Daniel Debono has enjoyed looking at properties for as long as he can remember. “Even as a kid, I remember walking into traditional Maltese homes and loving the vaulted ceilings and beautiful gardens.” Despite this early interest, his academic training and initial career took him away from real estate and into the world of business. Having graduated with an MBA from Henley Business School at the University of Reading (UK), Daniel embarked on a career in consulting.

“Although I enjoyed my work, my true passion lay in real estate,” Daniel recalls. When the opportunity arose to start a business, he was ready to change the trajectory of his career, and eventually founded Excel Homes.

“Today, our team comprises more than 35 salespeople across four offices in order to cover both Malta & Gozo,” Daniel explains. “All of our salespeople share a love of quality properties, no matter the size or type, and a strong belief in taking genuine care of our customers.”

Among other factors, what sets Excel Homes apart is the cohesive teamwork among its agents, who consistently and genuinely support each other.

“Everyone is thrilled when the team makes a sale,” Daniel explains. “Our agents are truly happy to congratulate their colleagues on their achievements.”

Of course, working in real estate involves performance-based remuneration, and aside from a love of property and client care, negotiators also need a healthy dose of entrepreneurial spirit. “To be successful in real estate, you need to think like an entrepreneur and always put your clients first,” Daniel says.

To help salespeople build their careers, the company offers a range of very attractive incentives that reward customer relationship-building activities like advertising and scheduling viewings from day one.

“Closing a sale may take some time,” Daniel explains. “We believe that offering incentives throughout the sales process shows our salespeople how much we value their efforts.”

In addition, Excel Homes invests in training new team members: “Every week, we invite expert trainers from various fields to share their knowledge and sharpen the skills of our salespeople,” Daniel says.

Training sessions like these help agents to better support their clients from the moment they first make contact. “Asking questions like what the buyer’s needs are is vital,” Daniel believes. “How can you better understand them and build a relationship based on trust? It’s not always easy and a dose of determination is essential, but if you focus on these areas, sales will follow.”

Excel Homes’ growth speaks to the success of this approach. With a head office in Attard and three branches in Sliema, Valletta and Gozo, the team aims to expand its presence, bringing its services even closer to clients across more areas of Malta.

“We’re adding two more offices, one in the south and another in the north of Malta,” Daniel reveals. “But it’s not just about space – we’re also actively looking for more real estate salespeople in all our branches.”

The Excel Homes team adopts the same client-centred approach when it comes to working with property owners. “In Malta, we’re lucky to have a strong property market with demand generally exceeding supply,” Daniel says.

Still, he believes there are always ways to maximise the potential appeal of a property. The team starts by meeting owners for an inspection and valuation. Based on that, the agent will guide the owner to make the property as appealing as possible whilst also pricing it at a fair market value.

“Depersonalising and decluttering are the keys to a successful sale,” Daniel explains. “For example, an owner may love colourful walls, but whitewashing them will allow prospective buyers to picture themselves living in the home. Plus, it makes the rooms appear larger.”

What makes a property perfect? According to Daniel, the answer depends on the buyer, their individual situation and the stage of life they’re at. “Fundamentally, a quality property is one that was built well and finished well,” he says. “Beyond that, what constitutes the perfect property is different for everyone.”

It could be a house of character or a villa for a growing family or a penthouse or a small bungalow for a couple of empty nesters who are looking to downsize as their family situation changes. Since the foundation of Excel Homes, the team has helped countless families find their perfect home in Malta and Gozo.

Whether buyers are local or come from abroad, the initial onboarding meeting always starts with a list of questions for prospective buyers. “This is where we get to know the buyer and their needs,” Daniel explains. “It may sound like a waste of time – after all, we could just start looking at properties – but it’s the opposite. Once we know exactly what buyers are looking for, we can help them find the ideal quality property fast.”

In some cases, priorities change as buyers start to look at available properties. “For most clients, buying a property is one of the biggest purchases they’ll ever make, so they need time to see what’s available and compare,” Daniel says.

“Our agents are there to guide and advise but are never pushy.” Instead, the team focuses on matching the right property with the right clients, and they have been known to find that perfect, quality home for a client within minutes of asking the initial set of onboarding questions.

Property owners also benefit from this bespoke approach. “At Excel Homes, we take every property listing seriously. Owners are never just another number on a database; we’d rather spend the time to get to know the owner and the property, and build trust,” Daniel says.

At the moment, the Excel Homes team has a waiting list of buyers and is encouraging owners who are thinking of selling to get in touch.

The team’s results confirm the success of the company’s philosophy. “Especially when property owners choose us as the sole agency to represent them, we have a high success rate of selling within the first month of listing a home.” The team also prides itself on building the business thanks to referrals from happy customers and repeat clients who return when it’s time for their next move.

Although much of Excel Homes’ success is built on personal relationships, the team doesn’t shy away from using technology to match properties and clients. Daniel says, “we’ve just launched a new website to make finding the right property easier for our clients. In essence, we believe in using technology where possible to make life easier for our team and our clients.”

Having built a trusted brand that is recognised by industry colleagues as well as property owners and buyers lies at the heart of Excel Homes’ success to date. As the business is looking at 2024 and beyond, Daniel believes that being genuine about taking care of every client remains at the core of building the brand and growing the business across all corners of Malta and Gozo.

To contact Daniel Debono and the Excel Homes team, click here or phone 2141 3355 or 9945 1255.