Stefan Schmid, Head of Acquisition is always close to the people

Mr. Schmid, what fascinates you about your job?

The people. We work close to life. Something happens to people when they buy or sell a property. The development of large projects is also exciting, when we accompany every step from the architectural competition to the optimization of the floor plans, the history, the building permit and the marketing.

The people. We work close to life. Something happens to people when they buy or sell a property. The development of large projects is also exciting, when we accompany every step from the architectural competition to the optimization of the floor plans, the history, the building permit and the marketing.

Where does your passion for real estate come from?

I have a notarial background, experience in banking and have grown into the real estate industry in a very relaxed way. It’s a privilege to work in real estate. I’ve always dealt with great people and appreciate the complexity of the job.

What makes working with real estate different from other products?

Real estate is neither a technical, synthetic nor a virtual product. A property is strongly linked to emotions. I am fascinated by how intensively you get to know your customers. Also because the process can take several months. This is where my experience comes in handy. I can dispel any concerns. There are situations where I am a mentor, a bridge builder between family members, a mediator and an advisor.

What are the most important insights you have gained about the real estate market in 35 years of professional experience?

Real estate means a lot of money – and a lot of emotions. This mixture can throw the most rational buyer off track when a property becomes a matter of the heart. The beauty of it is that despite the legal and financial aspects, the human element is always at the forefront.

Which of your qualities are used to make the challenging task of acquisition a success?

I have an easy and uncomplicated approach to people, but at the same time I maintain a certain degree of distance. I can grasp different situations quickly and tend to see the big picture rather than getting lost in the details.

What does it take for an acquisition meeting to be successful?

Well, it’s not just an acquisition meeting. I am a partner to my counterpart, have solutions to problematic questions and maintain a respectful approach. If the conversation is in “flow”, then it’s a good conversation.

What makes a good real estate agent?

Specialist knowledge is essential, as you come into contact with issues relating to building law, design and land registry law. Quick comprehension and negotiating skills are just as important. But what is crucial is the ability to enjoy a wide variety of people, situations and conversations, because you never know what to expect when you walk into a living room. Experience plays a key role here – and that only comes with perseverance. You have to be able to endure routine in order to become confident in negotiations.