What is the impact of going to the real estate marketing center
Publish: 2021-05-12 17:15:59
1. This mainly depends on personal preferences. The real estate marketing center basically doesn't need to go out to run the market. It just needs to wait at the sales office. There are fewer real estate emergencies and lower commission. Real estate agents need to keep running business circle, transaction is relatively difficult, commission is high. Personal advice, if it is a better property, you can go to the marketing center.
2. Let's just say that if you want to be affiliated with others, it must be the cost of others, which is equivalent to your promotion fee. If you use your own brand after you grow, you may lose customers. Therefore, when you hang up other brands, you should try to accumulate customers on you.
3. 1. "Altruistic" way of thinking
some people say that the distance between "money from customer's pocket to salesperson's pocket" is the longest in the world, which I think is very appropriate. As long as customers do not pay out, we will never get it, so how to shorten this distance is crucial
when communicating with customers and getting along with them, always think in an "altruistic" way, how to help customers, how to make customers in the best interests, how to make customers feel intimate, how to help customers solve their problems, how to make customers like to buy the house you sell, and how to make customers regard you as a friend, In the eyes of customers, it's not just a salesman who always wants to sell the house to him, but such a failure. Altruistic way of thinking can make us stand on the same front with customers to solve problems. You are his best comrade in arms, rather than standing in the opposite position of selling and buying
2. Avoid self-made mistakes in sales
in the process of sales work, you often fall into self-made mistakes without knowing it. There are two misunderstandings that we are most likely to fall into, so we must remind ourselves at any time
one is: when we want to sell our house to our customers, do they really need it? Whether he really needs it or do we think he needs it? If we only think he needs it unilaterally, then the deal may be far away from us and the opportunity is slim. Therefore, before facing the customer's sales, we must focus on how to arouse his "demand awareness" and how to create their demand, because when he does not think he needs it, he is absolutely impossible to nod his head and agree to the deal. For customers, the best house is the house that customers have generated demand. Therefore, it is the best house to give priority to sales demand and then sell the house to customers instead of selling the house first and then selling demand
the second is: are our opinions based on the needs of customers, or do we only focus on our own performance, and are our opinions tailored for customers or for ourselves. These two mindsets lead to different distances between us and our customers. Of course, we hope that the larger the order, the better the transaction amount, but the customer's expectation is not so. Every customer's expectation is to achieve the highest efficiency with the lowest amount of money. Customers are not stingy with money or fault finding, because from another perspective, if we are customers, when we decide to spend money to buy a house, we may be more picky than these complaining customers. A successful salesperson is the solution of customer problems in the eyes of customers, not the manufacturer of customer problems
3. Successfully sell goods to yourself
in fact, in this world, the most difficult to sell, the most difficult to face, and the most critical customer is often yourself
because you know best whether such a house can meet your own needs, it's not easy to persuade yourself to buy it. If you can make yourself want to buy it, or even make yourself decide to buy it, what do you need? And in the process of selling to yourself, nine times out of ten you will ask your own questions, which may also be the questions that customers will ask. What kind of answers can satisfy you?
some people say that the distance between "money from customer's pocket to salesperson's pocket" is the longest in the world, which I think is very appropriate. As long as customers do not pay out, we will never get it, so how to shorten this distance is crucial
when communicating with customers and getting along with them, always think in an "altruistic" way, how to help customers, how to make customers in the best interests, how to make customers feel intimate, how to help customers solve their problems, how to make customers like to buy the house you sell, and how to make customers regard you as a friend, In the eyes of customers, it's not just a salesman who always wants to sell the house to him, but such a failure. Altruistic way of thinking can make us stand on the same front with customers to solve problems. You are his best comrade in arms, rather than standing in the opposite position of selling and buying
2. Avoid self-made mistakes in sales
in the process of sales work, you often fall into self-made mistakes without knowing it. There are two misunderstandings that we are most likely to fall into, so we must remind ourselves at any time
one is: when we want to sell our house to our customers, do they really need it? Whether he really needs it or do we think he needs it? If we only think he needs it unilaterally, then the deal may be far away from us and the opportunity is slim. Therefore, before facing the customer's sales, we must focus on how to arouse his "demand awareness" and how to create their demand, because when he does not think he needs it, he is absolutely impossible to nod his head and agree to the deal. For customers, the best house is the house that customers have generated demand. Therefore, it is the best house to give priority to sales demand and then sell the house to customers instead of selling the house first and then selling demand
the second is: are our opinions based on the needs of customers, or do we only focus on our own performance, and are our opinions tailored for customers or for ourselves. These two mindsets lead to different distances between us and our customers. Of course, we hope that the larger the order, the better the transaction amount, but the customer's expectation is not so. Every customer's expectation is to achieve the highest efficiency with the lowest amount of money. Customers are not stingy with money or fault finding, because from another perspective, if we are customers, when we decide to spend money to buy a house, we may be more picky than these complaining customers. A successful salesperson is the solution of customer problems in the eyes of customers, not the manufacturer of customer problems
3. Successfully sell goods to yourself
in fact, in this world, the most difficult to sell, the most difficult to face, and the most critical customer is often yourself
because you know best whether such a house can meet your own needs, it's not easy to persuade yourself to buy it. If you can make yourself want to buy it, or even make yourself decide to buy it, what do you need? And in the process of selling to yourself, nine times out of ten you will ask your own questions, which may also be the questions that customers will ask. What kind of answers can satisfy you?
