Caballero says he owes his success to one main strategy: specialization.
"Specialization is critical to be successful," Caballero told Business Insider. "Attorneys [and] doctors have specialties within their professions. And I count 40-something different specialties in the real estate business: leasing, commercial, residential, industrial, hospitality, vacation homes..."
The first way Caballero has specialized his business is by selling only new-construction residential properties.
He also only works with "volume builders," or companies that build several hundred homes per year, or sometimes up to 3,000. These builders include Toll Brothers and CalAtlantic Homes . Caballero doesn't sell all of the homes they build because some of them sell before they even start construction, he said.
Caballero created an online platform, HomesUSA , exclusively for volume home builders to track these hundreds of homes. The platform streamlines the process of creating a listing, tracking the progress of a house's construction, and updating the listing when photography is added and when the home is complete.
Through this online service, Caballero's team is able to create a listing in an average of 13 minutes, saving the home builders a huge chunk of time.
"If they didn't have our system, they would have to have multitudes of spreadsheets ... and they'd be entering it manually," Caballero said. "Instead of being able to initiate a listing request in a minute or two, it'd probably take them anywhere from 20 minutes to an hour. And if they are dealing in hundreds of listings, that's a lot of time that they would be spending doing that."
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