A summary of the annual work of the general theory of real estate.

Comprehensive annual work summary of real estate 1

I have worked in the real estate industry for more than half a year, a

A summary of the annual work of the general theory of real estate.

Comprehensive annual work summary of real estate 1

I have worked in the real estate industry for more than half a year, and my sales still need to be improved. Although my level is limited, I still want to write something of my own, that is, I can find something to learn from it and improve my sales level.

After the last opening, the whole sales process began to be familiar from the early water continuation to the later successful sales. In the reception of customers, my sales ability has improved, and I gradually understand the concept of sales. I also learned a lot from selling houses from my own customers who have bought houses. Let me show you here. Maybe I haven't finished it yet, but I hope I can share it with you.

First of all, the most basic thing is to always be enthusiastic during the reception.

Second, do a good job in customer registration and follow-up. Do a good job in pre-sales to facilitate post-sales

Third, regularly invite customers to come and see the house to understand the dynamics of our real estate. Strengthen customers' purchasing confidence, do a good job of communication, and formulate several plans for customers according to some requirements of customers, so as to facilitate customers to consider and open sales, make customers more selective and avoid concentrating on the same apartment. This also facilitates their own sales.

Fourth, improve their business level, strengthen the real estate-related knowledge and the latest developments. In front of customers, they can set up their own professionalism with ease, and at the same time make customers want to believe in themselves more. Thereby promoting sales.

Fifth, think from the customer's point of view, so that you can solve the problem in a targeted manner, provide the customer with the most suitable house, solve his doubts, and let the customer buy a house with confidence.

Because I feel that my burden is very heavy, and my knowledge, ability, experience and position are far from each other, I have never dared to treat it lightly. I have been studying, learning from books, learning from leaders around me and learning from colleagues. I feel that I have made some progress in the past six months, but there is still a certain gap from my own requirements. Therefore, I will continue to work hard, actively improve my professional quality, strive for the initiative in my work, and have a strong sense of professionalism.

Sixth, learn to use sales skills, create a desire and atmosphere to buy, and appropriately force customers to make decisions as soon as possible.

Seventh, no matter what you do, you can't do it well without a good attitude. At work, I think attitude is everything. When personal needs are frustrated, attitude can best reflect your values. Positive and optimistic people attribute this to the imperfection of personal ability and experience. They are willing to constantly improve and develop in a good direction, while negative and pessimistic people complain about the injustice of opportunities and environment, always complaining, waiting and giving up! What kind of attitude determines what kind of life.

Eighth, it is always the most important to find and recognize your goals and constantly strengthen your confidence to go forward and stick to the end. The fable of the race between the tortoise and the hare is constantly appearing in real life. Hares tend to be opportunity-oriented, while turtles always adhere to their core competitiveness. In real life, inspirational, just like the end of the tortoise and rabbit race, people who keep accumulating core competitiveness will eventually defeat those who chase opportunities. Life is sometimes like climbing a mountain. When I was young and strong, I was always alive and kicking like a rabbit. At the first opportunity, you want to jump ship and take shortcuts. I want to give up my rest when I encounter setbacks. Life needs accumulation. Experienced people, like turtles, know the truth of walking at a constant speed. I firmly believe that as long as the direction is correct and the method is correct, step by step, every step is firmly on the road of progress, but they can reach the finish line earlier. If you are lucky enough to get ahead, your luck will run out one day.

To maintain long-term enthusiasm and enthusiasm for work, it is even more necessary to have the spirit of "self-motivation without waiting for a whip". Therefore, in the past six months, I have been insisting on doing what I can do well, accumulating, and moving towards my goal step by step.

Summing up the work of the year, although some progress and achievements have been made, there are still some shortcomings in some aspects. For example, there are not many creative work ideas, and individual work is not perfect enough, which needs to be improved in future work. In the new year, I will seriously study various policies and regulations, strive to make my ideological consciousness and work efficiency reach a new level in an all-round way, and make greater and more contributions to the development of the college.

The annual work summary of real estate chief engineer Chapter II

Company leaders and colleagues:

Hello!

Time flies, time flies, xx years will soon pass, looking back on the past year, I can't help feeling deeply! In a blink of an eye, we have to cross another year. Looking back on the past year, although we have not achieved good results, we have experienced extraordinary tests and tempering. I am very grateful to the leaders of Xingyi Company for giving me a good platform to understand the market rules of Changde decoration industry.

