First, 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. They should not take a "walk away" attitude, but treat everything they see.
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.
1. Why are you always looking for new discs?
Nowadays, the market competition is very fierce. Intermediary companies may have several properties in the same community. If we don't have enough houses and can't provide more houses for guests to choose from, then no matter how eloquent you say, guests will eventually go to other companies to buy houses. Imagine, if you want to buy daily necessities, there is a shop with few selected goods in front, and the other is Carrefour with complete goods. Which one will you go to?
2. Why do you want to update the owner dynamics and property prices?
The main purpose of the update is to closely follow the market information dynamics, establish relations and communication with the owners by telephone or face to face, understand the owners' mentality and intention to sell the property, whether the price has changed or persuade the owners to reduce the price. In the process of renewing the lease, we can know whether the owner has sold or leased it. If yes, you can ask the owner about the price that has been sold or rented, know the latest market price, and which real estate company to trade through, so as to know the trend of experts. In the process of updating, we can better understand whether the owner really wants to sell or rent, or just try. If we can know in advance during the update process, we can make corresponding countermeasures.
Please remember that if you communicate with your host carefully every day, you will leave a good impression on your host. It is much easier than other competitors when you have customers to discuss prices or terms.
3, hoe price (manufacturing patrol plate)
Price reduction is to negotiate with the owner in advance when updating, and to find out whether the owner is in a hurry with lower price and worse terms. When you bid, it means that you have a 50% success rate in this transaction. Why?
Because there are many market intermediaries, you are better than others. First of all, your goods are better than others. If you don't introduce them to customers, there will be no customers. Even if there were, I wouldn't choose you.
If you place an order in advance, you can shorten the negotiation time, speed up the transaction, reduce the trouble and difficulty in the middle and minimize your risk. Even if the opponent is really the same customer as you, you can win. However, please understand that it is not easy to make a Xunpan. It can't be done in a word or two. You need to stick to it and keep a dialogue with your host by brainwashing. It's like a black wall. You want to turn it into a hundred, but you can't turn it completely white once or twice. You need to oil it five or more times to make it completely white.
What is the definition of seeking disk?
1, the price is lower than the market.
The definition of Xunpan is: 2. The owner has confirmed the release.
As soon as the guest deposits money, he can make a decision immediately, without consulting with others.
You know very well why he sold the house.
Step 5 fight for the key
Why is it so important to win the key?
Because not every customer asks questions about the house when he enters the company, he needs to make a field trip immediately. At this time, you will ask the owner to look at the house, and the guests will feel too much trouble and have no patience to wait for you. The guest may think that your company's housing is too small. Find another company, and other companies can provide him with housing in time, so your chances of winning this guest lake again will be greatly reduced. More importantly, you can buy yourself more time to do more business.
Fourth, the most important matters needing attention in the entrusted release
(1) The owner entrusts us to release the inventory mainly through several channels.
1, call;
2. Go to our company to put the disc in person;
3. It is our initiative to ask the owner to put the plate;
It was introduced by a friend or an old customer.
No matter how you put the disk on it, you should carefully record the detailed information, and there can be no mistakes or omissions. Because this program is very important, if you accidentally record the wrong information, it will affect your or your colleagues' steps.
(2) The transaction record is as follows:
For sale:
1, name of owner
2. Detailed address
3. Area
4. Telephone number (make sure to record the owner's contact number as much as possible)
5. Price (including bid price and commission reserve price)
6. Does it include tax?
7. Decoration status
8. Has the compartment been changed? Is the property vacant? If it is empty, we must try to put the key in our company.
9. Is there a mortgage now (try to find out how much you owe the bank)?
10, the way to see the house (if the owner puts the key, don't ask)
1 1. Is the real estate license your own (if it is an agent, is there a legal authorization document)?
12, why sell the building?
13. Is the price negotiable?
14, is there a special treaty?
