When filling in the job form, I asked unprofessionally whether the HR job column was filled with "real estate sales", and he replied that it should be filled with "real estate agent". Oh, now people are disgusted with the saying of sales, so they use the new word broker instead. Later, I visited other places and found that their business cards were all "real estate agents" or "senior real estate agents". The difference between the two is whether you have worked in this institution for one year. I can't help but think of the career of a star agent. I wonder if real estate agents will become a high-risk occupation that everyone loves and hates if house prices continue to rise.
Before joining the company, I was more careful and called a more "senior" broker brother. My brother told me to ask the company whether the training fee, clothing fee and port fee are paid by himself or deducted from the salary afterwards. Ask what the salary is during the internship and how to calculate the commission. I also did it truthfully, which played a preventive role. Later, I learned that the port fee is also a big expense for the intermediary. If you want to open a port on the website of 58 cities, you will probably have to go to 500 yuan every month in Taiyuan. Port is to let the platform website give you a port, from which you can get endless customer phone numbers. These customers may have directly or indirectly inquired about the real estate before, so there may be potential customers among them. If you catch them, you will get a commission. No, there is no need to worry about the harassment of the intermediary, because the intermediary is in a hurry. If you don't plan to buy a house yourself, they won't call you for a few days, then hang up and put down the next one. Where did these phone numbers come from? First, customers who have asked in various intermediaries before ask their peers for their phone numbers. Second, customers who have registered at home. Third, customers who publish trading information on the website. Four, the existing decoration, furniture, home appliances, buy a new house. Fifth, the age-appropriate foreign customers of job-seeking websites. Therefore, 500 yuan is actually an information exchange fee. The platform that provides information and the courier company do the same thing, recording user information. In fact, it is not as good as the courier company in details, because the courier's address is fixed, and the intermediary can't go deep into the life and work of buyers and sellers. Large transactions always make people cautious.
A typical real estate agent's working day is like this: cleaning up around 8 am and starting work. Chat for a while, make some phone calls and ask customers whether to buy a house or rent a house. Think about what other houses were sold better yesterday and didn't send a circle of friends. The editor can send a wave in words. At 9:00- 10, check whether there is a suitable new house in the housing software such as Fangduoduo. If there is, we will ride electric cars to see the house in groups of three or five. Generally, you don't look far away, it's all around 3-5 kilometers, and the lazy one will be reduced to 2 kilometers. Park the car downstairs, go upstairs, put on your shoes, knock on the door, show your purpose, look at the house and take pictures. This process may meet many colleagues, because the landlord holds the key in his hand, and he lets all the intermediaries read it at once, saving himself the trouble of running one trip after another. Colleagues are all dressed in uniforms and colorful as rainbows. If the price of this house is really suitable, there will be more people in the same industry, reaching 15-20, which coincides with knocking at the door and waiting for the owner's reply. A large group of people surrounded the security door, as if 1 10 was sweeping pornography. Look at one or two suites in the morning, and continue to call or chat for a while when you come back, and it will be noon. Take a lunch break after lunch and go to work at 2 pm. Repeat the above process. According to the weather, there will be buyers asking to see the house. At this time, take the buyers to see the house. Of course, ask in advance where the key is. Before the evening rush hour, the broker coordinated with the office staff and began to print various posters, usually around 100, and then went out to post them everywhere. Getting off work at 7 pm will actually be a little late. Some bosses will assign tasks or give advice. However, according to my observation, some chain real estate and central real estate will be open until after 8 o'clock. I don't know whether employees work overtime voluntarily, advertise or for what purpose.
The intermediary is open all year round, with occasional breaks. Salary for junior college degree 1800 yuan, and salary for undergraduate course is 2000 yuan. The commission varies from family to family, but it is actually part of the 2.5% agency fee. A senior real estate agent can get 8-9 thousand yuan a month at most, and 4-6 thousand yuan a month in the off-season or most brokers. Some intermediaries have a keen sense of smell and feel that there is no good house recently, so they focus on renting a house. The agency fee for a suite is one month's rent, so even if the company pays part of it, it is an objective income.
