UK: How To Become A First-Class Sales Manager — Interview With Yulia Dorokhina

Last Updated: 18 April 2016
Article by   Tranio

Yulia Dorokhina has been working at Tranio as a property sales manager since 2014. In this time, she has closed 22 deals in Georgia, Portugal, Spain and Cyprus. Yulia is now one of the most successful managers in the company and has earned a reputation for going the extra mile!

Yulia Dorokhina, Tranio real estate sales manager for Spain, Portugal and Cyprus

First steps at Tranio

Yulia, how did you come to work at Tranio?

First, it was my love of foreign languages that attracted me to Tranio. The thing is that my first degree is in translation and linguistics, my second in international commerce. After working at a bank and a private pension fund for seven years, I decided that I wanted to find a job that would need all my skills and mainly foreign languages — so I sent my CV to several international companies including Tranio. I passed the initial test but did not get a reply until two weeks later, when the managing partner of Tranio.com, George Kachmazov, sent a reply explaining that my email had landed in the spam folder. It also said I was invited for an interview.

Did you instantly start to work on the three destinations you lead today?

No, my first destination was Georgia as there were many queries about real estate there in 2014. I closed two sales there and then I was assigned to clients interested in two increasingly popular locations — Portugal and Cyprus — and then Spain too.

Was it hard to build a rapport with clients at first?

Of course! In my last job, clients came to me whereas at Tranio.com, I had make outbound calls to people I had never met. And that from day one.

Did you get nervous before these first calls?

I first called existing clients interested in real estate in Georgia, they were easier. However, I did get really nervous before calling a client who left a request for property in Portugal but, as it turned out, my worries were groundless: I got a very pleasant and communicative woman on the other end. After that call, it became easier for me. Though I still get nervous sometimes.

Did it take a long time to get used to the new workplace?

During my first month at Tranio, I learned the materials and work standards while getting familiar with partners and clients. Obviously, I had many questions for our head of sales Marina Filichkina, she's an amazing coach! Any time I asked her for advice, she always found time for me. It's thanks to that, I got into the work process so quickly.

The clients

What clients are easiest to work with?

Obviously, it is easier to work with clients that have already been to the country where they want to buy, know what they are looking for and have a clear understanding of their budget. In terms of country, the easiest place to sell is Spain.

Portugal is very popular with European buyers looking for holiday homes

What type of buyers are the most difficult to work with then? Why?

Some clients only want property that matches their criteria 100%. Usually these buyers scrutinize the market in their chosen region and take a very long time to select just a couple of properties. Very often, they make it extremely difficult to support them during the decision-making process.

Portugal is the most difficult place to sell real estate. It is an interesting country and clients' eyes light up when you talk about it. However, when clients go to viewings and get to know the country in person, they change their minds for some reason. From our experience, it's because it is really well suited to European buyers, but not so much Russians, who make up a lot of our clientele. As a result, I have only closed one deal there.

The deals

How long did it take you to start making sales in new locations?

When I started at Tranio, I discovered that my expectations exceeded the reality of the job. I thought that I would instantly start selling property but it turned out to be hard work to get a client all the way from an enquiry to actually buying the property. My colleagues were really helpful and gave me advice. They recommended waiting and working on the client base and by 2015 I saw the number of sales grow.

So it takes a while to get up and running?

Yes, but it couldn't be any other way in this business: you have to learn the local market, the rules, establish contacts and, of course, have a client. It all takes time. It takes time to get the deal through as well. For instance, if you want property that will earn you income in Spain, it can take months to pick the property, get the paperwork together and formalize the mortgage. There are very few exceptions to this rule.

Buying a rental property in Spain usually takes several months

Tranio.com has some particularly important guidelines in terms of work standards and client management. Is it really necessary to be so strict with the process?

Right from the start, I was very glad to have a clear work structure that I could rely on in every situation. I had less doubts about what to do in order to get a result. I can talk about our client management system for hours: it is easy to use, tailored to assist the sales department and there are hint messages that help you to catch every detail.

Is there anything you want to add?

Honestly, sometimes I wish the system had less requirements. When you get an email from the quality control department saying something is not done properly, you obviously get upset. But later, when you think about it, you understand that had you followed the rules, you would have got better results.

The motivation

So, at Tranio, a quality control team supervises managers. Does it bother you or does it, on the contrary, motivate you to improve?

Indeed it is sometimes uncomfortable to know that every move is being watched. But when I see my Skype calls getting better, it inspires new achievements. Besides, our quality control are also there to discuss our results, the best calls and also make plans. This approach is very motivating.

What about financial motivation?

I can't say that financial motivation is key for me, but obviously, when there's a big sale in the pipeline, I do get a bit excited. At the same time, it is very motivating to see how Tranio is developing as a whole — for instance, now we are actively engaging English-speaking clients. All this encourages me to develop as a professional.

What is the hardest part of your job?

