Self-management is a process from the inside out. In this process, we should at least be self-disciplined, self-reliant, self-controlled and practice our internal skills, otherwise, we will be far from being excellent.
The "inside" here is self-confidence, and the "table" is a sense of purpose, professionalism, expressiveness and detail.
First, confidence:
Self-confidence is self-confidence, and self-confidence is a kind of strength.
First of all, we should have confidence in ourselves and encourage ourselves at the beginning of work every day. I am the best! I am the best! Self-confidence will make you more energetic. So, where does our confidence come from?
1, good self-awareness, infinite qualitative concept;
2. Seek the power of example;
3. Have a more accurate positioning of success;
4. Have enough patience for success;
5. Dream, independence, self-improvement and freedom.
At the same time, believe in the company, believe that the company provides the best service to consumers, believe that the house you sell is also very marketable, and believe that the company provides you with opportunities to realize your own value. To be able to see the advantages of the company and its own image and services, and keep these in mind, to compete with competitors, we must have our own advantages and meet customers and consumers with the belief of winning.
As a real estate agent, you are not only selling a house, you are also selling yourself. Only when customers accept you will they accept your goods.
Second, the sense of purpose:
Do everything with a clear goal. If you lose your goal, it is impossible to achieve it.
Florence chadwick, a 34-year-old American woman, was the first woman to swim across the English Channel. After completing this feat, she decided to challenge another further channel-Katarinna Strait, that is, to swim from Katarinna Island, 2 1 mile west of California coast. If her feat is successful, she will be the first woman to swim across the English Channel.
1on the morning of July 4, 952, the west coast of California and the Pacific Ocean near it were shrouded in dense fog. That morning, the sea was cold, her body was numb and foggy, and she could hardly see the escort boat. She swam alone and thousands of people watched it on TV. Time has passed 15 hours, and she is still swimming. In this kind of cross-sea swimming in the past, her biggest problem was not fatigue, but the biting water temperature.
Finally, she felt tired and cold. Knowing that she couldn't swim any more, she asked to pull her aboard. The coach and her mother told her that the coast was near and advised her not to give up. But she looked at the coast of California, where there was thick fog, and she could see nothing.
Finally, at her request (after her departure 15 hours and 55 minutes), people pulled her on the accompanying boat, but she was only half a mile away from the California coast!
Later, she concluded that it was not fatigue or cold that made her give up halfway, but because she couldn't see the target in the dense fog.
This confused goal shook her faith.
Two months later, she successfully swam the same channel, still the first woman to swim the Katarinna Strait, about two hours faster than the man's record.
Because this time she has a very clear goal.
From this perspective, how important the goal is! When grasping the goal, we should pay attention to two major elements: clear quantitative results and mastering limited time.
For the target results, we should achieve them in stages, pay attention to accumulation, step by step, and don't expect to achieve them in one step. In the management of time, we should pay attention to distinguish the priorities of events in the process of achieving the goal, so as to solve the problem and get close to the goal.
1, important emergency;
2. Important but not urgent events;
3. Urgent but unimportant events;
4. Events that are not urgent or important.
Grasp the event analysis, thinking and planning leading to the goal from the above aspects:
1, take time to think and plan as a whole;
2. Make arrangements for the next day every day;
Don't always let urgent things upset the plan.
Only when these things are done, our goal will not be far away.
Third, professionalism: As far as real estate agents are concerned, what you are engaged in is a very professional job. Your professionalism directly affects your customers and, of course, your performance.
Why do customers let you buy a house? Why does the owner want you to sell the house? Because you are a professional and know all the relevant knowledge in the real estate field like the back of your hand, you can give them a professional service industry. Owners can sell houses at the right price, customers can buy houses at the right price, and there is room for appreciation and imagination in the future. You can get all the professional services you need here. If you don't understand this and that, what does the customer want you to do? Why should I pay you a commission?
Betty hardman is a real estate agent in Atlanta. Since any real estate for sale can have several brokers, hardman can only rely on his rich real estate knowledge and enthusiasm for customer service if he wants to get ahead. The hard man stressed: "I always know the market trend." I know all about the real estate on the market. Before leading customers to inspect the property, I must prepare all relevant information about the property and study it clearly. " Hard people emphasize that today's real estate agents must know something about "loans". "It is very important to know what kind of real estate can get what kind of loans. Therefore, real estate agents should always pay attention to the changes in the financial market in order to provide customers with appropriate financing suggestions.
Fourth, expressive force:
Tell your customers what you want to explain in fluent and infectious language, so that customers can clearly understand the meaning of your language and the answers to the questions they want to know, which is an important part of improving work efficiency.