4. There are two types of real estate salesmen (non second-hand housing), one is from marketing companies, who mainly accept agents to sell houses for developers, and the other is the sales staff of developers themselves. The main ways of working are sitting in the hall (mainly the large developers have done a lot of advertising, you call in the sales department according to the distribution of the sales manager, waiting for the customers to come to the door); Go out, it is oneself go to the street to send small advertisement, oneself seek a client; In addition, there are those who go out first and sit down after reaching certain achievements
for newcomers, first of all, they need luck. Second, they need friends for a long time. In fact, many salespeople communicate with each other. They form a circle to promote customers in different projects, and then pay money. In addition, if you work long hours and have a number of old customers, it will be helpful for your future sales
there is a division of labor in real estate marketing, including first-hand housing and second-hand housing. The commercial, residential and office buildings are different, because the customer groups are different, you may have to have a choice
learn more, including comprehensive knowledge of real estate, use your knowledge, treat people with sincerity, treat every customer sincerely, help him buy the house he needs, help him solve his problems in time, not afraid of hardship, persevere, make more friends, you can succeed. Good luck
is that ok?
for newcomers, first of all, they need luck. Second, they need friends for a long time. In fact, many salespeople communicate with each other. They form a circle to promote customers in different projects, and then pay money. In addition, if you work long hours and have a number of old customers, it will be helpful for your future sales
there is a division of labor in real estate marketing, including first-hand housing and second-hand housing. The commercial, residential and office buildings are different, because the customer groups are different, you may have to have a choice
learn more, including comprehensive knowledge of real estate, use your knowledge, treat people with sincerity, treat every customer sincerely, help him buy the house he needs, help him solve his problems in time, not afraid of hardship, persevere, make more friends, you can succeed. Good luck
is that ok?
5. Hello, it can be divided into online and offline activities. Online selection of real estate, participation in some websites, offline parent-child activities, blind date activities, special talent competition activities according to the characteristics of real estate, high-end wine tasting, concerts and so on. Thank you.
6. In terms of real estate project marketing, Vanke has made six overall plans and guidelines:
1. Operation guidelines and achievement standards in the market positioning stage
2. Operation guidelines and achievement standards in the sales guidance stage
3. Operation guidelines and achievement standards in the advertising proposal stage
4. Operation guidelines and achievement standards in the promotion theme and strategy stage
5 Operational guidelines and achievement standards for marketing program stage
VI. operational guidelines and achievement standards for opening stage
1. Operation guidelines and achievement standards in the market positioning stage
2. Operation guidelines and achievement standards in the sales guidance stage
3. Operation guidelines and achievement standards in the advertising proposal stage
4. Operation guidelines and achievement standards in the promotion theme and strategy stage
5 Operational guidelines and achievement standards for marketing program stage
VI. operational guidelines and achievement standards for opening stage
7. The traditional marketing mode of real estate is mainly & quot; Real estate agency marketing model & quot
the advantages of real estate agency marketing mode:
(1) people's living habits, working methods and values are more accepting of traditional consumption
(2) customers can directly feel the proct, recing the purchase risk, (3) some people regard shopping as a fashion or an indispensable part in their life. (4) the vivid explanation of procts can stimulate consumers' desire to buy more successfully.
disadvantages of real estate agency marketing mode:
(1) the additional cost of goods increases, so there is no price advantage.
(2) goods have regional advantages (3) the cost of advertising is large, and there are time and geographical restrictions, and the dissemination of information is difficult to retain
the advantages of real estate agency marketing mode:
(1) people's living habits, working methods and values are more accepting of traditional consumption
(2) customers can directly feel the proct, recing the purchase risk, (3) some people regard shopping as a fashion or an indispensable part in their life. (4) the vivid explanation of procts can stimulate consumers' desire to buy more successfully.
disadvantages of real estate agency marketing mode:
(1) the additional cost of goods increases, so there is no price advantage.