There are two kinds of intermediaries, one is local chain and the other is cross-regional chain. The former is like Yijia Real Estate, and the latter is like I love my family. Cross-regional chain intermediaries are generally large in scale, such as the ecology of chain homes. I love the online and offline cooperation between my family and 58 cities. Looking at the listings on the major listing platforms, many of them are intermediaries who love my family, showing the penetration rate.
Intermediaries themselves do not produce products. If he finds another house and sticks to it, he will have an exclusive house and the possibility of trading will be great. Actually, it's the same. I love my family in Taiyuan, and other intermediaries are not allowed to take the landlord key from him to lead the buyers to see the house. Other small and medium-sized intermediaries allow this.
This year, the average monthly turnover of second-hand houses in Taiyuan is around 2,000 sets. Baidu searched for real estate agents, and the result was around 4,000, that is, only one house was sold by two intermediary stores every month. The average transaction area in Taiyuan is 70 square meters, so the agency commission in Taiyuan is only 35 million yuan per month, that is, each store has only 1.75 million, which is only enough for rent, employee salaries and other expenses. According to the Pareto optimal 28/20 situation, 20% of the intermediary stores account for 80% of the commission, that is, 800 stores have a commission of 28 million, with an average of only 35,000 per store and a gross profit of about 20,000. All the profits of this 20 thousand yuan are distributed according to the commission. If it is a typical small storefront, two intermediaries+a waiter+a boss, three people take 20 thousand, and the boss accounts for more than 50%. A person's maximum is 5000, plus the basic salary, which is about 7000. But in fact, the distribution on February 28 is an extreme situation, and generally it can't reach 5000, otherwise there won't be 4000 stores. Taking the average distribution and an arithmetic average on February 28, that is, raising it to 2500 yuan, should be an average income level of Taiyuan intermediary. It should be said that for a migrant worker without excellent skills, his income is objective and he can afford a second-hand house with a relatively old age. In fact, older agents also have their own houses in Taiyuan. After all, they have the advantage of getting the first month, and they don't have to buy agency fees themselves.
There are several exquisite places in the intermediary.
Pay more attention to words. Look at the advertisement of the agency and you will know the shortcomings of this house. For example, if the north and south of the house are not transparent, he will not write this feature, but will use words such as "convenient viewing" or "convenient transportation" instead. So as long as you are familiar with the keyword characteristics that a house should have, and compare what the advertisement lacks, it must be a short board. If you really don't know what characteristics a house should have, go to 58 cities or Fangtianxia to look at a few pages of houses, focus on his title, and accumulate 20-30 houses, and the characteristics will be collected almost. In fact, their advertisements are not only for buyers, but also for sellers through inflated prices. Register as soon as sellers are encouraged, so that you can have more exclusive houses.
Words are more particular. Every new intermediary will get a set of printed words. The words of small companies are copied from the internet. The words of big companies are partly extracted from the internet and partly combined with their own experiences and characteristics. If you get it, you can give it to the buyer and the seller respectively according to the actual situation. For the seller, the intermediary will try to say that the house is not easy to sell and make him cheaper. For buying a house, the intermediary will say that the competition in the house is fierce, so buy it quickly and don't bargain. In this way, you can earn the difference. Of course, this is all done privately, and because it is a seller's market, if there is an anxious buyer who doesn't understand the market, the intermediary will take the initiative to disclose it to the seller and then teach the seller how to cooperate with the price increase. Then the intermediary will communicate with the buyer and make the buyer pay the deposit by both hard and soft. The so-called softness means moving with emotion and understanding with reason; The so-called hard, is to poison the buyer chicken soup, cynicism, so that he feels that he will be particularly low if he does not buy a house.
