Real estate agency is a superficial and hard occupation, and the taste can only be realized if you have personally engaged in this occupation. Working in this industry is very hard. I go out early and come back late, waiting for orders almost all day, and then ringing other people's phones. This is a job that best reflects my personal ability, charm and value. Because every transaction will meet two completely different customers (the shopkeeper and the buyer), every business is a process of "wits and wits" with many people, and every day is absolutely wonderful. Almost every senior broker is full of bitterness. They often complain, "It's not that we don't want to be transparent, but that people lack trust too much." People engaged in the intermediary industry highly admire the Hong Kong model. Every transaction of ownership of each house is clear, and the responsibilities and obligations of lawyers are clear. Compared with brokers, the degree of trust is improved. Generally speaking, this society is very fair, and the lack of integrity in the industry as a whole will lead to the lack of trust in employees, so only through continuous "transparency" can trust be gradually generated. Who doesn't want to do a good job? Who doesn't want a smooth monthly transaction and a good commission income? But in fact, in the whole sales process, more is frustration, running orders, getting something for nothing. Dragging tired body and mind home every day, getting up the next day, still have to face greater performance pressure. The trading cycle of a broker's order ranges from 20 days to 1 month. Sometimes they will stay with customers for one year, and the service cycle will follow through. Finally, the customer signs the property handover form before it is finished. The workload and psychological pressure are great. This is a great challenge to people's physical and mental health.

How to be a successful and excellent real estate agent? ?

I think the following conditions should be met:

1, bearing capacity. Real estate agents have huge sales targets on their shoulders, and those novices are faced with the dilemma of not being able to open the bill. Look at others alone in the scenery and get rich returns. Those real estate agents floating in other places are facing the pressure of life, and the manager in charge has repeatedly urged them, but what they actually face is the indifference and rejection of customers. Faced with difficulties, quite a few people feel confused and depressed, or give up, or work negatively, and the result is naturally farther and farther away from the goal of success. Therefore, it is the ability that every real estate agent, especially young people who have just left school and taken up jobs, should have to straighten their position, straighten their mentality, face pressure and bear challenges. There is no such thing as pie in the sky. What line of success can be easily achieved? If every list goes well, never refuse? If so, let's all be real estate agents. You can always imagine your excellent grades, the happy things in the past, and the expectations of friends and family. I am a real estate agent, and my major is to provide services to others. The person who rejected me may have missed a good opportunity. They actually lost more. You can also imagine the following worsening situation, or the tragic experience of other familiar people. Comparatively speaking, I am still successful. Build up your confidence gradually. ?

2. Analytical ability. Real estate agents should have keen market opportunity analysis ability and learn to discover market opportunities. For example, under the impact of six policies of China, market transactions began to shrink. Then, at this time, we can open up new markets, such as commercial real estate. Stand out from the competition. Analyze the market demand and the success factors of gold medal brokers. These are all things I should learn from and analyze. Constantly look for gaps in the market or new growth points in performance, so as to be in an invincible position. ?

3. Communication skills. A successful real estate agent must be a good communicator. Real estate agents, their job is to deal with people. How to communicate with customers, homeowners and colleagues is the key to success. It is one of the most important abilities of real estate agents to sell their ideas, beliefs, schemes and methods to superiors, subordinates and client owners. Good communication skills are the best way to win the support of others. Practice tells us that many problems in sales are caused by poor communication. Communication is mainly about telling others what you think, but also listening to others' ideas. Everyone has a desire to be respected. You should pay attention to others, listen carefully to every word of others, express your meaning very clearly, know their thoughts and inner feelings clearly, smile, be warm and sincere, and let others have the desire to talk. ?

Learning: Never satisfied with the achievements you have made, you should constantly learn new knowledge, absorb nutrition, learn from top experts, learn their good elements and apply them to practical work, so as to ensure the continued success of real estate agents. For real estate agents, sales career is like a battle, an uninterrupted pursuit without breathing space. Victory after victory is mixed with many failures, and joy, expectation, pride and excitement are often mixed with fear, rejection and disappointment. Although there are always many obstacles and pressures, excellent real estate agents can always grasp the development and changes of society and customers to the greatest extent by virtue of their excellent learning ability, fully prepare for progress with knowledge as the backing, step by step, persevere, and finally reach the peak of success. ?

