امروزه با رونق گرفتن بازار خرید و فروش املاک داخلی و خارجی مشاغل زیادی پیرامون این بازار بهوجود آمده است که بر خلاف تصور عموم به مهارتهای ویژهای نیاز دارد. یکی از این شغلهای کلیدی را مشاورین املاک در دست دارند که موفقیت در آن نیازمند آموزشهای مختص به خود میباشد. طیف وسیعی از این آموزشها وجود دارد؛ امّا مهمترین بخش آنها چیست؟ چه تکنیکهایی دارد و قرار است کجا بهکار مشاورین املاک بیاید؟ مهمترین بخش آموزش در این شغل اعتماد سازی است. برای آموزش این مهارت مهم و کسب اطلاعات لازم تا پایان این مقاله با ما همراه باشید.
چند اصل مهم برای اعتماد سازی
اعتماد سازی، اصلی کارآمد در تمام مشاغل به خصوص در حوزه مشاوره املاک است که باید صادقانه انجام گیرد تا شما را به موفقیت در کار نزدیکتر کند. در اینجا سوالی پیش میآید که چگونه باید از پس آن بر بیاییم؟ در ادامه چند اصل مهم برای اعتمادسازی در املاک را برخواهیم شمرد.
هوش شنیداری قوی
یک مشاور املاک پیش از هر چیز باید شنونده مناسبی برای خواستهها و معیارهای فروشنده و یا خریدار ملک باشد، تا بتواند بر اساس گفتههای ایشان منزل مورد نظر را معرفی و یا عادلانه قیمتگذاری کند. اینگونه معاملات در مدت زمان کوتاهتری به ثمر میرسد.
این مهارت بیشترین حد توان مشاور را بهکار میگیرد و باعث پیشرفتی هدفمند در معاملات میشود. در این بین نکته حائذ اهمیت دیگر این است که مشاور املاک، طبق انگیزههای ارباب رجوع میتواند در گرفتن تخفیف و انتخاب منزل دلخواه کمک شایانی بکند.
صداقت
مشاور املاکی میشود اعتماد کرد که پیش از آنکه به فکر فروش ملک خود باشد، شرایط مشتری خود را در نظر بگیرد.
یکی از فاکتورهای اعتمادسازی داشتن صداقت و راستگویی در کار است، پس به عنوان یک مشاور خوب علاوهبر نقاط مثبت، نقاط منفی هر مورد معامله را نیز در نظر بگیرید و تمام و کمال آن را به مشتری بازگو کنید. این کار باعث ایجاد حس مثبت و اعتماد در مشتری شده و شما را فردی مورد اعتماد و نه سودجو در نظر میگیرد.
پاسخگویی حرفهای
از نگاه یک خریدار ملک، پاسخگویی حرفهای مشاورین بسیار مهم است. اما پاسخگویی حرفهای چگونه است؟
شما به عنوان مشاور املاک وظیفه دارید تا در صورت روبهرو شدن با مشتری خود به خوبی انتظارات و معیارهای انتخابی مشتری را درک و برآورده کنید. هرچقدر از خواستههای مراجعه کننده بیشتر بدانید قطعاً بهتر هم او را راهنمایی خواهید کرد. بهطور مثال اگر مشتری شما تنها متراژ و اتاق خواب منزل را ذکر کرد شما نیز نباید به آن بسنده کنید در آن حال باید بحث را ادامه دهید و با اولویتهای او بیشتر آشنا شوید. همانطور که در بخشهای قبلی مطالعه کردید باید هدفمند بشنوید و پیش بروید تا به بهترین شکل خواستههای مشتری را برآورده کنید.
اطلاعاتتان را بروزرسانی کنید
کسانی که در مقابلتان، بهعنوان مشتری قرار میگیرند هیچ شناختی از شما ندارند بنابراین گفتهها و اطلاعات شما در اولین گام معرفینامهتان است. اطلاعاتتان را بروزرسانی کنید تا بتوانید به کمک آگاهی خود اعتماد مشتری را جلب کنید.
