202 1 year-end summary of personal property sales (5 articles)

1.202 1 Year-end summary of personal real estate sales

Inadvertently, xx years have quietly left. The pace of time has taken away the busyness, worry, depression, struggle and persistence in my heart, which makes me still stick to my post.

I. Project performance in xx years

In the twelve months from XX to the end of XX, sales performance is not a dream. XX*** sells XX houses, garages and storerooms, with a cumulative contract amount of XX yuan and a settlement agency fee of only XX yuan.

Two. Summary of xx years' work

In XX years, I was busy with the annual summary and accounting of the annual report; In XX month, I received the company's new annual work arrangement, worked out the work plan and prepared to deliver it to Building XX; In XX years, I delivered the house in XX building, and communicated the sales plan of the tail house of the project with Mr. XX from the planning department. I also put forward some ideas about the unsold garage and storage room in weifang and XX. With the consent of the developer, XX held "Painting and Calligraphy Competition for Primary School Students in XX County" and "Composition Competition for Middle School Students in XX County" respectively. With the assistance of the county education bureau, I hope to improve the reputation of XX real estate through various activities. The ultimate goal of enriching the culture of XX is of course to add fuel to the fire in sales. Regrettably, the sales did not achieve the expected results, but it is gratifying that the activity itself has been affirmed by the owners and all walks of life.

XX received a transfer order from the company in September, and will take over the sales work while sorting out the final data of XX. When I heard the news, I was really ecstatic. XX was the first company to recruit sales staff. The first project I came into contact with was XX, but after the overall research of the company, I was assigned to XX. It's always a pity that I can't stay in XX for sales. Now I can finally work in the XX project, which is the sequel of XX. I think the company gave me a chance to realize my dream. During that time, my heart was flying. What an unpleasant person, I will become kind in my eyes. In order to sort out XX's closing accounts within the specified time, I gave up my vacation and even worked all night, but the closing plan ended without results at the insistence of the developer. In XX years, I wandered between XX project and XX: the tail house sales of XX, the customer accumulation of XX, and the second delivery of XX ... I tried my best to do the work of both parties. Although it was difficult, I found everything enjoyable. I don't know whether to say unexpected or unexpected. Other people's changes made me fall from the peak to the bottom. In short, I spent a lot of time adjusting my state to understand this fact. Sell XX copies in Weifang continuously, train employees, negotiate with developers and solve customer complaints.

Third, the problems existing in the work in xx years

1, XX The first-phase property right certificate took too long to be issued, which caused the owner's dissatisfaction.

2. Although the second phase has been delivered in advance, some owners have not delivered the house due to housing quality problems. Although the coordination with the engineering department is very good, they only understand and reflect the problem without solving it.

At the end of the year, the agency fee is in arrears.

4. Sales personnel training (professional knowledge, sales skills and on-site response) is not in place.

5. Frequent turnover and replacement of sales staff are unfavorable to both the company and the sales staff.

There are some shortcomings in communication with developers, and problems cannot be solved through consultation with developers in time, especially communication with XX, which once caused tension.

I hope I can have better development next year and make greater contributions to the company!

2.202 1 Year-end summary of personal real estate sales

In a year of busy work, I unconsciously approached the end of the year, and I had to add another year to my working age in real estate. Looking back carefully, this is the third year that I joined xx Real Estate. Every year there will be different degrees of progress and different degrees of tests, but this year is my most unforgettable year. In this year, my sales performance level reached a height that I dare not imagine, and it has become the top of many sales of our real estate company. In these three years, I have changed from a layman who has no concept of real estate to a senior and excellent salesman, and this year is the most important year in my career. Now I make the following annual summary of my personal work:

I. Work attitude

I have always believed that "there is no end to learning", so is everything. If you are content with your current achievements and stagnate, then you can only be surpassed and replaced by others, but you can do nothing. "You can certainly learn something from others. It depends on whether you are willing to ask for advice humbly. I dare say you can learn from others even if you are in a threesome. I have always maintained an optimistic attitude. We are in sales and meet all kinds of people every day. They are your customers. If even they think you have a problem and you don't take it seriously, then you can only be regarded as the lowest level of sales. The customer's opinion is the most important. If we serve them, we must be perfect in their eyes, not that we feel good about ourselves or that we are good.

Second, the work summary

During this year, I can say that I made a lot of money. I sold a total of 6 villas, 42 boutique rooms, 46 blank rooms and 35 corridor rooms. This may be twice your performance, because a villa is enough for me to stop working for two months, but I am not complacent because I still have customers leaving. Obviously, I was very interested in buying at first, and we almost solved the problem directly. Some people say that they are bankrupt, some people say that their capital turnover is not enough recently, and so on. This is the most worth reflecting on this year. I believe that there are many talents in many sales of our company, and some sales have never been lost. This is what I should learn from you.