Many real estate agents have problems such as lack of marketing knowledge and low marketing skills. They are blank in planning and design, market research methods, marketing promotion means, contract formulation, laws and regulations, real estate expertise, finance, architecture and many other aspects. They are disorganized in their operations and even don't do these things at all. They only know how to sell goods by giving gifts, banquets, reducing commissions and thinking about operation. Their lack of professional knowledge is surprising. Although some real estate agents will calculate the purchase, sales, gross profit and part of the price financially, they lack a basic understanding of the basic concepts such as expense level, capital turnover, purchase and sale costs, capital profit and tax rate, investment value analysis, and even can't understand the general financial statements. If such a broker doesn't study hard, how can he make marketing decisions according to the laws of market economy? It is even more impossible to adjust sales behavior through accounting. The professional knowledge of brokers is mainly manifested in four aspects: having a comprehensive understanding of the company. The process and quality management of real estate sales, the content of after-sales service and the development direction of the company. Master the real estate industry and common terms. Brokers should know the development direction of local real estate. At the same time, it can accurately grasp the local real estate trends, the advantages and disadvantages of competitors, reliable selling points and other information; In addition, you must master real estate marketing, bank mortgage, property management, engineering architectural knowledge, real estate legal knowledge and some professional terms such as greening rate, building density, usable area, etc. Master the customer's purchasing psychology and characteristics. We should not only understand the psychology of seeking truth, innovation, beauty, fame and profit, but also understand the psychology of preference, self-esteem, imitation, secrecy, doubt and safety. Understand marketing related content. Brokers should learn the product strategy, marketing price strategy, marketing channel strategy and promotion combination strategy of real estate and understand the common sense of real estate marketing. Psychological quality requires strong adaptability, sincerity and self-confidence, optimism and generosity, perseverance, ability to bear all kinds of difficulties, strong sense of responsibility and strong self-control. ?

Knowledge: The first task of a broker is to sell. Without sales, there is no hope for performance and no hope for enterprises. At the same time, the work of the sales representative is still expanding. Only selling is hopeless, because you are selling houses and services. Only by constantly expanding the market and treating customers with integrity can we establish a long-term market position, win long-term market share, establish important intangible assets for the sales channels of enterprises and win stable performance for ourselves. An excellent real estate agent should not only show clients the house, talk about prices, sign contracts and collect commissions, but also master more real estate-related knowledge: finance, insurance, investment and wealth management, law, property management, decoration, etc., so as to provide clients with comprehensive investment and wealth management knowledge and become a trustworthy financial expert. ?

Details: from the customer's point of view, most customers can't take a fancy to it at once. If you can offer more choices at once, especially in bad weather, they will talk to you endlessly and be grateful. After all, you thought about their next move. Sometimes when I know the next property they are going to, I will directly advise them whether to go or not. Because some houses are defective or do not meet their requirements, it is a waste of time for them to go. Tell them directly yourself, lest they run around. Actually, your service has gone a step further. One hundred customers come to see the house, can one person give the bill on the spot? ?

Yes, sometimes, but in most cases, it is impossible. If the customer and the broker don't know each other before and have no trust relationship, the customer will hesitate and then hesitate; Think about it. However, as a broker, will you let you show him the house because of one hundred clients, and no one will be disheartened or snubbed? If so, you'd better give up this industry as soon as possible. Some people say: you have a good attitude and never get bored. If I were you, I would have ignored them long ago. Who has patience! In fact, if you think about it carefully, you will know: take 100 customers as an example. If you take good care of them, any of them may become your loyal customers at some point in the future. If you ignore them because they can't give any orders now, you will get nothing. And if you do the opposite, you may win more than 100 customers. Because they have friends and relatives, friends have friends and relatives have relatives. Just because they can't make a decision right now for various reasons doesn't mean they can't make a decision in the future. Besides, it's not necessarily their fault that they can't be alone at once. Ordinary people accompany customers to see the house, and may simply give them some information about the house and then register their information. Real gold brokers always arrive as early as possible when accompanying customers to see the house, and prepare information about at least four or five houses with different price points, so that customers have more choices. ?

JASONE, a well-known real estate agent in New Zealand, must prepare a price trend chart of Wellington real estate market in the past ten years from 1996 every time it receives a client. Before determining the time to see the house, JASONE always asks the owner in advance: What time is the best sunshine in your place every day? I will definitely try to choose to see the house at this time. If I can arrive early in winter and turn on the heating to make the room warm like spring, JASONE said my heart would warm up first. If you have time, you will also advise the seller to open the curtains and pull up all the blinds (if possible) to make the room brighter. I often cut some roses or other flowers and put them in temporary vases to surprise them, both buyers and sellers! Did you do it? These details? ?

Innovation: An excellent broker should first become an expert in the real estate industry. To master the real estate intermediary business, you must receive systematic, professional and strict training. This is the premise of success and the primary factor. From the basic knowledge of real estate, business process, communication skills, negotiation skills, time management, psychological quality training, professional etiquette training, contract signing, loan transfer knowledge, to gestures, words and deeds, we should pay attention to every detail, which are the basic skills necessary to become an excellent broker. To stand out from hundreds of brokers, we must make sure that everyone has me and everyone has me. Every time you visit and engage in community activities, how to make others remember you at once, imitate but not copy, is to be professional and innovative. ?

