Marina Lyudmilova–Consultant with the highest turnover in sales

Marina Lyudmilova is an established professional in the field of luxury real estate and part of the Unique Estates team for more than 13 years. In 2024, she was recognized with the prestigious award Consultant with the highest turnover in sales – 1st place. We meet with her to find out what is behind this success, what are her biggest professional challenges and what is her approach to clients and deals.

You have been part of Unique Estates for more than 13 years. How has the company changed during this time and what motivates you to stay in this team for so long?

Over the past decade, the company has developed enormously – both in the scale of its activities and in its corporate culture. In the beginning, we were a small but ambitious team, and today we are an established organization with a clear vision for the future. The technologies we work with are constantly improving, the processes are becoming more efficient, and the opportunities for development are increasingly diverse.

What motivates me to stay so long is the dynamic environment, the challenges that make me constantly learn and develop, as well as the incredible team I work with. The atmosphere of mutual respect and shared values makes the work not just a professional activity, but a true inspiration.

I look with particular gratitude to two remarkable ladies – Ms. Ilieva, who has always been an example of leadership, dedication and professionalism, and Ms. Georgieva, whose support helped me overcome challenges and develop.

You won the award for Consultant with the highest turnover in sales for 2024. What does this award mean to you?

This is an extremely valuable recognition for me, because it reflects not just achieved results, but many years of work, dedication and professionalism. This award is a proof that when you put your heart and effort into your work, success inevitably comes.

However, for me, the greatest satisfaction is the trust of clients and the sustainable relationships I build with them. The high segment of the real estate market requires much more than standard service – it requires a deep understanding of the client’s needs, a personalized approach and uncompromising quality of service.

This distinction is also a great motivation to continue to improve and build even more long-term and successful partnerships.

What was the most significant or challenging deal you concluded this year?

The past year brought me many interesting and diverse deals, but one of them left a lasting mark on my professional path. It was a deal with a property in the city center, which was slightly abandoned, but with enormous potential. The process was challenging – complex negotiations, short deadlines, specific requirements from the client and the need for in-depth analysis of documents related to the long history of the property. There were times when it seemed like the deal wouldn’t happen, but with persistence, attention to detail, and the support of my great team, we were able to bring it to a successful conclusion.

It was inspiring for me to see a derelict property given a new lease of life and a new perspective.

What are the biggest challenges in closing deals in the high-end segment and how do you overcome them?

Working with clients in the luxury segment requires precision, strategy, and in-depth knowledge of the market. Among the challenges I face are, first and foremost, the high expectations of clients – they are looking for personalized solutions and impeccable service. That’s why I invest time in building trust, listening carefully, and offering value beyond standard services.

Second, there are the complex negotiations – deals often involve multiple stakeholders, specific terms, and detailed agreements. Preparation, patience, and the ability to find mutually beneficial solutions are key to a successful closing.

Among the challenges that my work is associated with is the dynamic market environment – economic changes, regulations and competition have an impact on deals. I stay informed, analyze trends and adapt my strategies to offer the best opportunities to clients.

To all this, I add trust and reputation – the high segment requires proven experience and an impeccable name. I build trust through professionalism, transparency and long-term results, which strengthen my position as a reliable partner.

Overcoming these challenges requires not only expert knowledge, but also emotional intelligence, strategic thinking and the ability to anticipate potential obstacles in the work process.

In this regard, how do you build and maintain long-term relationships with your clients?

For me, sustainable success is built on trust, consistency and added value. The main principles I focus on in my work are:

First of all - transparency and honesty - clients should know that they can rely on me in any situation. Second, I put a personalized approach - each deal is unique, so I take the time to understand the client's true needs and desires. Next is constant communication - even after the deal is finalized, I maintain contact and offer assistance in future needs. To all this, I add added value - I strive to exceed expectations and provide solutions that make the process easier, safer and more enjoyable for the client.

When people feel that they are in the spotlight and receive more than expected, the relationship turns into a long-term partnership.

After such a successful year, what are your next goals?

In the short term, I will be attending the major international real estate conference in the US, organized by our partners Christie’s International Real Estate.

In the long term, I am planning new exclusive projects in the city center – properties that deserve to be revived and transformed into homes with character.

The most inspiring part of my job is the opportunity to help people find their place – a home filled with dreams, opportunities and hope. There is nothing more satisfying than that!