In the following year, I worked in Xingyi for nine months, strengthened team building and built a team with comprehensive business and high work enthusiasm. As a manager, we should give full play to the subjective initiative and work enthusiasm of employees, improve the overall quality of the team, and establish a star artistic image that opens up markets and is pragmatic and efficient. I fully realize that I am not only a manager, but also an executor.

March, 2006 16 joined Changde Xingyi team and was responsible for sales in the marketing department. At that time, I was very honored to join Changde Xingyi team and come to the sales platform of Guangdong Xingyi. On the day of work, with the help of the company's leaders, I was busy making preparations for the company's marketing department. The next step was to recruit marketing personnel, organize training, conduct market research and analysis, and analyze the industry to find out the company's characteristics and selling points. I asked the marketing staff to keep a diary every day, make plans every week, summarize every month, and participate in some market-related activities, such as some activities organized by the decoration association, the recent opening ceremony held by major real estate projects, and collect relevant information about real estate projects. Understand the property market delivery trends, properly handle the relationship between major property developers, property companies, sales companies, housing authority, residential gas pipeline installation companies, and collect owner information. The effect is obvious. Changde Xingyi Company had 1 102 owners present at the third home fair in Changde from April 9 to April 0, and 77 designers contacted for consultation. One person signed the bill on the spot and paid the deposit (the owner is a masterpiece of the city). After the Home Expo, there is an invisible generation gap between the design department and the marketing department of the company. The marketing staff followed up the customers received at the home fair, and the designers had great opinions. The marketing staff asked the designer to measure the house and make a plan, but the designer never paid attention to it. Since then, the marketing staff have lost confidence in the company, and people's hearts have fluctuated. Some employees don't even leave their jobs. At that time, several employees told me when they left: the platform of Gao Manager Xingyi is a good platform, but this situation has not yet started, and the designers are too awesome. I put some things that the employees responded to it and the boss scolded me. Everyone in the design department seems to be used to it, so just keep ignoring it. Later, the salesman of the material supplier told me that your business in Xingyi was doing well, and all the buildings in Changde city were built by Xingyi. Such as Six Degrees of Water, Moonlight on the Lotus Pond, Oriental Beauty, Urban Masterpiece, Golden Knife, etc. Later, I took the salesman to investigate, and all of them were private orders opened by designers, but none of them were opened by the company. At that time, I thought Changde Xingyi was finished by the designer, so I went to him, and the boss explained his situation to me. I had no choice but to understand him from another angle, so I had to leave Xingyi Company, and later he gave it to me.

In July, the sun was blazing, the company reorganized, the new leadership team took over, Changsha headquarters came to help, the company strengthened training, and the marketing department added new vitality. The company started again. In August, the marketing staff invited more than 30 customers to come to consult. In September, the overseas Chinese moved and opened, and the company held a large-scale overseas Chinese relocation celebration. The whole team of the company is full of vigor, enthusiasm and unity, and the customer flow has increased substantially. On the same day, 123 customers came to the company for consultation (including 44 customers bought by a 403 team), and several orders were signed on site, and 16 orders were signed all month, and four projects started; The whole company has undergone earth-shaking changes, which made me know Changde Xingyi Company again. On June 5438+ 10, 73 customers came to the company, 49 customers were effectively consulted, 2 customers were signed10, and 7 started construction. 165438+ 10 There were 43 customers who came to the company in October, and 27 customers were effectively consulted. Five companies signed contracts and eight started construction in the whole month. Since the reorganization of the company and the new leadership team took over, the total customer flow of the company was 239, the number of prospective customers who consulted effectively was 65,438+099, and the effective consultation rate was 83.3%. 29 * * projects have been signed, and the signing rate of 19 projects (excluding 65438+February) 14.57%. The data shows that this data is not ideal, the sales data fluctuates greatly and the sales situation is unstable. The main reasons are the poor quality of some employees, uncoordinated cooperation between departments, unwillingness to communicate between departments, and poor communication between designers and project supervisors. Customers have become a bridge between designers and project supervisors, and the problems of project quality are shirking each other. Some designers ignore customers' feelings and company image, only pay attention to immediate interests, and try to make use of the hidden rules of the industry to seek benefits. Other sales models to be implemented by the marketing department can't be implemented, which leads to the lack of engineering field marketing in the marketing department. The end result is that customers are hurt, the company suffers losses, designers lose customers, it is difficult for project managers to make a difference in front of customers when they go to the construction site, and the business impression of salesmen in front of customers is damaged, which seriously affects market expansion. The company's platform has become a balcony for customers to wait and see. The company lacks the awareness of professional ethics management and the mechanism for all employees to maintain market management. The company's advocacy of letting the website speak has become an empty talk. After the salesman brings the customer to the company, the customer service department sends it to the designer. When meeting customers who are easy to communicate, it is difficult for salesmen to know the communication process and details between their customers and designers. This single talk is dead, and the designer is dead. The salesman did not explain to the salesman, and the salesman had to communicate with the designer. The arrogant attitude of the designer is unacceptable. If you encounter a customer designer who is difficult to communicate, you still need to find a salesman to help; For those customers who have signed the bill, when will the project start, the progress of the project, the decoration effect, the customer's response, the designer's confidentiality, the salesman knows nothing, and the customer knows a little when the project goes wrong. Salespeople care too much about your own customers!