However, please remember a piece of advice: feeling is always ten times faster than language. Because this is absolutely a truth. Please pay attention to yourself and your clients' body language anytime and anywhere, which is the most direct signal you get from your feelings and may be more effective than words. Therefore, in terms of expressiveness, we must pay attention to the following aspects:
1, image: decent appearance, decent nature, dress code, respect each other.
2. Eyes: Eyes are kind, natural and peaceful. Sincerely relative, go with the flow.
3, language: firm tone, full of confidence, rich knowledge, serious advice, good at listening and answering questions.
4, manners: natural and graceful, avoid formality, pay attention to each other, remember arrogance.
From the above aspects, in addition to language, there are three, all in image and body. Therefore, in the process of selling to customers, we should not only improve the expressive force of our own language, but also pay attention to the expressive force of our own body, and pay more attention to the body language of our customers.
Generally speaking, customers will not tell you directly whether they can listen to what you say, but their body language will do so. By observing people's five body language expression channels: face, arm, hand, foot and body angle, we can know the customer's acceptance of the information you provide, which is a kind of expressive force of customers. Like traffic lights, there are three levels: green, yellow and red. When you observe the customer's information, you should start corresponding actions, try your best to understand the customer's thoughts and guide them to adopt a more positive attitude.
[Green light]: This signal indicates that customers are interested in the information you provide and trust you very much. These people's body angles will face you, and their bodies will lean slightly towards you; Their faces are smiling, their eyebrows are raised, and their eyes are always staring at your eyes; When sitting, customers will not cross their legs rudely. When you see these green signals, you can be sure that you have enough marketing opportunities, but don't forget that your own "green" signals will help maintain and strengthen customers' acceptance of you, so you should always be open and friendly.
[Yellow light] Customers who are unmoved by your words will display a yellow signal. They may still have doubts about you, and they may be afraid that they will regret their decision. The characteristics of this kind of people are: the body angle is slightly different from yours, and the expression on their faces is stiff, unhappy, suspicious or arrogant; They will hold their arms and cross their legs, making people restless. Hesitation and worry lead to such an attitude, but it is still relatively easy to change. Maintain a positive and friendly attitude and encourage customers to express their ideas with open-ended questions. You can say, "I want to hear your opinion." Or "What do you think of the situation now?" Customers' answers can help you understand their concerns, find out the crux, provide answers and infect them with your positive attitude.
[Red light] If the customer's yellow light warning is ignored, the customer may start to send a red signal, and the situation will be more serious. The red signal is easy to recognize. These people may lean toward you menacingly or stay away from you. Their faces were tense and red, and some people began to shake their heads. Their arms are tighter, their hands are clenched, or they point, or their palms are outward to signal you to stop. At this time, you should take prompt action to appease customers and save the situation. First of all, don't defend yourself, first understand the attitude of customers; Then rearrange the way you speak and focus on the advantages of your suggestion; Third, continue to send a positive signal of openness and friendship.
One thing to remember is that prevention is more useful than cure. When talking with customers, always pay attention to their body language, be alert when you see the yellow light, and let the customer's body language guide you to carry out marketing work smoothly.
Verb (short for verb) Details:
Details are important procedures that need to be completed. Only by grasping every detail and striving for perfection can we achieve perfect results. Specifically, we should grasp the following points:
A, in the reception process, we should pay attention to the work of collecting customer information. For example, the customer's name, surname, number of visitors, customer characteristics, visiting means of transportation, contact telephone number, intended house type, opinions and suggestions, cognitive style, number of visiting groups (people), intended price, delivery standard, customer source, etc.
Record every negotiation process, and record every contact process with customers as detailed as possible (including telephone tracking and multiple visits) in order to grasp the customer situation; Establish communication channels. Keep regular contact with customers, understand customer trends through telephone interviews, and make customers your friends through communication;
Perseverance. If the customer has not made a purchase decision, it is necessary to continue to follow up;
Case closed. Record the customer's transaction or the reason for the unfinished transaction.
Brokers should often look through clients' files in their spare time, recall clients' looks and reception process, and deepen their impression on clients. When the customer visits or calls for the second time, I can accurately call out his name. This is the first step to establish a friend relationship with customers. As long as you do it conscientiously in your work, you will certainly reach the highest level of sales skills.
B, good at capturing inspiration in details.
1, professional image, smiling in every word and deed.
2. Communicate with customers from time to time to bring them closer together.
3. Think about the purpose of every sentence asked by the customer before answering.
4. Listen carefully to every word of the customer.
Don't impose your ideas on customers, affirm them first and then deny them.
