The development of guest houses should pay attention to methods and skills, so as to get twice the result with half the effort. The following are the skills I have compiled for you to develop a real estate agency room. Welcome to refer to them ~
Shopping mall development:
1. The business model of intermediary chain stores determines that store development is the most common development mode, and the corresponding store image has also become the main factor affecting store development.
2. If the customer stops outside the store, the broker (or on duty that day) must take the initiative to receive the customer, hand in the business card, ask about the customer's needs, and let the customer enter the store as much as possible within 10 second.
Housing exhibition development:
1. Because of the large flow of people and the determination of target customers, the exhibition is often the development model with the most concentrated customers in a short time, and because of the clear needs of customers, it often brings considerable final benefits;
2. Due to the centralized operation of the exhibition, the requirements for brokers are also very high, not only requiring professional image, but also representing the overall image of the company at all times;
3. The purpose of participating in the exhibitions is to sell houses and develop customers;
4. Brokers should memorize the key recommended houses of exhibitions, and form an exhibition as much as possible according to the urgency of customers' needs.
5. Customer development during the exhibition is not only the development of the company before the exhibition, but also the development orientation of the whole exhibition site and its surroundings.
6. Brokers can also pay attention to the participating properties according to the business characteristics of the business circle, and use the opportunity to learn relevant information, which is not only an opportunity to develop customers, but also a good opportunity to master professional knowledge;
7. Due to the large number of exhibitors and the high degree of enjoyment of customers, brokers should take the initiative to contact customers in time during and after the exhibition and become the most trusted real estate consultant for customers;
Carpet residential development
First, the source development of general carpet attack cases:
The method can be realized in the following ways:
When you have developed or sold a house, you should visit your neighbors, preferably 10.
Visit or continue to keep in touch with the community management Committee or neighborhood leaders where the property is located.
Establish a collection relationship with the grocery store near the property.
B, the development of telephone carpet attack case source:
This legal system calls telephone numbers from house to house according to the address and telephone number in the telephone book and referring to the scope of the above-mentioned responsibility area. If the other party doesn't want to answer, try to tell the other party clearly his name or company brand. If the other party is willing to continue, we must focus on whether the intermediary is willing to establish a good friendship with the other party and the free services that the company can provide, such as free housing evaluation and real estate investment channels.
And hope to keep in touch and be their free real estate consultant. Don't ask the other party directly if there is a house for sale on this phone. If you can establish friendship first and make a good impression, you can ask the other party when you call for the second time. Is the house close to relatives and friends who want to sell? It must be noted that before developing a telephone carpet case in a certain area, you must first understand the latest existing home market, transaction trends, new houses and detailed planning in the area.
The development of newspaper classified draft;
The development of newspaper classified advertisements is widely used by general intermediary companies. Basically, a good broker should screen at least five classified drafts for development every day. Usually, from the production of classified manuscripts, we can tell whether the released houses are sold by the owners themselves or entrusted, and the houses are sold by the owners themselves. The wording of the manuscript is flawed. The manuscript is small and has no margins. For the development of newspaper manuscripts, due to fierce competition in the same industry, most newcomers do not like to develop in this way. In fact, the development of newspapers is a good touchstone for business personnel to improve their business ability, and investigating the market situation is the basis for the development of daily newspapers.
After developing classified advertisements by telephone, we should properly sort out market information and track their sales actions one by one.
According to statistics, in the first sales process, only 20% ~ 30% of the houses will be sold, and the rest unsold houses (whether sold by the owner or the expired houses sold by the sales company) are the development targets. The second wave of development (accounting for more than 70% of the total sales houses) is usually entrusted to newspaper developers.
The house entrusted for sale for the second time has the following characteristics:
A, the owner and the intermediary company entrusted last time have no feelings (because the intermediary company can't sell, so we should always bargain with it and be picky about the house itself).
B, the owner has no confidence in the agency entrusted last time.
C. the owner has no confidence in the property itself.
D. When re-entrusting, we should not insist on the price.
From the above analysis, it can be seen that the development of unsold houses (or expired houses) is an extremely important topic in the existing housing market, and the development of such houses should start with newspaper drafts, so newspaper development is an important development method, and business personnel cannot ignore it!
Peer Development: Peer Development Chart
1. Houses and customers of other company stores in the same business district.
2. Newspapers and shop networks in the same business district, as well as corporate advertising companies.
3, in the name of customer consultation or door-to-door inquiry about the house address, door-to-door visit.
4. When the house entrusted by the landlord and the customer expires or is handed over to other intermediaries, it can also persuade the customer to change the broker or company, which may have unexpected effects.
Other development methods:
1. Hang red cloth strips in the community or post posters on the community bulletin board to attract customers.
2, strange visits, delimit the scope of the community or business circle, home visits. Street sweeping should be carried out in a planned way. First, from the same road, the same lane and the same direction, the large area should be gradually reduced to a small area. At the same time, you must take a notebook with you and write down all relevant records. If there is a self-selling or someone on the spot, it should be launched immediately.
3, phone book development, according to the phone book.
4. Develop letters, draw up target customer groups, and develop them by mail.
5. Late collection and development: contact the developer or builder to act as an agent for late sales. For them, being late is chicken ribs, which are tasteless to eat and a pity to abandon.
6. Pay attention to the intensive cultivation of real estate; For long-term sustainable operation, we should have a thorough understanding of the specific situation of this business circle.
7. The most convenient way to develop new real estate.
8, quick effect, can collect information well.
Note: Communication channels for development: No matter which development method, we will communicate with customers by telephone, interview and letter. , so as to establish a customer base and prepare for future operations.
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