Inteligencia Territorial y Trámites en Quito: De Vendedor a Consultor Élite. / Walter Mera

[00:00:32]Good morning and welcome to this new edition of Momentores. How are my dear friends, our beloved community? This is a space designed to take your real estate business to the big leagues. This is Walter Mera greeting you, and as always, today I am accompanied by my partner and strategist, mentor of mentors, our dear Yuri Chirinos. Yuri, today we're going to talk about a topic that's going to affect the agents' wallets. How are you, Yuri? How did you get through it?

[00:01:04]Very good, very good. Good morning, Walter.

[00:01:06]I'm happy here. We are from the city of Guayaquil. I'm happy here with this warm weather, but here with you all. Good morning InoMentors family. It's a pleasure to be here once again with you on a Friday to enrich ourselves with this program because today the message is direct. The market no longer wants simple door openers or traditional salespeople. Today's market is looking for strategic advisors. That's why today we've titled this program Territorial Intelligence and Procedures in Quito, from salesperson to elite consultant. Today we're going to teach you how to protect your commissions, how not to lose sales due to a municipal procedure that gets stuck there, and how to earn the respect of all your clients. So welcome everyone, Walter. I hope it's an excellent program because we have a very special guest today. I totally agree, Yuri. And to make that leap, we can't rely solely on intuition. We need technique, standards, technology. That's why today we are joined by the architect Carlos Vallas Castillos. He has a master's degree in sustainable urban planning and more than 12 years of experience leading urban territorial planning in Quito, in both the public and private sectors. Welcome, Carlos, to Moments. Can you hear me? Carlos.

[00:02:36]Carlos, I do listen to you, Yuri. How are you? Good morning. I can't hear Walter. You're not listening to me, Carlos.

[00:02:44]Hello. He does n't listen to you. Let's do something, Carlos, because we do need you to listen to Walter. You can leave and come back in.

[00:02:52]These are the details of being live, guys. Uh, right now we're going to wait for Carlos to leave and rejoin the program so we can have a smoother show where Carlos can listen to Walter. You can give him that too.

[00:03:08]Sever. So, while Carlos comes back in to listen to you, my friend, because it's important. We were saying that Carlos is a person who has a lot of knowledge at the municipal level and that he can help us to do our paperwork in a much simpler way and also to understand how everything works at the municipal level.

[00:03:32]The cool thing about this is that, well, we 've already worked with Carlos, we've had some prior knowledge of how he does things and the research he has regarding all the regulations. And that's what's interesting, because controlling the regulations is like having your trump card open to be able to sell even properties to developers and builders. There is a chain of possibilities there that facilitate the real estate business.

[00:04:03]Now I want those who are connected to tell us if they can hear Walter, because if they can hear Walter fine, then it could be a problem that Carlos is having or if it's something with the program itself.

[00:04:16]We're driving. Can you hear me okay, Yuri? Otherwise, we wouldn't be interacting.

[00:04:21]Yes, yes, yes, I hear you fine, but since we have, let's say, the internal link here, I'm going to tell Carlos to log in again.

[00:04:32]And here he is entering.

[00:04:34]And these are the wonders, what can happen simply by being live.

[00:04:39]Carlos, welcome. Now you're listening to us. Okay, let's see if he listens.

[00:04:42]I hear perfectly. I can hear both of them.

[00:04:44]Thanks a lot. Good morning everyone.

[00:04:47]Yes, excellent. I was giving it to you, Carlos, and I repeat that we were accompanied by the architect Carlos Vallas, a master in sustainable urban planning with more than 12 years of experience. You are leading urban territorial planning in Quito, in both the public and private sectors. And welcome, Carlos, now for your introductory words, let's get started.

[00:05:09]Thank you so much, Walter Yuri, for this opportunity.

[00:05:13]I am always grateful for your openness and for sharing these important discussions, especially now with these new trends. And not just trends, but rather, they are already part of being a real estate professional, requiring knowledge of the city, its regulations, and current trends, right? where the market is headed, how it actually works, and how we should really operate now to achieve a better result. Of course, Carlos. And how wonderful to have you here, and I know your time is precious. And let's get straight to the point.

