One: enter the real estate agency industry in confusion.
One day by chance, I met a half-baked person, the boss of a real estate agent!
What are you doing? Are you interested in intermediaries?
May I?
Yes, I'm sure I can. I can teach you if you don't understand! ! !
Ok, I'll try! It's no fun at home anyway.
So when will you come to work?
I won't go to work tomorrow. Come the day after tomorrow.
Ok!!
In this simple communication, I agreed without much consideration.
In fact, when a person is in a trough, the requirements are really low. If you have a job, you can solve the problem of food and clothing.
It was a day in late June 2003, and I started my trip as a real estate agent in June 2003.
Date: 2012-10-03 22: 00: 36
Second: the first week of work
I remember clearly that it was June 365438+1October 365438+1October 2003, and I started working in an intermediary company. At that time, real estate agents just started in our southeast coast, and the boss needed many salesmen, the more the better.
My basic salary is 300 yuan, and the telephone fee is subsidized by 50 yuan. I am content to be unemployed for a long time.
At least it can solve my rent problem.
The hardest part is actually in the beginning After reporting for duty at eight o'clock every day for the first week, I had nothing to do. The company sent me two notebooks, one for copying houses and the other for customers who bought houses. But I don't know where to start. I don't know where so many old salesmen's houses and customers come from. I was really envious at that time!
I have to tell my boss that I went out to look at the house. In fact, that week, I either wandered aimlessly in the street or went back to my rented room to watch TV and sleep.
In this way, a week passed quickly.
Date: 2012-10-04 08: 44:13
Three: My first order
About the ninth or tenth day of work, I stood at the gate of the company and looked at the cars coming and going on the road bored. Suddenly, a black Passat stopped in front of me with three men in it! The driver called me:
Brother, come here!
I walked over. What's wrong, big brother?
I want to sell my house as soon as possible.
How soon can it be sold?
For a week, I foolishly agreed!
All right!
Why don't you show me your house first?
In this way, I have my first house, which is a house with three bedrooms, one living room, one bathroom and one kitchen. On the first floor, the area is about 10 1 square meter, of which the storage room is very large, with 25 square meters, close to the road and simple decoration.
This is a house in the center of the city with a good location. The landlord asked for 298,000 yuan.
After returning to the company, I told my colleagues that I had such a house, and my colleagues were very happy because the house was very tight at that time.
Colleagues quickly called their customers who bought houses, so that in less than three days, about 12 or 3 customers went to see the houses, and finally the customers in Zhu Xiao bought houses.
The wife of a client in Zhu Xiao is a doctor and her husband is a teacher. After seeing the house, I kept telling them the benefits of this storage room. They thought I was right, and the overall house price met their requirements, and they quickly agreed.
After bargaining, the house was sold at 286,000 yuan, and the agency fee was 2,500 yuan for the seller and 2,000 yuan for the buyer.
I am very happy, Zhu Xiao is very happy, and the boss of the company is even happier.
Date: 2012-10-0519:14: 46.
Four: the first real estate agent
The first real estate agent I went to work for was CG Real Estate. The company was established in 1997, located in the old city. At first, it was an intermediary office. At first, it rented a lot. With the continuous development of the real estate market, its business expanded and finally evolved into a company. The business scope has also developed from renting to renting, buying and selling second-hand houses, lending and other all-round businesses. But at that time, the company could not handle the loan business, and all its loans.
The company belongs to the early group in our county intermediary, and the boss is a man in his thirties!
Our present company is in the city center, and the old shop is still there. Company *** 16, new store 13, old store 3.
The staff of the new store are: 2 accountants, 1 applicant, 1 loan handler, 8 salesmen, 13 boss. There are 3 people in the old shop, a second-hand house salesman and an old man; Two rental salesmen and two little girls.
In the next few days, I will introduce the salesmen of my first intermediary one by one, because our old salesmen all went their separate ways, some insisted on being intermediaries, and some went to other industries. Everyone has a story to remember.
Date: 2012-10-05 20:15: 06
Five: My second business
With the first business, my confidence in the second-hand housing business has greatly increased, and my work has become normal. Most of my friends and classmates know that I am a second-hand house, and the number of houses has gradually increased.
Most importantly, I insist on seeing each house in person. I am optimistic that I will draw the structure of each house in the room book and know the house distribution map of each community like the back of my hand. And the lighting of each house is basically clear to me. This habit has made a great contribution to my second-hand housing agency for 10 years.
My second enterprise was opened by a classmate of mine, which was the newest community in our county at that time, HTJY. House area150m2+storage room10m2, floor 16, which can be directly occupied in the tallest building.
A friend he leads wants to buy a house, but doesn't want to sell it, because acquaintances are hard to talk to, and being a friend of leadership is definitely cheaper than the market price.
He came to my company and asked me how much I could sell it for. To tell the truth, according to my business level at that time, the valuation was definitely not at this level. I said it's a high price anyway, 550 thousand.
He was shocked (because his friend's offer was 470 thousand)
? It can't be that high. He said that the price in my heart is only 496,000!
I said I'll sell you more than 500 thousand anyway, don't worry
He said:? If it sells for more than 500 thousand, the agency fee is 3000, and we each pay half more?
Ok, it's a deal!
In this way, I got the most exciting house in my intermediary career and sold it the next day.
After dinner the next day, I came to the company. /kloc-around 0/9: 00, a couple with glasses came in and asked me if I had a house in HTJY. Introduced the classmate's house, and said that it can be settled directly, and the transfer fee will be saved a lot (the business tax was paid at that time at 1 year, but now it is 5 years).
Sometimes when luck comes, you can't stop it if you want!
"What is the lowest price for this house?" The husband asked.
? 535 thousand? !
? Can you make it cheaper?
? Do you want to interview the landlord? .
? All right, you call the landlord and I'll talk to him. "
Okay, I'm so excited to make a phone call, okay?
I told my classmate that this person must like your house. My offer is 535 thousand, and I want to talk to you.
My classmate came to our company soon, and the interview went smoothly. The house was finally sold for 525,000 yuan, with a deposit of 20,000 yuan, a down payment of 2 1.5 million yuan, and a direct settlement of 300,000 yuan.
A week later, everything was finished.
2. Quickly find the disk that customers need;
3. Give the customer a good impression, sell him more properties, be sincere, do not discriminate against customers, and understand customer needs in detail;
4. Send cards with the same information
5. Give customers confidence
6, send customers to the car, do a good job of protection.
7. Listen attentively;
8. Tell the customer the company's service tenet and sell yourself again;
Third, introduce the skills of real estate.
1. Introduce the details of the building according to the needs of customers.
2. Attract customers with price and value prospects.
3, the comparison of real estate, or mortgage.
4. Arouse the customer's desire to see the building (ask if you have seen the real estate near here, and if your peers have seen it, it is always the best).
5. Arouse customers' desire to buy.
6. Pay attention to the customer's reaction, pause and listen from time to time.
7. Strategic promotion.
8. Put yourself in others' shoes.
9. Clearly explain the commission system.
10, try to avoid disputes with customers.
1 1, to understand customer needs.
12, deny the customer in time (some ideas are inaccurate: for example, I want to spend 1 10,000 to buy a house with a value of10.2 million).