Summary of working experience of real estate consultant

Leadership means to familiarize me with the market situation around the project, the direction of tourists, and some views and understandings of county customers on large property houses, so that I can better understand what county customers should pay attention to. Because in the final analysis, sales is a kind of communication between people and an exchange of value. Only when communication is in place can exchange take place. Dear readers, I have prepared some work experience summaries of real estate consultants for you. Please accept them!

Summary of working experience of real estate consultant 1

The end of recent years, inadvertently _ _ years passed in an instant. Quietly, I have been working for more than half a year, and I came to Sunshine New Town, the sales department, and joined our group with a family atmosphere. Half a year may seem like a long time in the past, but it is so short to me that it seems to disappear in the blink of an eye.

At the beginning of June, I just graduated, just like a teenager in real life, I knew nothing about my work, didn't know and didn't want to touch it, so I kept hiding from myself until I graduated from college, until I had nowhere to hide and had to face it. The society is realistic, and so am I. I am looking for an opportunity, an opportunity to develop myself. I started the application and interview process with a nervous heart. Luckily, I came to Sunshine New Town. I got to know these beautiful men and women who are working with me now. At that time, I didn't have any substantive knowledge about real estate consultants, and real estate was only one of the important indicators of China's economic growth in recent years, which occupied a large share, and at the same time, it also drove the national gdp to soar like chicken blood in recent years. Half a month's field study is one of the most rewarding periods for me.

The careful teaching of leaders and colleagues, as well as generous experience, have made me gain a lot and grow up gradually. Let me have a good understanding of my work-the people you worked with are not necessarily your colleagues, but they may all become your friends. Believe me, it is the little things in your daily work and life that make me fall in love with this job and our team. This is my first official job. It's a very lucky thing.

Since July, I have been working in the city sales department, where I had the first face-to-face communication with buyers. Although the work is very simple, I just arrange to see the RV, receive visiting customers, send orders and arrange marketing personnel. But this is a very training job, not only to examine my attitude towards this job, but also a kind of training. Because our case system was not perfect at that time, I don't know when I can get into the post assessment, because waiting indefinitely is terrible, hehe. I was able to get in touch with customers for the first time. Although I didn't take them to see the house, I also learned about the needs and wishes of some buyers. The most important thing is to know what customers think of our work. Their views on the Sunshine New Town project are the most direct and true, and they are also the most memorable. In August, the leader arranged for Jia Xinying and I to go to the countryside to do propaganda and follow the propaganda car around the county.

Leadership means to familiarize me with the market situation around the project, the direction of tourists, and some views and understandings of county customers on large property houses, so that I can better understand what county customers should pay attention to. Because in the final analysis, sales is a kind of communication between people and an exchange of value. Only when communication is in place can exchange take place. These concepts I saw in textbooks before can't be my own things without actual contact, which I cherish very much, so I always dressed up as if I were traveling at that time, because I was very happy and had a rare opportunity.

Attend the housing exhibition in September. Before, I was just a visitor to the exhibition, and I didn't often go to see car model beauties or anything. I am very excited and happy to be a participant and finish this exhibition with you. These exhibitions let me know the position of our project in Xinxiang market, and show its advantages and disadvantages compared with other buildings in urban areas. In these comparisons, I will improve my intuitive understanding and understanding of customers' housing problems in urban areas in the future, which is another growth. I helped my colleagues sell their houses for the first time at the exhibition, and I was excited for a week.

10, I traveled back and forth between the urban sales department and the case field for a month, during which I experienced the departure of my former colleagues twice, reminding me again that society is realistic and everyone is realistic. Everyone's life goals and ideals are different, but as long as I exchange with my heart, we are friends everywhere. Parting is a taboo topic for me, because no matter what kind of parting, it will always make me feel uncomfortable unconsciously, and I am not a person who is good at venting my feelings, so I always hold it back. We are friends now and in the future. A colleague leaves and a new colleague joins. This is a rapidly developing society. Whether you can integrate into the group depends on your own ability, but more importantly, whether you want to be accepted by this group or not.