[00:05:50]Let's get down to business because a traditional agent who acquires a piece of land simply because it's well located, because it's beautiful, or because someone called them, that's not worth anything.

[00:06:02]We, as consultants and advisors, acquire land by understanding the real potential that we can obtain or that a potential interested party can obtain. In Ecuador and in the Metropolitan District of Quito we are governed by the Organic Law of Territorial Planning and the Use and Management of Soils. We, in fact, when agents join the company, we do a short induction, or well, it's not short because it's a full-fledged business school, but currently it has important reforms and for a real estate agent who has the opportunity to acquire this land and sell it for a project, for a builder, tell us a little bit about why it is necessary to understand this law and how a real estate agent can use the current regulations to their advantage to appraise or sell a property very quickly.

[00:06:54]Yes, thank you Yuri. It's very interesting because, as you mentioned, we now have laws at the national level and also regulations at the local level in each city. As you know, Quito is a different world, my invention of Ambato, different from Machachi, different from Rumiñawi, which we are neighbors of, but it is another other canton, therefore, another regulation, another PUX. However, there is a general umbrella to this and it is very interesting that we have opened this space because it is so timely and I tell you, less than a week ago, we are talking about July 7, they reformed the Lotus at the level of the National Assembly. The national president, uh, made a reform to what you mentioned, the Organic Law of Land Use and Management. And what does this entail? Well, it's only been a week, but we've already been studying it with the legal team, and it's very interesting because this reform already gives a certain protection to properties that previously had a better land use designation, and it's perhaps the most interesting issue that concerns us this morning. Before, the municipality could almost do whatever it wanted regarding the occupancy coefficient, height, land uses, compatibility, and so on. further. And now it turns out that this new law articulates nine additional new articles, so to speak, in which it protects the rights acquired by the users and owners of the properties. This is something very new because, of course, in law there is a lot of talk about jurisprudence, you know. In other words, in law I could say, "Ah, it's not regulated, it 's not in laws, but if there was a previous act, then it's jurisprudence and from now on we will act in this way." Uh-huh. Exactly. What happens now? And the fact is that land use is no longer a matter of jurisprudence. Now, nine additional articles are applied in this reform of the Lotus, which protect the rights acquired by the owners of the properties. To put it another way, or to break it down further so we understand better, it means that there are properties—and believe me, I'm involved in this every day—and there are not just several, but many properties where the occupancy coefficient has been reduced from 60% a few years ago, so to speak, 30 years ago, and now they are at 10%, others at 1%. Of course, it's outrageous, a step backwards, because supposedly more densification is the trend for the city, isn't it? The opposite.

[00:09:39]And not only that, here I want to emphasize something, which is that if we are a city and we want development, the plan and use and management of the land cannot hinder that development, and the economic development of a city is very specifically linked to the regulations that govern each property. Because?

[00:09:58]Because if I block the land, I start to stop development, to stop work, to stop everything from the builder, from the planner, from the workers, from after the project's execution, the economy that develops around the project. In other words, if I create appropriate regulations for proper development, so that people can invest, that is directly proportional to the economic development of a city. The real estate agent wins, everyone wins. In other words, we must also be consistent in saying, 'I want Quito to develop.' Okay, let's make rules that will be in line with Quito's development. And with this, perhaps I conclude the Aha. With this I wanted to conclude your question, Yuri, and it is that it is appropriate and understand as a real estate agent, we are all focused on this issue of real estate advice and that nowadays there are already rules, laws that support better property management. In other words, I can generate, from the moment the property is acquired, an understanding of what I can and cannot do with the property, and today this new law opens new doors. Perhaps it's a new stage that opened last week; we've been in this new phase for days now, and here I conclude, and it will be necessary to understand it very thoroughly, because this is a very legal matter, but something must be understood, and that is that it was said that land use does not give a person an acquired right, but now there are these nine articles that will have to be broken down and understood legally to see if that is still really the case or not. And that's the challenge, isn't it? So, what's really coming up here is a legal question of understanding the new laws in order to either revitalize or hinder what's happening, right?