(2) goods have regional advantages (3) the cost of advertising is large, and there are time and geographical restrictions, and the dissemination of information is difficult to retain
8. LZ, do you understand your question? The so-called immobility is e to the intense competition in the market, the accumulation of experience of customers who are constantly looking at houses, the improvement of people's living standards and the corresponding improvement of the required real estate on the basis of socialist development
for example, the surrounding supporting facilities, future planning, transportation, community greening, building spacing, property companies, nearby businesses, supermarkets, restaurants, schools, banks, etc.
the more consumers you can provide, the better your procts will be, and the more popular your procts will be
another point is whether your main business district crowd matches your main house type.
for example, the surrounding supporting facilities, future planning, transportation, community greening, building spacing, property companies, nearby businesses, supermarkets, restaurants, schools, banks, etc.
the more consumers you can provide, the better your procts will be, and the more popular your procts will be
another point is whether your main business district crowd matches your main house type.
9. What should be paid attention to in real estate sales
one of the matters that should be paid attention to in real estate sales is that the real estate instry is a comprehensive instry with wide coverage and strong inclusiveness, so it also has certain requirements for the knowledge conservation of its employees. It needs its employees to understand all kinds of related knowledge on the basis of real estate professional knowledge, including a series of laws and regulations related to the real estate instry, economics and management knowledge related to improving work efficiency and enterprise economic benefits, psychology and sociology knowledge related to consumer communication, and marketing related to sales, Knowledge of architecture and aesthetics related to design. Knowledge is the first proctive force. Only by mastering rich knowledge can we be a well-trained manager in real estate management
the second thing to pay attention to in real estate sales: modern society emphasizes the ability of people, and the same is true for an instry or enterprise. In the process of practical business, it is necessary for employees to transform their knowledge and wisdom into practical behavior ability. Especially for the real estate enterprises that will face more fierce competition, their personnel need to have a certain degree of innovation ability, thinking ability, judgment ability, skilled business processing skills and adaptability, and skilled interpersonal skills, development ability and communication ability. Only with these qualities can real estate managers avoid loopholes in real estate management, delay the development of real estate instry, and better serve the development of real estate instry
the third thing to pay attention to in real estate sales: with the acceleration of the pace of life and the increase of work intensity, the physical condition of employees is particularly important. If the enterprise personnel do not have a good physical condition and are in a sub-health state for a long time, it is impossible for them to be energetic, aggressive and hard-working
what should we pay attention to in real estate sales
first of all, what should we pay attention to in real estate sales. With rich experience in real estate market operation and management knowledge, we need to be familiar with all business links of real estate instry, and have a strong sense of enterprise, responsibility and mission; We need to be familiar with the changing law of the real estate market, have an insight into the market changes of the real estate instry, and grasp the future development trend of the real estate instry; We need to have a correct overall view, a strong sense of risk and superb risk decision-making ability, and be good at grasping business opportunities and dare to explore and innovate
secondly, this is also a point that needs our special attention. Lead to build momentum, stimulate the desire to buy. Instead of rushing to see the house for the first time, a customer who comes to the house for the first time leads them to walk around the garden square in the villa area and introce the location, environment, welfare and semi welfare properties of Zhuoda while walking. All the immediate children of the buyer can enjoy 300-4000 yuan of student subsidies and so on, so that they can have a preliminary understanding of Zhuoda's powerful advantages, It can stimulate customers' purchase desire and lay a good foundation for further transaction
broaden channels and expand sales network. In 1997, the business of real estate agency companies was very prosperous. In order to open up marketing channels, we first invited Heping agency, Zhengda agency, Jiner agency and Jincheng agency, the four most influential agencies in Shijiazhuang, to introce the company in detail, and to give them materials such as housing supply and price. After the transaction, we will reward them according to the company's reward regulations. Because both sides are beneficial, the cooperation is very happy. Later, we invited 20 intermediary companies such as Konka, Kangda and Jinxin, which not only strengthened the business ties, but also deepened the feelings of both sides. In this way, 24 real estate intermediary companies in the city have become our part-time sales outlets. With the great help of the intermediary companies, our sales soared. Finally, in real estate sales, we can not ignore this point<
the content of this article comes from: home decoration Knowledge Q & A, China Construction Instry Press
