How did Yulia Dorokhina become a successful real estate sales manager?

The professional journey of Yulia Dorokhina

Sales manager Yulia Dorokhina began her professional career at the company in 2014 and has successfully completed 22 real estate transactions in countries such as Georgia, Spain, Portugal, and Cyprus since then. We decided to take a closer look at her career path and find out what underlies her achievements and how she manages to find motivation to conquer new heights.

First steps in the company

Yulia, who specializes in real estate sales in countries like Spain and Portugal, shared her first steps in the organization.

“Yulia, tell us how you ended up in this company,” we asked. She shared that her passion for foreign languages played a key role in her decision to choose this profession. She has a degree in linguistics and translation, is fluent in English and Spanish, and her second degree is in foreign economic activity.

After seven years of working in the banking sector and in a private pension fund, Yulia realized that she wanted to apply her skills, especially her language skills, in practice. As a result, she sent her resume to several international companies, including her current one. After completing a test assignment, she had to wait for a response. Two weeks later, Yulia received a letter from managing partner Georgy Kachmazov explaining that her message had accidentally ended up in the "spam" folder. Ultimately, she was invited for an interview.

Diversity of directions

“Did you immediately start working on all three areas that you are currently focused on?” we asked. Yulia replied that at first, her attention was concentrated on Georgia.

• “In 2014, there were numerous inquiries about real estate in this country. I was able to successfully close two contracts, and after that, I was entrusted with interacting with clients in new and promising markets—Portugal and Cyprus, and then Spain,” she explained.

Challenges at the start of a career

“Was it difficult to interact with clients at the beginning of your career?” we asked. Yulia admitted that it was indeed challenging at first, as in her previous job, clients would come to her, whereas in the new company, she had to actively initiate contacts from day one.

“How did you feel before the first calls?” we continued. Yulia noted that the first calls made her nervous, but these were clients who had previously shown interest in real estate in Georgia, which made communication easier.

However, when it came time to call the client who had submitted an inquiry about a property in Portugal for the first time, Yulia felt a strong sense of anxiety. To her surprise, the person on the other end was very friendly and open.

A glance into the future

These memories of the early days in the company illustrate how it overcame challenges in the initial stages of its journey in the real estate sector. Yulia Dorokhina looks to the future with optimism and continues to grow, striving to meet the high standards she has set for herself.

Her story is inspiring and highlights the importance of continuous learning and adaptation in the ever-changing world of real estate.

Adaptation to a new job

— How long did it take to get into the new job? — During the first month, I studied various materials and standards that were necessary for my duties. Additionally, I actively got to know our partner organizations and clients. I had many questions for our sales manager, Marina Filichkina. She turned out to be a fantastic mentor, and regardless of the complexity of the question, Marina was always ready to help. Thanks to her support, I was able to integrate into the work process quite quickly.

Interaction with clients

— Which clients do you find most convenient to work with? — First of all, those clients who have already visited the country where they plan to make a purchase and have a clear idea of their desires. It's also important that they have a realistic assessment of their financial capabilities. Speaking of countries, I have had the most success in selling real estate in Spain. Portugal is more attractive to European buyers, while our compatriots are not yet actively considering the option of purchasing "second" homes there.

Problematic situations with customers

— Which customers do you have difficulties with? Is it related to their behavior? — There are clients who refuse to engage if the options presented to them do not meet their expectations one hundred percent. Usually, these buyers analyze the real estate market in the chosen region in detail and take a long time to choose between several offers. It is often quite difficult to intervene in their decision-making process and offer assistance.

• When selling real estate in Portugal, the greatest difficulties usually arise.
• This country interests many clients, and their eyes light up as soon as it comes up in conversation.
• However, as they arrive for viewings and start to get to know Portugal better, they often change their perspective.
• The reason is that this country is more focused on European buyers.
• Our compatriots are still not ready to buy "second" homes.
• As a result, at the moment I have only managed to close one deal in this area.

Conclusion of deals in new areas

— How quickly did you start closing deals in new areas for yourself?