5. Give full play to the potential of salespeople and emphasize process control and final effect in their work.

Five, the target distribution (distribution according to the output value of home improvement)

1, the target of telephone sales next year is 2 million yuan, which is the customers received by telephone sales and salesmen in the marketing department.

2. The on-site marketing target of the project next year is 6.5438+500,000 yuan, and the customers received by the project director of the engineering department at the construction site.

3. The target of terminal sales next year is 2.5 million yuan. The customers received by the salesmen in the marketing department are all staying in the real estate and engaging in activities in the real estate, including those received by family associations, real estate developers and material suppliers.

The goal of online sales next year is 500 thousand yuan, and all employees use e-commerce to market their customers.

5. The target of repeat customers next year is 6.5438+0.5 million yuan, which is the door-to-door customer received by the customer service department.

Measures for the administration of the realization of intransitive verb goals

1. According to the schematic diagram of real estate distribution in Changde City, the specific location of each building, the development and delivery of real estate; Changde market is divided into three areas, and salesmen are divided into three groups, with two people in charge of each area. Next year's target transformation plan will be implemented in every region, every building, every group and everyone according to the annual time distribution.

2. The marketing department shall establish the property file, property dynamic table, delivery record table, salesman tracking schedule table and owner's house dynamic table. Every building produces performance evaluation analysis, and the marketing department should know the property of the building in time.

3. The salesmen in the marketing department keep daily logs, make weekly plans, summarize monthly, review and analyze quarterly markets.

4. The implementation of the specific thinking details and operation methods of the marketing department next year needs the full support of the company leaders, the close cooperation of various departments and the assistance of colleagues. I believe the marketing department has the ability to achieve the goal of next year.

These are some things I heard, witnessed and experienced personally during my one-year work in Xingyi, or some immature ideas and suggestions written by recent observation and market research. Please forgive me if there is anything wrong.

Next year, I hope Changde Xingyi Company will be better! The marketing department will usher in a vibrant spring!

Chapter III Summary of Chief Annual Work of Real Estate

Unconsciously, a year has quietly left. The pace of time has taken away the busyness, worry, depression, struggle and persistence in my heart, so that I still stick to my post. The following is a summary of real estate sales this year.

First, work performance

At the beginning of the year, I received the company's work arrangement for the new year, worked out the work plan and prepared to deliver it to Building X, and communicated with the planning department the sales plan of the project tailhouse. I also put forward some ideas about the tail room and the garage and storage room that xx has not sold. After obtaining the consent of the developer, I carried out various activities to improve the reputation of xx property and enrich the cultural connotation of xx. Of course, the ultimate goal is to promote sales. Unfortunately, it did not achieve the expected results in sales.

Second, the problems existing in the work

Xx's first-phase property right certificate took too long to come out, causing dissatisfaction among the owners; Although the second phase has been delivered in advance, there are still some owners who have not delivered the house because of housing quality problems. Although it is well coordinated with the engineering department, they just accept the reflection and do not solve the problem; Serious arrears in agency fees at the end of the year; Sales staff training (professional knowledge, sales skills, on-site response) is not in place; Too frequent transfer and replacement of sales staff is not good for the company and sales staff; There are some shortcomings in communication with developers, and problems can not be solved in time through consultation with developers, especially with Mr. Li, which once caused tension.

Third, the work plan for next year

The new year does have a new atmosphere, and the company's commercial projects in xx are in full swing before entering the market. This new task was also received at the end of the year and the beginning of the year. Because planning has always been done first in the early stage, and developers trust planners more from a preconceived perspective; I encountered some troubles when I participated in the project, but I believe this situation will be improved through my sincere communication.

