How to be an excellent real estate agent

How to be an excellent real estate agent

Real estate brokerage refers to economic activities that engage in brokerage business such as intermediary and agency for the purpose of collecting commissions and facilitating real estate transactions of others. Let's follow me to find out!

The first section, how to become an excellent real estate agent.

(A) the six elements of becoming an excellent real estate agent:

(1) Identify with the company's corporate culture and advance and retreat together with the company.

To be an excellent real estate agent, we should do six things well, that is, identify with the industry, the company, the team, the pilot, the products and ourselves; I sincerely agree with the real estate industry, and insist on "sharing the same breath with the company and the team, sharing the same fate", advancing and retreating with the company, and creating brilliance together!

(2) the attitude of continuous learning

In other words, we should keep the learning mentality, the speed of learning determines the speed of development, and the learning ability represents the development ability. Education is not equal to learning ability. People are never too old to learn, and they are learning anytime and anywhere, making learning a habit. In today's fierce competition in the industry, only by continuous learning and continuous improvement of personal business skills can we not be eliminated!

(3) Strong professionalism

"Do what you do, love what you do", be highly serious and responsible for your work, never give up easily, concentrate on your career and go all out!

(4) A high degree of self-management consciousness starts from the following three points:

1, learn to manage your own time, lead your own work, constantly surpass yourself, actively communicate, and not passively accept distribution and supervision;

2. Establish a sense of responsibility: responsibility equals opportunity, and rank represents wealth. Work hard to get things right, and work hard to get things done. Where is the heart, where is the success;

3. Learn to control yourself, manage your emotions, and put yourself into your work in the best state.

(5) Have good basic quality and professional skills;

1, be a man ahead of time, the height of the thought "small success depends on talent, great success depends on morality" determines the height of life!

2. Establish a good attitude. Whether you can do it or not depends largely on your own mentality. Therefore, you should face everything with a positive attitude, urge yourself to be strong and strive for victory!

3. Seven correct mentalities:

(1) Zero mentality: As a marketer, your performance last month or before may be impressive, but that only represents the past. Every month is a new beginning. You must have a zero mentality. Only in this way can you grow rapidly and sprint to higher performance. If you want to drink a cup of coffee, do you want to put the tea in the cup first?

(2) Learning mentality: In any industry, only experts and experts can make money, so you must become an expert in the shortest time and at the fastest speed. To become an expert, you have to learn, and whoever learns quickly will succeed quickly;

(3) Gratitude: First of all, thank you for your leadership. He told you the relevant information of this industry and provided you with the opportunity to change your life. Secondly, thank your friends and colleagues, who work hard with you to make you grow and succeed together. Third, thank your company for giving you such an opportunity, a stage without ceiling.

(4) Entrepreneurial mentality: Any occupation has a gradual development process. In this process, you must have an entrepreneurial attitude. Starting a business is very hard. At the beginning of your business, your income may not be high. You should have the courage to face difficulties and challenges, and you need a positive and optimistic attitude to find the way to success, not to find the reasons for failure.

(5) Persist in mentality: winners never give up, quitters never succeed, stick to the end and never give up.

Case: Lv Xiucai, the second business manager of Dameisha Branch, dictated:

That was my first sales order when I entered the real estate industry. The client was eliminated. I learned that this customer just sold his property in Zhongtian and now wants to buy a house and live in Lily Villa. He and Zhongtian have seen several suites, and they are not satisfied. So I actively understand the house in this community, and Zhongtian is still looking for a house for her. After hard work, I found a property, but the price is higher, and the owner is from Hong Kong. After seeing the house, the customer was very satisfied with the house and talked about the price face to face, but the owner insisted on the original price. After that, the customer asked us to negotiate the price as much as possible. However, when we communicated with the owner, the owner reversed the price again. After tracking for several days, the owner still insisted, and all kinds of methods were used, but there was no result.

