An annual work summary and plan of real estate is 900 words.
First of all, I'd like to start with my own experience of following up with customers as an ordinary salesperson. Maybe we will often say the following points. The problem is that too few people can put it into practice, so there is a very simple fact that few people succeed. Because they always do it and make it a habit. 1, the most basic thing is to always be enthusiastic during the reception. Sales work is dealing with people and requires professional communication skills, which makes sales a challenging job. We should treat customers equally, and we should not treat every customer seriously regardless of grades. Our warm reception made him have a good impression on our property, so our goal was achieved.
Don't chatter when receiving customers. A good salesman must be a good listener. It is necessary to understand the needs of customers by listening. Meanwhile, he should also be a psychologist. It is an important condition to judge the inner thoughts of customers through their words and deeds. More should be negotiators. After synthesizing various factors, seize the opportunity, hit the nail on the head, and go straight to the point. This is the key factor to clinch a deal.
3. Opportunities are reserved for those who are prepared: when receiving customers, our personal subjective judgment should not be too strong, such as "I knew at a glance that this customer would not buy a house" and "this customer is too tricky and insincere", which led to the loss of some customers, poor communication with some intended customers, impatience with customers, poor communication with customers and failure to follow up in time. As the old saying goes, opportunities are only reserved for those who are prepared.
4, do a good job of customer registration, and follow-up. Don't call for a long time. If you call, the customer will feel no need to come over.
5. Invite customers to see the house regularly and learn about our real estate. According to some requirements of customers, choose several rooms for customers to make them more selective. Think about the problem from the customer's point of view, so that you can solve the problem pertinently, provide the most suitable house for the customer, and let the customer feel that you really think about him and can buy a house with confidence.
6, improve their business level, strengthen the real estate related knowledge and the latest developments. Facing customers' problems, they can be comfortable, establish their own professionalism, and at the same time make customers more
Believe in yourself, so you have more confidence in our real estate. When a customer asks about your characteristics, apartment type, price, etc. A real estate, he won't buy the real estate you recommended at all.
7. Learn to use sales skills. He hesitated to treat prospective customers, let colleagues create a buying atmosphere with each other, and appropriately forced customers to make decisions as soon as possible. If you are impatient, you won't be in a hurry. Maybe the customer will close the deal, but for some small reasons, the signing will be delayed. Don't worry at this time, because the more impatient you are, the more suspicious your customers will be. You can kindly ask the customer what other problems need to be solved, and then communicate with him seriously until the contract is finally signed. Of course, when explaining, we should be calm and calm, and don't expect customers to reach a deal too much.
8. Keep a good relationship with customers and think more about them. So you can be friends, and his relatives and friends may be your next customers.
9. If you don't succeed this time, make an appointment for the next meeting immediately. Our sales can't be successful, and we can close the deal with every new customer. After all, the current economic situation will not have such a good ending. Suppose the on-site appointment is unsuccessful, when the customer wants to leave, try to agree with him on the date of coming to the site next time, so that you can better understand the customer's needs and help you determine the customer's intention.
10, remember the customer's name. There may be many customers, and you may not remember all their names. However, if your customer comes to the site for the second time, you can immediately quote his name, and the customer will feel that you attach great importance to him and show your professional attitude. You might as well strengthen your memory. In fact, think more about the reception process after each customer reception, plus the usual return visit, you can remember, at least his surname!
There is a saying on our wall: If you don't work hard today, look for a job tomorrow. If sometimes, you are a little tired from working and receiving customers, then treat customers as your own commission. No one doesn't like money and treats customers well for commission. Hehe, it seems a bit tacky, but when you are very tired, if you bring personal feelings into your work, you can't do a good job in sales. Try this method, at least as an incentive.
The second real estate annual work summary and plan 900 words.
Unconsciously, 20XX years have passed and I have been employed for a long time. During this period, I was promoted from real estate consultant to sales manager step by step. I kept learning knowledge and accumulated a lot of experience. At the same time, I also exercised and improved my business ability, which made my life more exciting, joyful and sad, and most importantly, increased my life experience. It can be said that during my stay in Jiuyang, I received a lot of goods and felt a lot. Here, I am very grateful to every leader and colleague of the company for their help and guidance. Now I can finish my work independently. Now I make the following summary of my current work. I. Completion of tasks
This year, the actual sales subscription signing commission was compared with that of competitors.
Second, team management.
1, recruitment interview
I lack careful design and arrangement in the recruitment interview, and sometimes I don't pay attention. I always follow your idea. There is no need to talk too much with the interviewer. It is precisely because I don't pay attention to the application that some excellent personnel are lost and a lot of trouble is added to the personnel department.