In next year's sales work, I hope xx can successfully close the account. Collect the data of xx, train sales staff for xx, and do a good job in customer accumulation and analysis in the new year of xx. Participated in project planning and made a beautiful turnaround in xx project. Try to pass the broker qualification examination.

Chapter IV Summary of Annual Work of Real Estate Chief Engineer

It is a great honor to enter the sales department of xx Real Estate Company in 20xx to engage in real estate sales. Now, make a summary of the work in the past year:

I. Existing problems

1, lack of subjective understanding, unclear thinking when talking about customers;

2. The will is not enough, and the desire for sales is not firm enough;

3. The plan is unreasonable, divorced from the objective reality, blindly looking for customers, and sometimes you will miss many prospective customers.

4. The explanation of the house is not in place, and the process of talking about customer execution is not in place.

5. The tracking analysis of competitors is not thorough, and the market response speed is lagging behind.

6, strong pressure from competitors, so that their own advantages can not be highlighted.

All the above are the parts that we need to constantly improve in our work, so I need to ponder and understand the psychology of consumers and the needs of customers in order to face them calmly.

Second, the new year's work plan

1. Analysis of external macro and micro environment: industry status and development, competitor status and trend forecast, regional market status and development, channel organization and relationship status, overall evaluation of consumer satisfaction and loyalty.

2. Internal environment analysis: the correctness and clarity of the enterprise strategy, and the matching degree of the enterprise in terms of products, prices, promotions, brands and other resources.

3. Analysis of self-status: advantages and gaps in self-goals and positioning, working ideas and concepts, and personal qualities.

Through the objective analysis of the present situation and the future, we can more clearly understand the difficulties and opportunities we are facing, so as to have a clear understanding and profound analysis of the difficulties, find a solution to the difficulties, have a strong insight into the opportunities, and make preparations for seizing the opportunities as soon as possible.

No one will succeed casually, and every success is accompanied by hard work.

It is the premise and foundation to realize the continuous improvement of work performance to carefully analyze the reasons for the achievements, sum up the experience and pass it on.

Of course, the achievements should be comprehensively summarized and the outlook for the future should be improved.

In my 20xx years' work, I will redouble my efforts, visit more customers, better understand our group's comprehensive services, set the task objectives suitable for me, and improve my sales performance. I must do the following:

1, and clarify the main purpose of the work. Strategy determines fate, thinking determines the way out, and good performance must be supported by clear and correct thinking, otherwise people will become headless flies, deviate from the direction and track, and will go further and further;

2. The specific method of completing the plan: strengthen the close relationship with customers and reflect the new information of customers in time.

I firmly believe that through the efforts of every member of our team, in the new year, our sales industry will continue to grow and exceed the annual work tasks.

Summary of Annual Work of Total Real Estate Chapter V

Unconsciously, I have been working in x city for more than a year. In this year, the workload is not big, but I have a lot to learn. Although I used to be engaged in real estate sales, sales knowledge is always a bottomless abyss. This is why I like this job more and more. It is often heard and met that salespeople compete for commission in order to compete for performance, often by hook or by crook.

Fortunately, the current sales atmosphere in X City is very harmonious. Colleagues are more competitive and help each other. Every disagreement can always be eliminated in communication, and every problem is often solved by brainstorming. It is precisely because of such a strong corporate atmosphere and team spirit that it gave me the nutrients I needed to grow up in Cannes.

However, through my work, I still find that there are still many shortcomings that need to be solved urgently. First of all, I just entered X city, and I haven't been able to understand the corporate culture of xx real estate and the relevant situation of this project in X city. When introducing to customers, it did not show a good reputation and image of the company and the project, which led to customers' little knowledge of our corporate brand and project.

I think as a real estate consultant of a large enterprise, we should not only be proficient in selling houses, but also make customers feel that China Construction has advantages over other real estates in terms of corporate brand, community environment, property quality and staff quality, and strengthen customers' purchasing confidence. In view of this problem, my colleague xx and I have conducted a profound discussion, hoping to learn more and seek advice, and to establish our absolute confidence and superiority in this enterprise brand from our own perspective, so as to infect every customer.

Secondly, because all the houses have been basically sold out when entering X City, only two sets of large-sized houses and shops with 170 flat are on sale, so it can be said that there is basically no experience in shop sales. I think, compared with high-income investment groups such as houses and shops, the purchasing mentality and personal temperament are definitely different, so the sales methods of these two types of customers must also be changed accordingly.