Third, look to the future.

Although this year is my most successful year, it has made me grow too much. I have won too many honors, but it will be history after today. This will not be my proud capital, but it will be my motivation for the coming year. I don't want my performance next year to be worse than this year. I want to sum up the gains and losses in this year's work, strive for by going up one flight of stairs next year, continue to break through itself, set a new record and bring more benefits to the company. I want to be a myth in the sales field!

3.202 1 Year-end summary of personal real estate sales

Somehow, the beginning of the year arrived at the end of the year. Xx is a challenging year for the real estate industry, and it is also a year for us to exercise in the cold. In this nearly a year, I have gained something through hard work. As the year is approaching, I look back on the past with the aim of learning lessons, improving myself and making my work better. I have the confidence and determination to do my work better next year. Let me make some summaries of this year's work.

I. Summary of the last evaluation and improvement

After passing the last exam, we deeply reflect on the existing problems, analyze the root causes of the problems, find out the reasons, and find the following problems, which should be corrected more diligently.

(A) sales of the most basic customer visits are too few. In the previous work, there were 10 recorded customer visits from/month to/month, and the total number of customers visited by 1 sales staff was 0. Judging from the above figures, I didn't do a good job of visiting customers.

(B) communication is not deep enough. As a salesperson, in the process of communicating with customers, it is impossible to clearly convey the advantages of our company's housing to customers and understand their real thoughts and intentions; Unable to respond quickly to customer's questions. I don't know to what extent customers understand or accept the advantages of our house when conveying the information of selling houses.

(3) There is no clear goal and detailed plan for the work. As a salesman, he didn't get into the habit of writing work summary and plan, and his sales work was in a state of laissez-faire, which led to various adverse consequences such as no unified management of sales work, unreasonable distribution of working hours and chaotic work situation.

(4) The new business development is not enough, the business growth is small, the personal salesman's sense of responsibility and work planning are not strong, and his business ability needs to be improved.

All these need to be improved step by step, sum up experience, innovate and improve professional quality.

Second, the completed work

(1) Sales performance

By the end of xx, * * had achieved sales of RMB yuan, accounting for% of the annual sales task, mortgage loans exceeded%, the loan amount was about RMB billion, the basic repayment rate was xx%, and there were more than xxx households with house property certificates; Among them, we organized sales exhibitions such as Warm Home, went out for publicity and paid a return visit to our customers, with a return visit rate of xx%.

② Sales and service performance

1. Organize the mortgage loan and pre-mortgage procedures of the Housing Authority for customers' reference.

2. Do a good job in call reception and customer visit, and do a good job in customer analysis, follow-up and negotiation.

3. Understand customers' economic strength and bank reputation, and provide customers with comprehensive information reference.

4. Strengthen communication with banks and housing authority, be familiar with their new businesses and policies, better serve customers and solve customers' doubts and concerns.

(3) unfinished work analysis

1, sometimes impatient, often tit-for-tat for some customers who have more questions or talk more. In fact, it may be more effective to use circuitous or soft methods for such customers. Therefore, in the future, it is necessary to temper, increase patience and make customers feel closer, so that they will have more trust.

2. Not paying enough attention to customers. Some customers need the continuous attention of sales staff, otherwise, they may not ask you questions, but ask others or think for themselves, so that we will lose the initiative in his transaction. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them gently, so that I can not only take the initiative and control the overall situation, but also increase my feelings with customers and increase the opportunities to bring customers.

Third, professionalism.

1, good team spirit and work attitude. The implementation of any strategy should be reflected through the market and strongly supported by the marketing team. Therefore, many companies will continue to carry out sales training for sales staff, hoping that sales performance will advance by leaps and bounds through these trainings. If you live with the lame, you will learn to limp. Everyone creates a sales atmosphere, and then sales training runs through the whole sales process, which is more about the adjustment of mentality at work, that is, the training of marketing psychology, so that everyone can concentrate their wisdom and do a good job in sales. This is the power of unity and cooperation.

2, the customer first, insist on practicing words, actions, actions and stops every day. As a property consultant, I spend five minutes every day practicing smiling and standing in front of the mirror saying some polite words to myself. Through long-term practice, friends around me began to feel my changes, saying that I was becoming more and more beautiful, and I could treat my clients as calmly as my family.

3. Do a business task every day. I use my spare time to consciously carry out business training and insist on doing business homework once a day. My business ability and professional level have improved rapidly. Business operations include: economic and technical indicators of the project; The location and surrounding environment of the project; The plane layout of the project, the length and width of the surrounding area; Type and distribution of project units; The width, depth and area, floor height and floor spacing of each functional room of single suite type; Interpretation of sales documents; Decoration standard; Supporting facilities; Understand the progress of the project; Property management; Prices and preferential terms; List the selling points of the project; You must talk to the model once a day about the above content; Real estate registration process, charging standards and materials required by individuals; The process, charging standard and required personal materials of bank mortgage loan; The expenses and personal materials required for handling the property right certificate; Fees and personal materials required for handling land certificates; Mortgage bank and interest rate calculation; Related expenses after buying a house.