I officially took office on 1 1 month. From the beginning of1February to the end of1February, * * received 15 customers. Although I feel that I have been working hard, I still have no deal. Probably because my invitation to return visit is not in place. Maybe the conversation on the phone made me feel unreal enough to indulge myself like face to face. This needs to be strengthened, but after all, no eye contact still makes me a little difficult to adapt. I believe I should be able to overcome these as soon as possible. After all, just worrying about the result is not a long-term solution.

The above is my annual work summary since June, saying that qualitative change is the accumulation of quantitative change. Today, I am much more mature than half a year ago, but I still remain naive for 20 years. I will continue to grow and be naive, so that I can gain something under what working conditions, get more and better results with my colleagues and make myself happy.

Summary of working experience of real estate consultant II

My biggest feeling this month is to find a way out of confusion. I often ask myself, who am I? what can I do? Who do I want to be? I'm at a loss. It was in the contact between manager Lu and the director's assistant that I gradually understood a sentence: "live in the present." I only do everything in front of me well, and then I will make progress slowly. People can't look forward to the future. Only by taking every step well can they reach the peak! In this month, my summary and plan are as follows:

1. Receive customers who visit and call for advice every day.

After the reception, Manager Lu and Assistant Director will point out to me what I did badly and what I said badly. I know that those bad things must be corrected and mastered. In the daily reception, what we lack most is that the customer is unnatural, not relaxed, not moving much, and the tone is blunt. I sometimes wonder why this happened. In order to change this situation, I read the scrolls aloud every day to improve my mental outlook and tone, but the effect is not good.

In order to further understand, I dissected myself, and I found that the most important reason was that I had no self-confidence and lost my self-confidence. How can I do this job well? In the future, we should also strengthen our confidence and do a good job in reception. Actually, one more thing. I feel that if the leader encourages me, my confidence will double and I will be energetic in everything. I remember someone said to me, "Don't be afraid to make mistakes, do it boldly, correct it if you make mistakes, and don't make mistakes again in the future", which had a great influence on me.

2. Handle after-sales matters of Four Seasons Flower City.

For example, the name change, the explanation of housing construction period 2 17, 18, and the statement that the real estate license is overdue. Although I know the rhetoric and process, there are still many problems in actual combat. Through the guidance of manager Lu and assistant director, I learned that when doing these things, I must understand the meaning of every sentence; The significance of each process can be done well! In talking with customers, we must find the problem, analyze the problem and what is the purpose of the problem. These things must spin quickly in your mind. If you form this good habit, you can certainly do the work well!

In the new month, I will do the following:

After receiving customers, summarize the shortcomings in the reception process and correct them; Be careful and attentive when writing a contract; Strengthen confidence and work actively; Strengthen the connotation of your own speech, learn how to treat guests well and make good use of polite language; If you encounter a problem, solve it immediately.

Summary of working experience of real estate consultant 3

In the past year, _ _? _ _ Center has experienced accumulation period before opening, opening period and subsequent stable sales period; Thanks to the joint efforts of all the staff of the project team, the project customers have gradually achieved the expected sales progress value from scratch, and achieved a return of 6.5438+million yuan for the development company and 320 groups of customers. Now the company is stationed in Xin 'an? The main marketing activities and sales work of Neighborhood Center Project Department since June 65438+1October 65438+May 20th are summarized as follows:

First, the marketing summary

1, 20__ year 65438+1October 3: Our company entered Xin 'an? neighbourhood centre

Note: Material preparation, personnel and vehicle deployment of the sales department have been completed before entering the site.

2.20__ year 65438+100: 00: Xin 'an? The sales department of the neighborhood center is warm and open. Note: There are 14 visitors on the day of the event, and the media promotion will be completed before 10 6. Through this activity, _ _? _ _ The opening information of the central sales department has been effectively conveyed, which has aroused a certain degree of market concern. It laid a solid foundation for a series of marketing promotion activities in the later period.

3.20__ year 65438+February 9 —— 20 _ _ year 65438+1October 9: Xin 'an? A series of activities before the opening of the neighborhood center

Note: During the activity, the cumulative number of customers exceeded 150, which played a key role in the smooth opening of the business. During the period, the sales department was mainly used.

The marketing method of paying equal attention to front-door performance and one-page distribution has achieved good results. During this period, the research work of similar projects in security and surrounding towns and villages was completed, and a detailed research report was written.

4.20__ Year 65438+1October 10: Xin 'an? The first batch of houses in the first phase of the neighborhood center officially opened.

