Summary of management experience of real estate agents

Summary of management experience of real estate agents

The following is a summary of the experience of real estate agents. Newcomers don't know how to run the market Let's take a look at the real estate knowledge of real estate agents.

First, about running.

Only after running and passing the exam can you take up your post.

Second, the purpose of plate operation

Establish a basic market perspective, basic industry cognition, basic real estate thinking system, real estate professionalism and real estate practice foundation.

The purpose of joining the job is not simply to run a job. Our research methods run through the whole process, from bottom to top, from appearance to motivation, research, present situation and trend.

Third, establish a basic market view.

1, our goal is to predict the city: master the physical structure of the city and understand the macro-economic situation of the city: industry, population composition, economic indicators, planning orientation, development intensity, annual sales volume, etc. Understand the present situation and development process of urban real estate and predict the development trend of urban real estate.

2. Concept of real estate market plate (region): grasp the context of plate, establish the concept of plate, understand the composition, causes and development mode of plate, establish regional impression and perceive the humanistic context.

3. The real estate project is like a window of the plate: understand the plate resources, urban facilities, future planning, mainstream products and mainstream customers, and examine each plate under the regional background.

Case: Holiday Bay Holiday Bay is located in the west of Chaozhou Street in OCT, south of Liyuan Village in Shahe and north of Shennan Avenue. It is the first high-level quality project of Yitian Real Estate in Overseas Chinese Holiday Bay Yitian Real Estate City. The project is divided into three parts. What is the window of the world opposite Shennan Avenue? Holiday Square? What's to the north of Holiday Square? Holiday international apartment? And then what? Holiday international club? . There is a kindergarten, which has been completed and will soon open; One of them? Holiday Bay? Formerly known as Yongjingwan, it was later renamed Yongjingwan, with an area of 1 1.502 square meters and a construction area of 70,000 square meters. It consists of three buildings with 28-29 floors, without commercial podium and street shops. Holiday Bay Holiday Bay is located in the core area of Shenzhen Overseas Chinese Town, subway holiday bay and theme park, echoing the window of the world opposite Shennan Avenue. To the east is the five-star Crowne Plaza Shenzhen. On the northeast side is Happy Valley Theme Park; To the west are Shahe Golf Course and Shangming Golf Course. Holiday Bay enjoys the cultural landscape and natural environment of OCT most directly and comprehensively. Holiday Bay 100 is a high-rise unit of 168 square meters. 180 degree master bedroom arc balcony with panoramic views of Shenzhen Bay seascape, Happy Valley, Window of the World and Venice Hotel. It has a 360-degree multi-dimensional landscape of mountains, lakes and seas in OCT, which has been recognized by many home buyers. Holiday Bay is also quite strong in architectural design, garden planning, educational facilities and cost performance. With the help of geography, its planning highlights its identity and realizes the maximum utilization of the landscape. The volume of the building is slightly higher than that of the surrounding buildings, making it more elegant and upright. Especially the shape above? Like a crown, like a sail? , increased the sense of identity and belonging. Three different single buildings adopt three different design themes, and different styles of regional customs give Holiday Bay a unique taste and style. Holiday Bay 122 ~ 145 square meters of scarce main three-bedroom apartment provides elites with a good opportunity to enter the core of Shenzhen's humanistic residence. Excellent cost performance provides an ideal choice space for elites who pursue high-quality life to move to OCT. The core area highlights the value-added space as OCT. Scarcity? Property, Holiday Bay, because of its core location and rare huxing and supporting facilities, has strong ability to maintain value and great appreciation potential.

4. Understand the market operation of the project: understand the market entry opportunity, development rhythm and development mode of the project. From the project planning agent to the strategic partner of the enterprise, understand the overall planning, start-up area and stages of the project, understand the marketing strategies at different stages of the project, and understand the product evolution and customer evolution of the project. Case: Portofino Portofino is located in the northwest of OCT with unique natural landscape. The project covers an area of 800,000 square meters, with a planned construction area of 108 square meters of Potofino, and the plot ratio is only 1.23. It has 70,000 square meters of Yanqi Lake, 40,000 square meters of Swan Lake, 80,000 square meters of litchi forest and Dino. It is divided into two areas: Pure Waterfront and Swan Castle. There are 70,000 square meters of Yanqi Lake in Pure Waterfront and 40,000 square meters of Swan Lake in Swan Castle. The project is based on the Italian town of Portofino. There are many types of noble houses along the lakeside mountain range, such as independent villas, townhouses, multi-storey, small high-rise and high-rise. There are Italian-style commercial streets, waterfront squares, bell towers, lakeside clubs, landscape avenues, and boardwalks along the lake. To create a unique ecological and humanistic lifestyle, Swan Castle 1495 Swan Castle Suite in OCT is a large-sized residence. Community *** 18, with a total area of about 230,000 square meters, a total construction area of over 400,000 square meters and a total green area of 6,543,806 square meters. There are swimming pools, children's playgrounds, children's playgrounds and wetland landscapes with an area of more than10.3 million square meters, and there are 2250 underground garage parking spaces in the community. The community is a very livable urban paradise with lush trees, flowers and birds, and beautiful environment. There are only two types of apartment designs, 220 square meters and 240 square meters. It is the purest large-sized apartment project in Shenzhen, and it is also an integral part of the Portofino project of OCT tourism theme real estate. From project planning agent to enterprise strategic partner, it provides three levels of services for developers: the first level: providing marketing consulting services for developers-single real estate services; The second floor: the plot provides pre-service and provides regional project services for developers through market research, market analysis and economic calculation; The third layer: analyze the financial situation and development goals of developers, and provide strategic services for urban land acquisition-enterprise development strategic services.

