, negotiations with clients, closing deals, discussing strategies and choosing the right direction for further development - all these tasks are handled clearly and smoothly. This is largely due to the competent leadership of Alexander Gusev.
Today we would like to introduce you to the head of DOM's Limassol office, and at the same time head of sales for what is now the largest real estate agency in Cyprus. Alexander has kindly agreed to answer recent questions about the local property market and the specifics of his job.
- Alexander, good afternoon. Tell us a little about yourself. Where are you from, how long have you been working in the property industry and why did you choose it?
Hello, my name is Alexander and I am from Moscow. I have been working in real estate for more than 13 years. I have always liked this business. That's why I chose to write my diploma thesis at the Institute on the topic of housing, more precisely on "Registration of Real Estate Transactions".
- How did you come to work for DOM and why did you choose to work for this real estate agency?
I wanted to work for a big company that sets trends in the Cyprus property market. That is why I chose DOM. I am very impressed with the company's philosophy. Here, everyone is provided with the necessary conditions for professional growth and development. Most importantly, the company actively implements various innovations that allow it to gain a competitive advantage in the local market.
- Is it difficult to be responsible for the work of an entire department?
There is no doubt that I feel responsible. But it is not new to me. I have a lot of experience in international companies. I have managed large teams before, including in sales.
- How do you motivate your team and create a positive working atmosphere?
We are a team, we always help and support each other. Together, we do everything necessary to make each member of our team feel comfortable during the work process. In practice, we achieve this through a well-organised system of tangible and intangible motivation. This includes: providing employees with everything they need (from office space and equipment to a company car), the adaptation process, training and professional development, opportunities for growth within the company, team building and joint outings, competitions (both quantitative and qualitative), corporate culture.
- Describe the ideal DOM sales representative. What qualities should he/she have?
The most important qualities are customer focus, expertise, organisation and communication skills. In my opinion, the ideal employee is the one who offers the customer the best solution in the shortest possible time.
- Is it true that a successful agent needs to develop a "professional" smile?
Whatever service we use, it is always a pleasure to deal with positive people who are lively and smile. The property industry is no exception. However, I believe that the agent's smile should not be professional, but sincere. Then they are sure to be successful.
- How do you become a good estate agent? Reveal some professional secrets.
I am convinced that the main key to success in any business is passion and love for what you do. That's the foundation. In our business, it's working with people, our clients. To be a good real estate agent, you have to be very client-focused, and you have to constantly improve your expertise and your offering.
- We heard about the "ideal employee", but who is an "deal client"?
All clients are different, and that is the interest of our work. Everyone has their own story and their own needs. But of course there are clients who have a clear idea of what they want, and there are those who have not yet come to the island and need help with the search criteria. We help everyone, as our company deals with all types of property throughout Cyprus.
- Investing in property in Cyprus is considered the safest way to keep your savings. Estate agents are a link between the seller and the buyer and not, as some people believe, an unnecessary link. What do you actually help people with?
We can actually list a number of things. Firstly, we help save time. An estate agent quickly selects interesting and varied options. We have over 40,000 properties in our database, so it is much easier to find the perfect option to buy or rent a property in Cyprus. Secondly, we help you save money. The cost of the property from the estate agent and the developer is the same + there are special offers that often only the estate agent knows about. The client does not need to be involved in the selection of the property, we do it all for them. Then we call and offer cool options: properties at launch or special offers/discounts. We also know about closed sales of properties at special prices before they are published on the internet. We can tell you the pros and cons of a particular property, warn you of the shortcomings and find the best option for the client's requirements. We also have partnerships with banks, so we can assist in obtaining mortgages. Finally, we know the Cypriot property market and our agents have a high level of expertise in this area.
- Tell us if there have been cases in your practice where you have had difficulty in contacting a tenant, owner or investor. Why did it not work out and how did you deal with it?
Obviously there are different situations. The best way to avoid embarrassing moments is to give good reasons and list the benefits of working together. Our website is visited by around 300,000 users a month, so owners and proprietors are very interested in working with us.
- In which areas of Limassol is it currently best to buy a property if the client intends to live in it or, on the contrary, considers it a profitable investment?
There is no universal advice when it comes to buying a property to live in. We always take into account what is important to the client: proximity to the sea or the children's school, the presence of a park within walking distance or panoramic sea/mountain views. We take an individual approach to working with our clients and selecting the property that best suits their needs. When it comes to investment, it is also important to understand the inputs, as everyone has a different investment budget. And we make individual offers in each case - not only for residential properties, but also for commercial properties and land. We also provide information and calculations on the return on investment depending on the client's investment strategy.
- About 10 years ago, there was virtually no high-rise development in Cyprus, and in Limassol in particular. Today, the entire coastline of the city is literally "packed" with skyscrapers. Many residents of Limassol agree that the towers spoil the general view of the city. Do you agree?
Demand creates supply. In Limassol, with our help, every potential buyer can find a property to their liking - someone in a high-rise, someone in a small apartment building or their own villa.
- Name 3 of your favourite residential projects in Limassol. What are their main advantages?
I would not choose just 3 projects, as I can safely say that there are many more. At the same time, there are not only modern high-rise buildings with excellent infrastructure, but also a number of club communities with luxurious and comfortable villas.
- After the end of the passport programme, the demand for luxury apartments in Limassol has fallen sharply. Who is investing in such properties today?
People who want to live by the sea in a warm, sunny climate. Cyprus remains an attractive place for companies to relocate. The top management of such companies are buying property at the appropriate level.
- Over the past two years, more than a dozen foreign companies have relocated to Cyprus, particularly to Limassol. As a result, the demand for office space has multiplied. Is there still a shortage of quality space?
According to my observations, there is still a shortage. However, the number of buildings currently under construction will reduce this deficit.
- And comparing the commercial and residential property markets in Cyprus, which categories of tenants are doing better than others, and which are the most vulnerable?
On the rental side, the market continues to level out. The number of offers is increasing, which is a plus for tenants.
- Concluding deals with foreign buyers has become more difficult recently. From which countries do you receive the most enquiries?
Our enquiries are varied and correlate with sales to foreigners on the island. Our staff is multilingual, we have speakers of different languages. I would also like to point out that the preferences of foreign buyers vary from town to town. For example, Larnaca is more popular with clients from Israel and Lebanon, Limassol with clients from Russia and other Eastern European countries. Paphos is popular with buyers from the UK and Western and Central Europe.
- You work for a company that sells property on the island of Aphrodite. Have you managed to find your ideal apartment or dream house here?
Yes, I have. I love to run, so I chose a property near a park where I can easily run to the marina and the beautiful Limassol seafront.
- Like any executive, you undoubtedly have a busy schedule. Do you have time for any interesting hobbies? How do you usually relax?
Work/life balance is very important, so I try to unwind at weekends and spend time with my family. Cyprus has everything you need: mountains where you can go hiking or motorcycling, the sea where you can do water sports, and authentic villages where you can touch traditions or just have a good time with friends in a tavern.
- Could you make a prediction for the coming year regarding the development of the property market in Cyprus? What are the expected trends?
At the moment, the horizon for forecasting and planning is not very long. But understanding the advantages of Cyprus, I believe that demand will always remain strong and differentiated due to Cyprus' geographical location and climate, first class beaches, tax laws and favourable business environment, as well as the permanent residency and citizenship programmes.
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