Until one day, when I was on the phone with the owner, I learned that the owner was on his way to other real estate companies. After my repeated requests, the shopkeeper finally agreed to give us half an hour. When the shopkeeper came to our branch, the customers.

Not yet. The shopkeeper waited for the customer for more than 20 minutes. In the process, the shopkeeper tried several times to stop him from leaving, and finally the customer came. After several times, the owner finally agreed to reduce the price by 10000 yuan, and the customer also added some. The order was finally settled and the commission was all collected. Therefore, as a professional real estate agent, we will not give up easily. Try your best to find a way in the transaction process and never give up in the face of difficulties!

(6) the mentality of giving, any career must have a mentality of giving, and only paying will pay off. The more you pay, the more you will get back. Only with the accumulation of quantity can there be a qualitative leap.

(7) Positive attitude: A positive attitude allows you to constantly input positive information into your brain, open your mind, find problems and solve them. At the same time, your positive attitude has a great positive impact on your friends, colleagues and team, so that your team can see the direction clearly at low tide and have confidence and courage to move on.

Professional skills:

1. "Four Familiarities" should be achieved on the professional basis: familiarity with the basic situation of the city and region, familiarity with real estate policies and regulations, familiarity with the real estate market, and familiarity with the company's disk source customers and business processes.

2. In terms of professional skills, we must achieve the "five skills": learn market research, learn to analyze accounts, learn to figure out customer psychology, learn to track customers, and learn to make friends with customers.

3, five-word decision-making: fast, accurate, ruthless, posted, diligent.

Fast: speed, action, appointment, counter-offer, deposit and signing should be fast, but fast and not chaotic;

Accurate: accurate offer, accurate offer, accurate counter-offer, accurate speech, and tell the other party's thoughts; Hard: hard counter-offer, bold counter-offer, don't be afraid of being scolded by the shopkeeper, because counter-offer is for guests, I just bid;

Persistence: insist on customers, don't let them lose, insist from pre-sale to after-sale, and customer's word of mouth is the best advertisement;

Diligence: making phone calls, looking at houses, cooking and often advertising.

4. The "5S" of real estate brokerage service: speed, smile, sincerity, vigilance and research. 5. Treat customers with "five hearts": self-confidence, enthusiasm, carefulness, sincerity and patience.

Case: (Outstanding enthusiasm) Be very enthusiastic in receiving customers. The most important thing is to know the customer's demand for housing, whether it is self-occupation or investment. We should let him speak his mind and do it by all means.

A salesman of Beijing branch talked with the other party for more than an hour on the first door-to-door meeting, and learned all the needs of customers, why they want to buy a house, how many children go to school there at home and so on. Finally, we pushed him a house according to his request, and the deal was made in less than 2 hours. Finally, the customer held our hand and said, your work is so good that I didn't intend to buy it, so I wanted to come and have a look.

Case: (emphasizing patience) Now the market is a buyer's market. A customer will visit a number of real estate companies to see who is professional, who has good service and who has patience, and whose company will clinch a deal. Xiao Wang, a colleague of a branch company, took the customer to buy a three-bedroom apartment before, and the requirements were very demanding. He knows the prices around him like the back of his hand. There are more than 30 business cards of real estate companies in her bag alone. It is such a demanding customer that Xiao Wang took her to see it for more than three months. Finally, the customer recognized Xiao Wang. Her initial goal was to buy a house of 800,000 yuan, and finally she bought a house of 6.5438+0.2 million yuan. Because our service has been recognized, this customer bought 8 houses in our company!

Customers take a fancy to a house and must not let it go. We must seize the chance of success. Here are five points: pull, push, edit, act and sign.

(1), pull: that is, pull customers to branches. Advantages are: 1, creating an atmosphere; 2. Avoid peer harassment; 3. It is convenient to calculate taxes and fees and query information; 4, change passive to active, let the customer accept the heart, don't give him the opportunity to go to the same industry; 5. It is conducive to forcibly lowering the deposit;

How to pull?