5. Experience the value creation of marketing for the project: understand the differences in marketing ideas, packaging and display between different sectors, positioning differences between different sectors, and differences between products and customers caused by positioning differences in competition.

6. Fully grasp the basic information of real estate projects in the plate: projects for sale in the plate, typical projects, houses, businesses and office buildings. Runpan map 1 plate basic information example? Orientation: Upper north and lower south roads: plate boundaries, road systems, projects: markers, projects for sale, typical projects and supporting facilities: institutions, government agencies, shopping malls, hospitals, schools and parks. Summary and thinking of the second set of running points? Regional positioning? Core area? Business circle? Business circle? Average plate price? Humanity and customers?

Fourth, establish basic industry awareness.

1. Understand some technical terms: basic data of land: occupied area, total construction area and plot ratio; Basic property types: high-rise, small high-rise, multi-storey, townhouse, single-family basic product indicators: apartment type, housing allocation rate, staircase-door ratio, standard floor, orientation, etc.; Basic sales indicators for docking with planning and design units: average price, unit price, sales rate and door-to-door volume.

2. Refine the project information through the project questionnaire.

3. You must know the developers of the local real estate market, the planning agents of the local real estate market, the major property management companies of the local real estate market, the contractors of the local real estate market, architectural design/landscape design/advertising companies and other related companies.

Case 1: judging the market maturity of a city (game with the government)

Case 2: the development direction of local developers.

Fifth, establish the basic thinking system of real estate.

1, establish the correlation degree from real estate to plate to region.

2. Establish the habit of looking at problems from a developmental perspective.

3. Don't run for the sake of running, but seek answers with questions and assumptions:

1) homework before departure-first learn about the context structure, causes, development model, industrial structure, customer composition and planning direction of this plate online;

2) Run the board with questions and assumptions-sort out the problems in the running board and verify the point of view. Arrangement of intransitive verbs during running: running guide: case explanation: running methodology returning to the company: solving doubts/communicating/sharing weekly running assignments: running map and project questionnaire.

Six, the operation result requirements:

A, plate operation diagram, typical project questionnaire;

B, select a typical plate formation case for each plate;

C, select a plate to form a regional impression;

D. report of operation results. Recommendation: Several channels to quickly become an insider in the OCT market: online real estate: SouFun sz.soufun.com, real estate information network, and focus real estate network sz.focus.cn; Online Map: Look it up, sz.chachaba.com.

Matters needing attention

1.

1) No matter what property type, as long as there is a sales office project on site, you must fill in the project questionnaire;

2) The materials to be collected include: loushu/folding/poster/floor plan, etc.

3) Office buildings and commercial projects that are inviting investment for lease should also fill in the project questionnaire;

4) The real estate in the area needs to be constantly updated. I hope everyone can help improve it in this operation.

Matters needing attention

2.

1) It is very important to plan every day-plan the running area, time, workload, transportation, etc. according to the map the night before every day.

2) Daily necessities-the running plate carries city maps, real estate maps, pens, notebooks and real estate guides;

3) Dress tips-Comfortable shoes, bring an umbrella in rainy days. How to run? Tips? Entering the sales office-pretending to be a customer, bluntly being a colleague, is the data true? Can you estimate it? How to verify the viewpoint from multiple angles? Go to the masses-security guards, newsstands, idle old people in the street, small grocery store owners, dairy workers; Professional channels-bunk beds, internet, real estate newspapers, etc.

Summary of novice running experience

Real estate agents must be a walking map of their work area. It's hard to imagine that a real estate agent who doesn't know the southeast and northwest of his city, is not familiar with urban roads and doesn't know the direction of the building can do well. This post tells in detail how to run the market.

