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1

August 27, 1965 438+02

Professional practice is the last important link of university education, which can make us go from campus to society more smoothly and lay the foundation for our future social work. My internship company is a real estate company-Longhu Limited Liability Company, and my position in the company is a career consultant assistant. Today, my boss (professional consultant) gave me a brief introduction to the company. Longhu Real Estate Co., Ltd., founded in 1994, grew up in Chongqing and developed all over the country. Is a professional real estate company that pursues Excellence and pays attention to quality and detail. Headquartered in Beijing, the group has more than 8,000 employees. Its business areas involve real estate development, commercial operation and property services. What I do in this company is selling houses, but selling houses is not a simple matter. Today is my first contact with a real estate agent. The person in charge of the company assigned me the task of familiarizing myself with the working environment and gave me a lot of relevant information, so that I could come back and read it carefully, and then officially go to work the next day. In this way, I safely returned to the dormitory. I began to prepare for the next day's work and opened the information given by the company. There are too many things. I read it carefully for 4 hours and finally finished reading it, but there were too many things in it.

2

August 28, 1965 438+02

On the first day of work, I went to work on time and kept a positive attitude. My internship content is to take customers to the sales office in CR Vanguard supermarket. Our work belongs to a channel group under the marketing department. The company posted several billboards of our project in CR Vanguard supermarket, including project introduction and apartment type. As this is the first time for me to do this kind of thing and work in this company, my task is to take a customer to the sales office. But it's easier said than done. It's not only physical work, but also technical work to challenge yourself. Because this is sales, you have to deal with customers, and you have to convince customers to trust you before you go to the sales department. Therefore, only with rich real estate knowledge and enthusiasm for serving customers can you be competent for this job. I'm lucky today. 1 1 it took a little more to hire a customer. This client wanted to buy a house very much and had a strong desire to see the house, so I picked it up cheaply. At that time, I thought the job was too simple, far from being as difficult as I thought. In this way, I will finish the task ahead of schedule, and there will be no pressure all day. Because of my excitement, the day passed quickly. In this strange environment, I don't feel lonely and hard, but I feel happy and full.

three

August 29, 1965 438+02

Today, I went to work with confidence. Because it was the second day at work, the leader assigned me the task of taking two clients. I didn't care at that time, and I felt that the two customers had nothing. I still have great confidence in this task. So I started today's work. What a shame. It's twelve o'clock at noon, and people passing by ignored me. I started to panic. I was in a bad mood, so I went to eat. When I was eating, I thought of an artificial saying that could attract customers, but when I returned to my post again, I still couldn't. After three o'clock in the afternoon, I began to feel pressure, and the pressure was too great for me to resist. I dare not delay for a second, and I dare not be lazy at all. But I still got nothing in return. I didn't make an appointment with any clients. I panicked, worried that I could not finish the task, and even doubted my ability. In this way, I spent a day in panic and stress. By the time I got off work, I was ready to be approved by my boss. Unexpectedly, my boss came up to me and patted me on the shoulder and said, "Guo, don't doubt yourself. This result is normal, and I expected it. The hardest part is actually in the beginning Don't make it too simple or too complicated. Take it seriously with a normal heart. You did a good job today. Although you didn't gain directly, I know you paid. Don't be afraid, accept the challenge of tomorrow. " That evening, I came back and read the information sent by the company again. Finally, I saw a sentence: "Give employees wealth: Attitude is the basic requirement to determine whether a person can do things successfully. As a real estate agent, we must treat our customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. " This gave me confidence and motivation, and more importantly, I learned how to get recognition from customers.

four

August 30, 1965 438+02

After two days of actual combat, I dare not despise this job today. Go to work an hour early, and the task is still to receive visiting customers. I just started working for a while, and it's still early. I saw a 30-year-old elder sister standing in front of our billboard, and I took the initiative to ask, "Hello, elder sister, welcome to know about our high-rise residence in the purple capital of Longhu". "Oh-Longhu Zidu, where is your project?" "Elder sister, we have a regional map here. You sit here first, and I'll give you a detailed introduction of our project. First, our project is in the southeast of Xi, between the Second Ring Road and the Third Ring Road. In this position, the traffic is very convenient. In front of the building is Qujiang Avenue, a two-way eight-lane expressway connecting the Second and Third Ring Roads. Our community is still at the double subway entrance. Metro Line 3 passes through here, and Metro Line 5 also has a subway entrance here. Life is also very convenient. Our company built 70,000 square meters of commercial facilities for the community, which was completed in 14. By then, there will be large supermarkets and cinemas here, and this commercial complex will be like Wanda. You don't have to worry about the life support system. "I want to continue. But she was impatient and said, "you little brother, my sense of direction is very poor." I haven't decided on this position yet. Come on, I have something to do. I have to go first. "I want to say something else, but it's too late. I really couldn't figure out what I did wrong, so I told my boss about it. He said that I was too eager for quick success and instant benefit, and I had to let my customers understand every word before I could go on, and I received every visiting customer with an equal attitude, a calm mood and a peaceful tone. More importantly, I have to understand the needs of customers before I can introduce them according to their needs. I asked him to tell me more about this skill, and he said that some things need to be experienced by himself to understand the truth. The seller industry, in particular, faces thousands of customers. Different customers have different needs and ask different questions. Take your time. There's nothing to say about this. Four words-persistence and understanding. Oh, selling this thing is not as simple as I thought. After a day's work, I learned four words.

