Trust can only be generated through self-confidence, and trust is the key factor for customers to buy your goods. How can I show my "confidence"? First of all, you must dress appropriately and neatly, have a charming face, be polite and considerate, be kind and polite to anyone, and be careful. 3. Pride (being able to engage in the real estate industry) 2. Know how to locate and package yourself 1, tool kit (including mobile phone, tape measure, compass, calculator, card holder, stapler, pen and paper) 2. Uniform, badge (if there is no uniform, men: white shirt, trousers, tie, leather shoes, combing hair, etc. ) ladies are similar. 3. Work folder (housing information, materials and plot plan) 4. Business folder (related forms, sales power of attorney, customer tracking form, information registration form, house inspection power of attorney, working day program arrangement, etc. ) 3. How to be a successful broker (first of all, you must be an expert in housing development). Ways to develop housing: 1, Internet 2, newspapers 3, social relations 4. Cooperate with others (such as security guards, management offices, grocery store aunts) V. How to develop the housing of self-selling owners "1. Don't rush to call yourself an intermediary. Don't be ashamed to be an intermediary. 3. Explain that you are familiar with this house and have had transactions (sales). 4. Explain that you have mature customers. 5. Introduce the strength of your company and your professional level. 6. Remind buyers that the whole property transfer transaction is not as simple and simple as it seems. If it is not professional enough, there are some risks and disadvantages in the transaction process, and buyers should be guided to entrust professional institutions to sell. If you entrust me with sales, I can draw up a sales plan for you. 7. If you finally refuse, say politely: Miss or Mr. So-and-so doesn't matter. If you have any problems in the process of buying a house, you can call me for advice. I will provide you with professional services for free, so that the owners can trust you, even trust you, and think that you are very quality and cultured. For example, if you think I am professional, you can entrust me. I am confident and capable of helping you sell real estate. * Remember not to sell it at a high price, and don't hand it in, so as not to discount the agency fee. 6. How to get exclusive commission: Analyze the advantages of exclusive commission 1, and more: price is one of the factors that form vicious competition among middlemen. 2. More: save time and trouble, first promote housing, then issue newspapers, publish online, etc. 3. Find a strong buyer and choose the target customers. 8. Three ways to contact customers 1, telephone 2, letter 3. How to make a good phone call ① Choose a suitable time (opportunity) to make a phone call. ② Confirm the reason and purpose of this call. (3) Sign up and ask if the other party is convenient to answer the phone. You should know that your voice is the first impression of the other person on you (the tone is stable). Don't get into the subject right away, say hello moderately. Get to the point and let the other person participate in your conversation. Cause * * *. Are you satisfied with my explanation? ⑧ Keep your goal in mind ⑨ But when your goal can't be achieved for a while, remember to finish it step by step, and don't pester. Attending to arrange a whole time to make a phone call and take notes. Ten, constantly develop customers, accumulate customers how to improve the satisfaction of real estate services: to make services precise, refined and professional, eternal customers should do more (think more from the customer's standpoint) to understand the urgency of customer needs, treat customers with eternal patience and provide endless services. By providing customers with satisfactory service, we should completely change their real estate and let customers know that I will help you find something better, not just. XI。 How to win the hearts of customers after improving service: 1. Ask a clear question, aiming at question 2. Concise and powerful, unambiguous 3. Have confidence. Be serious and sincere in your methods. Being kind and friendly can win a good impression. Pay attention to each other's strengths. Praise each other appropriately. Twelve. Analyze customers! 1. Select a customer to know the basic situation. Have you seen the house recently? How long has it been? 2. There are four kinds of training periods that you must go through: ① You just want to buy a house when you are budding; ② During the training period, customers have the intention to buy a house; 3 mature customers are mature and want to buy a house, which is a bit anxious; 4 they are eager to buy a house, especially eager; 3. Novices continue to receive customers and analyze customers (the characteristics of failed brokers, numbness, mechanical treatment). Thirteen. House analysis, key operation: 1. Analysis of the house itself: supporting facilities, environment and transportation; 2. Internal situation, pattern, lighting, ventilation and appearance of the house; 3. Analysis of housing ownership; A. property rights; B. mortgage situation; C. housing transaction process; 4. Whether the owner has sincere communication, whether he is eager to sell the house, whether the owner's quotation is reasonable and the urgency of the owner (housing analysis). 