Of course Koen Hopstaken experiences a memorable moment every time a signature is put under a purchase agreement. But he actually finds his role as advisor more important than “scoring” as a seller.
“Ultimately I am a seller, but I also feel the responsibility to advise someone as well as possible. So also asking the question what someone really needs and what they are really looking for. You do not buy a ‘cheese sandwich’ with us (to an English client I spontaneously translated that as ‘It’s not a sandwich you’re buying…’ and colleagues still tease me about that!). That also means for me to ‘zoom out’ for a moment and take the advisory role in order to help someone as well as possible.”
In January 2023 the 28-year-old resident of Haarlem came on board at TODAY and threw himself wholeheartedly into various Layers projects. Zaandam was his first, and still takes a nice place on his “honor list.” But he is at least as proud of THE CAPITAL (Amsterdam Sloterdijk) where Layers will realize no fewer than 225 units. “The largest multi-tenant business building in Europe, where we are the first developer who dares to take the risk to put down something so beautiful.”
Koen, he previously worked as a commercial real estate broker, feels strongly attracted to the business market: “With entrepreneurs and investors you sit at the table with people who have decision-making authority and can make decisions. Which allows you to make a deal faster.”
“With entrepreneurs and investors you sit at the table with people who have decision-making authority and can make decisions. Which allows you to make a deal faster.”
The best moment in the sales process for Koen is the start of the pre-sale, where those who have registered for a project can express their interest. “Then you see how many people are interested in it and their enthusiasm. And that in turn makes me enthusiastic as well.”
The carefully chosen location of each Layers project is what attracts potential buyers the most. When Koen then talks about the design and the quality that Layers delivers, it often does not take much effort anymore to persuade people.
But conducting sales conversations is only one side of the coin. As a sales advisor, Koen also has to coordinate quite a lot internally. “We work with tight deadlines and have many projects running at the same time. That goes together with a lot of documentation from all departments. And yes, all of that has to be in on time and in order, so that we can start the sales on the intended date.”
Koen therefore only goes home with a good feeling after a workday when he knows that his planning is in order. “When I have completed my checklist, and the things I wanted to do that day have actually been done. That gives a bit of peace in my head. That is why I always start early, so that I have as much time as possible to finish everything!”
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“With entrepreneurs and investors you sit at the table with people who have decision-making authority and can make decisions. Which allows you to make a deal faster.”
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