Ceci Samaja is a broker associate with Sotheby’s International Realty in Miami.

Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we talked with Ceci Samaja, a broker associate with Sotheby’s International Realty, who shares her tips for getting back to real estate basics. 

4. It’s about time that we started doing again what we were doing 20, 30 years ago. Prior to having cell phones and laptops, our databases came from one-on-one contact with people. I think a lot of agents have lost that personal touch. It’s important to get a feel for the person you’re working with so you can establish, what I call, the empathy factor, which helps in understanding what your client’s thinking and what their overall goals are. For agents who are struggling with the personal side of the business, give your clients a call every now and then to check in; when you see a property that fits their buying profile, let them know about right away.

3. I don’t believe in always putting a lockbox on the house. Yes, lockboxes are sometimes warranted, but there’s nothing like meeting another agent or buyer at the property, because sometimes you’re not only buying the four walls and the property, but the area itself and the lifestyle that goes with it. Some agents bring clients to an area that they’re not familiar with, which makes selling a specific area to the client so difficult. It’s good for agents to meet the other agent and get to know them and what it is about the area that makes it unique and attractive.

2. The sharing of information is very important. As human beings, we’re always looking for information, especially when there are investments at stake. So whenever you have some tidbits you see in an article or on the news about their neighborhood or the market, it’s a good idea to send them an email with an update. Cultivate yourself into an information resource. And sometimes, giving them the information could translate into a sell.

1. Finally, it’s important to network with your co-workers and colleagues. Real estate is not local anymore, so referrals are a big part of sustaining and expanding your business. My mentor, Kay Burns, taught to me that whenever you see an open house, stop by and introduce yourself. Not only will you make a new contact, but you’ll also learn about the property. Do it enough and you won’t have to go to your computer to look up property details because you’ll already have them in your head. I call it your speak-easy inventory.

 With 35 years’ experience in real estate, Cecilia Samaja has an impressive clientele of global professionals and CEOs. A full-time, bilingual, high impact estate agent, Cecilia offers personalized service, specializing in luxury waterfront homes and condos, investment properties, property management and golfing communities.