1, the appointment time and place should be appropriate: when determining the time of house inspection, if the time of the customer or the owner changes, the other party should be informed in time. 2. Don't invite too many customers (such as cinemas and stations). Owners and customers should be separated and should not be invited together. 3. When looking at the house (knocking at the door), the door should be opened lightly, so that the customer can go in first and close the door at the back. 4. Introduce customers. Owners know each other. 5. Open the curtains. If it is night, you should turn on the light first. 6. Point out the characteristics of each room. Let customers feel that they already own the house. 7. Emphasize the advantages of real estate (such as location, long-term planning, landscape, developer strength, neighbors, property management, low down payment, structure, etc.). Introduce the real house, be good at observing and asking questions (for example, what do you think of the height and landscape of the living room? So as to understand the customer's thoughts) 9. After seeing the house, customers should be familiar with the supporting facilities of the community. 15. After seeing the house, we should track the feedback from the customers to the owners in time, so that the owners can better understand the shortcomings and advantages of the house and know the customers' situation and ideas in time (whether there is a chance to clinch a deal). 16. How to dispel customers' doubts? The first step of CDDC rule: clarify doubts. Step 2: D realize the doubts (from the customer's point of view). ) 17. the marketer's rule is whether the other party has money, whether it has the ability to buy or finance, and whether the customer has decided to buy. if not, you are still wasting your breath. Do customers have a desire to buy? If the other party doesn't need this product, no matter how rich and powerful you are, it's useless to explain it. How can I know each other's purchasing power? We can only rely on analysis, accumulate experience and cultivate our own observation. Remember the salesman's rules. If you ignore its existence, you waste your labor (energy). In our work, energy and time are money. (For example, only money is real, and no money means no money. First, how can a person with a deposit of only 1000 yuan and no place to borrow money successfully sell his property to him?
The daily work of a successful broker:
1, arrive at the company on time every day (it is best to arrive at the company 20 minutes in advance, rain or shine! )
2. Turn on the computer, check the newly added real estate the day before, get familiar with the market situation, and get into the habit of reciting real estate every day and finding the bamboo shoots you need.
3. Turn on the computer, check the company's "New Announcement", "Staff Forum" and other columns at any time, keep abreast of the company's business dynamics and rules and regulations, and keep up with the company's ever-changing development.
4. Investigate the advertisements in this area (including our own company and foreign companies), find the discs or bamboo shoots that customers need, and we will take the initiative to find the source of discs, increase the turnover and then increase the performance (as well as classified advertisements).
5. If there is a new key card in the branch or area, you will always look at the house with the key. Over time, you will know all the apartments in this area like the back of your hand.
6. Fifteen sources must be carefully cleaned according to the quality every day. Cleaning any disc source must be thoroughly communicated with the owner to understand the real situation.
7. In the process of washing dishes, understand that the owner needs to change the building. Before the owner does not sell, please ask the owner to look at the house (at least once a week).
8. Make a decision every day to find a new customer (a customer who doesn't need it for the time being, but will buy it within six months).
9. Try to check the calculation method of taxes and fees in the process of buying and selling.
10, try your best to show two clients the house every day.
1 1. We must follow up the customers immediately every day and wash ten public customers every day.
12, take the initiative to distribute leaflets at bus stops or designated targets with insufficient disk sources to win customers and disk sources.
13, self-made five bamboo shoots, and constantly looking for customers to match, there will naturally be more opportunities.
14. Follow up the tenant's previous lease or sale. (Is the tenant due? Will you find another new home? Will you buy a house? Do a good job of "customer return visit" by yourself.
15. Follow up the property owners who rented out by themselves in the past. Will they buy an extra unit for investment (rent collection)?
16, have time to attract customers in the nearby active residential areas and real estate companies.
17. When washing dishes by yourself, contact the owners who think they have better communication with each other, deepen their feelings and strive to control the dishes (sign an exclusive commission).
18, the evening is the best time to contact customers and owners, and insist on communicating with customers and owners between 8 and 9 o'clock.