five

20 12 September 3rd

When we first entered the society, we dealt with all kinds of people. Because of interests and busy work, many times colleagues will not greet you with a smile like classmates. For example, some colleagues in the company pay great attention to keeping customers' information confidential, so as to avoid the performance being taken away by others. Although this ensures their work performance, their relationship with colleagues is very cold. And the business developers of the same company are very different. Competition in the real estate market is changing with each passing day. In a project, they are often asked to learn to expand customers in new ways in a short time. Therefore, they always make a detailed registration of the contacted customers so as to pay a return visit in the future. Today, a colleague in our group accidentally turned over another colleague's customer information record book, only to find that the colleague had stolen his information, which finally caused a quarrel between them. In this information age, information means performance. Although the company has repeatedly stressed that teamwork and learning together are the inevitable requirements of adhering to team spirit and our best choice, the fact is that everyone has their own selfish desires. Today, I realize human nature. People are selfish. The reality of society and school are two extreme worlds, which makes me feel uneasy.

six

20 12 September 5th

After these days of actual combat and study, I have learned a lot, including sales skills, as well as human warmth. Today, we were assigned to the outreach point in wanda plaza, Li Jiacun, and went to work in the morning. The marketing director called us and said that our group had a good performance these days. We closed two suites in less than ten days and gave us a half-day holiday. Let's have dinner together, relax and have a meeting to make a summary. We had dinner together in the evening, and the director gave us a separate meeting. He affirmed our work from the beginning, and you have done a good job these days. Finally, he also stressed that conflicts should not be intensified because of improper attitude during the interview, and conflicts should not be created because of mistakes in the work process. Be strict with yourself, don't ask for leave without special circumstances during work, don't leave your post without authorization, and don't engage in entertainment activities. It is tedious, but also the most challenging, to sort out the customer information of the day and hand it over to the person in charge of the business before work. Maybe you don't know it well. Marketing can especially exercise people, because you have to face all kinds of people every day. In this process, you can improve your communication ability best, so you should grasp it well. Maybe you don't know, I'm the marketing director now. 12 years ago, I started from what you are doing, just like you. No matter whether you are working for the company or for your future, you should do your job well. Really, I feel so full these days, and I get new gains every day.

seven

September 9, 20 12

I haven't kept a diary for several days, because I came back late and tired these days. What you learn in college is not knowledge, but an ability called self-study. It was not until I went to work that I could deeply understand the meaning of this sentence. So far, apart from computer operation, the theoretical knowledge learned in textbooks is rarely used. For example, in the process of marketing, it stands to reason that what I am doing now is marketing. What I learned in this course should be used, but the fact is that I didn't. Since yesterday, the boss has given me another job, that is, to make a statistics on the customers received by our group, that is, to summarize the proportion of people of all ages on the waiting list, which age groups are interested in which apartment type, and where the people who come to see the house are mainly concentrated. I'm doing this job after work now, and I spend half an hour to an hour visiting customers every noon to see if they want to buy our house. I'm still a little tired these days, and I want to stay in bed when I come back at night, but I have to start summing up when I think that the task will face tomorrow. Internship is to accumulate experience constantly. No matter how small or big the experience is, it will be useful one day as long as it is managed with care. Now I am confident that the task assigned to me will be accomplished beautifully. I believe I will learn more in the next time. As long as I try to grasp every detail, be a serious and responsible person, and constantly improve myself, I can have a more exciting and fulfilling internship life.

