I am a novice and want to be a real estate agent. You can learn something useful. I don't know this industry, please explain it in detail, thank you.

There is an intermediary company to manage food and shelter, and some companies have to take care of themselves completely.

Although I don't know which one in Qingdao has more potential, I can grasp a principle: the higher the popularity, the larger the scale, the better the company's system, but the lower the commission, the more people there are, the more people there are in each store, and the more intense the competition, so it is difficult to have a chance to get ahead; Small companies, with few staff, imperfect system, high commission ratio and many promotion opportunities, can't be too small, too small to do well, and are easily swallowed up by other big companies.

Being a real estate agent mainly depends on commission, regardless of the basic salary, and the basic salary offered by each company is not much different.

As for what house to sell, the key depends on personal efforts+luck!

It is relatively difficult to make an invoice for selling villas, but the commission is objective, which often leads to death in the month of making an invoice and starvation in the month of not making an invoice. We have had such an example. They got more than 30 thousand commission in the month of invoicing, but they didn't get commission for three or four months without invoicing.

Sales of houses are relatively stable. If you are diligent, you can write bills every month, or even several bills. The income is relatively objective, and the basic annual salary is 65438+ 10,000.

When choosing plots, it is best to choose areas with a relatively large number of plots, preferably areas with real estate licenses. On the one hand, the housing is sufficient, on the other hand, the real estate license transaction is convenient. For example, in this century city where we live, there is a 15 residential area and a villa area. All plots are connected together and the span is not very large. All aspects of the apartment are not particularly complicated, and they all have real estate licenses, which makes it easier to bill.

Since you intend to join this industry, you must make up your mind to do it with your heart. If you do well in this industry, you can not only make money, but also greatly improve your overall quality. Usually when you deal with rich people, you should not only serve the customers well, but also serve the owners well. It is impossible to close a deal if the relationship between the two sides is not handled well, and all the qualities can be honed.

I hope I can help you!

Real estate broker training materials

Real estate agent training course

abstract

Real estate brokerage business mainly refers to the intermediary business of second-hand houses, including the intermediary business of buying and renting second-hand houses. As a real estate agent, it is not easy to find a good owner for a house and a good house for a client. You need to know the house and the value of each house: what are its advantages and disadvantages, what is the most favorable price for the owner, and what kind of customers are suitable for sale or lease ... Just how to evaluate the value of the house professionally, you still have to study hard.

As a real estate agent, it is not enough to know the house only. You must also understand customers, explore their real needs, grasp their subtle psychology, and match the right house for them. When customers ask questions and hesitate, they should be able to resolve them skillfully to avoid falling short; At the critical moment, we should know how to promote the transaction strategically.

Real estate agency is an accumulated business. As a newcomer, it is common to lack all kinds of resources. Only on the basis of constantly improving professional skills, learn to manage and expand their own housing and customer resources, and make full preparations, can we truly win customer satisfaction and leap in performance.

What professional knowledge should a good real estate agent have?

As an excellent real estate agent, you should have the following conditions:

1, bearing capacity. It is the ability that every real estate agent, especially young people who have just left school and taken up jobs, should have to straighten their position, correct their mentality, face pressure and bear challenges. There is no such thing as pie in the sky. What line of success can be easily achieved? If every list goes well, never refuse? If so, let's all be real estate agents. You can always imagine your excellent grades, the happy things in the past, and the expectations of friends and family. I am a real estate agent, and my major is to provide services to others. The person who rejected me may have missed a good opportunity. They actually lost more.

2. Analytical ability. Real estate agents should have keen market opportunity analysis ability, learn to find market opportunities and open up new markets. Stand out from the competition. Analyze the market demand and the success factors of gold medal brokers. These are all things that we should learn from and analyze. Constantly look for gaps in the market or new growth points in performance, so as to be in an invincible position.

3. Communication skills. A successful real estate agent must be a good communicator. Real estate agents, their job is to deal with people. How to communicate with customers, homeowners and colleagues is the key to success. It is one of the most important abilities of real estate agents to sell their ideas, beliefs, schemes and methods to superiors, subordinates and client owners. Good communication skills are the best way to win the support of others. Practice tells us that many problems in sales are caused by poor communication. Communication is mainly about telling others what you think, but also listening to others' ideas. Everyone has a desire to be respected. You should pay attention to others, listen carefully to every word of others, express your meaning very clearly, know their thoughts and inner feelings clearly, smile, be warm and sincere, and let others have the desire to talk.

