Real estate agent refers to the natural person and legal representative who, as an intermediary, undertakes the entrustment, matchmaking and promotion of real estate sales and collects commissions in the sale of houses and land. The following are the working methods and steps of the real estate agent I have compiled. Welcome to read the reference!
A, telephone conversation method
1. What do you know from the shopkeeper?
Answer: Name, area, apartment type, orientation, decoration status, original price, whether it has been purchased for five years, whether the real estate license is in hand, how much money is owed to the bank, where the mortgage is made, whether the building can be redeemed, where the owner is, how many property owners there are, whether the owner can sign a contract at any time, and understand the owner's mentality of selling the house, whether it is necessary to change rooms, whether it can be rented, whether it is convenient to see the house, and whether there are vacant rooms to get the key.
2. What do you need to know about buying a house?
Answer: How many rooms are needed? The price is acceptable. Any special requirements (orientation, transportation, floor, decoration, etc.). )? Which rooms have you seen? Do you have a favorite neighborhood? Understand the customer's situation (nature of work, work unit, where to live, how many people are there in the family, motivation to buy a house% 26mdash% 26mdash, self-occupation, investment, schooling for children, housing for the elderly, etc.). )
3. What do renters need to know?
Answer: How many rooms do you need? Can you accept this price? Any special requirements? Are you required to bring home appliances? Which rooms have you seen? Do you have a favorite neighborhood? Understand the customer's situation (where to work, salary nature, work unit, lease period, etc.). )
Second, if the customer's demand has no space for the time being, how should I leave the customer's phone number?
A: The guest said that we took all the rooms we wanted, but we couldn't see them today. Let him leave his phone number first and say that we have an appointment with the owner to show him the house another day, and then understand his housing needs and push him to other properties.
Third, how to let the owner put the company key in?
A: 1. We can show customers the house at any time, and the transaction is very fast.
2, don't bother to open the door often, save his time and energy.
We will protect his furniture and electrical appliances from loss.
Our branch has a good geographical location, and many branches are networked, with many customers and high efficiency.
If other companies borrow keys, of course we will cooperate.
Fourth, how to persuade the owner to sign an exclusive?
A: The advantages of signing an exclusive contract are:
1, our company will advertise his real estate in newspapers, internet, stores, etc. Free of charge, we will do our best to promote it and conclude the transaction quickly.
Our company has a good geographical location, many customers and fast transactions.
Our agent can rest assured that the company has a big brand and a good reputation.
4, to avoid the salesman's excessive telephone harassment, we can sell him a good price.
5. How to get a copy of the real estate license given by the owner?
Answer: Tell him that a customer has taken a fancy to his property, and the customer wants to know about the property rights. On the other hand, we can accurately budget the expenses for the owners.
Six, how to UD data disk? Pay attention to what?
A: Let's take a look at the previous follow-up. Don't directly ask the owner whether the house has been sold/rented yet. We can say: I have a very real client who wants to buy/rent this type of property. The bid is quite high and the opportunity is rare. Ask the owner whether to consider entrustment. You can also pretend that there are customers who have demand for this type of property, and you want to see the house. If the owner really sells/rents, he will tell us directly. If the owner really sells/rents it, by the way, ask which company did the transaction, how much it cost, how far the formalities are, whether there is any commission on other properties, whether to sell or rent a house, and so on.
Seven, how to UD effective disk, pay attention to what aspects?
A: We can pretend that a customer has taken a fancy to the house and say that we know the specific situation of the real estate on behalf of the customer, because as long as he is interested in selling the house, he will definitely answer your question.
Eight, the customer calls to buy a house. If there is no suitable sale at that time, but there is just a set for rent, should I take it to see it?
A: Yes, we can quote a price a little higher than the market price, because the purpose of showing customers the house for the first time is to create opportunities to understand their real needs and deepen their impression of you, and at the same time, don't let customers have the opportunity to see the house in other companies (because customers are usually tired after seeing more than three suites, so they won't walk around)
9. What should we pay attention to when pushing the plate?
Answer: Understand the specific situation of the property, including orientation, apartment type, decoration, land grant time, management fee, residential facilities, surrounding facilities, development prospects, reasons for selling the house, property rights status, owner's psychological reserve price, etc. We must answer any questions raised by customers and design a set of answers for any questions that customers may ask.
X. How to get customers to sign and read the loushu?
A: When the customer is unwilling to sign the building completion certificate, we can say: We don't charge the house payment, but only charge the commission of 65438+ 0.5% of the transaction price after the transaction. Signing the loushu can only prove that we have shown you this suite. If the transaction is completed, it must go through our company. Moreover, this is also the company's house inspection procedure, and it is also the basis for the company to check the salesman's day's work. Please cooperate with our work. We'd better ask the customer to sign the name and then fill in the room number completely, in case the customer finds an excuse not to look at the house after knowing the room number and then goes to the owner himself. )
XI。 How to vaccinate the owners and customers before looking at the house?
Answer: To the owner: Tell the owner how much price we quoted (this price includes the cost and the buyer's bargaining space). Please cooperate. If the customer asks the price directly, it is best for the customer to talk to us, because the customer will negotiate the price when buying a house and grasp the price in his mind with our professional skills. If you must tell your customers, you must be consistent with us.
For customers: whether you like it or not, please don't show it in front of the owner. It is best not to ask the price in front of the owner. If the owner knows that you like it, we will be very passive in the price negotiation. Don't mention the house we have seen (especially other buildings) to anyone, lest the industry competition will hurt customers or we can't buy a good price.