[00:11:51]Exact. Exactly. And that's where a very interesting issue comes in, and that's where a very interesting issue arises, which is, will the municipality continue to block the properties or will these nine articles allow us to open a new path to ultimately make better use of the land? And it 's interesting, but the law talks about land use. Soil is a resource. In the studies, books, and texts, including papers that I have read, it is interesting to know that while it is true that soil is a resource, it should not be exploited, and perhaps aggressively, but it is a resource that the city has and it must be used. And I believe it is proportional, as I was saying, to good economic development, and we shouldn't have it the way it is now, rural parts of Quito are blocked, literally, nothing can be done legally, but illegally it is already very developed, it is full, it is already consolidated, it just needs to be regularized.

[00:12:50]Consolidated is missing. Exactly.

[00:12:52]It needs to be regularized. Correct. Yes, Carlos, look, here I have a question because I'm seeing that with this law, as you describe it, it's not just for, I mean, here we are creating a national umbrella, as you said. Therefore, all this information that you are giving us not only applies to the Quito canton, but we are seeing that there could be a global revolution within the country in favor of the consolidation of new real estate developments. But this could potentially turn into a legal problem involving lawsuits against the municipalities.

[00:13:36]Most likely. It's very likely. And let me tell you about a specific recent case I had. Uh, some people subdivided a mega property, they subdivided it into lots, back then 2 or 3 years ago it allowed them a minimum lot size of 100 m².

[00:13:53]Then they subdivided it into lots of 1000, 100, 10000. They did the subdivision for us, an interesting subdivision in that they wanted to give it a touch of industrial and commercial and services, not high- impact industrial, but medium and low. Well, time passes and they manage to subdivide, acquiring the right to subdivide 1500 m². Time passes and the municipality imposes a minimum lot size of 5,000 and a very, very restricted land use with restrictions and blockages.

[00:14:25]And of course, they achieved the milestone of reaching the 1000 lot size and overnight in the new Pux they are changed to a minimum lot size of 5,000. So it applies directly to the new articles that mention acquired rights. If you already manage to subdivide a plot of land, you already have the acquired right.

[00:14:45]So it's a milestone, an important milestone what's happening with this new law, because I really think it's going to be a legal issue, as you rightly mention, in which milestones and specific cases will begin to appear that will generate jurisprudence, and not only that, but will be protected by these new articles.

[00:15:03]And that's where the challenge for many real estate professionals will be: to identify these opportunities and start giving clients an interesting service in terms of going back to improve their property and selling it with better features. So there's a great opportunity there. Of course, I see that real estate agents in general have an obligation to know all these regulations and rules of the game well, because it's the difference between having a price or being able to double or even multiply a property by 10, because you know that we can either give the client bad news that their property has been affected, but we can definitely improve it. That's what I've done, it happened a lot and I think we talked about it with you Carlos on some property in Guayabamba because they changed the land use coefficient and it lowered the value a lot based on what can be developed or what can be taken advantage of on that land.

[00:16:11]And here's an additional point about the law, which, as Walter very aptly put it, is a national umbrella. Now, what's happening on the local level? We are now approaching the November elections, with new mayoralties, and with that, the first year is the year where all mayoralties nationwide have the door open to make changes in the famous PS.

[00:16:33]So here's another additional option for all real estate agents and their properties that are having problems, to request the municipality to review and analyze cases that are blocked, that are detrimental. It happens that in front it is industrial and across the street it is no longer, or that it is commercial and the cos in front is 50, across the street it is 10%. And when the street vendor should have the same rights, that's how it is on August 10th, that's how it is on Amazonas. On August 10th, you don't see 10-story buildings on one side and one-story houses on the other.

[00:17:11]Losistas on August 10th are the same.

[00:17:14]So, that same territorial logic that is applied in Quito, which was planned since 1970, is no longer the same in other parishes or other areas. Because? And when you ask the municipality, sometimes they don't even answer because they just say no, period. So yes, the law even protects the fact that the municipality now has to justify itself with much more force and strength.

