How do real estate agents track customers?

How do real estate agents track customers?

Real estate agents need to track customers and pay a return visit to them! Let me introduce how real estate agents track customers, hoping to help you!

The first step is to establish a good and solid customer base in the initial stage.

First, build your solid business foundation: you must start from the housing and customers bit by bit, every little makes a mickle, from quantitative change to qualitative change.

Some brokers believe that real estate, as a commodity, ordinary people can only consume it once and will not buy it again. Therefore, customers who have already bought a house will no longer pay attention. In fact, although many customers can't afford to buy a second or third house, they can increase the source of customers for you in another way-they can help you introduce customers and get more prospective customers. In addition, it is undeniable that some customers do have the ability to buy a house for two or more times. You know, there are still many customers who invest in buying a house now.

Second, establish and improve detailed customer files and weave your strong customer network.

1. Sort out all relevant information of customers, such as telephone number, address, work, income, family situation, birthdays and hobbies of customers and family members (the more detailed, the better).

2. Classify customers

Definition of customer:

For Class A customer brokers, we must always follow up and obtain the recognition of customers, and the matching houses must be in place and accurate. Because such customers have a clear intention to buy a house, they should step up their follow-up on the house they are satisfied with and strive to sign the contract as soon as possible. (Note: Be sure to grasp the time, understand the customer's work and rest habits, and make a final decision at the right time. )

Definition of Class B customers:

For the case that the purchase intention of Class B customers is not very clear, we should always guide customers and make clear their purchase intention. We can tentatively recommend several comparable houses for them to choose from. When the broker knows the customer's intention to buy a house, he should make up his mind to buy it, and then guide the customer to see a suitable house. (Appropriate incentives can be used, such as finding a house that is more suitable for customers, and then telling customers that it has been sold, so that customers feel that this is the result of no time spent, so that customers will trust the broker in the next communication, so that the scope of operation of the broker will be larger. )

Definition of class C customers:

For C-class customers, because there are not many houses suitable for C-class customers in the market, they can visit less and contact more, which makes customers find it difficult to find such houses. When there is a house that meets their requirements, you must immediately make up your mind to buy it. (Note: Don't set limits for yourself, but you can also guide yourself appropriately. Class c customers can also be transformed into class b and class a customers. )

3. Customer management methods:

A. Establish tourist source files and record tourist source information in detail.

B. Differentiate customer types and provide continuous guidance and contact for Class A customers.

C. Visit and track recent customers regularly, keep in touch with your own customers, and master their needs and intention changes.

D pay a return visit to the old customers who have already made a deal or have a good relationship, such as making a phone call or giving a small gift when they move to a new home or celebrate their birthday, so as to maintain and develop the customer base.

E cultivate a good attitude and always believe that we are helping customers choose the real estate they want. We really provide convenience for them, and we want to make friends with them at work.

F inform our customers of the latest market situation and laws and regulations in time, gain their trust and establish friendly relations.

Attention: deeply understand the needs of customers; Brokers should accurately match the housing; Communicate with customers frequently and pay attention to the changes of customers.

There are three kinds of valid customers. How to serve them?

(1) become a real customer, have a clear desire to buy, and choose a good location and apartment price, eager to become a prospective customer -> 70% of the time spent on tracking services.

(2) potential customers, who have a clear desire to buy, but the choice direction is not clear -> 20% time tracking service.

③ There is no obvious desire to buy, and the choice direction is unclear -> 10% of the time is spent on tracking services.

4. Information prospective customers are effective, and time is money.

5, timely and effective development and digestion of effective housing and customers must pay attention to ensure the effective filtering of information and guests. Please remember: serve a customer well, and there is still a big market behind him.

6. Be a real estate expert in this area-because the profession is trustworthy.

1), hardware-external instruments. speak Sales tools (professional form. Documents. Remember: there is no second chance to change customers' first impression of us.

2), software-rich real estate-related knowledge, business knowledge, financial knowledge, warrant knowledge, legal knowledge, investment and wealth management, the company's powerful sales network platform.

3) Providing professional services-solving customers' problems-exceeding customers' expectations-winning customers' trust-generating trust in you-willing to pay.

4), the purpose of being a real estate expert-let customers or friends around him, as long as there is real estate demand, the first thing that comes to mind is you.

Second, customer tracking must provide the best sales service.

Maintain and care about your customer network and make it stronger (phishing theory)

First, quality service is reflected in:

(1) Do more in everything, and start with the details.

② Understand the urgency of customer demand.

③ Always be patient with customers.

④ Exceeding customers' expectations.

B, customer tracking from what aspects?

① Continuous and effective follow-up and contact.

A) Understand the latest demand trends of customers; Intention to buy a house; Reflect the situation to the owner; Do friends have any real estate to take care of?

B) Provide customers with the latest real estate market trends and consultation from time to time.

C care about customers' life, holiday greetings, short messages and flowers anytime and anywhere. 2. Greetings when moving.

3. Deal with customers' problems

The third step is to track customers in a timely manner.

1. Try to establish a close personal relationship.

2. Always inform customers of market information.

3. Understand the customer's purchase process and the latest purchase demand.

4. Take the initiative to accept customer consultation and eliminate customer questions.

Inform your clients as soon as there is the latest news about real estate.

6. Establish a friendship with customers-people always like to do business with people they know and trust.

A) classification: old friends-high loyalty. Middle-aged friends-young friends who are rational home buyers-are easy to communicate and deal with.

B) how to establish friendship;

1), sincere treatment and high trust make customers believe that getting along with you is as safe as dealing with insurance companies.

2), use hobbies to find each other * * *, resulting in * * *.

3) Establish good personal qualities-enthusiasm, self-confidence and dedication.

4) Making friends is for the benefit of customers, so everything is under control-customers will follow you, are you still afraid of not closing the deal?

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