eight

September 438+02, 2065 10

Our boss went out for a meeting today and won't be back for four or five days. In view of my excellent performance since my internship and his trust in me, he actually put me in charge of this team, an eight-person team. I have never been a leader. Although I promised him, I really don't know if I can do this job well. What will he think of me these days if I can't do it well? I don't want to think so much, just do it. It's no big deal, so I called my colleagues together and told them about it. I didn't say anything. I told them to cooperate with me. If they do well, I'll treat them to dinner. I really have no experience. I can only do this. There is no way. But fortunately, I have a good relationship with my colleagues, and they are also very cooperative with me. Today's performance is better than usual. I really appreciate them. When I came back this evening, I went to the company and got a brochure-real estate agents. Oh, I saw how to understand and learn the basic quality requirements of real estate agents, get familiar with the main work done by real estate agents, and prepare for new positions. A real estate agent refers to an agent, contact person, middleman, manager or introducer who communicates between buyers and sellers of real estate to facilitate the conclusion of a transaction and get a commission from it. Since the late 1980s, with the continuous increase of real estate transactions, the staff of real estate agents have rapidly developed into a professional army of hundreds of thousands of people. As an independent third party, they are engaged in consulting agency, information processing, after-sales service, preliminary preparation, consulting and planning in various economic activities such as real estate development, sales, leasing, purchase, investment, transfer, mortgage, replacement and pawn. In addition, with the development of social economy, its professional activities have been further expanded. From planning and design, construction and operation, business promotion to consulting and planning of property management, it has been fully integrated into the whole process of real estate management and development, which has played an irreplaceable role in promoting the normal development of the real estate industry. Although these things may not be useful to me at this stage, I know that I should know more about real estate when I come to practice in this industry, which will give me a deeper understanding.

nine

No.438+02 of September, 2065 1 1

I have been practicing for half a month before I know it. I just wrote a diary yesterday. Why should I write today? Because what I did today is different from the previous days, very different. Today, I took a client to the sales office. As a result, the career counselors in Louji are very busy and have no time to receive the people I bring. I made a "property consultant" according to my own understanding. After all, I have seen how they receive customers. Ok, so I began to introduce: "Sir, have you heard about our project?" "Yes, I have been to your home once, and this is the second time. Today, I mainly want to know if your house price has changed./kloc-how much is a house of 0/20 square meters at the current price? " "Is it a mortgage or a one-time payment?" Of course there is a mortgage. I don't have that much cash at home. I have been mortgaged for 30 years. Please help me look at the down payment and monthly payment. "Well, ok, wait a minute. I studied technical economics to find the present value table of the company's housing mortgage annuity. Hehe, I really found it when I checked. " I told him the result, and he figured it out, that is, the salary of the couple is almost enough for one person's food mortgage. He hesitated, so I told him how nice our house was, and he was very moved. He said to go back and discuss with his wife, and he might come back in a couple of days. What I did today is really meaningful, which is really different from what I did a few days ago.

10

September 20 12No. 12

I am really tired these days. I didn't intend to keep a diary today, but I still have a lot to write. I really don't want to go to work today, but my boss gave me a team leader and I have to go. There is pressure to do this job. On the one hand, we must do well for our performance, on the other hand, we must persist in improving ourselves, but doing this job can really exercise people. When I first started this job, I thought it was too simple and there was nothing to learn. However, with the study and cognition during this period, I feel that I am very knowledgeable in sales, and I feel that I know too little and have a lot to learn. The more you learn, the less you know. Maybe many people will find this ridiculous. It's not funny. It's totally normal. This job, the first day, is very simple, because I don't know this industry. With more contact, you don't know what you don't know, but at first you don't know what you need. Today, the leaders of the channel group talked to me a lot. He said: "The job content of a real estate agent as a professional employee has not been completely defined, which can be summarized as (1) collecting, verifying and analyzing information such as customers and houses, designing and managing the room number system, filling in and analyzing business reports, etc. ; (2) Accompany customers to look at the house and calculate the cost of buying a house; (3) Acting as an agent for contract verification, deed tax payment, warrant handling, consulting and acting as an agent for various mortgage matters, and assisting in house acceptance and handover. (4) Apply for rental and sales licenses, investigate the real estate market, calculate and evaluate the house price, design the price system, prepare charts and documents for publicity, display and management, design the layout, and deal with the area error. If you want to be a qualified real estate agent, you must not only be familiar with real estate professional knowledge, but also master legal knowledge, financial knowledge and negotiation skills, so as to build a bridge between real estate developers and consumers, buyers and sellers, and make yourself invincible in the intermediary industry. " After listening to it, I realized that what I told him was far from enough, and there was still a lot to learn.

"

1 1

September 438+02No. 15, 2065

I just can't hold on while my master is away. There are many things every day. Today, he finally came back. I suddenly felt relieved and really wanted to go back to my dormitory to rest. But as soon as he saw me, he let us be together. First of all, he praised me, affirmed my work and said that we would do better without him. He asked me how to do it, and everyone was so enthusiastic. I told him about my agreement with my colleague, and he was very happy. He said that the company allocated 500 yuan to us, telling us not to go to work tomorrow, and to get together and have fun with the funds given by the company. There is also a lot of good news for us. There are not many houses in the company, and the project leader gave us 20 days to sell the remaining 18 suites. There will be a reward when sold out, and the house price will drop 15% on the original basis. There are many discounts, so let's call all the customers who have seen the house before to convey the news. After hearing what he said, I don't want to rest, because the house will sell well, and I have a great sense of accomplishment with his affirmation.