Note: _ _? _ _ Center officially kicked off the sales, and set the source of 17 suite 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 fund withdrawal and the good continuation of the project in the later period, and also laid a solid foundation for Xin 'an? Neighborhood center has established a good reputation as a leader in the safe real estate industry.

5.20__ year 65438+1October 25th: Start _ _? _ _ Center Spring Festival Marketing Plan

Note: During this period, we will mainly issue discount cards to influential people in local villages (village party secretaries) and bring them Spring Festival gifts such as oil and wine to encourage them to introduce customers to this project. Successful introduction will be rewarded with 20 yuan/set. Facts have proved that this promotion method has a little effect, but the effect is not too great. It has a little negative effect, that is, some customers go to the sales department to pay a deposit before looking for them.

6. From April 20th, 2000 to May 20th, 2000 1 day, the activity of "The first batch of shops are sold out perfectly, and the houses are urgently pushed" was launched.

Note: Building No.7 was officially put on the market, and reservations were accepted. However, due to the repeated extension of the construction period of Building No.7, the sales work was not smooth.

Push. During this period, the pre-sale price was adjusted for the first time, and the 20 yuan/㎡ was adjusted on the 8th floor. 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.

7.20__ July16-August 30th: Start the "Cool Summer" activity of buying a house and sending air conditioners.

Note: Because July and August are the off-season of real estate sales, but Xin 'an? The sales progress of the neighborhood center is slow, and the activities of "cool summer" to buy a house and send air conditioners and cool fans home were launched in time to break the market deadlock with marketing means such as movie screening at the entrance of rural villages. During this period, July 3 1 is also the contract delivery date of the first batch of houses. However, due to the newly capped No.8 building, water, electricity and roads are not in place, and delivery is delayed, which also has some negative effects on sales.

September 8, 200810 ——1October 7: "Celebrate Mid-Autumn Festival and Welcome National Day" was held.

Note: during the period, we will open a room to send moon cakes and _ _? _ _ center leaflets can be discounted 1000 yuan on the basis of other preferential activities. The Mid-Autumn Festival is connected with the National Day holiday, and the activities launched are also in line with the market. However, due to the improper handling of the relationship between the development company and the construction party, the construction personnel smashed the sales department on June 5438+1October 65438+February, which had a bad influence. As a result, the good reputation carefully established in the early stage of this project was destroyed, and the image of the real estate plummeted. This bad influence did not improve in a short time. The security place is not big, and the people are echoing the crowd, which is exaggerated. Facts have proved that this kind of influence cannot be eradicated in the short term, and it also brings some difficulties to the later sales promotion. Moreover, during this period, the state issued regulations on small property rights, which also had a certain impact on this project.

9. 20__ year165438+10.02: _ _? _ _ The second batch of shops in the first phase of the Center was grandly announced.

Note: Newly-built shops in Zone D and Zone E were put on the market, and the activity of paying100,000 to 30,000 shops was launched, which received strong market response. Six shops and three houses were sold that month. Xin 'an this month? The neighborhood center has the largest monthly sales volume except the opening. However, due to the lack of communication between the development company Mr. Zhang and Mr. Ding on resettlement housing and other issues, there were fewer saleable houses, which also led to the loss of sales opportunities in the later period.

10,20 _ _ year 65438+February 27th: Xin 'an? The neighborhood center officially launched a marketing plan for returning home buyers.

Note: Due to the slow sales progress of private small courtyard, the main activity is to buy brand appliances of private small courtyard 10: LCD TV, air conditioner, washing machine, solar energy, range hood, gas cooker, pressure cooker, electric car, microwave oven and soymilk machine. And lower the threshold for buying a house, and set the down payment for a private small courtyard at 50,000 yuan. However, due to the close distance of the private courtyard building of this project, only 5 meters, and the relatively high price, the market response is general.

1 1, 20__: The farmers' market was officially moved to _ _? _ _ Center, Nongmao Street officially opened.

Note: The farmer's market has been officially moved to the vegetable market of this project, and the market stalls have been officially moved to the farmer's street, which has laid a solid foundation for the prosperity of this project. _ _ center has been pushed to another height.