Customers are friends: making friends is more important than finding guests. The biggest difficulty faced by many real estate agents is that they have no customers. When contacting customers, they should keep the attitude of making friends, not just trying to win them over to become your customers. Why do customers choose you from so many real estate agents? Many times they just make decisions by feeling when they are in contact with brokers. The advantage of being an excellent real estate agent is that you like to chat with people and understand their inner needs. Not everyone can be your customer, but everyone can be your friend as long as you are sincere. As long as you really make friends, you can survive in the real estate industry without advertising when there are dozens of loyal families around you. For customers, your attitude towards them determines whether they are willing to do business with you. Customers are accumulated one by one. If you always feel that one is gone and the other is gone, you will lose your business one day. ?

Major: Real estate investment, like other investments, is a planned, targeted, objective and rational action. Investors should not only have a comprehensive understanding and research on the market, but also make plans for buying and selling actions. Whether the list can be successful depends on the broker's speaking and coping skills and the control and grasp of the negotiation process. Is this room worth buying? How much should I counter-offer? All this requires a real estate agent with a lot of background knowledge and experience to help customers make accurate judgments on the complex real estate market?

Patience: Some brokers complained that they showed dozens of suites to their guests, but they didn't buy them. But a broker only showed his guests three suites, and the guests bought them. Don't blame the guests blindly at this time. In fact, the most important thing to reflect on is the agent himself. Guests have the right to choose the house they like. Why can't you help the guests find the house they need as soon as possible? Although real estate agents make a living by commission, an excellent real estate agent must not only care about commission, but also really consider the interests of buyers and sellers. Only in this way can we treat our guests with a normal heart. Guests choose brokers, and brokers can also choose guests. In many cases, business failure is not necessarily the loss of securities firms. Business is temporary, but friends can last forever.

As an excellent real estate agent, what kind of mentality should you have? ?

First, a sincere attitude is the basic requirement to determine whether a person can do things successfully. As a real estate agent,

We must treat our customers and colleagues sincerely with a sincere heart. Only in this way can others respect you and treat you as a friend. The representative of the enterprise is the image of the enterprise, and the quality of the enterprise is the hub connecting the enterprise and society, buyers and customers, and owners. Therefore, the attitude of enterprise representatives directly affects the performance and sales of enterprises. ?

Second, self-confidence is a kind of strength. First of all, have confidence in yourself. At the beginning of every day, you must encourage yourself. I am the best! I am the best! Self-confidence will make you more energetic. At the same time, believe in the company, believe that the company provides the best service to consumers, believe that the house you sell is also very marketable, and believe that the company provides you with opportunities to realize your own value. To be able to see the advantages of the company and its own image and services, and keep these in mind, to compete with competitors, we must have our own advantages and meet customers and consumers with the belief of winning. As a real estate agent, you are not only selling a house, you are also selling yourself. Only when customers accept you will they accept your goods. ?

Third,? To be a conscientious person, we should pay attention to everything, cultivate the habit of thinking diligently and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity. Opportunities are equal for everyone. As long as you have the will, you will definitely become a leader in the industry. When Wang Yongqing, an entrepreneur in Taiwan Province, started his own rice shop, he recorded the time when customers bought rice every time, and remembered how many people were there in his family. In this way, he figured it out that people can eat for a few days and send them to customers after eating. It is Wang Yongqing's carefulness that makes his career grow and develop. As a sales representative, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life. ?

Fourth, hard sales work is actually very hard, which requires the spirit and perseverance of business representatives. "If you eat hard, you are a master." Half of the sales work is done by feet. Always visit customers, coordinate customers, and even follow consumers to provide services. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience and indomitable spirit to solve them. Before becoming famous, American star Stallone recommended himself to Hollywood studios one by one in order to be able to appear in movies. After he hit the wall 1500 times, finally a film company was willing to use him. Since then, he has embarked on the film industry, and with his perseverance, he has performed many tough guy images and become one of the most famous movie stars in Hollywood. ?

5. Why do professional customers ask you to buy a house? Why does the owner want you to sell the house? Because you are a professional and know all the relevant knowledge in the real estate field like the back of your hand, you can give them a professional service industry. Owners can sell houses at the right price, customers can buy houses at the right price, and there is room for appreciation and imagination in the future. You can get all the professional services you need here. If you don't understand this and that, what does the customer want you to do? Why should I pay you a commission? Betty hardman is a real estate agent in Atlanta. Since any real estate for sale can have several brokers, hardman can only rely on his rich real estate knowledge and enthusiasm for customer service if he wants to get ahead. The hard man stressed: "I have always grasped the market trend, and I know all about the real estate sold in the market." Before leading customers to inspect the property, I must prepare all relevant information about the property and study it clearly. " Hard people emphasize that today's real estate agents must know something about "loans". "It is very important to know what kind of real estate can get what kind of loans. Therefore, real estate agents should always pay attention to the changes in the financial market in order to provide customers with appropriate financing suggestions.