How to be a successful and excellent real estate agent

1, bearing capacity. Real estate agents have huge sales targets on their shoulders, and those novices are faced with the dilemma of not being able to open the bill. Look at others alone in the scenery and get rich returns. Those real estate agents floating in other places are facing the pressure of life, and the manager in charge has repeatedly urged them, but what they actually face is the indifference and rejection of customers. Faced with difficulties, quite a few people feel confused and depressed, or give up, or work negatively, and the result is naturally farther and farther away from the goal of success. Therefore, it is the ability that every real estate agent, especially young people who have just left school and taken up jobs, should have to straighten their position, straighten their mentality, face pressure and bear challenges. There is no pie falling from the sky in the world. What line of success can be easily achieved? If every list goes well, never refuse? If so, let's all be real estate agents. You can always imagine your excellent grades, the happy things in the past, and the expectations of friends and family. I am a real estate agent, and my major is to provide services to others. The person who rejected me may have missed a good opportunity. They actually lost more. You can also imagine the following worsening situation, or the tragic experience of other familiar people. Comparatively speaking, I am still successful. Build up your confidence gradually. 2. Analytical ability. Real estate agents should have keen market opportunity analysis ability and learn to discover market opportunities. For example, under the impact of six policies of China, market transactions began to shrink. Then, at this time, we can open up new markets, such as commercial real estate. Stand out from the competition. Analyze the market demand and the success factors of gold medal brokers. These are all things I should learn from and analyze. Constantly look for gaps in the market or new growth points in performance, so as to be in an invincible position. 3. Communication skills. A successful real estate agent must be a good communicator. Real estate agents, their job is to deal with people. How to achieve good communication among customers, homeowners and colleagues is the key to success. It is one of the most important abilities of real estate agents to sell their ideas, belief schemes and methods to superiors, subordinates and client owners. Good communication skills are the best way to win the support of others. Practice tells us that many problems in sales are caused by poor communication. Communication is mainly about telling others what you think, but also listening to others' ideas. Everyone has a desire to be respected. You should pay attention to others, listen carefully to every word of others, express your meaning very clearly, make it clear that he knows other people's thoughts and inner feelings, smile, be warm and sincere, and let others have the desire to talk. Learning: Never satisfied with the achievements you have made, you should constantly learn new knowledge, absorb nutrition, learn from top experts, learn their good elements and apply them to practical work, so as to ensure the continued success of real estate agents. For real estate agents, sales career is like a battle, an uninterrupted pursuit without breathing space. There are many failures in victory, and fear, rejection and disappointment are often mixed with joy, expectation, pride and excitement. Although there are always many obstacles and pressures, excellent real estate agents can always grasp the development and changes of society and customers to the greatest extent by virtue of their excellent learning ability, fully prepare for progress with knowledge as the backing, step by step, persevere, and finally reach the peak of success. Many real estate agents have problems such as lack of marketing knowledge and low marketing skills. They are blank in planning and design, market research methods, marketing promotion means, contract formulation, laws and regulations, real estate expertise, finance, architecture and many other aspects. They run a chaotic business, and even don't do these things at all. They only rely on gifts, banquets, reduced commissions, and black-box operations to promote goods. Their lack of professional knowledge is surprising. Although some real estate agents have calculated the purchase, sales, gross profit and part in finance, they lack a basic understanding of basic concepts such as expense level, capital turnover, purchase and sale cost, capital profit and tax rate, investment value analysis, and even do not understand general financial statements. If such a broker doesn't study hard, how can he make marketing decisions according to the laws of market economy? It is even more impossible to adjust sales behavior through accounting. The professional knowledge of brokers is mainly manifested in four aspects: having a comprehensive understanding of the company. The process and quality management of real estate sales, the content of after-sales service and the development direction of the company. Master the real estate industry and common terms. Brokers should know the development direction of local real estate, and at the same time accurately grasp the local real estate trends, the advantages and disadvantages of competitors, and reliable selling points. In addition, we should master real estate marketing knowledge, bank mortgage knowledge, property management knowledge, engineering architectural knowledge, real estate legal knowledge and some professional terms such as greening rate, building density and usable area. Master the customer's purchasing psychology and characteristics. We should not only understand the psychology of seeking truth, innovation, fame and profit, but also understand the psychology of preference, self-esteem, imitation, confidentiality, doubt and safety. Understand the relevant content of marketing. The broker sat down to learn the knowledge of real estate marketing, such as product strategy, marketing price strategy, marketing channel strategy, promotion combination strategy and so on. Psychological quality requires strong adaptability, sincerity and self-confidence, optimism and generosity, perseverance, ability to bear all kinds of difficulties, strong sense of responsibility and strong self-control. Knowledge: The first task of a broker is to sell. Without sales, there is no hope for performance and no hope for enterprises. At the same time, the work of the sales representative is still expanding. Only selling is hopeless, because you are selling houses and