4. Carefully record customer files. Name, surname, number of visitors, customer characteristics, visiting means of transportation, contact telephone number, intended house type, opinions and suggestions, cognitive style, number of visiting groups (people), intended price, delivery standard, customer source, etc. ; Record every negotiation process, and record every contact process with customers as detailed as possible (including telephone tracking and multiple visits) in order to grasp the customer situation; Establish communication channels. Keep regular contact with customers, understand customer trends through telephone interviews, and make customers your friends through communication; Perseverance. If the customer has not made a purchase decision, he should continue to follow up; Case closed.

Record the customer's transaction or the reason for the unfinished transaction. In my spare time, I look through the customer files, recall the customer's appearance and reception process, and deepen my impression on the customer. When a customer visits or makes a phone call for the second time, he can accurately call out his name, which is the beginning of establishing a friend relationship with the customer. As long as you work hard, I believe you will do it and do it well.

4.202 1 Year-end summary of personal real estate sales

20xx years passed quietly, in the past year. I * * Real Estate Development Co., Ltd., in line with the principle of "general manager responsibility system under the leadership of the board of directors", fully developed the first phase of xxx project. All colleagues constantly changed their ideas and carefully analyzed the situation. With the enterprise spirit of "being ahead of the times, being pragmatic, struggling, uniting and dedicating", Qi Xin and Qi Xin worked hard together to basically complete the work target plan at the beginning of the year and achieved phased results. The work of the company in the past year is summarized as follows:

A, the project progress:

With the concern of the leaders of the county party committee and the government and the support of various functional departments, after nearly three years of planning, design, approval, infrastructure and other procedures, our company's "xxx" development project finally entered the marketing stage at the beginning of 20xx. With the change and growth of the market, it has initially reached the initial plan of project scale, management level, enterprise upgrading and economic benefits. Building xxx completed the first phase of the project throughout the year. The first owners have moved in one after another. At present, the foundation and building under construction are building xxx, including x# and x# small high-rise elevator rooms. In the whole year, the investment of the project was about xxx million yuan, and the project construction area was xxxm2, of which xxxm2 passed the acceptance test, and the qualified rate reached 100%, and the project under construction was xxxm2.

Second, sales and promotion:

Since the opening of the first phase of 20xx in March, * * has pre-sold xxx sets of various types of residential commercial houses under the condition of obtaining the Pre-sale Permit for Commercial Houses and other documents, achieving a sales volume of xxx million yuan, a sales area of xxx square meters and a sales rate of 90%. The enterprise has not only made impressive achievements in sales, but also paid land transfer tax, land use tax, house sales tax and engineering construction tax, totaling xxx million yuan, and the administrative fees of various departments are about xxx million yuan, totaling xxx million yuan.

In order to further expand the sales channels and spread the brand, our company invested in the advertisement of website xxx on the basis of traditional advertising investment, and committed to integrating into the local culture while paying attention to quality and increasing brand promotion. With the development concept of "scale, supporting facilities, environment and quality", we will make "xxx" the "first city-a city within a city" of xxx.

Third, the company management:

In order to conscientiously implement the laws and regulations related to real estate development, I have participated in the study and technical training of state and county real estate laws and regulations for many times, so as to ensure the standardized operation of the real estate market. Conduct technical training and system management within the company. In the whole sales process, the national and county regulations on the pre-sale of commercial housing were always implemented, and no illegal operation occurred. All sales funds shall enter the fund supervision account as required, and all taxes and fees paid by legal entities shall be carefully performed in accordance with relevant regulations. In terms of project management, the project standard management of "seven points for safety and three points for production" was earnestly done, and no major or minor accidents occurred throughout the year.

Fourth, the existing problems:

According to the work plan at the beginning of the year, although the project was promoted step by step and orderly, it did not fully meet the plan at the beginning of the year. It is necessary to strengthen the technical and management training of employees and shape brand awareness with corporate culture; Strengthen after-sales service supervision, make the level of property management constantly improve and standardize, and strive to make "xxx" a "civilized community demonstration unit" in xxx County.

To this end, the company actively reports the progress of the project to the county party committee and the county government in a realistic working state, and strives for the support of various functional departments, striving to speed up the progress of the project in the next winter and spring, and making due efforts for the benefit of society and enterprises.