12. What aspects should we pay attention to when choosing a house route?
A: Try to avoid real estate companies and don't take a dirty and messy path.
Thirteen, every time you ask a client to look at the house, do you only ask for one set or ask for more sets? What is the difference?
A: It is better to have more than three sets. The order of viewing and quotation should be arranged skillfully, so that customers can have a comparison, mainly to set off the advantages of your main property.
14. What topics will you talk to your customers during the house visit?
A: Try to choose some topics that customers are easily interested in, and at the same time capture some information from the conversation with customers that will help us understand customers' demand and ability to buy a house.
15. What should I pay attention to when I show my customers a disk with a key?
Answer: Open the doors and windows, let customers feel the ventilation, lighting and view the landscape (but try not to open them if there is noise or poor landscape), turn on the lights, especially when the lights are distinctive, and remember to close the doors and windows and the water switch when you come out (remember: your every move will affect the customer's evaluation of you).
16. What should I pay attention to when I show a customer a plate whose owner is in the air?
Answer: Try to avoid talking to customers on behalf of the owner, especially leaving each other's phone numbers. We'd better keep an eye on the party with few people and leave after seeing off the customers, so as to avoid customers hurting themselves or being intercepted by other companies.
17. How do you stop the owner from exchanging mobile phones when he is looking at the house?
Answer: Be polite. You can leave each other's phone numbers after the transaction. There are plenty of opportunities. Now you can send you a message through me. It's my duty. We can directly stop those rude people and warn them that if they don't complete the transaction through us, we will definitely recover the commission.
Eighteen, how to ask the customer after the house, whether the customer likes it, and how to guide the bid?
Answer: After each house visit, customers must ask if they like it. What price can they accept if they like it? If they don't like to know what is inappropriate and what kind of house they want, this will be used as a reference for the next push. (Try to leave time for face-to-face communication with customers after seeing the house, make a house purchase plan, and enhance feelings)
Nineteen, how to persuade customers to pay in good faith? How much sincerity is generally required of customers?
A: Persuade from the following aspects:
1. Many people negotiate prices with the owners every day. Owners don't know who the real customers are, so they generally don't easily tell the bottom line. We will take your sincere money to talk with the owner, and the owner will lower the reserve price only if he thinks you are sincere.
It is stipulated in our company that whoever pays first will have the preemptive right. After you pay the money, our company will no longer push this house to other customers. In order to reduce competition, it is of great benefit to you to buy this suite at the lowest price.
You just need to give us a few days. If the price is negotiated, the deposit will be converted into a deposit.
20. The customer does not bargain, but only asks you to negotiate the lowest price. What's your answer?
A: We quoted the owner's quotation. Price negotiation is a two-sided matter. If you are sincere, please make an introduction, and I will try my best to win it for you. If the customer still refuses to bid, we can choose to sign a contract and talk to the customer first, and then call him later to say, what can I do for the owner?
21. The customer does not negotiate with us, but wants to meet with the owner to discuss the price. How to deal with it?
A: We can promise him first, and then use the owner's euphemism to refuse. The shopkeeper said he was busy now. If he only talks about the price, he has no time. If the conditions of both parties are similar, at the same time, he will take empty information and collect a deposit when signing the contract.
22. What do you say when customers say that your quotation is higher than that of experts?
A: First of all, we need to analyze whether the customer is setting us up. Answer: I quoted the owner's quotation. Besides, there is only one floor price for the owner, and I can certainly talk about what others can talk about. Besides, you can't buy this house just by looking at my quotation. You must also look at the price of this house. If you like, please make an offer. I will try my best to fight for you.
23. When the owner offered 500,000 yuan at a low price, and you knew that there was little room for price reduction, the customer offered 450,000 yuan and paid a deposit. Do you accept it? What would you say?
Answer: If you think that the customer's counter-offer is impossible, please don't accept the deposit easily. If you accept it, you acquiesce in his counter-offer. If the owner's reserve price is 500,000 yuan and the customer only pays 450,000 yuan, we can say: I really want to help you buy a house at this price, but the price difference is quite large. My colleague's client paid 455,000 yuan for the owner to accept, but the owner refused to come. He said it must be 565438. This is a way to get the customer's price close to the owner's reserve price as soon as possible. If customers sincerely buy, the price will definitely increase soon. If it's too far away from the customer's price, we'll know right away, so we don't have to waste too much time and do something useless.
24. The customer asked which department collected the mortgage fee. What's your answer?
If we don't ask the customer in depth, we will pass it by: on the contrary, all mortgage borrowers have to pay the delivery fee. If the customer asks which department received it, we will say that it was received by the mortgage department of our company.
25. What is your reply to the customer's request for commission discount?
Answer: 1. We refer to the charging standards of the Price Bureau.
We have no right to discount the commission.
3. The commission only accounts for 1.5% of the transaction. If I can help you get your price, it will be much more cost-effective than commission discount.
4. Our salesmen work very hard, and our source of income depends entirely on commission. In order to serve you wholeheartedly, please don't talk to me about commission concessions (if you run your own business, you have to be eloquent, and as long as you meet his requirements, the average customer will give you a full commission)
26. Will you agree as soon as the customer makes a counter-offer? And sign a contract with the owner?
A: Don't get carried away when the price arrives. At this time, we should be more careful and grasp the discretion. Before the two sides meet to sign the contract, we have to create some difficulties, so that both sides think that signing the contract immediately is won by our country through a lot of efforts, so that their chances of bargaining will be reduced. It will also be easier to collect commissions.
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