Trust can be generated through self-confidence, and trust is the key factor for customers to purchase your products. How can you show your "confidence"? First of all, you must be well-dressed, have a pleasant face, be polite and considerate, and be kind, courteous, and attentive to everyone. 3. Pride (being able to work in the real estate industry) 2. Know how to position yourself and package yourself 1. Tool bag (the bag must contain: mobile phone, tape measure, compass, calculator, business card holder, stapler, pen and paper) 2. Uniform, name tag (if there is no uniform, men: white shirt, trousers, tie, leather shoes, combing hair, etc.; women are similar.) 3. Work folder (housing information, information, community floor plan) 4. Business folder (Related forms, sales power of attorney, customer tracking form, information registration form, house viewing power of attorney, work schedule, etc.) 3. How to become a successful agent (first of all, you must be an expert in developing properties) 4. , Ways to develop housing listings 1. Internet 2. Through newspapers 3. Through social relationships 4. Cooperation with other people (such as security, management office, canteen aunt) 5. How to develop housing listings for self-sale owners "1. Don't rush to say If you reveal that you are an agent, first understand the specific situation of the property. 2. Don’t avoid saying that you are an agent. 3. Explain that you are familiar with the properties in this area and have already completed transactions (sold). 4. Explain that you have already sold the property. Have mature customers 5. Introduce the strength of your company and your professional level 6. Remind the buyer that in fact, the entire real estate transfer transaction is not as simple and simple as it seems. If you are not professional enough, there will be certain risks in the transaction process. Disadvantages: Buyers should be guided to entrust a professional agency to sell. If you entrust me to sell, I can draw up a sales plan for you. 7. If you still refuse in the end, you should politely say: Ms. or Mr. So-and-so does not matter. If you are in the process of buying a house. If you have any questions, you can call me for consultation. I will provide you with professional services for free, so that the owner can trust you, even trust you, and think that you are very qualified and well-educated. For example: you think I am very professional, you can. Entrust me, I have the confidence and ability to help you sell your property. *Remember not to use the excuse of being able to sell the property at a high price, and do not use the actual receipt as an excuse to avoid discounting the agency fee. 6. How to obtain exclusive entrustment: Analyze the advantages of exclusive entrustment 1. More More: price is one of the factors that form vicious competition among intermediaries. 2. More: save time and trouble, recommend listings first, publish them in newspapers, publish online, etc. 3. Find powerful buyers and choose targeted ones. Customers 8. Three ways to contact customers 1. Phone calls 2. Letters 3. Face-to-face contact 9. How to make phone calls 1. Advantages of making phone calls: efficient, convenient, time-saving, not limited by time and place 2. Where there are advantages, there must be them Disadvantages: Not intuitive enough, lack of human touch, and incomplete content. 3. How to make a good call ① Choose the appropriate time (timing) to call. ② Confirm the reason and purpose of the call. ③ Inform yourself and ask the other party if they answer the call. Convenient. ④ Be aware that your voice is the other person’s first impression of you (use a calm tone) ⑤ Don’t rush to get to the topic right away, make appropriate greetings ⑥ Get to the point ⑦ Let the other person participate in your conversation. . For example: Are you satisfied with my explanation? ⑧ Keep the goal in mind ⑨ When your goal cannot be achieved at one time, remember to finish it in steps, don’t stick to it ⑩ Arrange a whole block of time Make phone calls and take notes. 10. Continuously develop and accumulate customers. How to improve the satisfaction of real estate services: The service must be done well, refined, and professional. Do more to become permanent customers (think more from the customer's perspective) and understand customer needs. Urgency, treat customers with eternal patience, and never-ending services. By providing customers with satisfactory services, we will completely change the customer's real estate. Let the customer understand that I will help you find a better one, not just one. house.

11. To improve service, we also need to know how to capture the hearts of customers: 1. Ask questions clearly and focus on the problem 2. Be concise and powerful, without any ambiguity 3. Have self-confidence 4. The attitude of contact must be serious and sincere: 5 , cordial and friendly, in order to gain favor 6. Pay attention to the other person’s strengths 7. Praise the other person appropriately. 12. Analyze the customer! 1. Select the customer to understand the basic situation, whether you have viewed a house recently, and how long it has been 2. Must experience A training period is divided into four types: ① In the embryonic stage, customers are just thinking about buying a house; ② In the training stage, customers are interested in buying a house; ③ In the mature stage, customers are mature and want to buy a house, and are a little anxious; ④ In the early stage, customers are eager to buy a house and are waiting to live in it, and are particularly anxious 3 , Novices constantly receive customers and analyze customers (the characteristics of failed agents are numbness and mechanical house viewing). The more numb they are (not driving), the more they have to analyze themselves and understand the psychological preferences, needs, etc. of customers. 13. Analyze the house, key operations: 1. Analyze the house itself: supporting facilities, environment, transportation 2. The internal situation of the house, layout, lighting, ventilation, appearance 3. Analyze the ownership status of the house A Property rights B Mortgage situation C. House transaction process 4. Whether the owner's communication is more sincere, whether he is eager to sell the house, whether the owner's offer is reasonable, and the owner's urgency (analysis of the property availability) 14. How to inspect the house on the spot and master the basic skills of house inspection. 1. The time and place of the appointment should be appropriate: the viewing time should be determined. If the client or owner's time changes, the other party should be notified in time. 2. The place where you make an appointment with a client should not be too crowded (such as a movie theater or a station). The owner and the client should be separated and should not make appointments together. 3. When viewing a property (knocking on the door), open the door gently to let the client go first and close the door later. 4 , introduce customers and owners to each other 5. Open the curtains and turn on the lights first if it is night 6. Point out the characteristics of each house to make customers feel that they already own the house 7. Emphasize the advantages of the real estate (such as location, long-term planning, Landscape, developer’s strength, neighbors, property management, lower down payment, structure, etc.) 8. Introduce the house truthfully, don’t talk too much, be good at observation, and ask questions (such as what do you think of the height of the living room and the view? (In order to understand the customer's thoughts) 9. After viewing the house, the customer should be familiar with the facilities of the community. 15. After viewing the house, the customer and feedback to the owner should be tracked in a timely manner, so that the owner can better understand the shortcomings, advantages and value of the house, and understand the customer in a timely manner. Viewing situation and thoughts (whether there is a chance of closing the deal) 16. How to eliminate customers’ doubts CDDC rule Step 1: C Clarify doubts Step 2: D Acknowledge doubts (from the customer’s perspective) Step 3: Dispel doubts (But) Step 4: C Confirm doubts (Do you think you still have any doubts now?) 17. Sales promotion rules MAN rules Whether the other party has money and the ability to purchase or raise funds Whether the customer has made a purchase decision, if not, you It is still a waste of time to ask whether the customer has the desire to buy. If the other party does not need this product, even if he has money and power, it will be useless no matter how you explain it. How can you know the purchasing power of the other party? You can only rely on analysis, accumulate experience, and cultivate your own observation skills. Everyone must remember the MAN rule of salesmen. If you ignore its existence, you will waste your labor (energy). In our industry, energy and time are money. (For example, only money is real, and no money means no money. First of all, there is a person who has only a thousand yuan in savings and has nowhere to borrow money. How can you successfully sell a property to him?