4. study. Never be satisfied with what you have achieved. We should keep learning new knowledge, absorb nutrition, learn from top experts, learn their good elements and apply them to practical work, so as to ensure the continued success of real estate agents. For real estate agents, the sales career is like a battle, an uninterrupted and breathless battle. There are many failures in victory, and fear, disappointment and rejection are often mixed with joy, expectation, pride and excitement.

5. knowledge. The professional knowledge of brokers is mainly manifested in four aspects: having a comprehensive understanding of the company. The process and quality management of real estate sales, the content of after-sales service and the development direction of the company. Master the terminology of real estate industry. Brokers should know the development direction of local real estate, and at the same time accurately grasp the local real estate trends, the advantages and disadvantages of competitors, and reliable selling points. In addition, we should master the knowledge of real estate marketing, bank mortgage, property management, engineering architectural knowledge, real estate law and so on. Master the customer's purchasing psychology and characteristics.

6. Details. From the customer's point of view, most customers can't take a fancy to it at once. If you can offer more choices at once, especially in bad weather, they will talk to you endlessly and be grateful. After all, you thought about their next move. Sometimes when I know the next property they are going to, I will directly advise them whether to go or not. Because some houses are defective or do not meet their requirements, it is a waste of time for them to go. Tell them directly yourself, lest they run around. Actually, your service has gone a step further. One hundred customers come to see the house. Can a good man place an order on the spot?

Yes, sometimes. But in most cases, this is impossible. If the customer and the broker don't know each other before and have no trust relationship, the customer will hesitate; Think again. However, as a broker, will you be disheartened or snubbed because one hundred clients come to you to show him the house, and no one places an order? If that's the case, you've come, so give up this industry as soon as possible. Some people say: you have a good attitude and never get bored. If I were you, I would have ignored them long ago. Who has patience! In fact, if you think about it carefully, you will know that if you take good care of 100 customers, any of them may become your loyal customers at some point in the future. If you ignore them because they don't give you any chance to place an order now, you will get nothing. If you take good care of them, you may win these 100 customers. They have friends, colleagues, relatives, friends of friends, friends of relatives. Just because they can't make a decision at once for various reasons today doesn't mean they can't make a decision in the future. Besides, it's not necessarily their fault that they can't place an order right away. When the general agent accompanies the customer to look at the house, he may simply give the customer some house information and then register the customer information. Real gold medal brokers always arrive as early as possible when accompanying customers to see the house, and prepare at least four or five house materials with different prices as long as they have time, so that customers have more choices.

JASONE, a well-known real estate agent in New Zealand, will prepare a ten-year real estate market price map for this area every time it receives customers. Before deciding to look at the house, JASONE always asks the owner in advance: When is the best sunshine here every day? I will definitely try to choose this time to see the house. If I can arrive early in winter, turn on the heating to make the room warmer. JASONE said my heart would warm up first. If you have time, you will also advise the seller to open the curtains to make the room brighter. Wait, these things, did you do it? These details?

7. innovation. An excellent real estate agent should first become an expert in the real estate industry. To be proficient in real estate intermediary business, you must have received systematic, professional and strict training. This is the premise of success and the primary factor. From the basic knowledge of real estate, business process, communication skills, negotiation skills, time management, psychological quality training, professional etiquette training, contract signing, payment transfer knowledge, to gestures, words and deeds, we should pay attention to every detail, which is the basic skill necessary to become an excellent broker. To stand out from hundreds of brokers, we must make sure that everyone has me and everyone has me. Every exercise should be distinctive, professional and unique. The same is the development of customers, everyone is posting, visiting strangers and engaging in community activities. How to make others remember you at once, imitate, but not copy, is to be professional and innovative.

8. Customers are friends. Making friends is more important than finding guests. The biggest difficulty faced by many real estate agents is that they have no customers. When in contact with customers, they should have the mentality of making friends, not just trying to win him over as your customer. Why do customers choose you from so many real estate agents? Many times, they just rely on the feelings of brokers to make decisions. The advantage of being an excellent real estate agent is that you like to chat with people and understand their inner needs. Not everyone can be your customer, but everyone can be your friend as long as you are sincere. As long as you really make friends, you can survive in the real estate industry without advertising when there are dozens of loyal families around you. For customers, your attitude towards them determines whether they are willing to do business with you. Customers are accumulated one by one. If you always feel that there is one left, there will be no business one day.