one of the matters that should be paid attention to in real estate sales is that the real estate instry is a comprehensive instry with wide coverage and strong inclusiveness, so it also has certain requirements for the knowledge conservation of its employees. It needs its employees to understand all kinds of related knowledge on the basis of real estate professional knowledge, including a series of laws and regulations related to the real estate instry, economics and management knowledge related to improving work efficiency and enterprise economic benefits, psychology and sociology knowledge related to consumer communication, and marketing related to sales, Knowledge of architecture and aesthetics related to design. Knowledge is the first proctive force. Only by mastering rich knowledge can we be a well-trained manager in real estate management
the second thing to pay attention to in real estate sales: modern society emphasizes the ability of people, and the same is true for an instry or enterprise. In the process of practical business, it is necessary for employees to transform their knowledge and wisdom into practical behavior ability. Especially for the real estate enterprises that will face more fierce competition, their personnel need to have a certain degree of innovation ability, thinking ability, judgment ability, skilled business processing skills and adaptability, and skilled interpersonal skills, development ability and communication ability. Only with these qualities can real estate managers avoid loopholes in real estate management, delay the development of real estate instry, and better serve the development of real estate instry
the third thing to pay attention to in real estate sales: with the acceleration of the pace of life and the increase of work intensity, the physical condition of employees is particularly important. If the enterprise personnel do not have a good physical condition and are in a sub-health state for a long time, it is impossible for them to be energetic, aggressive and hard-working
what should we pay attention to in real estate sales
first of all, what should we pay attention to in real estate sales. With rich experience in real estate market operation and management knowledge, we need to be familiar with all business links of real estate instry, and have a strong sense of enterprise, responsibility and mission; We need to be familiar with the changing law of the real estate market, have an insight into the market changes of the real estate instry, and grasp the future development trend of the real estate instry; We need to have a correct overall view, a strong sense of risk and superb risk decision-making ability, and be good at grasping business opportunities and dare to explore and innovate
secondly, this is also a point that needs our special attention. Lead to build momentum, stimulate the desire to buy. Instead of rushing to see the house for the first time, a customer who comes to the house for the first time leads them to walk around the garden square in the villa area and introce the location, environment, welfare and semi welfare properties of Zhuoda while walking. All the immediate children of the buyer can enjoy 300-4000 yuan of student subsidies and so on, so that they can have a preliminary understanding of Zhuoda's powerful advantages, It can stimulate customers' purchase desire and lay a good foundation for further transaction
broaden channels and expand sales network. In 1997, the business of real estate agency companies was very prosperous. In order to open up marketing channels, we first invited Heping agency, Zhengda agency, Jiner agency and Jincheng agency, the four most influential agencies in Shijiazhuang, to introce the company in detail, and to give them materials such as housing supply and price. After the transaction, we will reward them according to the company's reward regulations. Because both sides are beneficial, the cooperation is very happy. Later, we invited 20 intermediary companies such as Konka, Kangda and Jinxin, which not only strengthened the business ties, but also deepened the feelings of both sides. In this way, 24 real estate intermediary companies in the city have become our part-time sales outlets. With the great help of the intermediary companies, our sales soared. Finally, in real estate sales, we can not ignore this point<
the content of this article comes from: home decoration Knowledge Q & A, China Construction Instry Press
10. The main characteristics of the strategy are as follows:
brand leadership image shock - establish market position, attract market attention, target consumer groups
seize the opportunity to enter the market at a high price
the selling points are developed by stages and sold in batches step by step, and the reserve selling point group is organized to detonate in time with the sales stage to drive the price up and achieve the effect of continuous hot sale
there are many climaxes in progress follow-up: follow up the project progress (foundation laying, positive and negative zero, capping, completion, model house opening, garden opening, etc.) to achieve phased sales goals
it's tempting to price appreciation based on quality -- price appreciation based on house type, orientation, floor and landscape, and reserve appreciation space to stimulate hot sales
property management follow-up without worry - property management early intervention can quickly establish the project image, strengthen the sense of identity, buyers without worry, and achieve the promotion effect.
brand leadership image shock - establish market position, attract market attention, target consumer groups
seize the opportunity to enter the market at a high price
the selling points are developed by stages and sold in batches step by step, and the reserve selling point group is organized to detonate in time with the sales stage to drive the price up and achieve the effect of continuous hot sale
there are many climaxes in progress follow-up: follow up the project progress (foundation laying, positive and negative zero, capping, completion, model house opening, garden opening, etc.) to achieve phased sales goals
it's tempting to price appreciation based on quality -- price appreciation based on house type, orientation, floor and landscape, and reserve appreciation space to stimulate hot sales
property management follow-up without worry - property management early intervention can quickly establish the project image, strengthen the sense of identity, buyers without worry, and achieve the promotion effect.
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