با توجه به اینکه امروزه بازار ملک بسیار پررونق است افراد زیادی تمایل دارند اطلاعات کاربردی و مفیدی را درباره کارگزاری املاک داشته باشند، بنابراین تلاش کردیم تا مطالب مفیدی را در این رابطه بیان کنیم.
مشاور املاک با کارگزار املاک چه تفاوتی دارد؟
یک کارگزار موفق دورههای مرتبط با حرفه خود را گذرانده است در نتیجه دانش و اطلاعات بیشتری در حوزه خرید و فروش املاک دارد. معمولا یک کارگزار املاک با چندین مشاور ملکی برای تاسیس و مدیریت بنگاه خود مشورت و همکاری میکند. البته زمینه برای تاسیس املاک و مدیریت مستقل آن نیز وجود دارد. در یک تقسیمبندی کلی کارگزاران املاک به 4 گروه تقسیم میشوند که به بررسی هر یک از آنها میپردازیم.
مشاوران فروش
نمایندگانی که به صاحبان ملک یا زمینی که قصد فروش یا اجاره دارند اطلاعات لازم را ارائه میکنند مشاوران فروش میگویند. این دسته از افراد در مجموعه مدارک خود تعدادی ملک یا زمین برای فروش و یا اجاره دارند. همچنین مسئولیت دیگر آنها کمک به خرید مناسب ملک یا زمین به افراد مختلف است.
مشاوران خرید
این دسته از افراد متخصص در حوزه ارائه اطلاعات درباره تاثیر ویژگیهای ملک روی قیمت آن دارد. در واقع مشاوران خرید جزئیات زمین یا ملکی که مورد نظر مشتریان است را به آنها ارائه میدهد.
مشاوران دو طرفه
زمانی که مشاور موردنظر به هر دو طرف خریدار و فروشنده در یک معامله مشاوره میدهد مشاوره دو طرفه میگویند. حضور این مشاور باعث میشود معاملات ملکی، منصفانه برای هر دو طرف باشد. ضمن اینکه باعث ایجاد نمایندگی دو طرفه در یک کارگزاری میشود.
کارگزاران معاملات
کارگزاران معاملات در واقع نماینده خریدار یا فروشنده نبوده اما به هر دو طرف یعنی خریدار و فروشنده کمک میکنند. این دسته از افراد مسئولیت بررسی صحت اسناد قانونی املاک و تنظیم آن را دارند تا منجر به یک معامله منصفانه با سود کلان برای خریدان شود. در واقع کارگزاران املاک نقش بسیار مهمی در بررسی قانونی توافقنامه موجود در معاملات ملکی دارند برای اینکه خریدار و فروشنده متضرر نشود.
دانشهای لازم برای کارگزار املاک
همانطور که میدانید موفقیت در هر حرفه و یا کار نیازمند تلاش و برخورداری از دانش کافی است، بنابراین برای یک کارگزار املاک موفق نیز داشتن دانش لازم ضروری است. این اطلاعات شامل موارد زیر میشود:
- امروزه استفاده از فنون بازاریابی امری بسیار ضروری برای موفقیت در هر شغلی است. با توجه به این توضیح برخورداری از اصول و دانشهای متفاوت برای ارائه کالا و خدمات نقش ویژهای دارد. همچنین یک کارگزار باید روشها و سیستمهای کنترل فروش را برای داشتن سود کلان بداند.
- برخورداری از دانش و مهارت کافی برای ارزیابی و تشخیص نیازهای مشتریان و ارائه خدمات بر اساس آن برای کارگزاران املاک امری بسیار لازم و ضروری است. همچنین این دسته از افراد باید برای افزایش کیفیت ارائه خدمات به مشتریان تلاش کنند.
- یک کارگزار املاک برای ارائه مناسب خدمات و اداره امور بنگاه و معاملات ملکی باید تسلط مناسبی به زبان فارسی، املای کلمات، معانی، ساختار و محتوا، املای صحیح و قواعد زبان فارسی داشته باشد.
- داشتن مهارتهای مربوط به اداره صحیح منابع انسانی، دانش کسب و کار، علم مدیریت مطابق با اصول و برنامهریزی صحیح از جمله مهمترین دانشهای مربوط به کارگزاران املاک است که باید برای ارتقا آن تلاش کنند.
- کارگزار موفق باید سیستمهای اداری و مدیریتی را بشناسد تا توانایی رسیدگی به امور دفتری مربوط به بنگاه و معاملات ملکی را داشته باشد. همچنین به نرم افزارهای واژهپردازی، نسخهبرداری، تند نویسی مسلط باشد.