1, said that if you are tired of walking, go to the branch and sit down and have a glass of water;

2. Help you calculate taxes and fees and make a house purchase plan;

If the customer doesn't like this house, find an excuse to say there is a better one. We will make an appointment for you.

(2), forced; Instill ideas, earn motivation for him, and often let him make repeated decisions;

(3) editing;

1. Why does the owner want to sell the house? A, insufficient capital turnover; B. going abroad; C. job transfer; D. children study; E, small room for big room;

2. Advantages and selling points of the house: find the selling point of the house and make customers tempted;

3, go back to the original point, force him to make a decision, let him buy this set, you have to buy it, this is the only one that suits you best.

(4), acting: acting is acting, to be true, to be ruthless, to do the details in place, do not let customers see that we are acting;

1, fake phone;

2. Grab contracts with colleagues;

3. Fake fights and fake quarrels make the customer feel nervous and make him feel that I am helping him;

4. Knock on the door and ask the room; It means to find a fake customer to find a real customer and knock on the door to ask them how they talk. Can you make a decision? Your client doesn't want it, but my client outside wants it. (However, pay attention to the frequency of knocking at the door. After knocking at the door, don't look at your colleagues and customers, but seriously tell your colleagues to look at their colleagues and let them bring this pressure to customers. );

5. Grab the key; Grab the key with colleagues. Note that his client left his job after seeing the house without paying the deposit. The client found the key to the main gun and said that your client didn't pay the deposit, and my client still has the right to see the house.

(5), signature; Signing a contract is signing a contract.

1. Unilateral signature after successful compulsory decision;

2. Ask the owner to sign the contract;

3. Take this opportunity to countersign the owner.

(6) Establish good and extensive interpersonal relationships.

Success =30% knowledge +70% contacts, so establishing good and extensive interpersonal relationships is the key to success. In interpersonal communication, establish extensive working contacts, communicate ideas, contact feelings, be approachable and be kind to others; Remember: good interpersonal relationships are intangible wealth. We should properly and harmoniously handle all kinds of interpersonal relationships in all directions. Through your smiling face, your lips, touching means of communication and achievements, gather popularity and win good popularity.

(7) Correctly treat the low tide of operation.

When business is depressed, we should learn to adjust our mentality, release our emotions, and actively guide ourselves to seven correct mentalities, instead of feeling sorry for ourselves and feeling depressed. Please firmly believe that "the past is not equal to the future" "Didn't get you.

If you want it, it will get better! " There is no depressed market, only a disappointing mentality. When you encounter problems, you should learn to think and analyze. As long as the mind is not slippery, the method is always difficult. The key is your own choice!

Section II, Business Experience Sharing

Business experience 1

1, strive to receive 1 new customers every day and show one customer the house. Because quantity is the basis of performance.

This guarantee, even if the customer doesn't like it, you can further understand the customer's needs, get to know each other better with the customer, and be familiar with a real estate.

2. While paying attention to the number of customers, we should also pay attention to the quality of customers, improve the utilization rate of customers, stick your customers tightly and become your trusted friends and exclusive customers. Finally, let the customer introduce his relatives and friends to buy a house for you. A customer who can afford a house, his friends and relatives are usually people who can afford a house.

3, pay attention to communication with customers, from understanding to becoming friends, gaining the trust of customers is the key.

4. Pay attention to the hard work of real estate construction and watch the new plate of the day every morning and evening. After a long time, all the attributes of the company will be known. If you have nothing to do, dig more good dishes and cultivate more Xun dishes, and keep them in mind. Good dishes have no worries about finding customers. If there is a good section, customers will take the initiative to find you to buy a house. If there is no good plate, you can ask customers to buy a house.

If you show clients several suites in succession, you should show them the good ones first, and then the bad ones.

6. Pay attention to your service attitude, which sometimes even exceeds the role of professional knowledge. New employees, in particular, should be serious and respectful, so that you can gain the trust and respect of customers.