[00:17:40]What's happening now is very interesting.

[00:17:42]Well, Carlos, I was once told that perhaps it was because of the budgets and services, especially in these rural areas, uh, there's no sewage system perhaps, or no electricity services.

[00:17:54]So what they were doing was lowering the cost of development, right? Perhaps that's part of the municipality's interest.

[00:18:04]Yes, that's a very interesting topic to discuss, and you're absolutely right. There are areas where, of course, services no longer reach and it is very expensive to bring drinking water, electricity, paving, and of course, that makes sense in not generating densification in those sectors, but now let's go to the other reality. There are areas that have sewage or drinking water, are supplied, and yet do not have the correct land use they should have.

[00:18:34]So, I think that's where the municipality has a responsibility, and it is the municipality's duty to break it down, but consciously, that is, to say what Walter said recently, it is already consolidated, it already has basic services, so we can give it a land use in accordance with what it is. However, what one sees is different in reality; in other words, it's completely blocked. Now there is a very famous block which is the DBUs and babies, single-family housing and two-family housing, where they cannot do horizontal property. All of Puembo, well, 60% of Puembo is like this, where horizontal property cannot be developed. So, these are blockages that the municipality should review because even the land has already been subdivided, the urbanizations have already been done, it's already been done.

[00:19:17]So yes, it is an analysis now with a different lens, I would say.

[00:19:22]Of course, in addition to the urban developments, speaking of these areas of Puembo, it goes from Quito towards the airport. That's on a global scale; when airports are built outside the city, they become satellite cities.

[00:19:35]So, that happens in Madrid, Barajas, for example, it's the same. Everything has become concentrated towards the airports, and that's going to happen here too. That's inevitable. It's inevitable.

[00:19:44]And that's it, and there's no more gift, and besides that, I'll add to that the other cherries on top, towards the airport are the three best schools in Quito. Well, maybe not better than those expensive American Einsteins. They're already there, they're already in Pifo Puembo, right on the border between Pifo and Puembo. Uh, the county and the Country Club. The county is already there.

[00:20:09]Uh, the arrays have been there for a while. So, the whole area, all these warehouses, logistics issues are already consolidating in Pifo. Because?

[00:20:19]Because in PIFO puembo, almost going with a view towards the airport.

[00:20:23]Because? Because all the dynamics are already there. So it's contradictory, but the airport is planned, the roads are planned, but what about land use, population growth, right?

[00:20:36]Exactly. And that's how people will live.

[00:20:40]Exact. So, of course, once the facilities are in place, they have to think and say, "Okay, people are going to want to come and live here. The schools are already here, people are going to want to come and live here." Therefore, a whole urban dynamic that has to be consistent with the norm. roads, communication, everything because it's all linked exactly, Carlos, and here comes a question focusing a bit on real estate agents. What do you think are the most common regulatory errors that agents can overlook when acquiring a property? Because one is acquiring something and what is needed is that due diligence to be able to ensure that the sale does not fall through tomorrow, that someone is not misinformed, for example, a promoter, or that someone who is going to build their house is not well informed and then cannot build it.

[00:21:32]I would highlight several because there is so much technicality now that I'm going to go perhaps from the most common to the rarest, but the most common is the impact on roads and the impact on the edges of ravines. Nowadays, many people own properties that border ravine edges, and this means that people don't know how much of the affected area they actually have and how much of the usable area of ​​the land they have. And I've had cases where they buy land, I make up 2,000 m², after all the ravine is in the middle of it, and of course, watch out, right? (Parenthesis: the ravine edge is not what I physically see there; it's what the municipality imposes on me through a process called issuing a geographical feature declaration. It's a very simple, very quick process. The municipality gives the user a line and says, " The ravine passes through there according to us, right or wrong, coherent or incoherent, but that's the rule.