یک کارگزار املاک به چه مهارتهایی احتیاج دارد؟
یکی از مهمترین مهارتهای لازم برای موفقیت در شغل کارگزاری املاک سخنوری است. داشتن این مهارت به کارگزار کمک میکند تا ارتباط مناسبتری را با خریدار و فروشنده داشته باشد ضمن اینکه اطلاعات لازم را با لحن و اصول بهتری انتقال دهد تا طرفین از روند معامله خود رضایت داشته باشند.
مهارت متقاعدسازی یک از مهمترین توانمندیهای لازم برای کارگزار املاک شناخته شده است. اهمیت این مهارت برای این بوده که اگر معاملهای دچار مشکل شود شخص میتواند دیدگاه و یا رفتار خریدار را تغییر دهد و در نتیجه معامله سودآوری را داشته باشد. گزارشهای بسیار زیادی برای شغل کارگزاری املاک نوشته شده است که مطالعه آنها باعث افزایش تبحر این دسته از افراد برای داشتن یک معامله ملکی موفق و جلب رضایت مشتریان میشود.
مهارت گوش دادن فعال یک هنر بسیار ارزشمند و در عین حال سودآور برای کارگزاران املاک است. زمانی که شخص بدون قطع کردن حرف طرف مقابل به صحبتهای او گوش کند. همچنین زمان مناسب پرسیدن سوال را بداند میتواند احساس خوشایند احترام و توجه را به شخص گوینده انتقال دهد که این عامل باعث جذب مشتریان میشود. همچنین گوش کردن فعالانه کارگزار املاک باعث ایجاد حس اعتماد، تشخیص درست و بررسی نیاز واقعی مشتریان و در نتیجه ارائه خدمات مناسبتر میشود.
نتیجه گیری
در این مطلب تلاش کردیم تا اطلاعات مناسبی را درباره کارگزاری املاک و انواع آن، توانمندیها و مهارتهای لازم برای یک کارگزار موفق با برخورداری از حداکثر سود و درآمد مالی در اختیار شما مخاطبان محترم قرار دهیم تا با رمز و راز درخشش در این شغل پر درآمد آشنا شوید.
ضمن اینکه باید بگوییم شغل مشاور املاک نیز مانند سایر مشاغل دنیا با توجه به عوامل مختلف مانند موقعیت مکانی بنگاه، سطح تحصیلات، تجربه کاری و … متغیر است.
بنابراین شما میتوانید با مطالعه بیشتر و کسب دانش و آگاهیهای لازم در این شغل پیشرفت کرده و مشتریان بیشتری را جذب نمایید.
سوال داری شمارتو بذار
هر سوالی داری بپرس حداکثر تا پایان وقت اداری امروز بهت زنگ میزنیم
برای دوستات بفرست
آیا حسابداری در املاک ضروری است؟
بازار خرید و فروش ملک، از جمله بازارهایی بوده که نسبت به بقیه بازارهای مالی، از نوسان کمتری برخوردار است. تکانههای قیمت در این بازار تحت تأثیر عوامل مختلفی در بازههای زمانی گوناگون رخ میدهد. برخلاف سایر کسب و کارها که دریافت سود از کالا فقط به واسطه افزایش قیمت با گذر زمان امکانپذیر است، کسب سود در بازار مسکن از راههای مختلفی مثل رهن و اجاره، بازسازی و نوسازی و ساختوساز صورت میگیرد.
همه چیز درباره خرید زمین
هر فردی که بخواهد برای استفاده شخصی یا صرفا به قصد سرمایهگذاری، اقدام به خرید زمین کند نیازمند علم آن است. مشغلههای زندگی و نداشتن تخصص کافی در این زمینه سبب میشود افراد این مسئولیت مهم را به مشاوران املاک بسپارند. حال سوالی که مطرح میشود این است یک زمین باید چه مشخصات و آیتمهایی را دارا باشد تا مشاور بتواند مشتری را به این معامله مطمئن کند؟ در این بحث به این پرسش پاسخ میدهیم.
افزایش درآمد مشاورین املاک
صنعت مشاوره املاک یکی از حوزههای پررونق و پرسود در دنیای کسبوکار است. مشاوران املاک با ارائه خدمات و مهارتهای خاص خود به مشتریان در خرید، فروش و اجاره ملکها کمک میکنند. لازم به ذکر است که این صنعت پویا و رقابتی بوده و درآمد مشاوران املاک به عوامل متعددی بستگی دارد. گاهی اوقات پیش میآید، در حالی که برخی مشاوران املاک موفقیت…
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