9. major Like other investments, real estate investment is a planned, targeted, objective and rational behavior. Investors should not only have a comprehensive understanding and research on the market, but also make plans for buying and selling actions. Whether the list can be successful depends on the broker's speaking and coping skills and the control and grasp of the negotiation process. Is this house worth buying? How should I make a counter offer? All this requires the help of real estate agents with a lot of background knowledge and experience to help customers make accurate judgments on the complex real estate market.

10, be patient. Some brokers complained that customers didn't buy more than a dozen houses, but a broker only showed the guests three houses and the guests bought them. Don't blame the guests blindly at this time. In fact, the most important thing to reflect on is the agent himself. The guest has the right to choose his favorite house. Why can't you help the guest find the house he needs as soon as possible? Although real estate agents make a living by commission, an excellent real estate agent must not only care about commission, but also really consider the interests of buyers and sellers. Only in this way can we treat our guests with a normal heart. Customers choose brokers, and brokers can also choose customers. Many times, business failure is not necessarily the loss of brokers. Business is temporary, but friends are lifelong.

As an excellent real estate agent, what kind of mentality should you have?

1, sincerity. Attitude is the basic requirement to determine whether a person can do things successfully. As a real estate agent, we must treat our customers and colleagues with a sincere heart. Only in this way can others respect you and treat you as a friend. Business representatives are the image of enterprises, the embodiment of enterprise quality, and the hub connecting enterprises and society, buyers and customers, and owners. Therefore, the attitude of enterprise representatives directly affects the performance and sales of enterprises.

2. Self-confidence. Self-confidence is a strength. First of all, have confidence in yourself and encourage yourself at the beginning of every day. I am the best! I am the best! Self-confidence will make you more energetic. At the same time, believe in the company, believe that the company provides the best service to consumers, believe that the house you sell is also very marketable, and believe that the company provides you with opportunities to realize your own value.

3. Be a conscientious person. "Pay attention to everything and learn", cultivate the habit of thinking hard and be good at summing up sales experience. Review your work every day and see what you did well and why. Not doing well. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity. Opportunities are equal for everyone. As long as you have the will, you will definitely become a leader in the industry.

When Wang Yongqing, an entrepreneur in Taiwan Province, started his own rice shop, he recorded the time when customers bought rice every time, and remembered how many people were there in his family. In this way, he worked out how many days people can eat and distributed them to customers after eating. It is Wang Yongqing's carefulness that makes his career grow and develop. As a sales representative, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.

4. Resilience. In fact, sales work is very hard, which requires the hard-working spirit and perseverance of business representatives. "If you eat hard, you are a master." Half of the sales work is done with feet. You should constantly visit customers, coordinate customers, and even provide services with customers. Sales work is by no means smooth sailing, you will encounter many difficulties, but you should have the patience and indomitable spirit to solve them.

Before American star Stallone became famous, he recommended himself one after another in Hollywood film companies in order to be able to appear in movies. After he hit the wall 1500 times, finally a film company was willing to use him. Since then, he has embarked on the film industry, and with his perseverance, he has performed many tough guy images and become one of the most influential figures in Hollywood.

5. major Why do customers let you buy a house? Why does the owner want you to sell the house? Because you are a professional, you know all the relevant knowledge in the real estate field like the back of your hand, and you can give them a professional service. The owner can sell the house at the right price, and the customer can buy the house at the right price. There is a lot of room for future appreciation. You can get all the special services you need here. If you don't understand this and that, what does the customer want you to do? Why should I pay you a commission?

Betty. Hard man is a real estate agent in Atlanta. Because there can be several agents selling in any place, hardman can only rely on his rich real estate knowledge and enthusiasm for serving customers if he wants to get ahead. The hard man stressed: "I have always grasped the market trend, and I know all about the real estate sold in the market." Before leading customers to inspect the property, I must prepare all relevant information about the property and study it clearly. "

What knowledge do you need to know to be a real estate agent?

First, to be a real estate agent, you have to hold relevant certificates, including four courses:

1, the basic system and political countermeasures of property expropriation

2. Brief introduction of real estate agent

3. Real estate brokerage practice

4, real estate brokerage related knowledge

Issue a certificate of real estate agent after passing the examination. Brokerage qualification certificates can be divided into national and local levels.