2. Team training
There is no planned training, the purpose of training is not clear, there is no systematic preparation before training, the goal of building a team is unclear and general, and the training plan is also general. Therefore, when training, you should train whatever you think and what you think the team lacks. Sometimes there is little training, and sometimes training every day can't achieve the expected results. It not only increases the burden of property consultants, but also affects everyone's mood.
There is no long-term overall arrangement and arrangement for training, and there is no adequate preparation in advance. Not only did I not get exercise, but I also made the whole team flinch. There is no research on the difference training between old property consultants and newcomers, which makes it more difficult for newcomers to learn. Old property consultants also feel that they have paid time but can't get better results.
3, supervision and supervision work
Many things were arranged in time, but they were not urged and supervised in time, which led to unsatisfactory things and even basically unfinished. For example, property consultants rarely supervise and inspect callers, which leads to unsatisfactory work of property consultants in this regard. Some real estate consultants don't even make an appointment visit to customers for a long time, thus losing the company's rare customer resources.
4. Summarize the study in time.
When I encounter some problems in my work, I seldom sum up my study, let alone teach the team what I have summed up. Sometimes the problem is over, so don't review and summarize it too much, professor. When you meet a problem customer, you always try your best to solve it, but you always ignore the root causes of these problems, so repeated problems keep appearing. How to solve this problem or avoid this problem in the early stage is not summed up and taught by myself.
5. Implementation and implementation of the company system.
For example, some staff are occasionally three to five minutes late, but because they can't stand it, they will not be fined in strict accordance with the company system, which leads to psychological imbalance among other property consultants and brings certain difficulties to management. The reason is that as the person in charge of the sales department, we should first punish them in strict accordance with the company's management system, and we can't bear to turn a blind eye to their punishment, but in fact we are conniving at their behavior, so it is a dereliction of duty for me. The company's most basic management system itself has not been implemented and implemented in place for various reasons, let alone let its own team strictly follow the system requirements.
6. Sensitivity of problems in front-line sales.
Because the front-line sales work is flexible and changeable, it is necessary to formulate corresponding institutional strategies in time according to the actual situation. In this respect, there is a great lack of self-initiative and positive consciousness. I am always used to the leader arranging the work before implementing it, without thinking too much, which makes a lot of work very passive.
7. Communication between teams.
I once worked out a communication plan with the staff seriously, but I forgot it after a period of implementation. For various reasons, the failure to communicate with the team in advance to explain the company's situation led to some minor events, which not only affected the team morale but also affected the normal work. Through this incident, I deeply realized how important it is to communicate in time.
Third, the management of the scene of the case.
1. In terms of monitoring and grasping the clients at the scene of the case, I try my best to solve the problem clients in time, and often give full and timely guidance to the clients of real estate consultants at the scene of the case. At the same time, I suggest or organize other property consultants to create an appropriate atmosphere, often organize exchanges with property consultants, and grasp the key points in the process of talking about customers, so as to improve the transaction rate of some property consultants. In particular, new property consultants will give their comments in time, and will also organize other property consultants to participate in time to improve their skills.
2. Customer's handling of case site problems
When customers have problems, they patiently explain and solve the problems, reducing the number of customers who disagree and increasing their trust and recognition of the company.
Fourth, execution.
I am deeply aware that I am procrastinating, and there is always an idea that I will never finish my work until the last moment. Therefore, I can always put off things arranged by my leaders or other things, knowing that my procrastination habit harms others and myself, and I must try my best to get rid of this bad habit of procrastination.
During my time in the company, I know that I have various problems and shortcomings. In the days to come, I will reposition myself, boost my confidence, keep my true colors and rekindle my passion. On the premise of getting rid of my shortcomings, I will study hard and improve my ability in all aspects, and make the following work plan.
1. First of all, we should not only adjust our personal mentality, but also tide over the difficulties with the company and team no matter what difficulties we encounter. Use your good attitude to influence people around you and the team of the company.
2. Secondly, it is necessary to formulate detailed team management objectives and implementation plans in view of the shortcomings of individual team management.
3. Learn the skills of recruitment interview, attach importance to every recruitment interview, design an interview plan before each interview, and attract and retain outstanding talents for the company as much as possible.
In training, we should make a detailed training policy and outline. At the end of each month, we should make a detailed training plan for the next month according to the actual situation, and make a training plan for the difference between newcomers and the elderly. And try to strictly follow the training plan. Implement the daily management system of the project department and strictly abide by the management system. Whoever violates the company's principles will be treated equally and will not be tolerated. Remember that "management is strict love".
5. Lack of communication with yourself. Communicate effectively with property consultants twice a week. Understand and master the mentality and dynamics of real estate consultants in time.
6, about the supervision and supervision work before the Spring Festival to form a system, there are rewards and punishments.