6. Don't be a commentator, do sales.
7. Use praise, praise and praise again.
8. Take your time in the negotiation and pay attention to the change of tone, including * * * and underestimation.
9. The introduction should be clear and easy to understand.
10, theoretical analysis should be in place, thorough, thorough and detailed.
1 1, flexible and changeable, for example, don't tell the truth, give people an image metaphor in simple terms, and achieve the effect of sound and affection.
12, the customer must grasp the problem, analyze it in place, and hold the customer.
13, indirect pressure is full of confidence, and one round cannot come to the next round.
14, we must be prepared for a comprehensive clearing. Title, no ice.
15, clear pronunciation and clear paragraphs.
C. Grasp all the details patiently and sincerely.
From the customer's point of view, most customers can't take a fancy to it at once. As a broker, customers will appreciate it if they can provide more choices at one time. After all, you thought about their next move.
Sometimes brokers want to see the next real estate, and it is best to directly advise customers whether to go or not. Because some houses are defective or do not meet their requirements, it is a waste of time for them to go. Tell them directly yourself, lest they run around. Actually, your service has gone a step further.
Imagine a hundred customers coming to see the house. Can a person pay the bill on the spot? Maybe sometimes, but in most cases, it is impossible. If the customer and the broker don't know each other before and have no trust relationship, the customer will hesitate and then hesitate; Think about it. However, as an excellent real estate agent, you must not let you show him the house just because there are 100 customers, and no one will be disheartened and neglect the customers. If you have no patience, you will never be a good real estate agent.
Take 100 customers as an example. If you take good care of these 100 customers, any of them may become your loyal customers at some point in the future. If you ignore them because they can't give any orders now, you will get nothing. And if you do the opposite, you may win more than 100 customers. Because they have friends and relatives, friends have friends and relatives have relatives. Just because they can't make a decision right now for various reasons doesn't mean they can't make it in the future, and it's not necessarily their fault that they can't be alone right away.
Ordinary people accompany customers to see the house, and may simply give them some information about the house and then register their information. Real gold brokers always arrive as early as possible when accompanying customers to see the house, and prepare information about at least four or five houses with different price points, so that customers have more choices.
The more detailed the real estate agent knows about the needs of customers, the better. For example, if you buy a house, you should basically know your customers.
1. Expect property. If there is no suitable surrounding property for this property, can it be considered?
2, the purchase budget, whether it is a loan or a full payment, the amount of down payment, is to explore the customer base, what is the scope of acceptance, and narrow the scope of finding a house.
3. Orientation of the house
4. House and bedroom
5. Are there any requirements for decoration?
6. If there is suitable housing, when is it convenient to see the house?
The more detailed, the better. In fact, a broker looking for a house for a client is like introducing someone to an object. The clearer he knows, the more successful the match can be in the fastest time.
Wish you success!
What information does the national real estate agent registration need? Search Baidu,: examda. /fcjj/
Collect information about real estate agents and look for them in Baidu Library.
Is the real estate agent exam difficult? Do you need to read those materials? The local broker's license may be easier to test, but it is more difficult in the whole country, and there are not many job requirements. . . Come on! 2007 National Real Estate Agent Qualification Examination and Registration Guide
1, what is the way to obtain the qualification of real estate agent?
Answer: I passed the national unified real estate agent qualification examination.
2. What are the requirements for registering for the real estate agent qualification examination?
A: All People's Republic of China (PRC) citizens who abide by national laws and regulations, obtain the qualification of associate real estate broker and meet one of the following conditions can sign up for the real estate broker qualification examination:
(a) to obtain a college degree and have worked for 6 years, including 3 years in real estate brokerage business.
(two) to obtain a bachelor's degree and work for 4 years, including 2 years in real estate brokerage business.
(3) Graduated from a double bachelor's degree or postgraduate program, and worked for 3 years, including real estate brokerage business for 1 year.
(four) to obtain a master's degree, work for 2 years, engaged in real estate brokerage business for 1 year.
(5) Having obtained a doctorate and engaged in real estate brokerage business for 1 year.
3. What subjects are there in the real estate broker qualification examination?
A: The national unified examination for the qualification of real estate brokers includes four subjects: basic real estate system and policy, introduction to real estate brokers, real estate broker practice and relevant knowledge of real estate brokers.
4. When was the national examination for real estate agents in 2007?
A: The unified national examination for real estate agents in 2007 will be held on October 20th, 2007 and October 20th, 2007.