services. Only by constantly expanding the market and treating customers with integrity can we establish a long-term market position, win a long-term market share, establish important intangible assets for the channels of enterprises and win stable performance for ourselves. An excellent real estate agent should not only show clients the house, talk about prices, sign contracts and collect commissions, but also master more real estate-related knowledge: finance, insurance, investment and wealth management, law, property management, decoration, etc., so as to provide clients with comprehensive investment and wealth management knowledge and become a trustworthy financial expert. Details: from the customer's point of view, most customers can't take a fancy to it at once. If you can give me more choices at once, especially in bad weather, they will talk to you endlessly and be grateful. After all, you thought about their next move. Sometimes when I know the next property they are going to, I will directly advise them whether to go or not. Because some houses are defective or do not meet their needs, it is a waste of time for them to go. Tell them yourself, lest they run around. In fact, your service goes further. One hundred customers came to see the house. Can a person pay the bill on the spot? Yes, sometimes. But in most cases, this 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, think again. However, as a business person, will you be disheartened or snubbed because one hundred customers come to you to show him the house? If so, you'd better give up this industry as soon as possible. Some people say: you have a good attitude and never get bored. If I were you, I would have ignored them long ago. Who has that! In fact, if you think about it carefully, you will know: take 100 customers as an example. If you take good care of them, 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 at once for various reasons today doesn't mean they can't make a decision in the future. Besides, it's not necessarily their fault that they can't be alone at once. When people accompany the guest room to see the house, they may simply give the customer some information about the house and then register the customer's information. Real gold medal brokers always arrive as early as possible when accompanying customers to see the house, and prepare at least four or five sets of information about houses with different price points as long as they have time, so that guests can have more choices. JASONE, a well-known real estate agent in New Zealand, must prepare a price trend chart of Wellington real estate market in the past ten years from 1996 every time it receives a client. Before determining the time to see the house, JASONE always asks the owner in advance: What time is the best sunshine in your place every day? I will definitely try to choose to see the house at this time. If you can arrive early in winter and turn on the heating to make the room warm like spring, JASONE said that his heart would warm up first. If you have time, you will also advise the seller to open the curtains and pull up all the blinds (if possible) to make the room brighter. I often cut some roses or other flowers and put them in temporary vases to surprise them, both buyers and sellers! Did you do it? These details? Innovation: An excellent broker should first become an expert in real estate unemployment. To be proficient in real estate intermediary business, you must have received systematic, professional and strict training. This is the premise of success and the primary factor. From the basic knowledge of real estate, business process, communication skills, negotiation, time management, psychological quality training, professional etiquette training, contract signing, loan transfer knowledge, to gestures, words and deeds, we should pay attention to every detail, which is the basic skill necessary to become an excellent broker. To stand out from hundreds of brokers, we must make sure that everyone has me and everyone has me. Every exercise should be distinctive, professional and unique. The same is the development of customers, everyone is posting, visiting strangers and engaging in community activities. How to make others remember you at once, imitate, but not copy, is to be professional and innovative. Customers are friends: making friends is more important than finding guests. The biggest difficulty faced by many real estate agents is that they have no customers. When contacting customers, they should keep the attitude of making friends, not just trying to win them over to become your customers. Why do customers choose you from so many real estate agents? Many times, they just make decisions based on the feelings of contact with brokers. The advantage of being a production agent is that you like to chat with people and understand their inner needs. Not everyone can have dozens of loyal families, so you can work in the real estate industry from bottom to top without advertising. For customers, your attitude towards them determines whether they are willing to do business with you. Customers are accumulated one by one. If you always feel that there is one left, there will be no business one day. Major: Real estate investment, like other investments, is a planned, targeted, objective and rational action. Investors should not only have a comprehensive understanding and research on the market, but also make plans for buying and selling actions. Whether the list can be successful depends on the broker's speaking and coping skills and the control and grasp of the negotiation process. Is this room worth buying? How should I make a counter offer? All this needs the help of real estate agents with a lot of background knowledge and experience to help rooms make accurate judgments on the complicated real estate market. Patience: Some brokers complained that they showed dozens of suites to their guests, but they didn't buy them. But a broker only showed the client three suites, and the client bought them. Don't blame the guests blindly at this time. In fact, the most important thing to reflect on is the agent himself. Guests have the right to choose their favorite house. Why can't you help the guests find the house they need as soon as possible? Although real estate agents make a living by commission, an excellent real estate agent must not only care about commission, but also really consider the interests of buyers and sellers. Only in this way can we treat our guests as usual. Customers choose brokers, and brokers can also choose customers. Many times, business failure is not necessarily the loss of brokers. Business is temporary, but friends can last forever. Tag: Support (12)| Comments (0)