First, the purpose of running the board

(a), through the process of running, help and supervise the real estate consultant to become Shenzhen? Geography? 、? Real estate pass? , so as to establish the overall market concept needed by the industry as soon as possible, accumulate the basic business information needed for the post and improve professional skills.

(2) By operating taxis, we can master the geographical features, commercial features and real estate situation of this area, and provide customers with more detailed and professional taxi services.

(3) Through the road show, road runners can hone their will, correct their industry concepts, and cultivate the proper character and professionalism of real estate agents.

Second, the operation requirements and related guidelines

City? Geography grasps the characteristics of urban structure, road direction and road appearance.

1, grasp the urban structure, road direction and road characteristics, in which the city is divided into several regions, and the boundaries of the regions are? City map. With the constant change of urban planning, the geographical appellation established by ordinary people is particularly important for geographical indications.

2. Realize the quick and easy conversion between site impression and map logo. The direction of map identification is up north and down south, and the map planned to run should be drawn before the daily run; In the actual operation process, record every property along the way and make arrangements during the operation; Finally, the map panorama and field impression are formed in your mind.

3. Be familiar with the supporting facilities of the community or real estate: kindergartens, primary schools, middle schools, food markets, restaurants, parks, large markets, cultural and sports facilities, etc.

4. Be familiar with traffic routes, specific bus stops and minibus trips, find the location of bus stops, and record the trips and fares of all passing buses.

Third, the evaluation criteria for the operation of operators

(a), the operation standard of plate attribute survey

1. For the project investigation of the property for sale, the project questionnaire specified by the company must be filled in carefully.

2. What are the requirements of the project questionnaire for properties that have lived within one year? Discount price? One column can be left blank, and other columns can be filled in as needed.

3. What are the requirements of the project questionnaire for properties that have lived for more than one year? Architectural design? 、? Environmental design? 、? Discount price? 、? Contact number? Columns can be left blank, and other columns can be filled in as needed.

4, operation plate diagram operation standard

In addition to the requirements of the operation guide, it is also necessary to know the situation of the property under construction and the open space to be built, and mark it on the operation diagram.

Four. Running coach's work guide

(A), running coach's responsibilities

1, objectively speaking, running is a chore. New employees not only have to bear mental and physical efforts (such as coming back from running every day, but also painting and completing project investigation), but also face economic pressure. In this process, people keep leaving;

2. How to help new employees take the first step smoothly after joining Chuanghui Rental and Sales, and lay a good foundation for them to grow into qualified or even excellent real estate consultants in the future, is the great responsibility of our new employee instructors.

(2), the main points of running counseling.

1. Explain the function of running board to freshmen.

No matter how busy you are, you must meet your new classmates on the day of registration. On the one hand, we can understand the difference between his past industry and his present work, so as to make targeted work arrangements. Secondly, it can also make freshmen feel the care and help from unfamiliar working environment and enhance their sense of belonging to the team.

In the process of communicating with new students, it is necessary to explain the functions and related requirements (usually called brainwashing) to help them understand that running is a compulsory course for all marketers who join the real estate industry and recruit and create brilliance, and it is the most basic and indispensable step for them to grow into professional real estate consultants trusted by customers. Through such communication, new employees can improve their attention and enthusiasm for running.

2. Make clear the key points for new employees.

Remind new employees to buy a map of Shenzhen, check the map in advance before running and determine the work route for the next day. According to the requirements of the Operation Guide, provide guidance, focusing on the investigation of main road community living facilities, landmark properties, government agencies, large public facilities, properties under construction, preparation and pending construction.

If possible, arrange a new employee who is already on duty at the scene to exchange experience with him, and with the help of the enthusiasm of new employees, stimulate the enthusiasm of newcomers who are about to start running.

3. hand in the homework time twice a week.

Hand in homework twice a week instead of reporting to the branch every day, which can not only save the freshman's time and transportation expenses, but also feel the manager's concern for him; At the same time, it can also give it some work pressure (because there is enough time to run and finish homework every week, it is necessary to submit qualified homework)

4. Counseling is mainly based on encouragement, and at the same time, it is necessary to point out and analyze the shortcomings, so that new students can run with problems.

5. Suggest new employees to investigate real estate as customers.

By doing so, we can not only get more real and detailed data, but also learn other people's sales skills, familiarize ourselves with business operation procedures, and prepare for the post. At the same time, it also helps to avoid the monotonous feeling.

6. Let new employees feel the strength of the team.

Freshmen can take advantage of the opportunity of returning to the branch twice a week to hand in their homework, and arrange them to talk with other real estate agents about their running experience, so as to enhance the feelings among team members and strengthen their confidence in running.

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