2. In August, 2065438+04 12, the Decision of the State Council on Cancelling and Adjusting a Batch of Administrative Examination and Approval Items (Guo Fa [2065438+04] No.27) cancelled the professional qualification license and recognition of the real estate broker qualification examination.

Third, the knowledge related to the real estate brokerage industry also includes: law, finance, architecture, insurance, local humanities, geography and so on.

Fourth, recommend more books: Parchment, Sold Out, and Sun Tzu's Art of War. Are the essence of sales, especially real estate sales.

What are the textbooks for real estate agents?

1, the comprehensive ability of real estate brokers is divided into six chapters, which mainly explain the real estate brokerage industry, real estate brokerage management, real estate business consulting, real estate loan consulting, real estate registration consulting, etc. According to the requirements of "Examination Outline for Associate Qualification of Real Estate Agents", it is compiled in detail and comprehensively, aiming at enabling real estate agents to successfully obtain associate qualification of real estate agents.

2. The book "Comprehensive Ability of Real Estate Brokers" is divided into six chapters, mainly explaining the real estate brokerage industry, real estate brokerage management, real estate transaction consulting, real estate loan consulting, real estate registration consulting, etc. , in accordance with the requirements of the "real estate broker associate qualification examination outline", in order to enable real estate brokers to successfully obtain the associate qualification of real estate brokers.

3. The Breakthrough of Real Estate Development, Operation and Management (20 12 Edition) is a necessary reference book for reviewing the course of real estate development, operation and management of the national real estate appraiser qualification examination.

The Breakthrough of Real Estate Development, Operation and Management before Examination (20 12 Edition) is based on the latest examination syllabus and counseling materials. According to the chapter order of the textbook, each chapter is divided into important test sites, typical questions and answers, example analysis and exercises, with answers to the exercises. Finally, three sets of simulated test questions are provided for candidates to test the review effect.

This tutorial book has a large number of questions, rich content and moderate difficulty. It is closely related to the content of the textbook, which helps candidates to grasp the key points, understand the difficulties, remember the test sites, strengthen understanding and memory, and improve the passing rate of the exam.

4. The book "Real Estate Broker's Operation Practice (Real Estate Broker's Associate Qualification Examination Textbook)" edited by Liu Zhidong is based on "Housing and Urban and Rural Construction in People's Republic of China (PRC)". The National Unified Examination Outline for Associate Qualification of Real Estate Brokers is one of the teaching materials for associate qualification of real estate brokers, which was commissioned by China Real Estate Appraisers and Real Estate Brokers Association and approved by People's Republic of China (PRC) and Ministry of Human Resources and Social Security.

5. The book "Real Estate Brokerage Practice" is divided into six chapters, which mainly explains the collection of real estate transaction information, the signing of real estate brokerage service contracts, the on-site inspection of houses, the drafting of real estate transaction contracts, the settlement of real estate transaction funds, and the acceptance and handover of houses. According to the requirements of the Examination Outline for Associate Qualification of Real Estate Brokers, it is compiled in detail and comprehensively, aiming at enabling real estate brokers to successfully obtain the associate qualification of real estate brokers.

What professional knowledge should a real estate agent have?

1, familiar with the laws, regulations and management regulations of the real estate brokerage industry;

2. Familiar with the real estate transaction process, able to complete more complicated real estate brokerage work and solve difficult problems in real estate brokerage business;

3. Analyze and judge the development trend of real estate brokerage market by using rich practical experience of real estate brokerage, and explore and innovate real estate brokerage business;

4. Instruct real estate agents to assist and assist senior real estate agents.

(6) Extended reading of real estate broker course:

Real estate agents shall not have the following acts:

(a) fabricating and spreading information about price increases, or colluding with real estate development and business units to speculate on the number of houses and manipulate market prices;

(two) to conceal the real information of the house transaction from the parties to the transaction, and sell (rent) the house at a low price to earn the difference;

(3) soliciting business by concealment, fraud, coercion, bribery and other improper means, tricking consumers into trading or forcing them to trade;

(4) divulging or improperly using the personal information or business secrets of customers to seek illegitimate interests;

(five) in order to facilitate the parties to the transaction to avoid illegal purposes such as housing transaction taxes and fees, sign contracts with different transaction prices for the same house;

(six) to change the internal structure of the house and rent it out separately;

(seven) embezzlement and misappropriation of real estate transaction funds;

(eight) to buy and lease their own brokerage services;

(nine) to provide brokerage services for affordable housing and houses that do not meet the trading conditions;

(ten) other acts prohibited by laws and regulations.

