How to be a second-hand housing broker?

A real estate agent refers to a person who has obtained the qualification of a real estate agent according to law and engaged in real estate brokerage activities. According to the relevant regulations of our country, real estate agents must engage in economic activities in the name of their registered brokerage institutions. Real estate agents collect, process and provide real estate information in all aspects of real estate brokerage activities, communicate with buyers and sellers, engage in real estate agency or brokerage business entrusted by customers, and collect commissions according to the services provided. As the media of both sides of real estate transactions, real estate brokers are produced to adapt to the development of the real estate market. The role of real estate agents in further developing the real estate market in China is very important and necessary.

First, the knowledge and quality that a qualified real estate agent should possess.

(1) Basic knowledge

Brokers should master the basic knowledge of economics, especially the knowledge of market and marketing. We should know some basic methods of market investigation and market forecast, be familiar with the basic laws and trends of supply and demand changes and development in the commercial housing market, especially the real estate market, and understand the influence of economic model and economic growth mode on real estate activities. In terms of cultural knowledge, you must have a college degree or above and obtain the qualification of associate real estate agent. Some even require you to quickly understand international English faxes on electronic screens. Generally speaking, the higher the education level, the stronger the adaptability to business, and the greater the possibility of becoming a qualified and excellent real estate agent.

professional knowledge

Because different types of real estate goods have their own specific users and circulation channels. Therefore, real estate agents must master certain real estate professional knowledge, including: real estate brokerage knowledge, urban planning and environmental knowledge, construction engineering knowledge, real estate finance and investment, real estate marketing, property management, real estate measurement, accounting, statistics and other knowledge.

With the advent of the era of knowledge economy, real estate agents need more and more knowledge to do their jobs well. For example, with the popularization of computers and the emergence of network economy, an excellent real estate agent must also master modern science and technology such as computer knowledge, such as database technology, office software application and network technology.

At present, China has joined the WTO, and the impact of economic globalization on China is becoming more and more obvious. A large number of foreign enterprises and personnel have entered China and participated in real estate transactions more and more frequently. Therefore, real estate agents must also master at least one foreign language in order to better provide brokerage services for all kinds of foreigners.

The socialist market economy is an economy ruled by law. Real estate agents engaged in brokerage activities should have legal awareness and legal concept, carry out brokerage activities in accordance with the law, and safeguard the legitimate rights and interests of themselves and others in accordance with the law. Brokers should seriously study and master basic legal knowledge, such as civil law, contract law, trademark law, advertising law, tax law, anti-unfair competition law, consumer rights protection law, broker management measures, urban real estate management law and other laws and regulations related to real estate brokers.

The job of real estate agents is to deal with people frequently, so social psychology knowledge is also necessary for real estate agents. Basically, it mainly includes the influence of social factors such as population and family on the real estate market, the social development of the country and the main policies of the government, public psychology, consumer psychology and so on.

(3) Other auxiliary knowledge

This knowledge mainly includes sociology, psychology, history, interpersonal relationship, communication, advertising, public speaking and so on. This knowledge will not be directly expressed as specific business skills, but it can make the application of professional knowledge handy and just right, making brokerage activities more attractive and artistic. In real estate brokerage activities, we should not only know how to evaluate the price, quality, depreciation and maintenance of real estate, but also know the necessary professional knowledge and skills such as taxation, mortgage, credit, insurance, future ups and downs, and have a good understanding of sociology and folklore such as geographical knowledge, folk customs, community culture, family structure, population change and neighborhood relations. In addition, real estate agents must have high cultural literacy, read and appreciate literary and artistic works as much as possible, and improve their artistic taste and appreciation ability.

Second, the ability and quality that a qualified real estate agent should possess.

(1) general ability

1. Creativity. An important aspect of real estate agency's brokerage business is to solve and analyze problems independently in a complex and changeable environment. Solving special problems requires special methods. When faced with unprecedented problems, excellent brokers fully expand their imagination and integrate past experience and ideas to build a brand-new solution.

2. Understanding ability. Understanding is an insight into things, an insight into the internal mechanism of things, and one of the ways to realize a deep understanding of human emotions, behaviors and social operations. Brokers are always in the complex relationship of intersection, imbalance and rebalancing of people, money and things, and will not achieve anything without a deep understanding.

