How to do a good job in real estate?

People engaged in real estate sales should devote themselves to personal and career development, because life will only change with the change of self, and only by continuous learning can they gain a firm foothold in this society. So to be a top salesman, the first thing you must learn is how to keep a positive attitude. Many managers say that mentality determines everything, but what is the correct mentality? Remember that people have many weaknesses, such as feelings and impulsiveness. Don't be subjective, often the result is beyond your imagination. When I first entered real estate, I often heard a saying: there is no house that can't be sold, only salespeople who can't be sold.

Let me give two real examples. One of my clients met in the street two years ago. To put it simply, I want to see the house. At that time, many salespeople were very judge by appearances and introduced some poor houses to her for reference. I have no expectations for her. After knowing her, I went to communicate with her and asked about her needs. Knowing that she was completely unfamiliar with real estate in Shenzhen, I showed her as many as 20 sets of real estate, and analyzed what kind of real estate should be considered for investment and what kind of real estate should be considered for self-occupation. Tell others what you know selflessly, remember not to be false, never answer what you don't know, find the answer immediately after you come back and reply to others on time. Last time, a client bought three houses in my hand at one time, of which the market price was 270,000, and I sold 360,000. As a result of this transaction, the property price of the whole building has been raised 1000 square meters. You may ask, aren't you lying to others? Actually, it's not. Why is this apartment so expensive? Because it has many advantages. The total floor is the 30th floor, on the 29th floor, which is the highest, neither noisy nor hot. The decoration is very careful. All the materials are imported from Hong Kong. Even if you decorate according to it, it may not have this effect. I bought it for less than a year, and now someone else pays 500 thousand to buy it for her Now that she is in the United States, she made a full notarization before she left to help me with all the real estate matters. So it's easy to be trusted and help others make money.

[Learn a positive attitude]

I think confidence is very important. When introducing real estate to others, you should sell yourself first. The real estate industry is full of people. How many customers can remember you? Do you remember your name? Can I think of you when I want to buy a house and have real estate demand? Opportunities are earned by ourselves and are fair to everyone. The key is whether you are sure to catch it.

In the course of my work, I found that the real estate industry covers a wide range and is very challenging. I set myself a goal to lay a solid foundation in two years. After two years, I won't be in sales again. While working hard, I read a lot of books and news every day to strengthen my professional and theoretical knowledge.

The first property I rented was a property that everyone thought was good. It's cheap and beautifully decorated. The only problem is that the host has gone abroad and there is no way to contact him. Looking at the house is through the management office, saying that the owner will sign the contract when he comes back. Of course, I also have customer satisfaction. I think if the owner comes back, can it be my turn for the same conditions? So I tried my best to get the phone number of one of his relatives from the management office first, and then get his American words from his relatives. I used my mobile phone to communicate with him for free, and also helped him collect money, wrote down the furniture and appliances at home, and did all the follow-up procedures he could think of. After the owner came back, dozens of intermediaries called him, and some even gave him a better price. The shopkeeper only said: others have served before you.

Therefore, a positive attitude is a process of cultivating self-confidence, determining the direction of life, determining the goal of work, and correctly treating and evaluating one's abilities. What kind of person you think you are is very important. For example, like me, I think I am a positive, optimistic, friendly, very enthusiastic and energetic person. This is the image of self. Actually, you don't need a beautiful image. The face of the public is the most acceptable to the public.

A salesperson with a positive attitude believes that he will smile and say to himself every morning. "I am in a good mood today. I am very happy. I will contact many clients today. I believe I can solve some problems for them or dispel their doubts. I will make a deal "; "As long as you work hard, I believe that you can clinch a deal today and have the best sales performance"; This is his affirmation of himself. Whether you can achieve it or not, you will benefit from it, because you have affirmed yourself.

[Cultivate your affinity]

The so-called affinity is the ability of salespeople to communicate with customers. The nature of a salesperson's job is to deal directly with customers face to face. How to better communicate with customers and make them recognize you must be achieved by standardizing your words and deeds.

In the sales process, language is the bridge of communication. For salespeople, language should be an art of socialization and communication. Pay attention not only to expressions, attitudes and words, but also to methods and manners, and observe language etiquette, which is the "lubricant" for successful communication results.