First, there are the cold calls to clients whose contacts were given to us by foreign partners. Secondly, it is communicating with English-speaking clients: like I said before, these clients are pretty new to us so we are developing our English client standards, but I'm sure that positive results will follow.

What is the most pleasant and interesting thing about your work?

It feels good to meet sales targets at the end of the quarter. The most interesting thing, I suppose, are interesting client requests that make you think outside of the box and go in search of knowledge to be able to help meet their needs.

In 2015, Yulia visited Portugal and now uses this experience to help clients

What countries have you visited where you sell property?

I have been to the Canary Islands and I went to Portugal (Lisbon and Porto) in 2015. I wasn't looking for property, just getting to know the country so I could share my experience with clients. Now it helps to communicate with new clients, I can tell them about the climate and ocean temperatures, about specific regions and many other things based on my experience.

Where do you see yourself in five years? What do you want to achieve?

My goal now is to become a first-class manager and close sales in several priority countries, while working with investors more. I think that at Tranio I have everything I need to achieve my goals: huge potential, opportunities for development and improvement and a great team that is easy and interesting to work with.

The content of this article is intended to provide a general guide to the subject matter. Specialist advice should be sought about your specific circumstances.

To print this article, all you need is to be registered on Mondaq.com.

Click to Login as an existing user or Register so you can print this article.

Authors
 
In association with
Related Topics
 
Related Articles
 
Related Video
Up-coming Events Search
Tools
Print
Font Size:
Translation
Channels
Mondaq on Twitter
 
Register for Access and our Free Biweekly Alert for
This service is completely free. Access 250,000 archived articles from 100+ countries and get a personalised email twice a week covering developments (and yes, our lawyers like to think you’ve read our Disclaimer).
 
Email Address
Company Name
Password
Confirm Password
Position
Mondaq Topics -- Select your Interests
 Accounting
 Anti-trust
 Commercial
 Compliance
 Consumer
 Criminal
 Employment
 Energy
 Environment
 Family
 Finance
 Government
 Healthcare
 Immigration
 Insolvency
 Insurance
 International
 IP
 Law Performance
 Law Practice
 Litigation
 Media & IT
 Privacy
 Real Estate
 Strategy
 Tax
 Technology
 Transport
 Wealth Mgt
Regions
Africa
Asia
Asia Pacific
Australasia
Canada
Caribbean
Europe
European Union
Latin America
Middle East
U.K.
United States
Worldwide Updates
Registration (you must scroll down to set your data preferences)

Mondaq Ltd requires you to register and provide information that personally identifies you, including your content preferences, for three primary purposes (full details of Mondaq’s use of your personal data can be found in our Privacy and Cookies Notice):

  • To allow you to personalize the Mondaq websites you are visiting to show content ("Content") relevant to your interests.
  • To enable features such as password reminder, news alerts, email a colleague, and linking from Mondaq (and its affiliate sites) to your website.
  • To produce demographic feedback for our content providers ("Contributors") who contribute Content for free for your use.

Mondaq hopes that our registered users will support us in maintaining our free to view business model by consenting to our use of your personal data as described below.

Mondaq has a "free to view" business model. Our services are paid for by Contributors in exchange for Mondaq providing them with access to information about who accesses their content. Once personal data is transferred to our Contributors they become a data controller of this personal data. They use it to measure the response that their articles are receiving, as a form of market research. They may also use it to provide Mondaq users with information about their products and services.

Details of each Contributor to which your personal data will be transferred is clearly stated within the Content that you access. For full details of how this Contributor will use your personal data, you should review the Contributor’s own Privacy Notice.

Please indicate your preference below:

Yes, I am happy to support Mondaq in maintaining its free to view business model by agreeing to allow Mondaq to share my personal data with Contributors whose Content I access
No, I do not want Mondaq to share my personal data with Contributors

Also please let us know whether you are happy to receive communications promoting products and services offered by Mondaq:

Yes, I am happy to received promotional communications from Mondaq
No, please do not send me promotional communications from Mondaq
Terms & Conditions

Mondaq.com (the Website) is owned and managed by Mondaq Ltd (Mondaq). Mondaq grants you a non-exclusive, revocable licence to access the Website and associated services, such as the Mondaq News Alerts (Services), subject to and in consideration of your compliance with the following terms and conditions of use (Terms). Your use of the Website and/or Services constitutes your agreement to the Terms. Mondaq may terminate your use of the Website and Services if you are in breach of these Terms or if Mondaq decides to terminate the licence granted hereunder for any reason whatsoever.

Use of www.mondaq.com

To Use Mondaq.com you must be: eighteen (18) years old or over; legally capable of entering into binding contracts; and not in any way prohibited by the applicable law to enter into these Terms in the jurisdiction which you are currently located.

You may use the Website as an unregistered user, however, you are required to register as a user if you wish to read the full text of the Content or to receive the Services.