15. Will you buy other properties after the sale?
Rent:
1, name of owner
2. Detailed address
3. Area
4. Telephone number
5. Price
6. Equipment matching
7. Decoration status
8. Has the interval been changed?
9. Is the property blessed?
10, viewing mode
1 1. Is the price negotiable?
12, is there a special treaty?
13. Will you buy other properties after renting out?
Finally, remind the owner that we should charge commission for his successful sale or lease.
Sell: commission 1%
Rent: 70% of one month's rent is charged as commission.
Speech and body language:
Speech and body language are a way to express your character, and also directly affect your persuasiveness and influence. Speaking is actually a kind of learning, because what you say is equivalent to expressing your thoughts and bringing out the charm of your career. Lin makes the other person want to listen to you and convince you, so please think carefully about the result of what you say before you speak.
Old people often say: (eat whatever you want, and don't talk casually) because your words will affect your results. To form a habit is to think before you speak.
Body language:
Body language is to strengthen your language persuasion and increase your expressive ability, so body language is very important, because what you do is to give the other person an impression of whether you are credible or not, or a frivolous person.
Body language includes any movements made by your body and eye contact, so you should pay attention to your movements. Don't look around when making eye contact with people, don't exaggerate your body movements, and be natural and generous. You should remember every word you say and every action you do, and the other party will give you an evaluation.
Sales skills:
When we are in contact with customers to promote sales, we must first understand their needs, and don't introduce them at will, because you are completely unsuitable for a customer to promote a thing, and you are not interested in him, no matter how good it is. He will only think that you are wasting his time and your own time. Therefore, before introducing customers, we should understand their needs.
How to understand customers?
Every customer will tell you his basic needs, whether by phone or by himself, but this basic demand is not enough. Therefore, the best way for us to get to know each other better is to show our customers more suites, understand their needs when looking at the house, make appropriate suggestions and introductions, and increase their desire to buy. The most basic thing to know about customers is whether to buy a house for investment or self-occupation, how much area they need, how many rooms they need, the estimated house price, why they choose this area, and whether they have seen the house with other real estate companies. After understanding his basic needs, introduce him to some similar buildings.
Shoot a CD:
When you understand the customer's requirements and want to show the customer the house, you must prepare several sets of cymbals for him to introduce and ask questions, so as to understand the customer's deeper requirements. But you must have one or two target disks, and then recommend them emphatically, and use other non-target disks as advantages over target disks. The definition of an emergency target disk is that you can fully grasp the owner of the disk.
Price:
Reducing the price is to raise the floor price given by the owner to our customers. Why are you doing this? Because everyone's psychology is afraid of losing. Therefore, no matter how complicated the quotation is, the customer will ask you to help him make a counter-offer. If you don't have the slag price and the owner is unwilling to lower the floor price, the customer will only feel that you are unable to help him without making a decision, and it is more likely to lose customers.
Negotiation:
The moment you entered the negotiation, it was do or die. The customer asks you to provide him with terms and prices. When you enter the final stage, the success of the negotiation depends on whether you have made sufficient preparations and arrangements before. The relationship you establish with your customer and his trust in you affect the level of difficulty.
Often customers and owners have many reasons, excuses and thoughtful things in the negotiation stage, which increases the difficulty. If there is a dispute between the owner and the customer on the price or terms, both parties will have their own reasons. At this moment, you should change their minds and not get stuck. Every time you meet the other person looking for reasons or excuses, you must agree first and then "but" Because everyone naturally wants the other person to identify with himself, when you do, he will reduce his resistance to you and think that you are his same front. If you analyze the current situation and interests with him again, he will accept your opinion more easily.
(Remember "agree" and "but")
Remember not to make the following mistakes
1. Customers and owners are not allowed to exchange contact addresses and telephone numbers.
2. Minimize direct communication between customers and owners.
3. Don't let customers know the floor price of the owner's sale or lease.
4. Have a sense of time, don't be late for appointments with clients, and don't keep guests waiting for you.
Every time you go out on business, first check whether you have all the necessary items with you (including pens, business cards, various agreements or contracts).