5.202 1 Year-end summary of personal real estate sales

Since I officially joined xx Company in 20xx, I have unconsciously ushered in XX years in my busy and fulfilling work. It has been more than XX months since I came to XX Group in a blink of an eye. During this period, I experienced the professional training of the company's sales staff, participated in the sales work of XX project, joined the enthusiastic sales team, and appreciated the advanced and humanized company culture. Looking back on this unforgettable work course, in order to better devote myself to this energetic work in the new year, I make the following summary of the past year:

First, there are still many shortcomings in our work, and we must continue to learn from our colleagues-shortcomings.

First of all, as a newcomer to XX, I don't know much about the real estate market in XX. I am a stranger to the new environment and new projects, especially the XX project. In the few short months since I joined the company, I have studied the experience of the company, groups and colleagues, and explored my own sales plan. There are still more or less deficiencies in many places, and I need to study better and improve myself.

Secondly, the time to join this United and improved group is still very short, and many excellent corporate cultures and rich corporate details have not been better understood and accommodated. This requires me to better understand and grasp the team life in the future, enrich my knowledge and arm my thoughts, and make better use of the excellent corporate culture of this team in the future sales work.

2. Enthusiastic groups and energetic teams have achieved self-transcendence and achievement for myself.

As a member of the sales department, I have deeply felt my heavy responsibility since I joined the company. As the window and image of the company, my every move, words and deeds also represent the image of a company, so I was encouraged to constantly improve myself from beginning to end, constantly demand myself with high standards, constantly overcome my shortcomings and give full play to my strengths. On the basis of high quality, constantly strengthen professional knowledge and armed professional skills, and be an excellent salesperson with excellent professional knowledge, strong communication and coordination skills, hard work and good teamwork spirit.

From my employment to the end of 20xx, I * * * sold xx houses with a total sales of XX million yuan, accounting for XX% of the total sales, and won the monthly sales champion for XX months in a row. However, as an old business person who has been engaged in real estate sales for XX years, although his time in the company is very short, such a set of figures still cannot satisfy me personally. I hope that in XX, I will improve and break through, so as to better reflect and realize my self-worth.

Third, the powerful group enterprises as the backing, bring me more confidence and enthusiasm-praise the company.

The new environment brings new opportunities, but it also brings self-pressure. After short-term professional training, with the care of company leaders and the careful help of colleagues, I can quickly get familiar with the knowledge of our XX project and understand the form of XX real estate market.

Humanized management mode, smooth departmental contact, enthusiastic team spirit ... Dealing with these good working environments has strengthened my belief as a member of this group, given me confidence as a window salesperson of an enterprise, and inspired my love for such a group, an enterprise and a group. Let me forge ahead in this beautiful space and gallop happily on the stage of sales work.

With strong enterprise strength, solid fund foundation and excellent management team, even as an ordinary salesperson, I feel extremely confident, so that when I directly deal with customer groups, I can infect customers with my self-confidence, build customers' confidence in our enterprise and our projects, and better complete sales tasks and our sales work.

Fourth, the sales work in the past XX years, as a salesperson who rushed to the front line, some understanding and expectations of our XX project-pick a little fault.

20xx is a meaningful, valuable and rewarding year. The successful opening in XX month has made our Sunshine Mediterranean a well-known high-end project, and it is also the starting point for us to establish a brand image. The sales of all the projects in the first phase made us full of confidence in the second phase, and the successful sales of the second phase also pushed us to another peak-villa.

In the research of other projects in the past month, we visited some high-end projects in the city, which made our sales team have different degrees of improvement and new understanding, not only broadened their horizons, but also learned more about the market demand of high-end projects and their advantages, resilience and value preservation in the current policy environment. Through these understandings, combined with the present situation of more and more high-end projects in Jinshitan, I deeply realize that the particularity of XX plot determines its unrepeatable and extraordinary potential.

Our villa project will realize existing home sales in 20xx, but considering the whole market of xx, the pressure is still great. First, our price advantage is not obvious compared with similar villa projects in Jinshitan; Second, compared with other projects, building materials and building materials also have necessary shortcomings; Third, there are many villa projects in the same area, which will inevitably increase the necessary pressure on the sales of our villa projects. Although the pressure is great, with the efforts of our excellent team, there will be new breakthroughs and new atmosphere in the new year, and we will certainly occupy a place in the increasingly fierce market competition.

Hotel-style management is constantly introduced in the sales process. Hotel-style property management is a very huge macro concept. How can we let customers find the advantages of our project and how can we make our project stand out from all the projects? Then we need to give full play to the professionalism of our entire sales team and complete the most basic safety and clean maintenance in project management. On this basis, we should gradually internationalize it to meet the general needs of high-end consumer groups. The opening of model rooms is also an important means of sales to customers. Only by giving real examples can more customers form clear concepts in their minds and promote our sales work.