Competências Profissionais do Corretor de Imóveis de Médio e Alto Padrão atuantes no Recife-PE: estudo de caso no imobiliária Alpha.

Abstract

This article aims to identify the professional competencies of real estate agents specialized in the mid- and high-end property market in the city of Recife, Pernambuco. The research seeks to understand which knowledge, skills, and attitudes (CHA model) are considered essential by the professionals themselves to achieve success in their roles. The methodology adopted was quantitative and descriptive, based on a questionnaire adapted from Ferreira (2022), consisting of 32 questions divided into four thematic blocks. The case study was conducted with six real estate agents working at Alpha, a real estate agency based in Recife-PE. The results revealed that professional competence in this segment requires a combination of technical expertise, effective communication, and ethical attitudes such as empathy, transparency, and resilience. It was also found that professionals tend to value specific technical training and continuous updating more than formal academic education. It is concluded that the effective real estate agent is versatile, strategic, and well-prepared to operate in a sophisticated and competitive market.