Not Just Surviving, But Thriving: A Q&A On 2020 Real Estate Sales With Provenance Properties Sales Specialist Fleur Coleman

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Editor's Note: A Q&A with Fleur Coleman, lead sales specialist at Provenance Properties Cayman Islands, official Christie’s International Real Estate affiliate.

Despite the difficulties 2020 has presented, the team at Provenance Properties has seen real estate sales continue and even increase throughout the COVID-19 lockdown and since shelter in place was lifted in the Cayman Islands in late June. Having transacted a number of recent sales over the summer, Fleur Coleman, lead sales specialist at Provenance Properties Cayman Islands – the official Christie’s International Real Estate affiliate shares how she accommodated overseas clients and online viewings, all while homeschooling her eight-year-old son Max.

How did you pivot your work style during the lockdown? Did you find virtual client services difficult?

I found it quite easy to adapt to virtual meetings with my colleagues and clients during the lockdown. Our meetings with clients focused on getting to know them and building a relationship so I could truly understand their preferences when matching them with properties. I was able to offer valuable client services without meeting in person or doing an in-person showing.

Provenance Properties blog Sept2020Photo Credit: Provenance Properties Cayman Islands

You have recently closed on a number of sales! What has contributed to the sales activity you have seen in the last six months?

We were busy during lockdown because people were home and had time to look for properties online and chat with me. We only got busier once businesses re-opened domestically – even with overseas clients who cannot travel just yet. We had four virtual showings in the last week! Many of our clients are from the United States and want to move to the Cayman Islands to provide a safe place for their families. As a destination, Cayman has much to offer – in addition to our well-established benefits of being a stunning destination, tax-neutral, safe, sophisticated and diverse, the country did an incredible job in containing the spread of the virus so we now represent a safe haven for people to come and live while much of the rest of the world is still in crisis.

Our sales activity has picked up because of the marketing and sales programmes we have in place. Our brokerage is uniquely positioned due to the bespoke relationships and distribution channels afforded us by our affiliation with Christie’s International Real Estate and the extensive international business development programmes in niche markets we have been establishing in the last two years. These channels proved to be critical to our success this year because we now have such a well-established buyer’s network and we are regarded as the trusted advisors for high-net-worth clients looking to establish a presence in Cayman.

In the last week alone, we’ve put six properties under contract, including a penthouse at The Residences at Seafire and land in Red Bay. Even during these uncertain times, people are still interested in purchasing property for investment purposes. The last week was the busiest week I’ve ever had in real estate.

Provenance PropertiesPhoto Credit: Provenance Properties Cayman Islands

What was it like working from home while also homeschooling Max?

It was definitely a challenge to adjust during the first few weeks of working from home and homeschooling my son. He had virtual classes around the same time I had virtual meetings with clients. Without a nanny, it made it more difficult to adjust. However, once we had a system in place, it became much easier for both of us, and we were able to make the most of it!

How has this year made you reflect on your career in real estate?

It was a career change for me when I moved into real estate, but I have never been happier. I love working with a great team, I love the flexibility of the job, and as a homebody myself, I love being able to match my clients with their ideal homes.

Provenance PropertiesPhoto Credit: Provenance Properties Cayman Islands

What do you think the real estate market in the Cayman Islands is going to look like over the next year?

I expect we might see some fluctuation on lower-priced properties towards the end of the year but I don’t expect prices for high-end properties to decrease any time soon. If the real estate industry is thriving in Cayman during a pandemic, we can only imagine how successful it will be once borders reopen and the world returns to normal.

Provenance Properties is the exclusive Cayman Islands member of the Haute Residence network. To contact them, click on “Learn More” above.

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