You may not modify, publish, transmit, transfer or sell, reproduce, create derivative works from, distribute, perform, link, display, or in any way exploit any of the Content, in whole or in part, except as expressly permitted in these Terms or with the prior written consent of Mondaq. You may not use electronic or other means to extract details or information from the Content. Nor shall you extract information about users or Contributors in order to offer them any services or products.

In your use of the Website and/or Services you shall: comply with all applicable laws, regulations, directives and legislations which apply to your Use of the Website and/or Services in whatever country you are physically located including without limitation any and all consumer law, export control laws and regulations; provide to us true, correct and accurate information and promptly inform us in the event that any information that you have provided to us changes or becomes inaccurate; notify Mondaq immediately of any circumstances where you have reason to believe that any Intellectual Property Rights or any other rights of any third party may have been infringed; co-operate with reasonable security or other checks or requests for information made by Mondaq from time to time; and at all times be fully liable for the breach of any of these Terms by a third party using your login details to access the Website and/or Services

however, you shall not: do anything likely to impair, interfere with or damage or cause harm or distress to any persons, or the network; do anything that will infringe any Intellectual Property Rights or other rights of Mondaq or any third party; or use the Website, Services and/or Content otherwise than in accordance with these Terms; use any trade marks or service marks of Mondaq or the Contributors, or do anything which may be seen to take unfair advantage of the reputation and goodwill of Mondaq or the Contributors, or the Website, Services and/or Content.

Mondaq reserves the right, in its sole discretion, to take any action that it deems necessary and appropriate in the event it considers that there is a breach or threatened breach of the Terms.

Mondaq’s Rights and Obligations

Unless otherwise expressly set out to the contrary, nothing in these Terms shall serve to transfer from Mondaq to you, any Intellectual Property Rights owned by and/or licensed to Mondaq and all rights, title and interest in and to such Intellectual Property Rights will remain exclusively with Mondaq and/or its licensors.

Mondaq shall use its reasonable endeavours to make the Website and Services available to you at all times, but we cannot guarantee an uninterrupted and fault free service.

Mondaq reserves the right to make changes to the services and/or the Website or part thereof, from time to time, and we may add, remove, modify and/or vary any elements of features and functionalities of the Website or the services.

Mondaq also reserves the right from time to time to monitor your Use of the Website and/or services.

Disclaimer

The Content is general information only. It is not intended to constitute legal advice or seek to be the complete and comprehensive statement of the law, nor is it intended to address your specific requirements or provide advice on which reliance should be placed. Mondaq and/or its Contributors and other suppliers make no representations about the suitability of the information contained in the Content for any purpose. All Content provided "as is" without warranty of any kind. Mondaq and/or its Contributors and other suppliers hereby exclude and disclaim all representations, warranties or guarantees with regard to the Content, including all implied warranties and conditions of merchantability, fitness for a particular purpose, title and non-infringement. To the maximum extent permitted by law, Mondaq expressly excludes all representations, warranties, obligations, and liabilities arising out of or in connection with all Content. In no event shall Mondaq and/or its respective suppliers be liable for any special, indirect or consequential damages or any damages whatsoever resulting from loss of use, data or profits, whether in an action of contract, negligence or other tortious action, arising out of or in connection with the use of the Content or performance of Mondaq’s Services.

General

Mondaq may alter or amend these Terms by amending them on the Website. By continuing to Use the Services and/or the Website after such amendment, you will be deemed to have accepted any amendment to these Terms.

These Terms shall be governed by and construed in accordance with the laws of England and Wales and you irrevocably submit to the exclusive jurisdiction of the courts of England and Wales to settle any dispute which may arise out of or in connection with these Terms. If you live outside the United Kingdom, English law shall apply only to the extent that English law shall not deprive you of any legal protection accorded in accordance with the law of the place where you are habitually resident ("Local Law"). In the event English law deprives you of any legal protection which is accorded to you under Local Law, then these terms shall be governed by Local Law and any dispute or claim arising out of or in connection with these Terms shall be subject to the non-exclusive jurisdiction of the courts where you are habitually resident.

You may print and keep a copy of these Terms, which form the entire agreement between you and Mondaq and supersede any other communications or advertising in respect of the Service and/or the Website.

No delay in exercising or non-exercise by you and/or Mondaq of any of its rights under or in connection with these Terms shall operate as a waiver or release of each of your or Mondaq’s right. Rather, any such waiver or release must be specifically granted in writing signed by the party granting it.

If any part of these Terms is held unenforceable, that part shall be enforced to the maximum extent permissible so as to give effect to the intent of the parties, and the Terms shall continue in full force and effect.

Mondaq shall not incur any liability to you on account of any loss or damage resulting from any delay or failure to perform all or any part of these Terms if such delay or failure is caused, in whole or in part, by events, occurrences, or causes beyond the control of Mondaq. Such events, occurrences or causes will include, without limitation, acts of God, strikes, lockouts, server and network failure, riots, acts of war, earthquakes, fire and explosions.

By clicking Register you state you have read and agree to our Terms and Conditions