مهارت زبان بدن خود را بالا ببرید
فن بیان و زبان بدن یک مشاور املاک از مهمترین شیوهها برای اعتماد سازی برای مشتری است. شما میتوانید با تقویت این مهارت کلیدی اعتماد و همچنین رضایت مشتریان را نسبت به خود بیشتر کنید. برای افزایش این مهارت چند تمرین پیشنهادی به شما ارائه خواهد شد:
- سطح دایره لغاتتان را افزایش دهید تا در چینش کلمات مشکلی نداشته باشید.
- کتابهای بیشتری مطالعه کنید.
- مقابل آینه مسائل متفاوت را تمرین کنید تا سطح فن بیانتان بالا برود.
- بر روی میمیک صورت و حرکات دست خود تمرکز کنید.
- نرمش را هرگز از یاد نبرید.
همواره در نظر داشته باشید که با حرکتی هرچند کوچک و کوتاه؛ ولی اشتباه ممکن است بهترین فرصت پیشرفت را از دست بدهید.
چطور در حرفه املاک مشتری مدار باشیم و اعتماد مشتریان را جلب کنیم؟
داشتن یک ارتباط مؤثر و انسانی و همچنین پرورش و پایداری آن از هوشمندانهترین کارهایی است که یک مشاور املاک میتواند در جهت اعتماد سازی انجام دهد. ایجاد چنین ارتباطاتی نیاز به صبر و تلاش بسیار زیاد دارد. داشتن چندین خصلت در جذب مشتریان و ایجاد یک رابطه انسانی احتیاج به چند گام اساسی دارد که به در ادامه به آن اشاره خواهیم کرد.
خصیصههایی از جمله: انتقاد پذیری، از خودگذشتگی، صداقت و اعتبار لازمه این کار هستند؛ اما با اینهمه، ویژگیهای گفته شده در این بخش برای فروش کافی نیست. باید متشری را به شایستگی و در درستی نحوه کار خود مطمئن کنید.
بهترین راه برای شروع و کنترل گفتوگو پرسیدن سوال از طرف مقابل است و این شیوه یک مشاور املاک حرفهای در اعتماد سازی است. اینگونه همانطور که میدانید هم از خواسته مشتری آگاه میشوید و هم ارتباطی مؤثر را آغاز میکنید.
2 توصیه به مشاورین املاکی که میخواهند معتمد مردم باشند
سوالات خود را بپرسید؛ امّا فراموش نکنید که حریم خصوصی و چهارچوبهای مشتری را در نظر گرفته و رعایت کنید.بهطور مثال، هرگز از مشتری خود این سوال که«برای خرید این منزل، پول کافی دارید؟» را مطرح نکنید و یا از شرایط داشتن وام و خرید و فروشهای قبلیشان هیچ سوالی پیش نیاورید.
منطقه کاری خود را بشناسید
زمانی که یک منطقه را برای شروع کار خود انتخاب میکنید باید اشراف کامل نیز به آن و تمام امکانات، کوچهها و محیط آن منطقه را در نظر بگیرید. باید بدانید کدام کوچه کجاست،چگونه محیط و شرایطی دارد؟ در آن کوچه مدرسه، شرکت و یا مکان پر رفت و آمدی وجود دارد؟ قیمت هر ملک نسبت به منطقه آن چهقدر است و دارای چه شرایطی است؟
اینها سوالاتی هستند که باید به خود پاسخ دهید تا بتوانید از پس خواستههای مشتری بربیایید. داشتن اطلاعات کافی از منطقه پیش از همه باعث افزایش اعتماد به نفس شما میشود. همچنین میتوانید به سوالات مراجعه کننده پاسخ کامل و دقیق بدهید که همین سبب اعتماد سازی میشود.
عادل باشید و فکر دیگر بنگاههای معاملاتی را از ذهن مشتری بیرون کنید
از جبهه یک جانبه خود بیرون بیایید. معامله را از هر دو طرف مورد بررسی قرار دهید. عدالت را میان طرفین حفظ کنید و از پرداختن به هرگونه روابط دوستی، خانوادگی و سود بیشتر پرهیز کنید. یک مشاور املاک عادل میتواند فکر دیگر بنگاههای معاملاتی را از سر ارباب رجوع بیاندازد.
جمع بندی
اعتماد سازی در کار شما حرف اول را میزند. با در نظر داشتن مجموعه نکات گفته شده بهراحتی میتوانید با شیوههای اعتماد سازی در مشاورین املاک اشنا شوید و بیشترین بهره را ببرید.
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