For example, store customers are more concerned about the rate of return, so we should focus on introducing the surrounding development trends and prospects, strengthen customers' purchasing confidence, and let them buy happily and safely. I used to think that a good salesman must have his own personality, and a salesman without personality is just a waiter.

But through practical work, I found that a truly successful salesperson should not only have the personality that can infect customers, but also have the ability to adapt to different consumer mentality at any time. At the same time, keep in mind that he is professional, polite and proactive, giving customers more than he imagined, and adhering to the professional ethics of putting the company's interests first.

Therefore, in order to do a good job in the sales of shops in X city, I urgently need to improve my self-cultivation, and I must make myself a real estate consultant suitable for xx real estate atmosphere from my personal temperament and professional ability.

In addition, because I haven't been in X for a long time, I haven't had a chance to fully understand some rules, regulations and processes of the company, and occasionally I make some low-level mistakes. Although a lot of progress has been made with the help of the supervisor, there are definitely many places that are not clear enough. This aspect also needs to be improved in future work and life. On the one hand, I study more and ask more questions. On the other hand, I hope my leaders will spur me and my colleagues will give me some advice.

I know that personal development is inseparable from the development of enterprises, and doing every job well is inseparable from love. Therefore, in this promising enterprise, I will fully serve the company, love my post, work hard, be strict with myself, study hard and keep learning, face customers with mission-like passion, face the cause with a serious and rigorous attitude, create feelings for customers and create profits for the company!

Summary of the Annual Work of Real Estate Part VI

In the past year, xx Center experienced the accumulation period before opening, the opening period and the subsequent stable sales period. With the joint efforts of all the staff of the project team, the project customers have experienced the accumulation from scratch and from less to more, and gradually realized the expected sales progress value. The main marketing activities and sales work this year are summarized as follows:

First, the effect of marketing activities

At the beginning of the year, our company entered xx Center. Before entering XX Center, we had already completed the material preparation, personnel and vehicle deployment of the sales department. Later, the sales department of xx Center was enthusiastic and open, and completed the media and media promotion. Through this activity, the opening information of the sales department of xx Center was effectively conveyed and attracted a certain degree of market attention. It laid a solid foundation for a series of marketing promotion activities in the later period. The marketing method of paying equal attention to front-door performance and one-page distribution has achieved good results. During this period, we will complete the research work of similar projects around us and write detailed research reports.

With the official opening of the first batch of houses in the first phase of xx Center, the sales of xx Center officially kicked off, and the source of xx suite was set on the opening day. Before this, complete all advertising and preparation work before opening. The opening achieved the expected results, which laid a solid foundation for the later fund withdrawal and the good continuation of the project, and also laid the reputation of xx Center as the leader in the real estate industry. The pre-sale price was adjusted for the first time. This activity is the first time to adopt the promotion method of SMS, which may be because the number segment is not accurate and the effect of SMS is not obvious.

Second, on-site management.

A set of scientific, systematic and simple management systems and methods is the cornerstone of team success, which is particularly important as a sales department. In order to build a better sales team, the plan will develop a more perfect sales management system from the most puzzling problems and factors of sales staff, such as performance, motivation, behavior, mentality, rewards and punishments, etc.

Third, sales training.

The success of a real estate project is inseparable from hardware construction (lots, funds, apartment types, supporting facilities and building quality) and software molding (property, promotion and sales). As the forerunner of software directly facing customers, the comprehensive quality of sales staff has become the key factor for customers to book and sign contracts to a certain extent. Therefore, it is particularly important to shape a first-class sales team. According to the follow-up sales plan and market situation, targeted training content is added to the training, and it is also more detailed. The training content covers seven major items, such as market research, basic knowledge of real estate, project knowledge, sales skills, basic sales process and special operation plan. The professional level of real estate consultants is improved through the training method of gradual progress and survival of the fittest.

Fourth, marketing planning.

With the increasingly fierce market competition, product packaging and planning management are particularly important. The marketing method for xx center should be more grounded, adapt to the local market, steadily and better promote the sales work of xx center, use nodes to launch marketing activities suitable for the local market in time, and push xx center to another height on the existing basis.

This year, I saw the company's progress and growth, and I was eager to grow. I hope that the company can compete with big enterprises, and I also hope that I can become a veritable real estate elite. I want to work hard with the company and grow together. Under the leadership of the company's leaders, meet the challenges and create brilliance together.