What should a novice real estate agent do?

When you decide to be an intermediary, you should be mentally prepared, because you are faced with confusion, pressure and even abuse.

How to face it?

How to solve the puzzle: It is normal for you to enter the intermediary industry without a clue. Your manager will tell you what to do, so do it. Don't get bored. This is the premise for you to understand this industry.

Stress: Stress comes from the fact that your pocket is always flat. You will feel unbalanced if you don't spend a lot of money. Don't use this as motivation, and so will your future.

Abuse: This happens to all people who are intermediaries. In my experience, after making 100 calls, you should know which one to call next and which not to call.

What can real estate agents learn?

The entry requirements of real estate agents are not high, but those who do well, except luck, are very cultivated in etiquette, sales and negotiation skills. You can go to Huiren's website to find out about these. They are training real estate talents. I believe you will understand something after reading it. Send some to your brother if you feel good, hehe.

What are the specific things that real estate agents must know?

As a professional real estate agent, you must first understand that a real estate agent must have certain professional knowledge if he wants to run his career smoothly and achieve good results. These professional knowledge includes not only the knowledge of real estate itself, but also urban planning, real estate management, land management, architectural knowledge, tax law, finance, insurance, economics, marketing, legal knowledge, psychology and so on. But some knowledge must be mastered skillfully, and some knowledge is known and understood with different weights.

Generally speaking, real estate agents are actually marketing work, that is, selling products, but this product is a house, not a real estate.

First of all, like selling ordinary goods, you must know the situation of the products you sell. For example, the building area, floor, orientation, structure, distance from the main foundation, supporting facilities, water supply and drainage, power supply and heating are all related to real estate and architecture. In the face of potential buyers, if you can't even tell yourself the content or topic you introduced, or are unprofessional, then you are not a competent broker in the first place. Therefore, real estate and real estate-related knowledge must be studied frequently.

Secondly, real estate development companies or brokerage institutions are actually commercial enterprises and profit-making enterprises. When recommending a house to a potential buyer, we must consider the customer, but it is not advisable to simply consider him without considering our unit and our own interests. It may be that for the sale of a house property, many departments of the company cooperated with each other to complete this single business, but it is wrong that enterprises and other personnel suffered losses because of problems in the sales process.

Therefore, customers must be considered when recommending houses for sale. It is the basic quality that an honest real estate enterprise and its employees should have, but it is the most ideal to achieve a win-win situation for both parties.

Third, the real estate brokerage industry is a very hard work. Usually, you should study more, learn the policies and regulations related to real estate, learn your own professional knowledge and learn marketing knowledge. Another important thing is to have considerable enthusiasm and * * *, just like a person going shopping in a supermarket, he certainly doesn't like to face a salesman who keeps a straight face and asks questions all day.

Almost all marketing methods are suitable for real estate marketing, and marketing should be studied and studied.

What I said above is probably in general terms. A real professional real estate agent, such as market research, customer tracking, housing and customer acquisition, but also to help customers handle property rights transfer, bank mortgage, assist in signing contracts and other specific work, theoretically is not enough to introduce. It is the best way to understand and master it slowly in practical work and learn from our predecessors.

May the landlord become a professional real estate agent through his own efforts.

What courses do real estate agents need to train to promote managers?

1. Pay attention to the confidentiality of the parties.

2. The operation should be standardized: the transaction price cannot be falsely reported; No arbitrary charges; You can't forge a signature.

3. Pay attention to the promise made to the entrusting party: those who accept the entrusted house key must fulfill the responsibility of keeping the house and try to avoid the risk of keeping the house; Don't sign promises with customers that are difficult to honor; And don't make promises at will.

4. Pay attention to the supervision of funds: keep funds in strict accordance with financial regulations; Reasonably arrange the amount and time of fund payment; The funds should be transferred in time, and the other party should be informed if the funds cannot be transferred in time.

5. Pay attention to housing property rights.

6. Pay attention to cooperation with banks and peers.

7. Pay attention to the moral problems of the entrusting party: anti-flying orders; Fraud prevention; Self-security

8. You should know as much about the house information as possible.