19, the salesman should know more about the important news of Beijing and domestic real estate, so as to do well in this respect.
Knowledge is increased, so there is more content when talking with owners and customers, and the image of "expert" is shaped.
20, in the process of negotiation, it is common to encounter setbacks, and to write down the crux of the problem, do not repeat.
2 1, work summary (summarizing the experience of house inspection), and preparing the work plan for the next day (the guest and the owner need to contact)
22, the heart is not as good as the line, the heart is not as diligent as the hand. Only by taking the initiative can we get income. Dear colleagues, please compare your work with the above-mentioned "daily work" anytime and anywhere, and check what you have done and what you have not done! It is suggested that this "daily work" be extracted from your own workbook, and you should always spur yourself and guide yourself! In the long run, when you succeed, you can wait
How to become a real estate agent? The emergence of intermediary companies
The emergence of intermediary companies represents the rapid and stable development of local economy. Why is the trend of economic development related to real estate agents?
Because when the economy develops well, the investment has a considerable return, the income of workers has increased, and people have become rich, people will naturally strive for better food, clothing, housing and transportation. In particular, the traditional thinking and housing of China people are very important, because in addition to housing, owning a house now is also a symbol of achievement and status. If you have a bigger house, it means that your achievements are bigger and more brilliant. Therefore, in addition to housing, in a rapidly developing place, when the demand for buildings is so great, the emergence of intermediary companies has played a role in urging market development.
But people who want to buy a building can choose the developer's building. Why buy a second-hand house?
Because developers' uncompleted residential flats often have to wait for a period of time to hand over the house, and the developer's price is relatively high, and the new facilities of the house are relatively incomplete, or because of the location, some people will turn to buy second-hand houses, so intermediary companies can play a role.
Second, the role of intermediaries.
Have you ever thought about the role of intermediary? Do you think the agent will sell the house to the guests or help them find a house to buy?
In fact, intermediary is a special industry, and we are very different from salesmen in other industries. Generally speaking, the salesman in the industry means that the company has some of its own products listed, and the company needs to set a good price because of the market, and the salesman only needs to publicize the advantages of the products to complete the task. This is called one-way selling.
Our role is a real middleman. We don't have our own products and pricing. What we do is entrusted by everyone, and we will receive commission when we finish the task. What we sell is service, your promise, your relationship, your persuasiveness and so on, so that the other party can give you trust.
Three. Daily working habits, discipline and working attitude of intermediary institutions
Intermediaries should have working procedures and plans every day, and don't treat everything with a "walking" attitude.
Should be taken seriously, not measured by today's interests, because intermediary work is like a farmer plowing the land, sowing tomorrow's harvest today, so we are quietly cultivating every day. The work of intermediary is mainly divided into three categories, namely preparation, implementation and harvest.
Preparation: The ancients said, "If you want to do something well, you must sharpen your tools first", so preparation is very important. If you are not prepared, even if you have great ability, problems will still arise. So preparation is very important. Preparations include constantly searching for new websites and updating the trend of owners and real estate prices.
Hoe price (making some buildings below the market price)
If the property entrusted by the owner is vacant, we should actively strive for the key.
See Baidu Library "How do real estate agents do it?
:wenku . Baidu ./view/3c 92224 BCF 84 b 9d 528 ea 7a 8 e。
How to be a real estate agent? This is the same as doing other business. Diligence is the most important. I am familiar with the sales skills of real estate, and I know the price of real estate and the details of nearby real estate like the back of my hand. Forget it. In short, it is four words: fast, accurate, ruthless and posted.
I hope you can do the following. If you succeed, don't forget me ~ ~
The daily work of a successful broker
1, arrive at the company on time every day (it is best to arrive at the company 20 minutes in advance, rain or shine! )
2. Turn on the computer, check the newly added real estate the day before, get familiar with the market situation, and get into the habit of reciting real estate every day and finding the bamboo shoots (high-quality housing) you need.
3. Check the regional announcements of SIS (including our company and foreign companies), find the vegetables or bamboo shoots that our customers need, and actively seek the source of vegetables, so as to increase turnover and performance (as well as classified advertisements).
