اشتباهات مشاورین املاک در زمینه خرید و فروش مستغلات ممکن است ضرر و زیان غیر قابل جبران به وجود آورد. گاهی در صنف مشاورین املاک تعدادی از افراد که به مشاوره در زمینه خرید و فروش ملک مشغول هستند از ناکامیهای متعدد خسته میشوند. جملاتی نظیر “برای جذب مشتری در مذاکرات چه باید بگویم؟” یا “در این هفته خبری از مشتری جدید نیست” از زبان این افراد بسیار شنیده میشود. شناخت اشتباهات و جلوگیری از بروز آنها حائز اهمیت است؛ زیرا هر یک از اشتباهات میتواند جذابیت فروش را از یک مشاور املاک بگیرد و آن را متوقف سازد. پس بهترین راه این است که با مطالعه این مطلب از سایت املاک رفتار خود را تحلیل نمایید و در پی رفع اشتباهات خود قدم بگذارید.
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تنظیم قراردادهای صوری و غیرواقعی
ما به شما مشاورین املاک اکیداً توصیه میکنیم که هرگز به سمت تنظیم قراردادهای صوری و غیرواقعی نروید. حتی اگر دوست یا آشنا قدیمی با بهانههای مختلف مانند درخواست قرارداد صوری برای ارائه به ادارههای دولتی، ثبتنام مدرسهها، بانک و … از شما چنین درخواستی کردند محترمانه آن را رد کنید و در دام این گونه از اشتباهات مشاورین املاک نیفتید. دقت نمایید این گونه معاملات بسیار خطرناک هستند؛ زیرا در صورت بروز مشکل برای شما تبعات قانونی به همراه دارند.
اعلام زود هنگام قیمت ملکها
معمولاً اولین سوالی که مشتریان در تماس خود مطرح مینمایند درباره قیمت ملکها است. در این هنگام پاسخ زود هنگام موجب قطع مکالمه میشود در نتیجه شما فروش را از دست میدهید. صحبت از مبلغ به تنهایی کفایت نمیکند. بهتر است ابتدا از خواسته مشتری خود آگاه شوید سپس بحث قیمت را در قالب راهحلها و مزایایی مطرح نمایید. بنابراین تا زمانی که مشتری از مزایا فایل شما آگاهی نیافته سراغ اعلام قیمت نروید.
مشاوره بدون داشتن استراتژی
از ضرورتهای کار هر مشاور املاک این است که در هر قسمت از فعالیت مشاورهای خود برنامه مدون کاری، چشماندازی برای آینده و استراتژی داشته باشد. شما باید از چگونگی روند توسعه کاری خود و همچنین مدت زمان فعالیت خود آگاه باشید. پاسخ به پرسشهایی نظیر آیا در آینده قصد سرمایهگذاری دارم؟ آیا ورود به فعالیتهای پیمانکاری و ساخت و ساز من را خشنود میکند؟ میتواند فعالیتهای شما را به سمت درست هدایت کند. در صورتی که در هر بخش از فعالیت مشاوره از برنامهی کاری و استراتژی برخوردار باشید انگیزه شما به سمت فعالیت مورد نظر افزایش مییابد. همچنین گذشتن از موانع کاری راحتتر به نظر میرسد.
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راهاندازی یک کسب و کار املاک جدید به این معنا است که از مشتریان هدف آگاهی کامل دارید. تهیه یک برنامه بازاریابی میتواند از اشتباهات مشاورین املاک در این زمینه جلوگیری کند. ترسیم برنامه بازاریابی شامل مواردی مانند ترسیم موقعیت منحصربهفرد در بین رقبا محلی، تبلیغ برای مشتریان احتمالی، تبلیغ در رسانهها و … میشود.
مکالمات تلفنی طولانی مدت
به عنوان یک مشاور املاک حرفهای هرگز در یک مکالمه با مشتری زیاد صحبت نکنید. درست است که شما از تمام ویژگیهای فایل خود باخبرید و میتوانید درباره عملیات، ویژگیها و مزایا آن ساعتها صحبت کنید اما مشتریان اصلا تمایلی به شنیدن صحبتهای طولانی ندارند. در این زمان سعی کنید با پرسشهای بیشتر از نیازهای مشتری خود آگاه شوید.
بیتوجهی به ارتقا دانش و مهارت و تکرار شیوههای ناکارآمد قدیمی
اگر در صنف مشاورین املاک به دنبال آن هستید که یک رقیب مهم محسوب شوید بنابراین دانش و مهارت خود را در زمینههای گوناگون بازار مسکن ارتقا دهید. برای این مورد از هر ابزار و امکاناتی استفاده کنید و دست از تلاش برندارید.
مشارکت در معاملههای محلل
به کسی که برای خلاص شدن از یک یا چند شرکت دیگر با تبانی بنگاه املاک ملک را به شخص سوم میفروشد محلل در معاملات املاک میگویند. سند پس از تخلیه ملک مجدداً به اسم شریک کلاهبردار بازگردانده میشود. مطلوب است هرگز در چنین معاملههایی شرکت نکنید؛ زیرا در صورت هر گونه اتفاق فردی که به دردسر میافتد مشاور املاکی است که قرارداد را تنظیم نموده پس از این گونه اشتباهات مشاورین املاک به شدت دوری کنید.
صرف وقت برای اشخاصی که مشتری واقعی نیستند
بدیهی است این مکالمات وقت شما را تلف خواهند کرد. شما به عنوان یک مشاور املاک در ۳ دقیقه اول مکالمه میبایست با پرسشهای خود و پاسخهای آنها این موضوع را که آیا این شخص مشتری واقعی است یا خیر؟ را ارزیابی نمایید. در صورت منفی بودن پاسخ بابت تماس مشتری از او تشکر کنید و با خیالی آسوده به سراغ مشتریان دیگر بروید.
سخن آخر
شناخت اشتباهات مشاورین املاک به ارتقاء مداوم آگاهی و مهارت در زمینه مشاوره املاک نیاز دارد. آگاهی از قوانین، آگاهی از مهارتهای فردی و بینفردی و بهرهمندی از تجربیات شخصی دیگران در زمینه مشاوره املاک و مستغلات تا حدود زیادی شما را از چنین اشتباهات دور میکند. سایت آموزش املاک به شما پیشنهاد میکند که برای آموزش و آگاهی از مهارتهای تخصصی مشاوران املاک برتر با ما در ارتباط باشید.
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