Jean-Paul Lugaro

Critic
DISC Type : C

Business Development Manager at El Martillo Ltd.

Gibraltar, Gibraltar

Overview

Jean-Paul Lugaro is a Managing Director at Mulberry Real Estate and CEO of Hilstone Properties, specializing in the Gibraltar property market. His expertise covers property management, investment acquisitions, and commercial construction projects. He is a graduate of Sheffield Hallam University with a BSC Hons.

He is an influential figure in the local real estate sector, often providing commentary on market trends and developments in Gibraltar.

Personality Overview

Critic

Negotiator

ROI Driven

They prefer to do logical analysis and value evidence over emotions.  They enjoy working alone and do not rely on others very often. It is very likely that they will negotiate pricing or other important terms.

Topics They Care About

Gibraltar Property Market
As CEO and Managing Director of Gibraltar-based real estate firms, he has deep expertise and often comments on local market trends and investment opportunities.
Real Estate Investment
His roles focus on the acquisition of investment properties and managing a substantial property portfolio for his companies and clients.
Property Development
He oversees investment into commercial construction projects, indicating a focus on development and new builds.

Media Appearances

Jean-Paul has no verified media appearances

Work History

1-2025
Business Development Manager at El Martillo Ltd.
1-2017
Chief Executive Officer at Hilstone Properties
10-2007
Managing Director at Mulberry Real Estate
Administrative Assistant at Barclays Offshore

Education

1998 - 2001
BSC Hons from Sheffield Hallam University
1996 - 2000
Bachelor's degree from Bayside Comprehensive School

More Information

Social Presence :

Prographics :

Exp : 18 Location : Gibraltar, Gibraltar Job Level : Middle Designation : Business Development Manager at El Martillo Ltd.
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Insights For Selling To Jean-Paul

During A Call Or A Meeting

DO's

  • Leverage facts and figures wherever possible; use percentages, numbers etc.
  • Use phrases like ‘expect X% improvement’, ‘data clearly shows’ etc.
  • Don’t forget to mention how you compare to competition on both features and pricing

DONT's

  • Make extra effort to not seem pushy or confrontational
  • Avoid phrases like ‘trust me’, ‘others just love’ etc.
  • Avoid pushing them too much to involve other stakeholders unless it is critical

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Jean-Paul is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Jean-Paul

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Jean-Paul move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Jean-Paul take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Jean-Paul

Personality Compatibility


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