[00:22:27]They divide your land however they want.") Uh-huh. And it has happened to me that they give me a ravine edge and it is a ravine that you can't even see anymore because it's no longer there. And they tell me, "It's because in the 60s there was a map from the Geodetic Institute and the Geodetic Institute put that line and that's the line because and they show a map that literally can't even be seen anymore and they base it on that when in reality the ravine is meters below." But well, in any case, from the edge that the municipality gives us, there are 10 or 15 m depending on the angle of the ravine, and from there is the usable area.

[00:23:00]So, there are indeed areas that, after subtracting all that, are no longer useful. The same thing happens with the tracks.

[00:23:08]Sometimes there are unplanned paths that pass through the middle or that take up 5-10 m of the enclosure inwards. I recently had a case of a piece of land where it literally happens; the land is in the middle of these giant loops of the Rumiñagu highway and, for example, the giant cloverleaf interchanges that are formed and the property is in the middle, there is nothing left.

[00:23:30]So, of course, the owner was telling me, "I bought the land in a super well- located area in front of the Rumiñawi highway, but it turns out they're going to plan a mega loop here with these giant cloverleaf interchanges, and now the land is worthless." Sure, it will have a cadastral value, and that's only when the municipality pays, but yes, there are issues of encumbrances that can make a property worthless. Another one that comes to mind right now is when there is land use in natural protection. If it's within a protected natural area, it's very difficult to manage land use. Because?

[00:24:03]Because there is perhaps a line higher up in the Ministry of the Environment that says, "This is a protected forest."

[00:24:10]Nobody can change that now. So, if there are impacts on land use, on roads, on the edges of ravines, uh, and other smaller ones, perhaps the issue of height, for example, in Puembo of the civil aviation of the DAC, which sometimes, well, there is a limit on the number of floors due to the approach cone.

[00:24:27]But they are more manageable now, I mean, one says, "Well, no, it's not like I'm left with zero land, but there's something."

[00:24:33]So, of course, two or three floors maximum, but there is building potential and, as you said, Walter, due diligence really involves knowing how to read the IRM and not just relying on the IRM, but also seeing the alerts and requesting the reports, because the IRM only tells you to request the road redesign. So, of course, you have to be diligent in going to request the road redesign and say, "Okay, is the impact serious or not?"

[00:24:59]And as you said, that's what you set the price on, because in the negotiation, if the buyer knows what he's doing, he'll lower the price. So, you have to be a good real estate advisor and know how to negotiate based on what the land actually is.

[00:25:16]Clear. And to be able to guide the client.

[00:25:18]Today, the IRM, especially in the Metropolitan District of Quito, has a lot of information. And when we see it, we say, "What is this?" There are, let's say, some graphics at the bottom, where sometimes we see tracks passing by, or there's a stain of something, and what could this be? So, how interesting for us as real estate agents to learn to decipher what that IRM is telling us, because the municipality is no longer giving them to us; it's giving us the information, but also what you're saying, right? not only stay in the IRM, but also verify the observations they are giving us and request reports from the clients.

[00:25:54]Many times customers ask us, "What for?" No, so it's very important that we know how to explain why. There we can see if your land can be used and to what extent we can get the most out of it, because we sell land based on what we can build on it. Carlos, and nowadays there is a lot of technology, you also specialize in the integration of this data and information systems. I really love the Geovisor, everything we have at hand right now here in the Metropolitan District of Quito. But for the average real estate professional, big data sounds like science fiction. In fact, I was giving a farming training course the other day and I was talking about big data, and it sounds like it's big data, right? In practice, how can a real estate agent benefit from this territorial intelligence, from data analysis to identify these perhaps hot developing areas in Quito, as we were just talking about, look, these areas that I can talk to the client about and say, look, here's where you can find them and offer those investors these business opportunities before anyone else sees them. How could we do it?