7. For the problem of insufficient execution, formulate reward and punishment measures for insufficient execution, and strive to complete everything with high quality in the first time. As for procrastination, I will start to exercise from work every day, and I am required to go to the project department 20 minutes in advance every day to formulate punishment measures, which will be supervised by the secretary.
It is said that the company is your second home. Since it is home, no one has any reason not to love your home. In this family, I have always been loyal and reliable, willing to contribute, loyal to my duties, focusing on the interests of the company, not abusing power for personal gain, daring to manage, doing my best, doing my duty, being fair, just and equal, broad-minded, tolerant and kind, and appointing people on their merits. Positive, enthusiastic and full of energy. Infect your subordinates with your enthusiasm and care about their work and life. Of course, no one is perfect, and I also have many shortcomings, such as insufficient execution, sometimes too gentle personality, lack of team management experience, and lack of communication with subordinates, which have brought certain troubles to my work. As a sales manager, if I want to have a better development, these shortcomings and deficiencies need to be overcome and solved one by one. I believe these problems can be well solved.
The third real estate annual work summary and plan 900 words.
It has been a year since I joined the real estate company, and I have made great progress, not only in business, but also in many practical problems. For example, the principle of dealing with people, the ability to deal with problems, and the relationship with colleagues and customers. I have made great progress in these areas. I feel that I really didn't make the wrong choice to work in a real estate company. I feel lucky to enter an industry and company that suits me. 20_ years have passed. Let me sum up my work in the past year:
I. Business ability
1, enter an industry, learn about the industry knowledge, be familiar with the operation process, and establish your own customer relationship. In practical work, I also learned how to identify and track customers and understand the different needs of different customers.
2. Understanding of the market. Understand not only the target market, but also the competitors. You must never sit still and look at the sky, not knowing what is happening in the world. Because the constant in the world is "change", we must formulate corresponding strategies according to the changes in the market in order to win in the fierce competition. We should constantly learn and accumulate to understand the industry trends and price fluctuations. Understand the competitors huxing and price information, you can highlight the advantages of your own property.
3, handle the relationship with customers, and establish a good relationship with customers. Because the same customer may receive many huxing and huxing prices, if the relationship is good, the customer will take the initiative to tell the competitors the price information and huxing characteristics. In this process, we should make full use of our own advantages and the characteristics of real estate, analyze the price of the other party, emphasize our own advantages, and further promote the transaction.
Second, personal qualities and abilities.
1, integrity. Business is most afraid of "business", so customers like to make friends with honest people and do business. The same is true of sales. In the process of dealing with people, we should show sincerity. In the process of communicating with customers, only honesty can gain trust.
2. enthusiasm. As long as you are enthusiastic about your career, you can concentrate on your energy, especially real estate sales, because sales is a long sales process.
3. Patience. In real estate sales, the transaction time for a new customer is generally a week or a month or even longer. Therefore, whether it is a door-to-door customer or a telephone customer, or a new customer brought by an old customer, there are many visitors in general, but not many customers have completed the transaction. We may spend a lot of time doing "useless work". But you must be patient. There are many potential customers, and it will take a long time to become real customers, so you must be patient to do better. As long as you are interested in the customer, you should have the cheek to keep him, and one day you will get unexpected gains. Needless to say, it is the most important thing for the customers who clinch the deal. Hot idea report needs to ask from time to time if there is anything that needs help and maintain a good relationship. In this long process, when you don't make a deal and your colleagues make a deal, you must be patient. After the storm, there must be a rainbow.
4. Self-confidence. This is very important. If you catch him, you will get something unexpected one day. Needless to say, it is the most important thing for the customers who clinch the deal. You need to ask if you need help from time to time and keep a good relationship.
5. Diligence, unity and mutual assistance. One person's strength is very small in the whole work. Only by unity and careful cooperation can we ensure the smooth completion of the transaction.
6. Be careful. Only in this way can we avoid making mistakes ourselves and clearly realize from the bottom of our hearts that anyone can make mistakes, customers are not gods, and even customers may not be as good as us in some aspects. Only in this way can we work more seriously, check the information carefully, and find and reduce the occurrence of mistakes in time. Making mistakes and rework is a waste of time and waste.
7. Further standardize your work flow, avoid some low-level mistakes, reduce confusion and develop good work habits in the new year. Strengthen the planning of work, avoid forgetting what you should do and reduce forgetfulness.
Nothing is perfect in the world, everyone has his advantages and disadvantages. Once there is too much work, it is easy to make noise when there is too much work, or it will not take time to check, and it is also careless.
I think I will continue to work hard in the following aspects in the future. First of all, I will spend time learning some professional knowledge about real estate sales. As a salesman, if a customer asks some professional questions about the product, if he doesn't understand it, he is likely to lose this customer. Therefore, if you want to catch every potential customer, your resume must be familiar with the real estate you sell, and you must know everything before you can answer customers' questions professionally. Secondly, the manager also said before that as a qualified salesperson, if you really want to have a sense of accomplishment, you must make achievements, so I will work hard in this direction in the future.
