Briefly describe your professional career.
I finished my studies in political science in Brussels and worked in an embassy for more than four years. It was a very rich experience, where I was able to discover the ins and outs of negotiations and the practical workings of an embassy. I also got to know the other side of the theory of diplomatic relations with the European Union from a Latin American perspective, which I also identify with: my mother is Cuban and my father is Spanish.
With the end of the ambassador’s mission, I wanted to discover the private sector and that is how I started working in the real estate sector with Regus, shortly before arriving in Luxembourg in 2019. In Luxembourg, I managed the opening of two locations and started to dedicate myself to commercial activity. This opportunity allowed me to broaden my knowledge of Luxembourg society and the Luxembourg economy, as I was in contact with small and large companies on a daily basis.
In 2021, the opportunity arose to work with BNP Paribas Real Estate in the corporate office rental and sales department in Luxembourg, where I am still working today.
Which activity does your company currently develop in Luxembourg?
We work with landlords and developers in Luxembourg for the marketing of office, retail, industrial and residential properties. We have teams for real estate management, accounting, valuation, investments and rental and sales, and it is in the latter that I work.
As a consultant, my mission is to assist owners and developers in the conception of the development of new (or existing) projects and in the rental and sale of these projects once construction has been completed.
Today, factors such as the size of the company, its activity, the location of the offices, the well-being of the employees and the percentage of cross-border employees have to be taken into account. Depending on the project, we draw up an adapted action plan, a communication and marketing strategy as well as a personalised follow-up of potential clients.
What added value does your company offer in Luxembourg compared to your competitors?
The first added value is that our management has more than 15 years of experience in the sector (Luxembourg has evolved a lot in the last decade), and when a client contacts us, we can present a very broad and detailed analysis of the market.
Secondly, we have a camouflaged advantage: our KYC (know your customer) process. Being under bank regulation, we have more stringent regulations and the relationship we create between landlords and tenants is controlled; bringing security and trust to both parties.
Finally, although the main languages are French and English, we can also work with clients in German and Spanish, which is very much appreciated in negotiations. It is human to feel more comfortable and closer in one’s native language.
What services can you offer to other members of the Chamber?
I would be happy to accompany and advise my fellow members of the Chamber in any real estate question or negotiation. I am familiar with the different needs of companies as I have had the opportunity to support small companies in their establishment in Luxembourg and I have also accompanied the relocation of large groups.
In the current economic climate, companies are looking to optimise their real estate costs as well as to retain their employees and/or attract new talent. In addition, it is worth mentioning that covid has had a different impact on the way of working in each sector, for example in the adaptation of teleworking or the investment in multifunctional furniture.
My first piece of advice in a real estate search is to inform yourself in detail about all the opportunities. The average contract is 6 years and the market is very dynamic. Other ingredients for a successful search are to achieve a compromise between cost and welfare, to calibrate priorities against existing opportunities and to have a smooth decision making process.