5. When and where do candidates from all over the country register?
Answer: Candidates who plan to register for the real estate agent examination in various places should pay attention to the relevant notice from the competent departments of construction and personnel in their provinces, municipalities and autonomous regions (the examination departments in various places can check in the "Examination Center" column of this website) and register at the time and place required by the notice.
6. How do candidates get the exam registration form?
A: Candidates are requested to consult the examination registration places in their provinces, municipalities and autonomous regions and obtain relevant forms.
7. How to purchase the exam outline and exam guidance materials for real estate agents?
Answer: (1) Candidates can purchase exam outlines and exam counseling materials at the exam registration point. (Candidates are requested to purchase genuine textbooks)
8. What are the textbooks for real estate agent exam counseling?
A: The National Real Estate Broker Qualification Examination provides a set of four volumes (including the basic system and policy of real estate, the introduction of real estate brokers, the practice of real estate brokers and the relevant knowledge of real estate brokers) and an examination outline.
9. Do candidates need to attend the tutorial classes for real estate agent exams held in various places?
Answer: Candidates can decide whether to participate in the tutorial classes for real estate agent examinations held in various places according to their actual level and needs.
10. What are the problems in the real estate agent exam?
A: The topics of the four subjects are single choice questions, multiple choice questions and comprehensive analysis questions.
1 1. What preparations should candidates make before the exam?
A: After registration, candidates should carefully review the counseling materials of real estate agents, and test their mastery through the review questions in the book. Before the exam, please ask the candidates to get the admission ticket in time, check the examination room and prepare the examination equipment (2B pencil, calculator, pen, etc. ).
12. What test equipment can candidates bring when entering the examination room?
Answer: 2B pencil, eraser and pen or ballpoint pen.
13. What items can candidates not bring into the examination room?
Answer: Candidates are not allowed to bring electronic notebooks, pagers, mobile phones and other communication equipment into the examination room. Those who are brought into the examination room should cut off the power supply and store it in the designated location with other items. They are not allowed to take it to their seats.
14. What should I pay attention to when filling out the answer sheet?
A: Please read the instructions carefully and fill in your name and admission ticket number clearly. Pay attention to the number and the filling position of the box. Please don't make any marks on the answer sheet, keep the card surface clean and don't fold the answer sheet. Be sure to fill in the box with 2B pencil, and don't cross the line when filling. Don't replace the box with triangle, circle or dot.
15. What should I pay attention to when filling in the candidate information on the test paper?
Answer: Please read the information required in the test paper carefully and fill it out accordingly. Don't write text outside the required filling range.
16. What is the duty telephone number of the National Real Estate Agents Examination Office?
A: During the examination, the telephone number of the National Real Estate Agents Examination Office is (010) 88083150/51.
17. After the exam, how can candidates check the exam results?
Answer: Candidates can check the test results through the telephone published on this website or the admission ticket, or directly call the local personnel examination department to check the results.
18. How many years are the examination results of real estate agents valid?
A: The examination results of real estate agents are managed in a two-year cycle. For example, in 2005, a candidate signed up for four exams, one of which failed. In 2006, candidates only need to register for failed exams. Those who pass the exam are deemed to have passed all the exams. If the results are not up to standard, the results of the three exams in 2005 cannot be rolled over to 2007, and candidates need to re-register for the four exams in 2007.
19. How many years is the validity period of the real estate agent qualification certificate?
A: The real estate agent qualification certificate is valid for life.
20. Can I practice after obtaining the qualification certificate of real estate agent?
A: No, those who have obtained the Qualification Certificate of People's Republic of China (PRC) Real Estate Broker must register to practice in the name of a registered real estate broker.
2 1. Where should I register after obtaining the qualification certificate of real estate agent?
Answer: After obtaining the qualification certificate of a real estate broker, you should apply for registration with the construction administrative departments of provinces and autonomous regions, the real estate administrative departments of municipalities directly under the Central Government or the departments entrusted by them.
22. How to register?
Answer: I apply for the qualification registration of real estate broker, and the employer will send it to the construction administrative departments of all provinces and autonomous regions, the real estate administrative departments of municipalities directly under the Central Government or the departments entrusted by them for preliminary examination, and then report it to China Real Estate Appraisers and Real Estate Brokers Association for registration.
23. What materials do I need to submit for registration?
Answer: Those who pass the examination shall submit (1) an application form for the qualification registration of real estate agents when going through the registration formalities; (2) Qualification certificate of real estate broker; (3) proof of performance; (4) unit assessment certificate.