12

September 438+02No. 16, 2065

Although I have been working for more than half a month, I am full of energy today after yesterday's rest. I visited five customers a day. This is the best day since my internship. I'm really happy. Because I know that my ability in this field has improved a lot, I think it is worthwhile to pay during this time. Now I can basically understand customers' needs and hobbies by talking to them in a few words, and I can also try to pull them over to listen to me. Although I am so confident and skilled in my master, through patient communication and explanation, my customers still show a positive attitude towards my answer. Seemingly simple sales work, many times the business knowledge itself is mastered, but I am troubled by the various performances of different customers. I shouldn't be anxious when I don't know the answers to customers' questions, because if customers know, they will doubt the business ability of the whole company. However, I gradually realized this. In this case, I should calmly say, "Excuse me, did you just say … this question?" In this way, he will teach me how to solve it by mentioning colleagues and listening. With more experience, you will naturally know how to improvise. It seems that sales is not only a simple business knowledge question and answer, but also a test of my information extraction and processing ability and adaptability.

13

September 438+02No. 18, 2065

Because I don't have much time for internship and my personal performance is good. Today, my master put me in the sales department and let me learn to receive customers in the sales department. He also told me the whole process of receiving customers. In particular, what he said made me fresh in my memory, feeling completely different from the knowledge instilled in me before: "All the people who come here to buy a house are rich and powerful, and the customers are God, but there is no need to think too highly of the customers, let alone look down on themselves. They buy houses, we sell houses, and we are all interested. When customers consult us, it proves that we know more about houses than customers, which must not be underestimated, because our company is also one of the top ten real estate developers in China. However, I keep in mind "smile, enthusiasm and sincerity" when doing housing promotion. Practice tells us that many problems in sales are caused by poor communication. Communication means telling others what you think and listening to others' thoughts at the same time. Everyone has a desire to be respected. You pay attention to others, listen carefully to every word of others, and others will respect you. In this way, you can not only express yourself clearly, but also clearly know the thoughts and inner feelings of others. Today is a full day. I think the master can show his trust in me and affirm my working ability by arranging work for me.

14

September 438+02, 2065 2 1

I have been working for more than 20 days and have a certain understanding of how to promote a real estate. The first is to locate the project according to the location of the real estate-develop it into villas, high-rise residential buildings, businesses and so on. Secondly, customer orientation takes pure housing as an example-for which age group, so as to determine how big the apartment is. After the house is built, we are going to find a client. When introducing to customers, try to convey the selling point information of the houses we sell, such as the environment that the elderly want most-good greening, low noise, medical facilities, fitness places and so on. What middle-aged people want most-convenient transportation, educational facilities and living facilities: what young people care most about-house prices, real estate and entertainment places. Only in this way can we let different people know that we can provide everything they need according to their intentions, and finally recommend apartment types and floors to them according to their economic strength and preferences. This is the most important link in real estate marketing. After this link, it is to handle loans, hand over houses and after-sales service for customers. This is my summary when I came back from my internship today. The sales industry can only learn step by step, so we must learn from experience in practice, gradually understand it in experience, and finally belong to ourselves before we can use it freely. In addition, we should be diligent in thinking and be good at summing up the sales experience in the whole society and life. Some of these words were said by our marketing director. It's amazing that he can do that position. He also has his own advantages. Everything he says will make me feel benefited a lot. I think I need too much, and I have to continue studying.

15

20 12 September 22nd

Today is the last day of internship. Another customer in our group came to the company to sign an agreement and apply for a loan. Seeing the fruits of our efforts on the last day filled me with a sense of accomplishment. The hardships are worth savoring. During the nearly one-month internship, I realized that to be an excellent real estate agent, one should have the following conditions: (1) Being able to work under pressure, especially for young people who have just left school and taken up jobs; (2) keen market opportunity analysis ability, constantly looking for market gaps or new performance growth points, is the secret of being invincible; (3) Perfect professional knowledge, real estate investment, like other investments, is a planned, targeted, objective and rational action. Brokers should have a comprehensive understanding and research on the market; (4) Communication skills, a successful real estate agent must be a good communicator; (5) Learning ability, never satisfied with what has been achieved, constantly learning new knowledge, absorbing nutrition, learning from top experts, learning their good elements, and applying them to practical work, can ensure the continued success of real estate agents; (6) Get along with customers like friends. When you are in contact with customers, you should have the mentality of making friends, instead of just focusing on winning him to be your customer. Customers are accumulated one by one. (7) patience. Half of the sales work is done by feet. We should constantly visit customers, coordinate customers, and even provide services with customers. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have the patience and indomitable spirit to solve them. Only by urging themselves to constantly improve their working methods and enhance their ability can we seize the opportunity. Opportunities are equal for everyone. As long as you are a conscientious person, you will definitely become a leader in the industry.