3. Judgment ability. Real estate agents should have the ability to master all kinds of intelligence and information according to experience, make a calm, objective and comprehensive analysis of the environment and situation, and then make wise judgments and adopt corresponding behaviors.

(2) Have the ability to handle real estate brokerage business.

Due to the personality of real estate commodities, each building is different, which requires real estate agents to accurately grasp the specific requirements of buyers and choose suitable housing for their consideration. In practice, it is often shown that brokers can match supply and demand in a short time and realize every trading opportunity as much as possible. For example, the commercial housing sales agent received a group of visiting customers in the sales office. After ten or even several minutes of conversation, brokers must be able to accurately understand and grasp their needs and recommend suitable houses. In practical work, the ability to handle real estate brokerage business is strong, which leads to high turnover, rapid progress of various businesses and high work efficiency, while real estate brokers with poor ability often work in vain and have low work efficiency.

(3) Other related abilities

Real estate agents should not only have general ability and ability to handle brokerage business activities, but also have other abilities closely related to brokerage activities, such as expression ability, communication ability, public relations ability, negotiation ability, advertising ability, value gain and loss balance ability, and emergency handling ability. In short, real estate agents should optimize their ability structure.

Third, the psychological quality of qualified real estate agents.

(1) Confidence

Self-confidence is the most basic requirement of real estate agent's professional psychology, and it is the recognition and love for his career. It is the sense of honor, achievement and self-confidence in professional activities. Confident brokers dare to face challenges and pursue Excellence. Self-confidence can inspire great courage and perseverance and eventually lead to success. At the same time, self-confidence can give each other a sense of trust. When dealing with all kinds of people in business activities, real estate agents need to persuade others and facilitate transactions. Without a confident and tenacious psychological quality, it is difficult to be competent. A calm and confident broker who can talk freely appears in front of customers and will soon gain their recognition and trust. Self-confidence can make you calm and calm in the face of sudden difficulties. With your wisdom, perseverance and patience, you can overcome difficulties and succeed.

However, confidence is by no means blind and arrogant. Personally, self-confidence equals strength. Self-confidence comes from self-awareness and mastery. From a professional point of view, the confidence of real estate agents depends on their comprehensive understanding of market information and profound knowledge and skills.

(2) enthusiasm

Enthusiasm can give brokers exuberant energy and extensive interests, keep people in a proactive state of mind, and make real estate agents always maintain their unique sensitivity to market information. Enthusiasm is also the need for real estate agents to communicate with the society. Real estate agents need to deal with people from all walks of life, make friends and broaden information channels. Sociology shows that an enthusiastic person is more easily accepted by others and easier to communicate with others.

(3) Open-minded

In interpersonal communication, real estate agents should be open-minded, tolerant, optimistic, cheerful, accessible and more popular. If real estate agents don't have this character, they should actively cultivate their open-minded and tolerant temperament.

Real estate brokerage is a challenging and creative job, which requires brokers to face new things, new ideas and new knowledge with an open mind. Real estate agents should be able to get rid of the original mindset in time, often observe market trends from a brand-new perspective, and capture the latest information in time for our use.

(4) efforts

In practice, real estate agents often encounter setbacks. Real estate agents should not only face setbacks optimistically and openly, but also resolve them persistently. To do this, we must first realize the complexity of real estate transactions. Real estate is a commodity with strong personality and extremely expensive value, and the influencing factors are very complicated. It is natural for a trading contract to experience various twists and turns. Therefore, real estate agents should regard setbacks as normal and smooth transactions as accidents. Otherwise, it is impossible to expect simple, smooth and high-value transactions every day, and the mentality will naturally be bad, let alone make a bad transaction. Secondly, it is necessary to establish the spirit of hard work and hard work in order to take pains to resolve all kinds of setbacks.

Fourth, there is a strong sense of information and market.

(A) real estate brokerage information

Real estate brokerage information refers to information that reflects and serves real estate brokerage activities. It usually includes four aspects of information: housing information, customer information, real estate market information and real estate brokerage industry information, which are indispensable. Generally speaking, the basic point of real estate brokerage information is composed of language elements, content elements and carrier elements.

(B) broaden the channels of information collection

1. Obtaining information through news media In modern society, mass news media has played an important role in information dissemination. A large number of real estate broker information is transmitted to the outside world through newspapers, television, radio, magazines and other media. These are all important ways to collect information about real estate agents.