24. How long is the validity period of the real estate broker qualification registration certificate?
A: The Registration Certificate of Real Estate Broker Qualification is valid for three years. At the expiration of the time limit, if you need to continue practicing, you need to participate in continuing education, and you can renew your registration after meeting the requirements of continuing education.
What should a real estate agent do to make money? Familiar with the surrounding property information, including which rooms are available in which community, and familiar with the surrounding supporting facilities, such as schools, hospitals, supermarkets, food markets, etc. , so as to give customers a good introduction. Pay attention to personal appearance and speaking style, giving people a feeling of being trustworthy. We must be able to reduce the price from the landlord, use policy information to suppress the house price, raise the price from the customer, and talk more about the benefits of the house, the trend of the house price and policy information. Both sides can speak freely. Be diligent, attentive and attentive, and improve the signing rate. People who want to buy a house need to see a house they are satisfied with. Learn from more experienced people.
Case analysis of real estate broker transaction A successful broker
The daily work of a successful broker:
1, arrive at the company on time every day (it is best to arrive at the company 20 minutes in advance, rain or shine! )
2. Turn on the computer, check the newly added real estate the day before, get familiar with the market situation, and get into the habit of reciting real estate every day and looking for the real estate you need.
3. Turn on the computer, check the company's "New Announcement", "Staff Forum" and other columns at any time, keep abreast of the company's business dynamics and rules and regulations, and keep up with the company's ever-changing development.
4. Look at the advertisements in this area (including our own companies and foreign companies) and find the sections that customers need, so as to increase turnover and performance (as well as classified advertisements).
5. If the branch or area has newly received key cards, you will continue to check the houses with keys. Over time, you will know all the apartments in this area like the back of your hand.
6. Fifteen sources must be carefully cleaned according to the quality every day. Cleaning any disc source must be thoroughly communicated with the owner to understand the real situation.
7. In the process of washing dishes, understand that the owner needs to change the building. Before the owner does not sell, please ask the owner to look at the house (at least once a week).
8. Make a decision every day to find a new customer (a customer who doesn't need it for the time being, but will buy it within six months).
9. Try to check the calculation method of taxes and fees in the process of buying and selling.
10, try your best to show two clients the house every day.
1 1. We must follow up the customers immediately every day and wash ten public customers every day.
12, take the initiative to distribute leaflets at bus stops or designated targets with insufficient disk sources to win customers and disk sources.
13, compile five properties by yourself, and constantly find customers to match, and the opportunities will naturally increase greatly.
14. Follow up the tenant's previous lease or sale. (Is the tenant due? Will you find another new home? Will you buy a house? Do a good job of "customer return visit" by yourself.
15. Follow up the property owners who rented out by themselves in the past. Will they buy an extra unit for investment (rent collection)?
16, have time to attract customers in the nearby active residential areas and real estate companies.
17. When washing dishes by yourself, contact the owners who think they have better communication with each other, deepen their feelings and strive to control the dishes (sign an exclusive commission).
18, the evening is the best time to contact customers and owners, and insist on communicating with customers and owners between 8 and 9 o'clock.
19, salesmen should know more about the important news of real estate in this city and the whole country and increase their knowledge in this respect, so that they can have more content when talking with owners and customers and shape the image of "experts".
20, in the process of negotiation, it is common to encounter setbacks, and to write down the crux of the problem, do not repeat.
2 1, work summary (summarizing the experience of house inspection), and preparing the work plan for the next day (the guest and the owner need to contact)
22, the heart is not as good as the line, the heart is not as diligent as the hand. Only by taking the initiative can we get income. Dear colleagues, please compare your work with the above-mentioned "daily work" anytime and anywhere, and check what you have done and what you have not done! It is suggested that this "daily work" be extracted from your own workbook, and you should always spur yourself and guide yourself! In the long run, when you succeed, you can wait
As a real estate agent, it is more effective to ask customers to see the house. You must master the customer's schedule and build it according to the customer's time. Otherwise, customers will find it troublesome and unwilling to go. And you need to know the customer's demand for the property, especially the surrounding environment and supporting facilities. After all these meet the customer's needs, you can inform the customer of the tight housing situation and let him arrange time to go with you.
Why don't real estate agents invite customers to see the house? Business depends on supply and demand and price. If your property is located in a similar building that is much cheaper than yours, or no one in the area wants a house, then no matter how interested the real estate agent is, he can't invite customers to see the house.
What are the requirements for being a real estate agent, such as education, age, etc. To tell the truth, it is very difficult without verification. It is best to take an examination of a real estate agent qualification certificate above junior college, so that you can get old. There seems to be no rule.