4. Understand the situation that colleagues looked at that day, and actively follow colleagues to see the house. Over time, you will know all the apartments in this area like the back of your hand.
5. Ten houses must be carefully cleaned according to quality every day, and any house must be thoroughly communicated with the owner to understand the real situation.
6. During the return visit, I learned that the owner needed to change the building. Before the owner does not sell, please ask the owner to look at the house (at least once a week)
7. Make a decision every day to find a new customer (a customer who doesn't need it for the time being, but will buy it within six months).
8. Try to check the calculation method of taxes and fees in the process of buying and selling.
9. Be sure to show two clients every day.
10, the customer must be followed up immediately every day.
1 1, take the initiative to distribute leaflets at bus stops or designated targets with insufficient housing to win customers and housing.
12, self-made five bamboo shoots, and constantly looking for customers to match, there will naturally be more opportunities.
13. Follow up the tenant's past lease or sales. (Is the tenant due? Will you find another new home? Will you buy a house? Do your own "customer return visit" work.
14. Follow up the property owners who rented out their own property in the past. Will they buy an extra unit for investment (rent collection)?
15, when you have time, go to nearby residential areas and real estate sales departments with active transactions to attract customers.
16. During the return visit, I think the owners who have good communication with me should contact more, deepen their feelings and strive for control (sign exclusive entrustment).
17, the evening is the best time to contact customers and owners, and insist on communicating with customers and owners at 8-9.
18, salesmen should know more about the important news of Shanghai and domestic real estate and increase their knowledge in this respect, so that they can have more content when talking with owners and customers and shape the image of "experts".
19. It is common to encounter setbacks in the negotiation process. Write down the crux of the problem and don't repeat it.
20. Work summary (summarizing the experience of house inspection) and preparing the work plan for the next day (customers and owners need to contact).
2 1, the heart is not as good as the line, the heart is not as good as the hand, and the mouth is not as good as the leg. Only by taking the initiative can we strive for performance.
22. Remember that brokers don't depend on the weather for food. That's what farmers think. Don't be lucky. It is the last word that heaven rewards diligence.
How to be a real estate agent, that is, real estate agent. A house is a product.
First of all, you should fully understand this product, and then find a buyer or seller to introduce your product, show it and negotiate. Then the deal is made. Buyers and sellers in the middle should coordinate well.
Although it looks simple on the surface, it is difficult to do it in practice. But always remember to stick to it. Be diligent, find more houses and customers. I believe you can be an excellent real estate agent. I wish you success!
How to be a good real estate agent? Sincere attitude, sincere service attitude, thinking from the customer's point of view. The knowledge of real estate should be hard enough, and the agent's real estate should be clearly understood and recommended by customers. A professional introduction will be convincing.
Have a hard-working spirit, work hard to sell, have a good attitude, and be prepared to be stood up and rejected.
Finally, I wish you long-term success, and you can live with your friends when buying and selling a house.
How to be a professional real estate agent? The first is dedication! Do one thing, love one thing, and regard the company as your own career, then everything is OK.
How to be a good real estate agent? If you want to be a qualified real estate agent, you should not only be familiar with real estate professional knowledge, but also master legal knowledge, financial knowledge and negotiation skills, so as to build a bridge between real estate developers and consumers, buyers and sellers and make yourself invincible in the intermediary industry.
Real estate professional knowledge (including real estate information). The so-called real estate agent refers to providing real estate information and intermediary agency business for clients. Intermediary, in layman's terms, is to act as a middleman. Intermediary means holding two families in one hand: the upper family and the lower family, and playing the role of communication, promotion and stability between them.
For a real estate agent, mastering a lot of market information is the premise for him to do this job well. This information should include: real estate-related laws and regulations and related policy information, information on changes in purchased objects, etc. Brokers use information to make profits to a large extent, and information is their main capital. If the intermediary is mainly information, then the agent must have professional knowledge. Agency is to represent one party to find another party, and it is the agent in the whole process of buying, selling and leasing, which runs through all aspects of real estate production. Therefore, brokers are required to be familiar with real estate development and management, construction, real estate transactions, real estate price evaluation and other professional knowledge on the basis of being familiar with relevant real estate laws, regulations and rules.