Results of labor

— So, the fruits of your labor don't appear instantly? — That's right, that's exactly how it is. In our industry, this process is inevitable: first of all, you need to understand the chosen niche, study the accepted norms, establish connections with partners, and, of course, build relationships with clients. All of this takes time.

Moreover, the process of a real estate transaction does not happen quickly: buying a profitable property in Spain can take months to choose the right option, prepare the necessary documents, and arrange a mortgage. Exceptions where this process is faster are very rare.

Yulia often explains to her clients that finding an investment property in Spain can take a considerable amount of time due to the vast and diverse selection available in the market.

Tools of the trade

The sales department team actively uses a variety of helpful tools, such as established management standards and specialized programs for managing customer databases. Can you explain how these tools make your job easier? — From the very first steps in this position, I was very glad to have a clear action plan that can be applied in any situation.

This gave me confidence that I am on the right path and that my efforts are leading to positive results. One could talk for a long time about the quality of the service for clients: it is very intuitive and fully meets the requirements of the sales department, and the hint system helps to keep important details in mind.

Disadvantages of the current process

— Is there anything you would like to improve in your current job? — I must admit, sometimes I wish the requirements were a bit less strict. When I receive a message from the quality control department with comments that some aspect wasn't completed properly, it can be quite discouraging.

But then I start analyzing my actions and realize that if I had adhered more strictly to the prescribed algorithm, the success would have been significantly higher.

Quality control and motivation

About motivation — As we mentioned, the team of managers monitors the quality of interaction with clients. Does this hinder you or, on the contrary, motivate you to achieve better results? — Sometimes I feel uncomfortable knowing that all my actions are being observed.

But when I later analyze my phone calls and video conferences, observing my progress, it inspires me to achieve new things. By the way, the quality department doesn't just monitor the work of the managers: we meet every two months to discuss the results of our activities, analyze successful calls, and formulate plans for the future.

This approach is certainly inspiring.

Financial motivation

— What is the role of financial motivation in your work? — I can't say that the monetary aspect is a priority for me, but I don't deny that when discussing a major deal, I feel a special excitement and anticipation.

Overall, financial rewards are intertwined with the emotions and feelings that come from successfully closing a deal, creating a special atmosphere within the team. We all strive for success, and positive feedback from clients fuels the desire to reach new heights.

It's important to remember that every step in our activities requires patience and persistence, especially in a dynamic field like real estate.This is, of course, an integral part of our work, and with each new success, we become more convinced of the value of our efforts. The key is to maintain perseverance and belief in ourselves, and then any difficulties can be overcome.

Conclusion

In conclusion to the article about Yulia Dorokhina, I want to summarize her journey to success in the real estate sales field. Over nine years of work, starting in 2014, Yulia not only closed 22 deals but also became a true professional. In my opinion, the main factor of her success is not only her remarkable ability to learn foreign languages but also her skill in listening to clients, understanding their needs, and building trusting relationships with them.

Yulia overcame many difficulties on her path. At first, it was challenging for her, especially when she had to call unfamiliar people. This highlights that even for the best managers, experience and support from colleagues are initially important. She clearly realized the need to invest time in building trusting relationships with clients, which became a key moment for her future successes.

The path to success

Nevertheless, her story is not just one of success, but also about constant development and the pursuit of excellence. Understanding which clients are easier to work with and which are more challenging allows her to adapt her approaches and marketing strategies. We see that her norm is not just to close deals, but also to:

• Build strong relationships with clients;
• Increase the likelihood of repeat requests;
• Receive recommendations from satisfied clients.

Professional qualities

Julia is not just a sales manager; she is a true specialist in the field of real estate, consisting not only of skills but also of a passion for her work. I am convinced that her successes are the result of hard work, professionalism, and a desire to learn.

I sincerely hope that many young professionals will take her story as an example, drawing inspiration from her experience for their own achievements in the future.Yulia Dorokhina— this is a true find for her company and a hope for those who choose to buyreal estate abroad.