In interpersonal communication, more than 80% of information is transmitted through politeness, a silent "second language". Behavior is a kind of "language" that can't speak, including people's standing posture, sitting posture, expression and various actions shown by the body. A look, an expression, a tiny gesture and a gesture can all convey important information. A person's behavior reflects his accomplishment, education and trustworthiness. In interpersonal relationships, it is the starting point for shaping a good personal image. More importantly, while reflecting his personal image, it also shows the overall cultural spirit of the company.

Language etiquette is not innate, and beautiful manners are not innate. These are all cultivated through long-term formal training. As long as you practice for 5 minutes every day, you will naturally develop good gfd, manners and posture, use polite language and naturally express your feelings. Only in this way can trained salespeople have affinity.

Pay more attention to your own carefulness, observe something that can't be discovered, and get along with people sincerely.

I have a client who bought an office building. She and her husband are both foreigners. During the conversation, they found that the wife loved her husband very much. Because she is too busy, she often complains and can only laugh rogue. When I signed the contract, I began to pay attention to my wife's birthday. I learned their wedding anniversary during the conversation, and I recorded it all. I ordered a bunch of flowers on his wife's birthday and wedding anniversary, put them in the lobby of the office building, and then called my husband to ask him to get them, because I knew he was busy and forgot. Mr. Wang and I have become good friends. The real estate in our hands sold more than 80 million yuan a year and cooked for me personally.

[Improve your professional quality]

The particularity of real estate products requires salespeople to have profound product knowledge and professional knowledge. Product knowledge and professional knowledge are the basis of sales staff's self-confidence and the guarantee of sales skills.

Mastering the product knowledge of real estate is the first step to officially enter the promotion. You have a good attitude and are confident, but you know nothing about real estate products. When customers ask you about the characteristics, apartment type, price and decoration standard of a real estate, you will not buy the real estate recommended by you at all. Moreover, I never thought about how much work I put in and how much I got in return. Generally, I will memorize all the information I sell for half an hour, so that when customers ask you, you can answer questions and increase your confidence.

We all know the sales rules of real estate. When a new building is listed, the new listing will soon enter a period of rapid sales growth because of regional demand, new listing, herd mentality, appreciation expectation, ostentation demand and investment benefit, so I usually do market analysis and estimate the price of the building we sell in three months, six months and one year. If your prediction is accurate, this customer is likely to become your long-term customer in the future.

When there are competing properties around the property for sale, and the difference of the properties is not great, the sales staff who know themselves and know each other are the decisive weight to beat the competitors. The value of commercial housing is relatively high, and many customers often use their life savings to buy large businesses. Therefore, indecision is a common phenomenon after repeated comparison. When the customer's perceived use value of real estate is still inconclusive, if the salesperson can explain the customer's purchase demand, the success rate will be high.

Effective sales staff should be half real estate experts, who not only have a basic understanding of the characteristics of the real estate sold (taste, culture, planning, landscape, design, style, structure, apartment type, area, function, orientation, convenience, price, public facilities, equipment, community management, community culture, etc.), but also have a basic understanding of the lot, surrounding environment, urban planning, infrastructure, etc. More importantly, we have a clear understanding of the advantages of competitive real estate and can make a convincing and appropriate comparison with competitive real estate. Comparatively speaking, unprincipled belittling of competitors' real estate can easily make customers have rebellious psychology. Therefore, it is necessary to seek truth from facts, but also to foster strengths and avoid weaknesses, to provide customers with home ownership advice, so that customers can have trust in you and the real estate you sell.

[Experience with your heart]

1, the thinking mode of "altruism"

Some people say that "the distance from the customer's pocket to the salesperson's pocket" is the longest distance in the world, and I think it is very appropriate. As long as customers don't pay, we will never get it, so how to shorten this distance is very important. Remember that no one is a fool now. If you treat others as fools, you are the biggest fool. So you can't be radical.

When communicating and getting along with customers, we should always think in an altruistic way, how to help customers, how to keep their best interests, how to make customers feel intimate, how to help customers solve problems, how to make customers like buying the house you sell, and how to make customers treat you as friends, not just a salesman who always wants to sell the house to him and fails. The altruistic way of thinking allows us to stand on the same front with our customers to solve problems. You are his best comrade-in-arms, not the opposite of business. Finally, let him think that you can help him decide, and then you will succeed.