The first task is to wash the dishes.
"Rookie" intermediary is growing day by day.
"Hello, I'm a real estate agent. Are you looking for a house? I have many houses here. " I don't know how many times I have said this to Xiao Xia, who has been in the business for three years.
20 17, Xiao Xia came to a real estate agency in Jinan. Before that, he had been working in an electronics factory, opening a restaurant and working on the battlefield. After officially entering the real estate agency industry, Xiao Xia, like many people, came here aimlessly and started his "rookie" career. When he first came, the fastest "skills" he learned were being scolded, being scolded by the master, being scolded by the leader, being scolded by the customer and being scolded. He finally realized the essence of this industry-if he wants to grow rapidly, he must constantly learn lessons.
As a newcomer, Xiao Xia's first job is washing dishes. The so-called sweeping is to know the information of all communities and streets around the workshop, including street names, surrounding facilities, how many units there are in the community, how many stairs there are in each unit, and how many households there are. Just sweeping the plate can screen out some people in the intermediary industry. Xiao Xia once took an apprentice and left the company the next day. Compared with others, Xiao Xia was a diligent bird at the beginning of his career. Others sweep vegetables until six o'clock in the evening, he sweeps vegetables until eight o'clock in the evening, and others sweep them in half a month. It only took him a week.
There is an impressive clip in "Settle Down". When Aunt Xu got married, she didn't forget to answer the customer's phone. Just married, rushing to accompany customers to see the house. This clip is not fiction, and so is the real Xiao Xia. "Where customers need it, we are there." He used to show his clients the house at 8 o'clock in the evening. After seeing the house, he quickly sent the customer home by bike, and then returned the key to the owner by bike. When all this was done, it was already 1 1 p.m.
"Every time I hear from a customer, I am both happy and disappointed. I am glad that my work has made new progress. What is embarrassing is that I don't know when I can eat at noon. " Xiao Xia said a little bitterly, "Because of the irregular diet, we will definitely gain weight after working in this industry for several years. If you see an' old intermediary' is thin, then he must be too hard. "
"If you don't work hard, you will have no luck."
9 months "protracted war" to win customers
"No billing for three years, billing for three years", for the real estate agency industry, it is actually very hard to live on a basic salary without billing. In Xiao Xia's words, billing is essential, but sometimes I really pay attention to luck. "I was lucky when I first entered the business and soon opened the first order. After more than a month, I didn't bill again. Invoicing is a rare thing, but there is definitely no chance if you don't work hard. "
In the opening story of "settling down", a doctor and his wife are busy with their work, choosing carefully and looking at the house to see the quality. In the end, the hero completed this order through his own efforts and abilities. Xiao Xia said that when he saw this paragraph, he always felt the same way. He once met a client. Both husband and wife are doctors. Because of professional reasons, they seldom have time to see the house. "I know that they want to change an improved house, and I also know that they have the ability to change. But they are not in a hurry to change, so I can only keep close communication with them. "
Whenever a new house comes out, Xiao Xia will send a WeChat to tell customers that he sent almost 10 messages and only received 1 reply. Nevertheless, he kept pushing the house. Persistence will pay off eventually. After half a year, the customer promised to see the house. Because customers are busy with their work, they have been communicating with customers through WeChat and are rarely disturbed by telephone calls. And every time he looks at the house, he will always accommodate the time of the client and sometimes catch up with the rest. As long as the customer wants to see the house, he will immediately get up and prepare for the customer. Many things happen. Nine months later, Xiao Xia completed the order. Since then, this customer has introduced him to many new customers.
Last year, Xiao Xia received a list. The owner was an 80-year-old man. Because the old man was old and his children were busy outside, there were some problems at home that needed to be communicated directly with the old man. Old people don't use online tools such as WeChat, and many details are difficult to communicate when making a phone call. So he went to the door again and again to communicate with the elderly, accompanied the buyers to see the house, and sometimes even helped the elderly to clean up. His efforts and sureness have also won the trust of customers. A few months later, he completed another order.
Industry "33 1"
/kloc-driving all night for 0/2 hours to pick up a customer's fault.