The fourth real estate annual work summary and plan 900 words.
Unconsciously, 20xx is drawing to a close, and I have been a member of xx Real Estate Company for xx years. In this short work of xx years, I have learned a lot of knowledge and experience. 20XX is an extraordinary year for real estate. The more difficult the market environment is, the more we can exercise our business ability, and let our life experience a thrill, a joy, a sadness, and most importantly, an increase in life experience. It can be said that from a layman who knows nothing about real estate, I have gained a lot in the past six months. I am very grateful to every leader and colleague of the company for their help and guidance, and now I can finish the work independently. Now I will summarize my work this year from the following aspects.
First, study.
There is no end to learning. This is the first formal job in my life. I used to do some part-time sales work when I was a student, which seemed to be related to real estate. In fact, I don't know much about real estate, or even know nothing about it. When I first came to this project, I was unfamiliar with the new environment and new things. With the help of company leaders, I quickly learned about the nature of the company and the real estate market. Through hard study, I understand the real connotation and responsibility of real estate consultant, and I deeply like this job, and I also realize that my choice is right.
Second, the mentality.
When I first entered the company, I started systematic training for half a month and began to feel a little boring or even boring. But after a while, looking back at these contents really has a different feeling. I feel that we have really gained a lot. My mood is getting calmer and more mature. With the patient guidance and help of the company leaders, I gradually understand that mentality determines everything. Thinking about working in the front line of sales, the deepest feeling is that it is very important to maintain a good attitude, because we are faced with all kinds of people and things every day. We should learn to control our emotions and face our work and life with a stable, inclusive and positive attitude.
Third, professional knowledge and skills.
During the period of training professional knowledge and sales skills, I felt very boring because I was exposed to this kind of knowledge for the first time, such as architectural knowledge. I insist on reciting and practicing every day. I worked hard because of the exam. Finally, many good things happen. I used to be caught off guard when answering the phone to pick up customers, but now I am handy, which fully proves how important these are. I really felt so tired at that time. Looking back now, it was myself who had to overcome the difficulties in my progress. Although I was very tired at that time, didn't we insist all the time? Of course, this growth is closely related to the help and care of company leaders, and this working atmosphere is also an important reason for my progress. After work, I will also learn some real-time real estate professional knowledge and skills to keep pace with the times and not be eliminated by the times.
Fourth, details determine success or failure.
From the first call of the customer, all names and telephone etiquette should be in place. Visiting customers, from a humble action to the most basic courtesy, reveals the image of the company everywhere, and everything is in the details. A seemingly simple job actually requires more care and patience. In the whole work, whether the supervisor emphasizes or provides all kinds of information, in short, it makes us from unfamiliar to skilled. In my usual work, the two projects also gave me a lot of advice and help, and solved one problem in time. From unprepared to handy, they all came out one by one. The premise of these advances covers our efforts and sorrows.
Sometimes lack of patience, for some customers who have more questions or speak more bluntly, they tend to be tit for tat. In fact, for such customers, it may be more effective to adopt circuitous or soft means. Therefore, in the future, it is necessary to exercise more, increase patience, and make customers feel more intimate, so that they will have more trust. Not paying enough attention to customers. Some customers need the constant attention of the sales staff, otherwise they may not ask you questions, but ask others or think for themselves, so that we lose their initiative in trading. So in the future, I will strengthen contact with customers, always pay attention to them, ask them questions, and then solve them politely, so that I can take the initiative and control the overall situation, increase my feelings with customers and increase the opportunities to bring guests.
Verb (abbreviation for verb) looks to the future.
20XX is the most meaningful, valuable and rewarding year, but no matter how beautiful it is, it was yesterday and will soon become history. In the future, in the future, I will strengthen my professional knowledge and skills on the basis of high quality. In addition, I will have a broad understanding of the dynamics of the whole real estate market and stay at the forefront of the market. As the saying goes, "Customer is God", it is my unshirkable responsibility to receive customers' visits and calls and establish a good company image in customers' psychology. I am very satisfied with the working environment here. The care of the leaders and the continuous improvement of working conditions have given me motivation to work. The friendship, care, cooperation and mutual assistance among colleagues give me a sense of comfort and sureness in my work. So I will go all out to do my job well, so that I can gain more and become stronger at the same time. In short, in this short half-year working time, although I have made some achievements and progress, there is still a certain gap from the requirements of the leaders.
In the future, I will further strengthen my study and practical work, give full play to my personal advantages and complement each other, be a qualified salesperson, be able to occupy a place in the increasingly fierce market competition and make due contributions to the company's further success!