2. Obtain information through the broker's own investigation and analysis. Real estate agents will come into contact with many people and things in their daily life and work. As long as you have a keen eye and unique analytical judgment ability, you can get a lot of information anytime and anywhere. For example, chatting with friends, consulting with each other and observing in the market may be important sources of information. Sometimes an unremarkable phenomenon may get a very important message.

3. Access to information through the Internet

With the development of information technology, the network has become a convenient way to obtain information. Real estate agents can get information through the internet at any time without leaving home. There are mainly the following ways:

(1) Use the Internet to collect information; (2) use online system to collect; (3) Use the commercial information database for collection.

4. Obtaining information through information companies

Backed by modern technical facilities, information consulting companies have a large amount of information and provide paid information services to the outside world. After collecting information from different channels, real estate agents should also conduct analysis and research. Make decisions and use information as early as possible to turn this economic resource into material wealth.

(C) accurate market forecast

Real estate agents should have a strong market awareness, especially the methods and abilities to accurately predict the market. The so-called market forecast is to use scientific methods to investigate and study various factors that affect the change of market supply and demand, analyze and predict its development trend, grasp the law of market supply and demand change, and provide possible basis for correct business decisions.

Market analysis and forecast means that real estate agents use certain methods to analyze and forecast according to the information they have, and then judge the current situation and changing trend of market supply and demand and price. Information prediction and analysis methods include: mathematical processing and analysis (according to the existing data information to calculate some data indicators, such as average unit price, income coefficient and so on. ), comparative analysis (comparison of different areas or different types of houses, comparison of similar houses in different time periods, etc.). ), causal analysis, etc. The prediction and judgment of the market includes qualitative judgment, such as the supply and demand situation of a house, whether the supply exceeds demand, the supply is less than demand or the supply and demand are basically balanced? Will it go up or down in the future? Is the transaction price of a transaction a normal market price? Or limit the market price? It also includes quantitative predictions and judgments, such as how much the market transaction price of a certain type of real estate has risen in the last three months? Because of the special trading situation, how many percentage points is the transaction price higher than the normal market? Wait a minute. From the progress of every business to the adjustment of the business focus of brokers and brokerage institutions, accurate market analysis and forecast are inseparable. Therefore, market analysis and forecasting are also professional skills that real estate agents must master.

Like other businesses, diligence is the most important thing. Familiar with the sales skills of real estate requires negotiation skills to understand the price of real estate and the details of nearby real estate. Let's not talk about it. In a word, be quick, accurate, hard and stick.

I hope you can do the following. If you succeed, don't forget me ~ ~

* 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 buildings the day before, get familiar with the market conditions, and get into the habit of reciting buildings every day and looking for the bamboo shoots 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 company and foreign companies) to find the discs or bamboo shoots that our customers need and actively seek the source of the discs, so as to increase the turnover and increase the 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, self-made five bamboo shoots, and constantly looking for customers to match, there will naturally be more opportunities.

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 host who thinks that 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 real estate news in Dongguan and China, so that they can make achievements in this respect.

Knowledge is increased, so there is more content when talking with owners and customers, and the image of "expert" is shaped.

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

The daily work of a failed salesman

1, often late, deserting.

2. Look up at the sky and do nothing.

3, the number of house visits in a week is only three times.

4, the washing process muddled along, with no content.

5, strong initiative, low enthusiasm, will not spontaneously find reasons for poor performance.

6. Looking at the house is looking at the house. If you have a deep understanding of the customer's needs, you will not take corresponding actions.

7. Yang disobeys Yin and only does superficial work.

8. The mentality of doing business at work is not strong enough.

9. Chatting with branch offices, but the content is often not around business.

10, the degree of customer attachment is not enough, and customers often make transactions with their previous real estate.

1 1. Often complain that there are no customers, no plates, and poor performance.

12, sloppy work attitude, affecting the work of other colleagues.

13, disobeying instructions from superiors, having a set of ideas of his own, and often confronting superiors.

14, will not self-review the ability to do business.

15, never improve your business skills to adapt to the competition in today's industry.

16, the familiarity with the real estate information in the area is not sufficient, but it has not improved.

17. The sales price and rental price of real estate in this area are unclear.

18. There are more personal telephones than dish washing telephones in the company.

19, playing games on the company computer, and often playing short messages on the mobile phone (during office hours).

20. I don't fully understand the trading procedure.