[00:27:03]Excellent question. Thank you, Yuri. Well, nowadays the municipality, especially Quito, really has a lot of data, and as you mention, it's abundant and rich in information that we need to know how to take advantage of. Well, perhaps the tip of the iceberg, as you rightly mention, is these portals that the geoviewer, as you mentioned, of the municipality, and of course, there we have information about the property and then one digitally extracts the IRM and it is a tool perhaps the basic one, let's say. But today, globally, Big Data is the big boom, and we have to bring it down to earth and apply it to the real estate sector. And that is a challenge that we have been working on together with other professionals, especially on the geographical aspect. What is the geographical theme? Maps. And nowadays you can make interesting filters in this great universe of information where, for example, it just happened to us that a client wanted to find a property on the main road of 2 hectares or more, but that are close to the main road. So, of course, with all this information and with the program developed, you can generate the search and say that only properties larger than 2 hectares should be shown, which might say, no, from two to five because I don't want one that big. Then, from 2 to 5 hectares in that range, all the properties will light up. And this client told me, "And besides that, I want those with 50% or more land use to be included, because it's for a VIP housing development project of public interest."

[00:28:42]So, of course, we developed and generated a map of properties between 2 and 5 hectares, only those located in coastal areas. This narrows down the scope, which helps the real estate agent go directly to where the client is requesting this information. It's a tool that reduces the scope. Perhaps this example is more useful when you have a buyer who asks for a specific requirement and you say, "Well, where in all of Quito can I find this?"

[00:29:17]Another might say, "I want something in an industrial zone with this characteristic, this size, but it has to be I2 or higher." Then you go to where it is and you know where it is. So, it's a tool that can be used and is already developed. In fact, we can show them in later interviews, but it becomes a very powerful tool for real estate agents who have the buyer in hand, right? And of course, perhaps for the seller as well, knowing what's happening around their area, what's nearby.

[00:29:49]For example, if there are schools, if there are roads open, if there are schools or parks, because sometimes people say, "I want a park nearby, for example." So, these are tools that nowadays, with technology, we have to know how to take advantage of to provide better real estate service.

[00:30:10]Incredible. Hey, really, you go from guessing to reading it directly on the map, that is, having it well segmented.

[00:30:17]Right, and exactly.

[00:30:19]To continue, Carlos, it's great because the information you've given us is invaluable, it's enriching, and time flew by. We're already at minute 30.

[00:30:31]We're going to read our guests, but he's already committed to another program as well, so we'll do that.

[00:30:39]That's the attitude. Very good. Right? Because the programs we've done these last few weeks just aren't enough. We keep developing them, and the guests have been extraordinary, and Carlos, needless to say, with your knowledge, we're left wanting more. It's happening to us.

[00:30:58]That's great, with pleasure.

[00:30:59]Yes. And we're going to continue now with our friends, the community that's watching us. Thank you so much for always being there. We have... the words, says Alex, "Hello, good day, esteemed colleagues and expiralties, warm greetings from Alex Ceballos in Portoviejo."

[00:31:19]Lauros Julio, Laurita, hello, good morning everyone, excellent panel. Cecilia Yerena, our dear Cecilia, good day to everyone as well. Moni, Monica Guerrero, good day. Excellent topic today. Listening to the guest is enriching for everyone. That one's for you, Carlos. That's right, with pleasure.

[00:31:39]Lorena Veloz, thank you. The interview was interesting.

[00:31:43]Wilson from Ambato. Good morning everyone from Ambato. What valuable information. Excellent program as always.

[00:31:50]Congratulations on such a wonderful program, and let's keep it going; it 's applicable to the entire territory.

[00:31:56]So stay tuned.

[00:31:58]Yes. Interesting. Uh, good morning. It's great to hear about these new rules, but they often hold us back when it comes to sales by property.

[00:32:09]That's right.

[00:32:11]Laura says, "And when the OCP passes through the middle of the property with a right-of-way, with a 30-meter-wide right-of-way, and this right-of-way is right in front of the property after being divided by it, well, I don't quite understand, but you are talking about the right-of-way, I understand, of the oil pipelines, or yes, yes, I understand. And I had a case like that in Porocoto towards Entreocoto and the E35. I had a case of a property that was right in front of the oil pipeline. So we requested reports from Arsen, which is the agency, an agency that the Ministry of Energy and Mines has there. And of course, they sent us the report that says it passes through there and that is unchangeable, that is, there is no way to move it. However, it was very interesting because we managed to get a road built parallel to the pipeline, a road, of course." Almost 60 meters, but access to the property was achieved.

