نکات مهمی که هر مشاور املاکی باید بداند
هر مشاور املاکی که مدتهاست در این شغل مشغول به فعالیت است، احتمالا دلش میخواهد که در زمینههای مختلف یادگیری داشته باشد و بتواند خیلی سریع پیشرفت کند. نکات بسیار زیادی در زمینهی حرفهی املاک وجود دارد که بسیاری از مدیران املاک و مشاورین آن را میدانند. اما برخی موارد که بسیاری از آنها نکات کلیدی هم هستند شاید اصلا به گوشتان نخورده باشد و اگر انجامشان بدهید نتایجی فوق العاده شگفتانگیز از آنها میبینید.
در این مطلب ما قصد داریم برای شما درمورد نکات مهمی که باید بدانید صحبت کنیم. پس تا انتهای مطلب با ما همراه باشید.
چه نکاتی را باید بلد باشید؟
در این قسمت میخواهیم چند نکتهی مهم و اساسی را به شما معرفی نماییم تا با به کار گیری آنها نه تنها یک مشاور املاک، بلکه به متخصص املاک و نفر اول در منطقه تبدیل شوید.
زبان بدن
مهمترین نکتهای که باید بر روی آن متمرکز باشید، زبان بدن است. با شناخت زبان بدن مشتری به سادگی میتوانید بفهمید که او در حال حاضر به چیزی فکر میکند و آیا امکان ادامهی مذاکره وجود دارد یا خیر.
مشاورین املاکی که بر زبان بدن مسلط هستند به صورت کاملا دقیق، میتوانند حالتهای مشتری را درک کنند و در مواقع لزوم حمله یا عقب نشینی داشته باشند.
عکاسی از ملک
چقدر بلدید از ملک عکس بگیرید؟ آیا در این زمینه مطالعه داشتهاید یا حتی اصلا عبارت عکاسی از ملک به گوشتان هم نخورده است!
یکی از نکات بسیار مهمی که هر مشاور املاک حرفهای باید به آن مسلط باشد، عکاسی درست از ملک است. زاویه بندی، نور ملک، فضاهای مناسب برای عکاسی و منطقههای ممنوعه، دیافراگم، عمق میدان و… از جمله مواردی است که برای عکاسی از هر ملکی باید بلد باشید. خبر خوب این است که در دورههای آکادمی آموزش املاک، عکاسی دقیق از ملک به شما آموزش داده میشود و بر همین مبنا میتوانید فروش ملک را به کاری ساده تبدیل نمایید.
یادگیری اصطلاحات حقوقی
وقتی قرار است مبایعه نامهای تنظیم شود، شما به عنوان یک کارشناس املاک، باید مثل یک حقوقدان اصطلاحات حقوقی را بلد باشید. اگر میخواهید در برابر سوالات تخصصی یا مسائل حقوقی مشتریانتان کم نیاورید، باید بر کلماتی مانند فسخ، تفاسخ، ثمن، بیع، خیارات و… مسلط باشید تا نه فقط به عنوان یک مشاور املاک ساده، بله با رویکرد شخصی همه فن حریف در برابر مشتریان ظاهر شوید.
بازاریابی و بازارسازی
نکتهی مهمی که هر مدیر املاک متخصصی میداند، این است که بازاریابی و بازارسازی دو موضوع متفاوت است. وقتی شما شروع به پیدا کردن مشتری مینمایید، در حال بازاریابی هستید و زمانی که در پروسهی تبدیل کردن مشتریهای بالقوه به مشتریهای بالفعل هستید، شما دارید بازارسازی میکنید. نکتهی بسیار مهمی که در این خصوص وجود دارد، این است که بازاریابان لازم است فن بیان خوب، ارتباط صحیح با مشتری و تبلیغات اصولی را بلد باشند. اما بازارسازان بیشتر باید به صورت تخصصی در زمینههای مختلف مربوط به ملک مانند نوع سازه، مسائل حقوقی و… صحبت کنند تا اعتماد بیشتری از مشتری را جلب نمایند. پیشنهاد میکنیم کتاب بازاریابی چریکی نوشتهی جی کنراد لوینسون را در این زمینه حتما بخوانید.
شناخت مشتری، افزایش بهره وری
یکی از کارهای بسیار مهمی که هر مشاور املاکی لازم است بلد باشد این است که مشتری خود را بشناسد. باید ببینید مشتری از منطقهی فعالیت شما میآید یا نه، زوج خانه اولی هستند یا خانم و آقای سالمندی که نوههایشان را هم دیده اند! باید بدانید مشتری شما از قشر تحصیل کردهی جامعه است یا خیر.
هرچه بیشتر بتوانید بر این موارد تسلط یابید بهتر میتوانید سلیقهی حدودی مشتری را متوجه شوید و همچنین در وقت و انرژیتان هم صرفه جویی میشود. علاوه بر این، در طی مدت زمانی که مشتری را میشناسید نوعی ارتباط صمیمانه هم با وی برقرار میکنید که میتواند منجر به اعتماد بیشتر مشتری به شما بشود.
گسترش شبکهی ارتباطات
از این کار اصلا غافل نشوید. شبکهسازی در میان افرادی که با آنها ارتباط دارید، چه آن فرد مالک باشد، چه سازنده یا اصلا فردی باشد که میخواهد ملکی را اجاره کند، کاری بسیار مهم است که همزمان باعث رشد شما هم میشود. البته این موضوع نیز قابل ذکر است که با هم صنفهای مشاور املاک خود هم باید به نحوی دیگر شبکهسازی نمایید تا در مواقع لزوم با یکدیگر مبادله برقرار نمایید. برای شبکهسازی صحیح با مشتریانتان (هر شغلی که دارند)، فقط کافیست یک کارت ویزیت از او بگیرید و همچنین به وی خاطر نشان کنید که برای فلان کار حتما به او مراجعه خواهید کرد.
یک کوچ (coach) حرفهای داشته باشید!
حرفهی املاک سراسر اضطراب و پستی بلندی است که با هر تورم و رکودی به طور مستقیم شغل شما را هم تحت تاثیر قرار میدهد. اگر یک رهبر خوب داشته باشید که در شرایط اضطراری به شما راهبردهای اساسی بدهد و همچنین به صورت منظم در اصطلاح شما را کوچ (coach) کند تا از مسیر خارج نشوید، قطعا بسیار سریع به درآمدهای کلان دست پیدا خواهید کرد. پس این مسیر را تنها نروید…
جمعبندی
از هر مشاور املاک با سابقهای که سوال بپرسید، به شما میگوید آنقدر این حرفه نکات ظریفی دارد که شاید از ذهنتان دور باشد و اصلا فکرش را هم نکنید! دانستن این نکات موجب بهبود روند شغلی شما شده که منجر به افزایش درآمد شما میشود. حتما حواستان به این موضوع باشد که به طور مرتب اطلاعاتتان را آپدیت کنید و همچنین از کسانی که در این حرفه سابقهی بیشتری دارند یا کارآزمودهتر هستند کمک بخواهید.
سوال داری شمارتو بذار
هر سوالی داری بپرس حداکثر تا پایان وقت اداری امروز بهت زنگ میزنیم
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