Isabel Llano, senior consultant atParella | The New TTSis convinced thatlisteningand understanding the customer is essential to proposing strategic solutions that optimize workspaces.
In this interview, she looks back on her career, the benefits of an impartial tenant-centric model, and the major trends that are transforming the way we design offices.
She also shares her vision of diversity in the sector, and the importance of empathy and adaptability.
Isabel Llano
Senior consultant atParella | The New TTS
Isabel, what attracted you to exclusive tenant representation?
My real estate career began by working with landlords and investors, but I've always been drawn to the role of consultant representing tenants.
A few years ago, I had the opportunity to join Parellaa company that exclusively defends the interests of users corporatea model that allows me to concentrate fully on their needs.
What do you enjoy most about your job?
What I find most rewarding is listening to customers, understanding their issues, and supporting them in major strategic decisions, such as choosing their head office.
Knowing that our recommendations have a direct impact on their image, optimize their costs and improve employee satisfaction makes each project unique and exciting.
What are the advantages of this exclusive model?
Our independence enables us to offer truly impartial advice.
We don't represent owners or promote assets, which eliminates any conflict of interest.
This enables us to design tailor-made solutions that balance costs, employee well-being and corporate culture.
This positioning positions us as true strategic partners, able to help our customers make important decisions with confidence.
Can you give a concrete example of how this works?
Yes, of course. I'm thinking of a specific case: a multinational company looking for a new headquarters with more space, reflecting the strength of its brand, while respecting precise budget and schedule constraints.
The company was located in a sector that didn't suit its needs.
Thanks to our independence, we were able to identify an ideal solution that was not on their initial radar, and was even initially ruled out for various reasons.
The operation wasn't easy, and we had to overcome several major obstacles.
But the result was highly satisfactory: the customer obtained the premises they wanted, boosted the commitment and productivity of their teams, and consolidated their position in the market.
Without our exclusive approach, this option would probably never have been considered.
What trends are you currently observing in the market?
Today, companies are looking for smaller premises that are closer to the city center, well served, flexible, with collaborative zones that encourage teamwork and socialization.
Quality of space, sustainability and employee well-being have become priorities.
What do you consider to be the key skills in this sector?
Adaptability, strategic analysis, agility and empathy are fundamental.
Understanding the customer and establishing a relationship of trust is just as important as knowing the market inside out.
How do you feel about being a woman in a sector that is still very male-dominated?
Personally, I work with both men and women.
For me, the most important thing is to surround myself with committed, respectful people with real values and transparency.
It's a demanding job, and it's true that real estate is still a traditionally masculine environment, but women are becoming more and more present.
What I remember is learning, progressing and experiencing new things - no matter who they come from, they're always enriching.
I'm convinced that diversity brings real value, and that the mix of men and women is indispensable.
Everyone brings different but complementary skills.
Empathy and collaboration are essential in this business.
How do you see the future of tenant representation?
I believe that this specialized model will continue to grow in importance.
Its impartiality and ability to adapt to changing business needs make it a standard of excellence in the real estate sector.
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