[00:33:24]This was through the municipality of Los Chillos, and it went from being, of course, a completely dead-end property to having parallel access because, of course, there was no way to access it, and the OCP (Oil Pipeline Authority) doesn't allow entry. Even if one wants to approve plans, it's not possible. But access was achieved so that it can move on to road planning, and that's where we are now.

[00:33:46]But the first step has been taken, and it's already on the other side. That is to say, the area, the Chillos, accepted that there has to be a road there, and now they simply have to move on to definitive projects so that it can be generated, which is already a step further, right? But these are very complex cases. Being right in front of the oil pipeline is very complex, and there are plots of land, and there we have to know if it's worthwhile to acquire one of those properties, if it can be achieved. It's one of the most complex, I would say, because these are cases where there's almost no... The solution is out of the question; there's nothing we can do there.

[00:34:23]And what about what you said about me deciding whether to acquire it or not, because the possibility of selling that land will likely be greatly reduced? So, what am I going to do by acquiring that property? So, thank you for that little gem, that tip, because it's very important.

[00:34:42]Carlos, the truth is, it's been a spectacular program; time flew by, we were left wanting more, but today, demonstrating the technical knowledge and all the regulations, the tools, we understand that there's an opportunity here, right? When we have the information, and especially when we have people like you, who I believe will be working hand in hand with us right now to support us, because as real estate agents, perhaps having all the knowledge is beyond our grasp, but having an ally like you allows us to help more clients and, of course, boost our business, which is important.

[00:35:22]Where can the community? Although I know you'll be with us more closely, I hope so. To conduct these territorial analyses, do you have any way we can contact you? Of course. I can give you my number, 0992 774 320. I'm at your service, and we're also at your service through EXP and all its agents, as well as our strategic partners.

[00:35:46]Absolutely, Carlos. And the truth is, we have a challenge, what's it called?

[00:35:52]Because it's a challenge you face when one of our agents is just getting it done, it's almost done. Yes, how wonderful, you can't imagine how wonderful it is, but it's been quite a challenge, and I've seen your professionalism, how you've handled it, how we can achieve, as you say, that we're on the verge of everything being resolved and completing the sale of that property properly.

[00:36:17]All the paperwork with the municipality, if you hadn't been there, it wouldn't have gone ahead. So, thank you very much, Carlos, and let's stay in touch to move forward because, yes, I know many clients are going to be affected. With all these changes that have happened, it's great to have an ally who can help us move forward and support our clients.

[00:36:38]So, thank you very much, thank you for this wonderful program that's now over, but thank you, Carlos, once again. Thank you all, and it's been so nice to share.

[00:36:48]Thank you so much, Carlos, and to all our Momentores audience as well, so that you stop being just property counters. You must become consultants, master your territory, understand the rules of the game that govern that market, but from a territorial and technical point of view. And that's where the support comes in. Uh, Julis, your final message to say goodbye to the program. Of course. Well, once again, thank you to Carlos, and keep an eye out for those nine articles that Carlos just told us are out, they're brand new.

[00:37:25]Homework, homework, we have homework. If it weren't for Carlos, we wouldn't even know about them today.

[00:37:30]So, apply this territorial intelligence, take into account the big data we have, especially those of us blessed in Quito, who have access to it to secure those sales. With the municipality, making sure everything is in order, let's see how we can get the most out of these lands or the properties we're acquiring.

[00:37:49]Personally, I found this program very enriching, and I do want you to come back, Carlos. We'll do another program next week. Thank you so much. Thank you to the Momentores community for tuning in. Thank you, Walter, for this morning's program, and to our audience, as always, thank you so much for being with us. We'll keep innovating and searching for more information for you. See you on our next program on Monday. Have a great weekend. Goodbye, Yuri. See you Monday. Have a great weekend. Bye. Have a good one. This.