Commercial buildings under construction or sale
In fact, this industry can really make money, and it is normal for excellent real estate sales staff to earn more than one million yuan a year in such a big environment. But all industries follow the "28" principle, and those who earn high commissions are always a few, and the rest of the staff can only drink some soup.
Eighty-twenty law
Here's how to choose a real estate company.
There are three ways to enter the real estate industry, namely: intermediary, agent and developer. The first two are relatively easy to enter, and almost everyone can enter, while developers need industry experience and good performance to enter, and some big developers must be introduced by employees in the company to enter. Let's talk about the intermediary first.
Intermediaries are divided into first-hand housing intermediaries and second-hand housing intermediaries. Some companies do both. For salesmen, the usual way to make a single order is to call customers every day and publish the information of selling houses online to attract customers to come to consult. If customers are interested in buying a house, they will take them to the cooperative real estate or the owner's home to see the house. When both parties agree, the transaction is completed. Although this process seems to be more casual, there is no technology at all, but for the sales staff themselves, they have not got much growth and exercise, because the initiative is not in their own hands, and their role is only the third party, which plays the role of matchmaking. The real negotiation is in the hands of others, and the customer base is still relatively small, which is more precious. But it can also accumulate some customer groups. If you want to develop in this industry for a long time, it is not recommended to be an intermediary for a long time.
The second is the agent, as the name implies, which is the agent of real estate. Some developers want to sell their houses faster and don't want to bother. At this time, the agent appeared. Agents provide professional sales staff to promote the planning of real estate and assist developers to complete large and small things. Generally, an agent will take over many real estate projects for sale. Salespeople will grow a lot when they do sales here, so they can exercise their ability of independent negotiation and accumulate some contacts between customers. Suitable for long-term development.
These are the advantages of being an agent, but the disadvantages are relative. Because I work for a developer, sometimes I can't take the initiative. For example, the price is controlled by the developer, and even some customers in the joint case of Party A and Party B give priority to Party A's sales staff, but some agents sell even worse in this case. It is common for them to fight with each other, steal customers and dig customers, and even rack their brains to make each other make mistakes. Just to get rid of each other and monopolize the sales of the whole case, every salesman present should not only take care of his own customers, but also try his best to grab customers from other agents. Often the customer register is kept, and the customer is invited to see the house, which has always been to urge the customer to come by himself. However, in order to avoid too much confusion, the developer stipulates that the ownership of a customer can't exceed 15 days at most, that is to say, if the customer is robbed but still belongs to you within the protection period of 15 days, of course, if you forget or can't remember whether the customer is yours or not, that's another matter. Generally speaking, it is cruel. But my comprehensive ability has also made great progress.
The third is the developer, of course, the best one. Various resources are given priority, such as the number of customers received, preferential policies and payment methods, which have great advantages over agents and will not be afraid of being robbed of customers. However, some developers have no contact with Party A and Party B, and they are all salesmen of developers, which requires their own comprehensive strength. And they will do a lot of preparatory work in the early stage of the project opening, such as identifying a large number of customers. If the number of natural customers is not enough for the salesman to receive, I need to go out to expand customers, such as distributing leaflets, going to other sales offices to "grab customers", making an appointment by phone, and asking the old owners for help ... When the opening is about to begin, sometimes I will stay up all night, just to make the opening of the next day go smoothly and make as few mistakes as possible. In order to turn the opening into a house grab, some developers often have far more customers than the number of houses. For example, opening a suite 100 may cause 200 or even 300 customers to rob it, which may cause some customers not to rob the house, so some salesmen may have no income after being busy for so long. However, everything has two sides. Through these processes, we have learned a lot, exercised a lot and accumulated some contacts. These are our intangible assets, and others can't take them away. When we have the ability and experience, we can go to another better company, which is the same as working in an agent.
These are all from the perspective of learning, and then analyze the differences between intermediaries, agents and developers from the perspective of making money.
The first is the intermediary, because the customer base is relatively small and the transaction is difficult, so the commission amount is relatively high, and in general, as long as the customer signs the contract, he can get the commission. Many developers set the signing time within one week of paying the deposit. Comprehensive evaluation means that the customer base is small, and the commission is high and fast.
The second is the agent. As a salesman in an agent, you don't need to take customers to run every day like an intermediary. You just need to sit in the sales office and receive a steady stream of customers (in some cases that are relatively easy to sell). So there are many opportunities to exercise, but the commission point is not very high, and many times customers wait for the bank to sign the contract and pay the money, and then the developer can get it by paying the commission to the agent. If you resign during this period, then you will have no commission left, and only a few agents can give it to you, and not all of it. That's not the most important thing. What is even more embarrassing is that many developers have never paid commissions to agents. Therefore, agents have been unable to pay commissions to salesmen, resulting in only a few months or even half a year's basic salary. Although everyone has a lot of commission on their books, no one knows when they will get it. The comprehensive evaluation is that there are more customers, more exercise opportunities, less commission and slower acquisition.
The third is the developer, which has many advantages. On the one hand, the commission is much higher than that of the agent, the quantity and quality of the customer base received are also higher than that of the agent, and the commission settlement speed is relatively high. Generally, the salesman will get the corresponding commission next month, and the last commission will be settled after the customer loans down, which is a good choice for the salesman. The only regret is that the salesman needed is of high quality, generally at least one year's industry. Comprehensive evaluation means high commission, fast money, large customer base and more exercise, which requires good industry experience.
Another point that needs to be paid attention to is that when interviewing, whether it is an interview agent, an agent or a development agent, you should know the following requirements:
interview
1. How big is the company? How much money can you get from the company's sales crown? If the company is small in scale and weak in risk resistance, it is likely that it can't afford to pay wages, or it is a small old tree company where the boss makes money and the employees have enough food and clothing. Try not to go.
2, the way to send commission. Some companies pay wages in advance, that is, customers will pay them after signing the contract, and some companies will wait for customers to make loans before paying them. If it is the latter, we must weigh it. Ask the rest of the company how long they get paid. Do you have any big complaints about the company? If so, you should consider whether to choose the first commission settlement method.
3. It means whether you can get the commission after the company resigns, because the real estate industry involves a large amount. If you can't get the commission you deserve in the company for a long time, and you can't get it completely after resigning, then it is recommended to consider not joining the company. There are still good companies, the key is whether you try your best to find them.
The most important thing is to communicate with people in the industry in time. You can join the real estate group, or you can go directly to the sales office to ask related questions after becoming friends with the salesman in the case field. Sharpening a knife is not a mistake for a woodcutter. If you rush in, you may have worked hard for months, or you may not get anything. What you gain is only industry experience and your own ability. If you have enough time, you can find a better company after you have these two items.