Business experience ii

1. All customers, whether on-site consultation or telephone consultation, should be willing to buy a house, or relatives and friends want to buy a house, so it is very important to leave his contact information. Customers are not real. They can only say that it is urgent to buy a house, not whether they want to buy it or not, but when to buy it.

2. Several methods to judge urgent customers:

He has seen many rooms;

(2) There are clear requirements;

3 viewing the house is more active, and you can see it as soon as you make an appointment;

4 when looking at the house, the attitude is very serious and careful;

5. I am very enthusiastic and respectful to you;

Tell you clearly that he wants to buy a house quickly for some reason;

All landowners take the initiative to call you;

8 when looking at the house, many people watched it together. Through tactful questioning skills, we can get a general idea of the urgency of which customer is ambushing.

3. How to judge that a customer has taken a fancy to the house:

(1) Look very carefully;

(2) Keep asking questions about the house, especially the formalities;

(3) emotional after seeing the house;

(4) more than once asked to see the house;

⑤ Reasonable counter-offer;

6. find out all kinds of shortcomings of the house, but don't say no.

When you have several clients following you at the same time, you should pay attention to your priorities and arrange your work in the order of "urgent → heavy → light → slow".

You must record the customer's requirements in this book, and don't ask him repeatedly in the future, otherwise the customer will think that you don't value him and are not professional enough. If you want to firmly grasp the customer's heart, you must make the customer feel that you attach enough importance to him and let the customer trust you with professional knowledge.

6. How to quote the customer: Compared with the market price, you can generally quote a higher price of 65,438+0-20,000. How to compare Xun's quotation can be as high as 30,000-40,000.

Personal experience of Zhu Gang, business manager of a branch company in Licheng, South China: In June 2007, I received an offer from an owner and countersigned it.

On the fourth day after the counter-signing was completed, I had a door-to-door customer who asked to buy a house in Licheng, Nanguo. I recommended the counter-offer to him, and the customer thought the house was still very good, but the price was a little lower. In the process of looking at the house, I heard the owner say our Sichuan accent. So I chatted with my host about our family, and we quickly gained the trust of our host by using the relationship of fellow villagers. The owner also asked other real estate developers to show his house to customers. After the customer saw it, he still asked the shopkeeper to lower the price. Fortunately, when we showed the house to our customers, we raised the price by 30 thousand, and the price that the customers could pay was also the owner's reserve price.

When I called the owner again the next morning, the owner said that other real estate companies had asked him to sign the contract at noon. After I learned about this situation, I immediately went to the owner's company by car to discuss with the owner. Finally, the owner is willing not to sign a contract with other real estate companies until one day my client. I immediately contacted the customer for tripartite talks and negotiations. At this time, I communicated with the owner in advance, and the customer's reserve price has reached the owner's bottom line. In the process of tripartite negotiation, the owner and I performed a play for our customers. I helped the customer to reduce the price for the owner bit by bit. After half an hour, the price was finally in place. Customers are also very moved to see us working so hard to help him. Now the owner entrusts his house in Sakata to me for sale, hoping I can help him again.

7. Preferential method: The preferential price should be thousands, not tens of thousands. Let the price go from more to less, and the customer will try not to disclose the lowest price without making a decision.

Business experience three

1. You should let the owner know which branch you are from, what's your name, and communicate with the customer after he sees the house, so that the customer feels that you have done a lot of work for him.

2. Negotiate with the owner. Don't rush to cut it in place at once. Dare to deny and refuse to accept the owner's price. It's not appropriate to talk about this this time. Maybe next time.

3. Bargaining should take into account the bargaining power of customers and talk to the owners about the low market price.

4. The selling price of the owner and the buying price of the customer should be judged according to the selling price of the market. If the price deviates from this price, the price will be discussed near the market price.

5. Novices and colleagues with poor performance should go out to see the house with colleagues with good performance, pay more attention to how they communicate with customers and owners, and learn from them.

6. Learn to analyze real estate:

(1) Where is the house and what is its price;

(2) What kind of house is in which building;

(3) Where are the buildings that are many years old?

