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房产经纪人,你离真正优秀还有多远?!

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发表于 2020-2-12 16:56:16 | 显示全部楼层 |阅读模式
销售是一个充满挑战的职业,作为房产经纪人更是如此。想要从普通到优秀,再从优秀到卓越,你需要提升的不仅仅的销售技能,你还有着5道关必须要过。


心理关


在中介行业里面,很多人都应该听说过这样一句话:“不做总统,就去做房产经纪人”,听起来好像有点夸大其词,却反向说明了房产中介行业广阔的前景、诱人的待遇。
但是,不是所有的人都适合进入中介行业,不是每个人都能做得了房产经纪人。想要从事这个行业,首先你得要过“心理关”。
在这个行业里,甚至是整个销售行业,时不时都会有一些经纪人因为胆怯、害怕,不敢跟客户过多交流,也不敢逼单,最后导致丢单。遇到楼市遇冷的时候,那更是分分钟就想放弃,念叨着客户不买房子了,开单难啊..
却不知道从自身出发做出改变,做好你的服务,竭尽全力服务好每一个客户,你的真诚自会打动人。优秀的经纪人,从来都不会因为行情不好而自暴自弃,想的都是如何去应对。
其实,房产经纪人要想有所建树,就必须自己“苦其心志”,具有非凡的意志力。
包括:不为一时的失败而气馁,要有屡败屡战的勇气;要相信企业、相信产品、相信自己。
一个连企业、产品、自己都不信赖的人,肯定得不到客户的信赖;克服羞怯,要通过自己多摸索,多实践、不怕出丑、不怕拒绝等,构建自己的心理“防火墙”,做到坚忍不拔,敢于挑战自己,超越自己。


面子关


面子是谁给的,是自己给的吗?当然不是,都是别人给的。当你成功了,别人自会给你足够的面子,否则你有什么资格谈面子。
之前和一些经纪人聊过,他们只要谈到开发客户、要求客户给中介费,就觉得低人一等、像是在求人,觉得非常的没有面子。这样的想法错误之极!中介费是你付出了劳动,应得的,没有必要低声下气的去祈求什么的,而是大大方方的把这个事情拿到台面上来说清楚。你要让客户知道你做了什么,让客户知道你是在为他服务。
现在的社会是人人为我,我为人人。只要提供了有价值的工作,帮助客户赚到了钱,让企业获得了利润,这就是一件高尚的事情。
不必有“求别人办事”、“看别人脸色”之“寄人篱下”之感。房产经纪人通过销售房子,帮业主卖房,给客户安家置业,没有必要有低人一等的自我感觉认知。


技能关


房产经纪人要想比别人做得好,就要在技能上能够超越对方。思路决定出路,技能决定格局。因此,房产经纪人还要过技能关。
作为一名优秀的房产经纪人,我们要掌握如下技能:
沟通,现在是一个沟通的时代,不会沟通的人,将无法将自己的思想、房子,更好地推销给客户。
同时,也无法取得企业、同事、客户对我们更大的支持,只有善于沟通,房产经纪人才能左右逢源,游刃有余。
房产经纪人还要具备开发、管理、维护客户的能力,一个经纪人不会开发市场与客户几乎是不可想象的。
我们必须具备开发市场及客户的步骤、方法、技巧等,这样我们才能称得上一个合格的经纪人。


体能关


房产经纪人要过的第四道关,就是体能关。房产经纪人压力很大,这种压力,不仅来自于企业,还来自于家庭。
由于房产经纪人整天工作在外,生活没有规律,导致吃饭不定时,休息不定时,缺乏锻炼身体的时间,不得不让我们反思经纪人的健康疏解问题。
也许有的经纪人会说经常带人看房,一走就是几个小时已经很累了,只想睡觉不想运动,但是长期这样对身体是不利的。
要想保持一个好的体能,经纪人要养成锻炼身体的好习惯。
可以晚上在床上做些俯卧撑、仰卧起坐、跑步、骑自行车等,让自己的身体能够得到足够的运动和锻炼。
只有有了一个好身体,工作和生活才能滋润,才能更好地投入到工作当中去,工作才能更有效率。


经验关


一些做房产经纪人的朋友,之所以有时会遇到发展瓶颈,遭遇职业发展的“天花板”,跟他们固守一些成功的经验有关。
经验是一个人累计起来的无形财富,是一个人成熟的标志,但当一个人“把经验做老本”,躺在以前的“功劳薄”(经验)上睡大觉时,我们说,这个经纪人已经“老龄化”了。
在当前这个全球市场一体化,而市场情况又千变万化的情况下,固守自己一成不变的经验,有可能会让经验成为自己的羁绊。
经验是成功之母,但过多地依赖经验而不及时更新,有时经验又会变成失败之父。
经纪人要想过经验关,就必须及时清空固有的“成见”,辨证地、动态地去看当今的市场环境,就要保持空杯归零的状态,以让自己能够容纳更多新鲜的东西。
能够与时俱进地修正自己,保持思想、经验的先进性、前瞻性,时刻能够把握市场的脉搏,洞察客户日益变化的需求,从而盯紧市场,不断地取得更大的市场业绩。
同时,经纪人还要保持学习性,经纪人赢在学习,任何一个不学习的经纪人,都将是一个没有前途、没有未来的经纪人。
只有全方位、多渠道的学习,通过书本、网络、电视、广播、报纸等,通过向同事、竞争对手、客户等学习的方式,不断地开阔自己的眼界,不断地提升自己的核心竞争力,让自己保持市场不败。


通过心理关,能够让我们无所畏惧,而具有坚强的信念;通过面子关,我们能够摆脱思想的包袱,更好地去服务客户,服务市场;
通过技能关,我们才会强化内功,取得更大的竞争优势;通过体能关,我们才能有一个强健的体魄,才能斗志昂扬、精神抖擞地参与市场角逐;
通过经验关,我们才能保持清醒,才能蓄积力量,才能笑在最后,笑的最好。


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