Digging people is more particular. Brokers are very mobile and often leave within a few months. Although it won't leave in a month like Sanhe Great God, the logic behind it is similar, that is, industries without hard core technology are often very mobile, at least they have a strong willingness to flow. Agents who are capable and ambitious will consider opening their own stores. Those who are not ambitious will choose a less cramped store to continue to mix, and several well-known friends will go together. Looking at the house is like playing, there is nothing wrong with it. More importantly, the profit model of the intermediary is that the boss extracts the commission of the employees, so in the case of tight housing, one more person can cast a net and get more opportunities, and the income of the next order is bound to be higher than the basic salary, so the more employees, the better. If you add a part-time job that doesn't require a basic salary (some small intermediaries have it), your income will be more objective. On this basis, the intermediary has no reason not to recruit people, and will recruit people first. It is for this reason that the LED screens at the entrance of various intermediary stores are all scrolling with job advertisements without exception. Some intermediary HR suffers from the difficulty of recruiting people in the market. They will be very enthusiastic when they come to the door. What's more, they will call the intermediary directly and let the other party go to work on their own side. Actually, this is easy to find. Go to any platform website, and the phone numbers of the top houses must be intermediary.
Security is more particular. If you don't buy a house in full, you need to charge a guarantee fee to apply for a loan at the bank. There are many names for this guarantee fee, but in fact, if there is a bank relationship, part of it can be taken by yourself. In other words, if you have a bank relationship, your ambition to be a boss will be stronger, and in fact it will be smoother.
The interpersonal relationship of the intermediary is calm on the surface and rough in the dark. If you are a rookie, many people are more tolerant, mixed with a little ridicule, just like veterans in the army treat new recruits. If you are a senior, then the master's move is more subtle. They tend to be pleasant on the surface, but when the risk is really high, they will meet and many of them will break the rules. For example, a door-to-door buyer, if a broker is negotiating with him first, and it happens that this broker will be interrupted for a minute or two because of sudden business, other brokers will take the opportunity to communicate with the buyer and finally let this broker come to the door, because if his name is written in the follow-up, exhibition and intermediary contracts, he can get this commission; If you don't fight or rob, you won't have this chance. In fact, every time we follow up, the company will require it to be recorded on the internal comprehensive information platform, and we will also refer to this when we commission. If the original agent has handled the sudden business, it will form a situation in which two tigers compete with each other, and eventually it will end in some way: either a fierce battle, or a 50-50 commission according to the model of old people taking new people, and the new people will undertake some peripheral work, such as driving, follow-up procedures, photo release and so on. If you choose the former, it is often someone who is about to leave; If you choose the latter, it proves that senior brokers have certain control ability, while the latter is not particularly willing to make money. The interpersonal relationship of intermediary reflects the interpersonal relationship of service industry. The service industry itself does not produce products, they are just porters of products. They don't even produce core services, but can only provide some peripheral services, at least in Taiyuan. Some foreign intermediaries can be subdivided into buyer intermediaries, intermediary intermediaries and seller intermediaries, and they are only responsible for communicating with one group. Such services are more people-oriented and closer to customers, so that it is possible to provide core services and earn a premium. And the eyebrows and beard will be very flat, and there will be no new profit points. If the cake doesn't get bigger, it will turn into a tragic red sea sooner or later. If the cake grows bigger and the transactions are frequent, the intermediary will be self-driven, as Chongqing real estate agents have been doing in recent years. The well-known dream-knowing team recommended by Eurovision only acts as the buyer's intermediary, and an additional service fee of 3% of the transaction amount is charged. They skillfully use various internet tools to release news, set up various housing communities, and rack their brains to screen bamboo shoots (80% below the market price) in Chongqing, which is already "vast". This is a win-win situation, the buyer's intermediary gets a lot of service fees, and the buyer gets high-quality bamboo shoots, killing two birds with one stone. However, this model relies heavily on finance and policies, because most buyers are foreigners, and they are not qualified to buy a house without paying enough social security. There is also a layer of service. As for what it is, it depends on our imagination.
If there is a book called "Self-cultivation of Real Estate Agents", then the first thing is to choose a city or urban agglomeration with a good financial environment and a broad real estate market. Then, while upgrading professional skills, improve the cognitive ability of finance and policy and the ability to obtain resources in gray areas, and accumulate some resources. Then, it is to temper professional skills in a certain direction to meet the customized needs of potential users, such as quickly finding a house in the community with the largest number of piano players, combining previous resources and cognitive ability. Finally, contact Daniel, spend money to endorse, start taking orders by yourself, and continue to advertise.
This routine is also applicable to other service industries that do not provide core services for specific groups of people.