Summary: _ _? _ _ Center's overall marketing activities can be integrated, well connected, adjusted in time according to market conditions, in line with nodes, and different targeted marketing programs can be formulated and well implemented.

Second, the sales summary

1, Xin 'an Neighborhood Center Multi-storey Residential Building ***4

Note: From the sold houses, Building No.8 sells the most, because the apartment of Building No.8 is a three-bedroom apartment with an area of 97. 1㎡, 120.93㎡, which proves that our suggestion to the development company is correct and very wise. 14 and 15 buildings were determined by the development company before the company moved in. Because Ding, the general manager of the development company, was blind and confident, he had reservations about the company's suggestions and could not fully adopt them, which led to the unsalable two-bedroom houses in buildings 14 and 15.

2._ _ _ Center Private Courtyard * * * Building 2

Note: The private courtyard of this project did not have this property in the original planning. Mr. Ding, the development company, ignored the company's suggestion and only considered the project floor area ratio, thinking that increasing the property is to increase the project profit. Facts have proved that this decision is not mature, because these two buildings are newly built houses, and there is not much consideration on the issues of building spacing, lighting and comfort, which leads to the lighting of these two buildings being affected and visually depressed, so the sales progress has been slow.

3._ _ _ 150 sets of central shops. Note: There are ***40 sets of shops available for sale in this project. Most of these 40 suites are houses with a slightly worse location. Except for 9 sets at the entrance of the vegetable market, most of them are relocated households. Of the unsold 17 suites, 7 are corner houses with an area of over 200m2.

Summary: Although this project has professional marketing suggestions and well-trained sales staff, it does not mean that it can run counter to the market regardless of market demand. The competition in the security market is fierce, and there are many real estate projects. There are 8 real estate companies, large and small, and there are many stock houses in the market. _ _ _ Phase II, _ _ _ Phase II and _ _ _ Phase II will be put on the market before the Spring Festival of 20 _ _ _, with more houses and relatively lower prices. In terms of security, people with good economic foundation have chosen to buy houses in urban areas, while the left-behind population has poor economic foundation and people's investment awareness is even worse. Most people have no plans to buy a house or postpone it because of economic reasons. Late _ _? _ _ Center is still facing fierce competitive threats. How _ _ Center can gain a firm foothold in the increasingly competitive market and develop steadily will be a problem that needs to be faced and solved in the later period.

Third, the later plan.

1, case 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.

2. 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, in view of the sales plan and market situation in the past 20 years, it is particularly important to shape a first-class sales team. Targeted training content will be added in the training, and it will be more detailed at the same time. 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.

3. Marketing planning.

With the increasingly fierce market competition, product packaging and planning management are particularly important. For Xin 'an? The marketing method of the neighborhood center should better adapt to the local market, promote the sales of Xin 'an neighborhood center stably and better, use nodes to launch marketing activities suitable for the local market in a timely manner, and put Xin 'an? Neighborhood center has been pushed to another height on the existing basis.

Fourth, personal summary

Looking back on 20__, everything is vivid, and time flies unconsciously. With the leadership and help of the company leaders, I have always been strict with myself and completed my duties and other work according to the company's requirements. Through nearly a year's hard work and personal reflection, my work mode has made a new breakthrough and my work style has also changed greatly. The most terrible thing in life is wasting my time. Twenty years have passed. This year, I saw the company's progress, the company's growth, and I was eager to grow myself. 20__, 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.

Summary of working experience of real estate consultant 4

Time flies, and 20 1__ years will soon pass. Looking back on this whole idea, life and work have not changed much. After a dull year, I have been happy and lost. When I got something, I also lost a lot of valuable things. The past is gone forever. I don't think about it anymore I just stick to my faith and greet the new year with a passionate heart. I believe I am.

65438+ 10 June, I came into contact with the real estate industry by chance, and after a whole month of training, I became a real estate salesman. I love this job very much, and I have achieved good results through my own efforts. 20 1x, 10 year1October 8th, I became a salesman in _ _ company, and I learned a lot about how to deal with people here. Everyone gets along well as a family, helping each other in their work, supporting each other and working together for the final achievement. I have been in the company for two months. I am very grateful to my leaders and colleagues for taking care of me. I will study hard and work hard.

