How to be a real estate consultant?

1. What are the basic procedures and etiquette for receiving customers? When the customer enters the sales site, he should be greeted immediately and introduce himself briefly. Then take him to the sand table, introduce him to the basic situation of the community, and then naturally ask the guests the basic situation of the family (such as: how many people live, how much area you need, the ideal price you think you can afford, and so on). ). After understanding the customer's relevant situation, ask him to sit in the rest area, pour him a glass of water, hand over a copy of the relevant information of the real estate, recommend the suitable apartment to the customer while reading the information, solicit the customer's opinions, and have a deeper conversation with the customer. Take the initiative to invite customers to visit the recommended unit (house) (the property consultant should arrange the tour route in advance, and can also introduce the internal planning of the community to customers during the period). When the customer is satisfied with the recommended apartment, he can ask the customer the payment method and calculate the specific house price. At the same time, customers are required to leave contact information, so that the company can inform customers as soon as there are any new sales policies and changes (and tell customers that the unit (housing) is very good. If you don't decide in time, it may not be enough to buy a unit. If the customer has a strong intention, you can register for the customer). Clean up the reception site in time after the customer leaves and do a good job of waiting. The whole reception process should be greeted with smiles and sent with smiles, master the skills of talking with customers, and create a good conversation atmosphere as much as possible. 2. What professional knowledge should a good property consultant possess? A good real estate consultant should not only have the professional knowledge of the real estate sales industry, but also have other related disciplines such as architecture, marketing, consumer psychology, etc., which are related to sales and analyze the psychology and behavior of consumers. However, a good real estate consultant should be familiar with all the relevant information of the projects sold (such as: total construction area, total number of real estate households, apartment distribution, price distribution, greening rate of the community, plot ratio, advanced security system and star-rated property management of the community, municipal construction around the real estate and surrounding facilities, etc.). ). In addition, we should always know the relevant information and development trend of the surrounding competitive real estate and the whole real estate industry. Only by knowing ourselves and ourselves can we answer customers' questions in the future work, explain our views to customers, and make customers believe that I am the most professional real estate consultant, and customers will have a sense of trust; Only in this way can we improve our sales performance and turnover rate. So as to become an excellent real estate consultant. 3. How to treat and understand the profession of property consultant? Property consultant is a highly professional profession, which can greatly improve personal quality and emphasize personal cultivation. It not only requires employees to have good appearance, affinity, language expression ability, adaptability and observation ability. It also requires employees to have simple marketing skills. In fact, the job of a property consultant is very simple, that is, to help customers choose the most ideal residence, so that customers can buy a good house and a good living environment that they are satisfied with. This job can not only exercise your social skills, but also meet many different people. The most important thing is to experience the happiness of customers after choosing a satisfactory house. Not only will customers be happy, but they will also have a sense of accomplishment and make good friends with customers. The property consultant not only represents the image of the company and the developer, but more importantly, he is a bridge between the developer and the customer. He can pass the project information and the company's sales policy to every customer in the first time, and also give the first-hand opinions and good suggestions of every customer to the company and developers in time, so that the developers can improve and perfect in the future new projects and achieve perfection. It can also enable enterprises to have first-hand market information when making decisions on some key issues, so that enterprises can make better decisions and we can develop better as employees. When I take over a new property, what should I do first? First of all, you should be familiar with all the relevant information of the sold project as soon as possible (such as: total building area, total number of households, apartment distribution, price distribution, greening rate of the community, floor area ratio, community security system and property management, municipal construction around the real estate and surrounding facilities, etc. ). In addition, we should always know the relevant information and development trend of the surrounding competitive real estate and the whole real estate industry. If there are new sales suggestions, they should be put forward in time, so that the real estate can reach the expected sales target faster and more accurately when it is officially sold. 5. How to organize and pay a return visit to your customers? Every time you receive a customer, you should record it in detail as soon as possible and establish a customer file to facilitate a return visit. And classify customers (such as: high sincerity, thoughtless, uncertain, intentional purchase, visit and understanding, etc.). ). Pay a return visit to potential customers as soon as possible, understand and eliminate customers' worries and psychological obstacles, speed up customers' buying rhythm and strengthen customers' buying confidence. Pay more return visits to unintentional customers. When the customer still refuses to buy after many return visits, be sure to ask the real reason why the customer doesn't buy, make an analysis record and give it back to the company in time. So that the company can improve its sales strategy. 6. If you are selling a building under construction now, what aspects will you introduce to your customers? First of all, the total construction area and the total number of households in the residential area are introduced to highlight the scale of the residential area. Then the greening rate, floor area ratio, supporting facilities, star-rated property management, municipal construction around the building and supporting facilities are introduced to highlight the unique internal advantages and regional location advantages of the community. Finally, it introduces the relevant housing information such as apartment distribution, price distribution and remaining housing distribution. If the above customers are satisfied and have no objection, they can introduce the details of pre-sale to customers or sign a pre-sale contract. Urge customers to pay the deposit as soon as possible. 7. What are the requirements for a good real estate? A good real estate should have good community planning and design, apartment design, community landscape design, thorough security system and star-rated property management, good surrounding environment, convenient transportation and superior municipal facilities. 8. If the price of the property sold is higher than other properties in the same region, what ways and means will you take to introduce it to customers? It is necessary to rationally analyze the reasons for the high price to customers, such as: the landscape of the community is built with huge investment, the greening rate of the community is high, the plot ratio of the community is rare and excellent, the security system of the community is advanced, the star-rated property management, the unique location advantages of other communities and the unique natural environment of the community. It can also be compared with surrounding buildings or buildings in other locations, highlighting the advantage of high trust-price ratio in the community. From the supporting facilities, regional location, internal and external environment and so on. When selling a house to a customer is not just about buying a house, but buying an environment, the advantage of high trust-price ratio in the community will be highlighted. 9. What should a good property consultant do when sales enter the off-season? Pay a return visit to the customers who have seen the house before but didn't buy it, do a good job in collecting, sorting out and summarizing customer opinions, actively collect and understand the latest information and trends of surrounding buildings and the whole real estate industry, and pave the way for our company to formulate new sales plans. Mediation mentality, before the arrival of the sales season, as soon as possible to get ready to enter the working state. 10. The property is close to liquidation, and the remaining houses are not very good. How would you sell it? First of all, we should understand the real needs of customers, and then focus on introducing the internal environment of the community to customers, such as: the landscape of the community is built with huge investment, the greening rate of the community is high, the plot ratio of the community is rare and excellent, the advanced security system and star-rated property management of the community, the unique location advantages of other communities and the unique natural environment of the community. Pay attention to the overall environment of the community. Secondly, it is necessary to rationally analyze the characteristics and price advantages of the remaining houses for customers. Customer's three states, perceptual, rational, psychological impulse purchase or psychological consideration mature purchase. Listen to the skills, introduce the topic, first understand the customer's psychological thoughts, quickly formulate the means to cut into the theme, help customers solve psychological obstacles, and make up their minds to buy their favorite house. Creating a relaxed environment can relax each other's mental vigilance, which is conducive to mutual communication and sales work.