Specifically, first, we should master the investment in real estate development, as well as relevant market research, development procedures, project feasibility study, project construction and completion acceptance, fund raising, market promotion and so on.
Second, we should be familiar with the basic knowledge of architecture and understand the whole process of construction projects.
Third, we should be familiar with the conditions, procedures and specific provisions of transfer, mortgage and lease, as well as some basic knowledge of property rights.
Fourth, we should master the theory and practice of real estate price evaluation. Marketing knowledge. The development of real estate today is no longer a single product competition a few years ago.
For real estate developers, what they need is not simple intermediary service, but intermediary service that can provide perfect marketing scheme and superb market planning scheme to open up the market. The separation of production and consumption in the real estate market determines the importance of real estate marketing. The separation of real estate in time, quantity, type, room type, floor ownership, information and valuation must be compensated by marketing.
Real estate marketing is an important branch of marketing. Market segmentation principle, marketing combination theory, market forecasting and research methods, as well as product strategy, pricing strategy, distribution and promotion strategy are all essential things in real estate marketing.
To master marketing knowledge, we must master knowledge and skills such as market research, target market selection, product development, product pricing, channel selection, product promotion and after-sales service. Legal knowledge. Although real estate agents are not lawyers, they don't have to reach the professional level, but the laws and regulations related to real estate must be mastered. The development of China's real estate industry benefits from the adjustment and improvement of real estate laws and regulations, which means that every business of real estate cannot be separated from laws and specific regulations.
The three laws of real estate, Urban Real Estate Management Law, Land Management Law and Urban Planning Law, as well as the departmental rules and local regulations formulated accordingly, cover almost the whole real estate affairs. As a broker, you should not only master the laws and regulations of real estate and the policies, principles and spirit of all levels of departments, but also be familiar with the knowledge of civil law, economic law, administrative law, administrative procedure law and civil procedure law. To give the simplest example, signing a contract involves legal knowledge such as economic contract law and general principles of civil law. Agent leasing should be familiar with the "Measures for the Administration of Urban Housing Leasing" and the "Regulations on the Administration of Urban Private Housing". And know which houses can be rented, which houses can't be rented, and how the lease contract will take effect. The agent must be familiar with the transfer conditions, transaction procedures, property rights knowledge and registration procedures in the Regulations on the Administration of Urban Housing Transfer and the Measures for the Administration of Urban Ownership Registration. If you are an agent for a developer, you need to master more legal knowledge.
In recent years, the fashionable real estate lawyer witness business is enough to illustrate the importance of legal knowledge. Real estate agents should learn, understand and use the law, act in accordance with the law, and use the law to safeguard the legitimate rights and interests of clients. Financial knowledge. As an important part of the financial industry, real estate finance is closely related to the development, operation and management of real estate, and is the product of the marriage of real estate and finance. The development of the real estate industry should be backed by the financial industry, and the financial industry should be bigger. The real estate industry is the first choice. Especially after the implementation of the new housing reform system and the cancellation of housing distribution in kind, the financial knowledge of brokers is particularly important. Whether it is an agent developer, mortgage loan or even real estate consulting business, financial knowledge is essential. Generally speaking, brokers should be familiar with international financial practices, current national financial policies, financing forms, bank interest rates, interest calculation, loan types and procedures, repayment methods, housing provident fund, etc. Negotiation skills.
Negotiation is not only a technology, but also an art and science. Through the communication of opinions and feelings of all parties, it reaches an agreement that is basically satisfactory to both parties. The negotiation of real estate agents is no exception. Through negotiation, we can complete the tasks entrusted by the entrusting party, get the commission and meet the market demand. Common strategies in negotiation, such as timing strategy, interest concession strategy, winning with sincerity, etc., are all needed by real estate agents. Specific to intermediary or agency business, at least three or more schemes should be put forward: optimal policy, intermediate policy and worst policy. For real estate agents, there is also the most realistic problem, that is, how to get the two parties to make a deal, which requires real estate agents to "make a deal when it is time to do it", and can also use some ingenuity, skills and methods to urge the other party to make up their minds to make a deal early. But you can't cheat.