20 1__ year 65438+February 1__ grandly opened, and its sales achieved new success in Hohhot. It took two months from customer accumulation in the early stage to successful sales in the later stage, and the whole sales process was very smooth. In receiving customers, my sales ability has improved and I have a new understanding of the concept of sales. I also learned a lot from selling houses from my own customers who have bought houses.

No one can deny that emotions can be transmitted. When you receive customers with an optimistic and enthusiastic heart, customers will also be infected by your happy mood. If you bring complaints, frustration and darkness to customers, then customers will respond with complaints, frustration and darkness. Therefore, emotions are very important. We should learn to control our emotions and always maintain a warm and good attitude during the reception. A good attitude is the first step to success. No matter what you do, you should keep a positive and optimistic attitude, so that you can get twice the result with half the effort.

You can't do it well if you don't have 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.

In 20 years, I will make a careful plan for myself, find out and recognize my goals, and constantly strengthen my confidence to go forward and stick to the end. This is always the most important thing. 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, just like the end of the tortoise-hare 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 rely on luck, your luck will run out one day.

Everything is not doing my best, but doing my best, so 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. _ _ years are meaningful, valuable and rewarding.

Summary of working experience of real estate consultant 5

First of all, summarize the overall market environment this year, such as changes in industry market capacity, brand concentration and competitive situation, changes in market share ranking of competing products, changes and characteristics of channel models, changes and characteristics of terminal types, changes in consumer demand, and characteristics of regional markets. The purpose is to understand the current situation and development trend of the overall market environment and grasp the pulse of the market environment.

Secondly, the performance of the main competing products in the market is deeply analyzed from the aspects of product series, price system, channel model, terminal image, promotion, advertising, marketing team and strategic partners. , so as to know yourself and know yourself. The purpose is to find the excellent marketing model of benchmarking enterprises, and tap the gap and deficiency between themselves and benchmarking enterprises.

Finally, it summarizes and analyzes its own marketing work, including sales data, target market share, product mix, price system, channel construction, sales promotion, brand promotion, marketing organization construction, marketing management system, salary incentive and so on. SWOT analysis should be made for key projects, so as to be comprehensive and systematic. The purpose is to extract the key problems, analyze the initial reasons, and then it is possible to formulate corresponding solutions.

Take precautions and win thousands of miles away. The marketing work plan for the new year is to emphasize that man proposes something, and to plan and deploy the overall marketing work of the enterprise in the new year systematically and comprehensively. However, we also need to understand that the annual marketing plan is not a marketing plan, but a strategic thinking based on annual analysis and summary. A detailed marketing plan needs to be broken down into quarters or months, and only in this way can it be of practical significance.

Goal orientation is the key to marketing. In the new year's marketing work plan, the first thing to do is to formulate marketing objectives, which are concrete and data-based objectives, including the overall annual sales objectives, cost objectives, profit objectives, channel development objectives, terminal construction objectives, staffing objectives and so on. , and do a detailed decomposition. For example, the sales target of end products should be decomposed into every region, every customer, every system and so on. Circulation products are decomposed into every region, every customer, etc.

The second is product planning. New product development plan and product improvement plan based on consumer demand analysis; Analyze regional leading products through sales data and draw up regional product sales mix; According to the characteristics of different regional markets and the existing customer network resources, the channel positioning of regional products is put forward. Then, a standardized price system should be formulated, from the CIF price to the suggested retail price, including the price fluctuation range of all intermediate links. Sometimes it is necessary to draw up a phased price adjustment scheme in combination with the product life cycle.

If the enterprise still has blank areas to fill, or the existing dealers can't afford to sell new products, it is necessary to formulate regional investment promotion plans or customer development plans. Terminal products also need to improve the development planning of Shang Chao store.

Then draw up a brand promotion plan to expand brand influence and enhance brand reputation and loyalty, which needs to be divided into terminal image building, promotion activities, advertising, public relations activities and so on. Clarify the theme of promotion planning and the form of promotion combination.

Finally, the marketing cost budget, which calculates the distribution ratio of each project cost, each product cost and each stage cost respectively.

In this way, the overall annual work summary and the new annual marketing work plan can be considered as a complete system. However, in order to ensure the smooth and efficient development of marketing work, it is necessary to strengthen key work processes and key systems from within the enterprise and cultivate organizational execution.

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