(4) Which communities can go to which schools, and what large shopping malls and parks are there;

⑤ Which communities are larger and which communities are smaller;

6 which communities are quiet and which communities are noisy;

7 which properties are suitable for living and which properties are suitable for investment;

8 which communities are high-end, which communities are mid-range and which communities are low-end.

We should have a general understanding of the above problems. Learn to refute the claims of customers and owners appropriately and find more reasonable reasons. How can he listen to you if your rebuttal is unconvincing and you can't convince him?

Business experience 4

1. Sometimes we have to force the customer, force him to look at the house, force him to accept your house, force him to accept your price, force him to pay a deposit, don't rely on the customer for everything, and let the customer know that our professional service is to help the customer invest, not to think about the customer.

2. Before looking at the building, analyze the advantages and disadvantages of the building clearly, tell the customer the advantages several times, and try to avoid letting the customer know or downplay the disadvantages;

3. In the case that the price is basically in place, customers can generally be persuaded to make a decision for the following reasons:

(1) sleeping, the owner may raise the price;

(2) Other real estate companies have customers, and if they don't decide early, the house is likely to be taken away;

It's hard to see so many houses. This suite is really good, and it is cost-effective whether it is used for home or investment.

(4) Being able to cooperate and play with other colleagues.

Case: Need to sign a bill to force a decision, or make the customer make up his mind and use the phone to create a tense atmosphere.

A commercial and residential building in Futian has a set of fast disk, which the owner put on the street. In the case that all peers know, how to make the owner not refund the price when the customer takes a fancy to the house and pays the price has become the biggest difficulty. During the price negotiation, the elites of the Ministry of Commerce started the neighboring brother branches and asked different people to keep calling the owner. Originally, the owner wanted to sell 3 million yuan, so he said that the customer had paid 2.8 million yuan and asked him if he would sign the contract. After receiving different calls, the owners naturally lack confidence and are extremely annoyed. Turn it off. In this way, when we fully grasp the initiative, we can quickly become a single order.

4. When you rob customers with other real estate companies, you must try to rob them. The general method is to promise customers to make up their minds at a lower price and persuade them to tell other real estate companies not to buy or buy something else. Then negotiate the price with the owner. If the owner says that customers from other companies offer higher prices, you can say that customers from other companies are your friends, so you won't do business in that company. They will only make a deal with you and just go to other real estate companies to test the price. If he doesn't believe you, give him two or three days to urge other companies to collect customer deposits. If the customers of other companies have not made up their minds, then they will believe you and will take the initiative to talk to you. Even if the price can't be negotiated, as long as the customer wants to buy it, he will only ask you to buy it, not other companies, because his deposit has been placed with you.

5. Pay more attention to the real estate advertisements of other branches, and pay more attention to the key plates in various regions.

Business experience five

1. Before viewing the house, you must take precautions, inform the owner and the customer of the quotation, let the owner cooperate with the work, and tell the owner not to be too active, otherwise the customer will think that you are in a hurry and will crush your price. Tell the customer that if you don't like it when you look at the house, you can ask the owner the price on the spot, but don't talk about the price on the spot, lest the owner think that the customer likes it, and it will be difficult to talk about the price in the future.

2. Don't be afraid to get bored with too much contact with the owners and customers. If he is dishonest, he will tell you not to sell or not to sell. If he is honest, he won't say no even if his attitude is a little impatient.

3. When there are real customers who don't have a disk, they should take the initiative to jump the disk and treat all the disks of the real estate company as their own disks.

4. Before looking at the house, you should know the price of similar real estate around the house and make a comparative analysis. If you think the house is worth this price, you should disclose the information that the house is worth this price to the customer and prove your point with examples.

5. Publicize the strength and credibility of our company to customers, and also show your ability and integrity, so that they can recognize your company and your personal ability.

6. Be familiar with all the procedures and details of the transaction process, as well as real estate-related knowledge, so that customers can't beat you and become a real real estate professional!

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