In every industry, there are hard-working "novices" and battle-hardened "veterans". Liu Heng, now the manager of a real estate agency in Jinan, joined the company in 2006, and was one of the first old team members of China Real Estate to enter Jinan. Liu Heng's number is 22. Before him, only 2 1 person joined the company. He graduated from a normal school. Different from other intermediaries, Liu Heng was originally a teacher before entering the intermediary industry. "Because of some external reasons, I quit my job as a stable teacher. At that time, the intermediary industry in Jinan was quite chaotic. I feel that the income of this industry is good, so I decided to enter the struggle. " Liu Heng said.
Liu Heng is dark and stocky, with a steady and powerful speech, full of gas, and quite a model. According to him, when I came to Jinan as an intermediary, I was afraid to tell my family for fear that they would not support me. He told reporters: "I didn't explain my current situation to my family until I opened the first order." At first, my family didn't support it, but seeing that my income was ok and I was more persistent, I agreed to do this job. "
In 2008, due to his outstanding performance, Liu Heng was promoted to store manager. It was also in this year that the industry ushered in a "cold winter". People have mixed feelings about Liu Heng. In the intermediary industry, there is a joke called 33 1: 3 days, 3 months, 1 year. Among these three nodes, real estate agents are particularly easy to leave. "In fact, it is easy to understand. I can't stand the pain of running for three days, the economic pressure of leaving my job for three months, and the pressure of this industry in 1 year. " Liu Heng said, "I am an exception. Many people who entered this industry at the same time have left, leaving only a few people. "
On one occasion, he took his staff by green leather train from 6 pm to 6 pm the next day and went to Beijing to sign a contract with the owner. After arriving in Beijing, the owner's phone has been unable to connect. I visited many places and finally found the owner. The boss said "I don't want to sell" and hastily ended the signing tour in Liu Heng.
"I was accompanied by a young girl who was very angry at first. I'll communicate with her and ease her mood. Actually, I've always been in a good mood. In this case, you will ask the reason of the owner clearly and just communicate. If you lose your temper because of impulsiveness, then this order is really yellow. " Liu Heng said with a smile.
"Every family has its own problems."
Liu Heng is modest, gentle and not impatient, and his personality may have doomed this industry. He used to spend money to decorate his house for a single transaction, but it is more common to help move in order to sell the house, clean it. "In order to facilitate a single transaction, we will make a lot of efforts. Often a transaction can be successful because of some details. Only when you are calm and calm can you survive in this business. " Liu Heng said.
Two bedrooms, one living room, one kitchen, one bathroom and one runway. It takes 1 more minutes to walk from the bedroom to the living room. If you watch "Settle Down", you should be shocked by the "runway room" that sells like a brocade. Experienced Liu Heng also met. He told reporters that he once handled a long-tube house, which, in his words, was "as long as a chimney". This house can be said to be "all the rage" at that time, and many intermediaries brought customers to see the house. Even if the house was cheap at that time and the regional location was not bad, but because of the different huxing, even though many people came to see the house, people who were willing to spend money to buy a house never appeared.
"I thought this kind of house was difficult to sell, but I didn't expect it to be sold soon in my hands." Liu Heng told reporters that a buyer found him through the Internet at that time, and after seeing several houses, he fell in love with this long-term management room. It took only one day to finalize the purchase, and the transaction was completed in less than three days. According to Liu Heng, the buyer once lived in a house similar to this long tube house. Later, because it was inconvenient to live with my parents, I wanted to change a house with my own space, so I changed rooms. Because he is used to living in a long-term housing, other buyers are not used to it. He took a fancy to the house for sale at a glance.
"In fact, the buyer has always had a knot before, hoping that this apartment has a small window in the living room. Unfortunately, the living room window of the house we sold at that time was particularly small, which just met the needs of buyers. He especially likes that house. " Liu Heng smiled and said, "Indeed, every house has a suitable owner. After working for a long time, you will find that there is no house that cannot be sold, but you can't find a buyer. "
Liu Heng also said that he liked the role of Aunt Xu in Settle Down best. But he hopes that he can become a more wolf-like aunt Xu. In this city, everyone is struggling for a living and running around day and night for "settling down". Although there will be grievances, it will be very hard, but looking back on this road to becoming a real estate agent, we are all proud of ourselves, relying on our own skills to eat, and relying on our own efforts to win the appreciation of customers. They said that the most hope is to find their own "home" for each customer and let them "settle down" themselves.