Summary of real estate sales work (2)
The first part of the 200* year work review
I want to use two words to describe the work of the year, that is, "turbulence." The reason why I say "turbulence" is because I have done two projects around the year, a bit dramatic, a little helpless, a bit difficult and intangible pressure. I remember when I informed the project manager of Guidu International Flower City and the official sales department in February, I was a bit stunned and overwhelmed because I was not very familiar with this project, and because the developers are not very good. Communication, but the company's trust in me and my desire for the "big market", I accepted this "challenge."
Due to the lack of advertising in the early stage of the developer and the lack of prominent sales points in the city, there are very few customers who come to consult. Although in February, Jiangnan Metropolis Daily made a 1/2 version of the advertisement, and registered about 400 groups of consultation calls, but the time dragged too long, many customers have forgotten this project or have purchased homes in other properties. To this end, the company and the developers discussed, decided to cater to the "May 1" Golden Week Fortune Plaza exhibition, launched 80 sets of special rooms to attract buyers and issued gold cards, the results of the show at the scene of 90% of the listing was Intention to order, which also accumulates customers for the public subscription of Guidu International Flower City. In May, it successfully subscribed for 83 sets of houses and signed 20 sets of contracts. However, it is very regrettable that Guidu International Flower City closed on August 30 because of the lack of cooperation of the developer and the fact that the sales performance did not meet the requirements of the developer. I will always remember this day. When everyone packed up and left the post for three months, I saw everyone’s disappointment and a little bit of sadness, and I also blamed myself for failing an unqualified answer. Sad. When everyone is frustrated and goes to the future, it is the dragon who always greets us with the warm smile and encourages us not to be discouraged. In fact, everyone knows that the company has gone to Long, and the designers have spent a lot of energy on this project. Long always has a lot of work from planning and advertising design to fine-writing. Sister Jie and Director Jiang are scheduled to hold regular meetings with developers every week. When the current line of warriors came back with bad results, they got comfort and encouragement. This time, I deeply felt the charm of "humanized management" for a hundred years.
When the mood of the loss has not been fully adjusted, the company has arranged a new task for me - as the project manager of Qinghao Xianhu Villa. Speaking psychologically, I really didn't want to go in the past because its sales performance was not satisfactory because the company and the developers had too high expectations for me because I have not adjusted back from the failure. In this case, due to my poor working condition and the inability to adapt to the new working environment and working atmosphere, I was severely complained and dissatisfied by the developer, and the salesperson was not enthusiastic because of my low embarrassment. The sales scene is somewhat "dead". To this end, the developer and the company conducted an open meeting. I did a self-review and accepted criticism at the meeting, and made up my mind that I must adjust my work status and not let the company leaders down. After that, I re-established the rules and regulations of the project, encouraged everyone's morale, retrained their unified words and sales skills, pointed out the advantages and disadvantages of each salesperson , helped them find confidence, plus the assistance of Dai Le, the company's leadership With the cooperation of the developers, the work is on the right track, and the communication with the developers is getting more and more harmonious. Sales performance is also improving. From September XX to December XX, the project has newly signed 29 sets of contracts, 24 sets of contracts, and the sales contract amount is RMB 壹仟壹佰贰 壹 仟贰佰捌 仟贰佰捌 仟贰佰捌 仟贰佰捌 , , , , , , The 13 villas sold before the month have sold 37 sets of villas. See the table below for details.
Sales information of Qinghao Xianhu Villa this year:
time
Number of sets
Sales contract amount
Agency fees
Remarks
May
12
4794299
106591.43
August
1
337162
164293
October
14
5917919
4 sets without developer
November
6
3240285
86993
December
4
2058085
56083
3 sets without developer
total
37
16347750
At the same time, we conducted a very systematic analysis of customer data for the Qinghu Xianhu Villa project, which was summarized from the perspectives of the customer's professional background, cognitive approach, transaction reasons and unsuccessful reasons, as follows:
Analysis of the professional background of the customer: Among the current customers, the majority of government civil servants and private business owners account for the majority of the total.
Cognitive approach analysis of transaction customers: The main cognitive pathways are friends introduction and advertising media, which account for 58%. Therefore, in the future, the project will increase customer retention and communicate with customers. In addition, the Internet also knows a certain proportion, but the proportion is too small. It is recommended to increase the network publicity in the future. After all, the target customers of this case are higher, and the influence of the Internet on them will be relatively large.
Reason analysis of the transaction: “500 square meters of garden” and “has a green environment” are two important reasons for the project to attract customers. At the same time, the relatively low price, high cost performance is an important factor to attract investors.
Analysis of reasons for unsuccessful transactions: The remoteness of Nanchang City and the imperfect living facilities around it have always been a disadvantage of this project. This analysis also fully reflects this point.
The second part of the work feeling
It’s about to end the year of XX, and I’m counting on it. I’ve been in the company for three years. Recall that when I first entered the century, it was as if it happened yesterday. In the past three years, many colleagues have come in and out. The familiar faces have been replaced with new faces. The company is constantly developing and growing, and I am different in one year and one year.
On September 1st, XX, the first time I entered the "big family" in the past 100 years, I felt strange and fresh. The first time I was engaged in the real estate industry, I realized that I was familiar with it and felt a passion and passion for work. Once I went to work in the field, I felt a little bit stunned and a little excited. I felt a little timid and strange when I first communicated and communicated with customers. XX is my year of study, learning to accept new things and information, learning to communicate with others, learning "smile service", and feeling good about myself.
It can be said that XX years is learning, then XX years is gradually maturing. From the salesman to the assistant manager to the sales manager, in addition to their own efforts, everyone's help and cooperation makes my work more and more convenient. This year I felt the importance of teamwork, and this has become a topic that I emphasize and focus on every new project I go to. This year's work is happy! happy!
I have been working in the field for the first two years. I am not particularly clear about some people and things in the company. I am eager to get to know the company, to know the company, and I hope that I can develop in a larger field, and this wish is in XX years. I realized that I transferred from Fuzhou to work in Nanchang and became the project manager of F1 Holiday Villa. As the project was taken over, due to the immature nature of the developer, the sales performance has been unsatisfactory due to the unsatisfactory quality of the project, and there are often owners to respond to the problem. Reassuring customers and solving problems is the thing I have done the most in this year. XX is my most unsuccessful year and the year I feel "the most tired".
I personally think that XX is my fastest growing year. Although there are many regrets, although the results are not particularly good, but the company leaders have loved and trusted me, my colleagues have affirmed and supported me, I firmly believe that I will To create good grades, you will hand over a qualified and satisfactory answer sheet.
The third part of the harvest and lessons
Although XX was "turbulent", I felt very fulfilling. Compared to 20 In XX, this year, my thoughts are more mature, thinking problems are more comprehensive, and there has been a certain improvement in on-site management and real estate sales . When I was the project manager of Guidu International Flower City, I developed a pricing report for Guidu International Flower City and a subscription program for Guidu International Flower City based on my own ideas and in combination with market dynamics and needs. Although it was not very professional, it was my first attempt to write, and all I did before was responsible for the job at the sales site. By writing a report, I understand the project to understand the project, to participate in every aspect of the project, and to try to write every project-related program, in order to fully integrate into the project and understand its true selling point.
Of course, there are bound to be lessons for gains. In the sales process of Qinghu Xianhu Villa, due to the lack of close contact between the sales department and the engineering department, the house orientation change and position change were not known. As a result, the sales were not introduced according to the actual situation, resulting in the customer requesting check-out. Although through our efforts, the customer did not end out at the end, but this thing, let me understand that the sales manager's responsibilities are significant, and the salesperson can not relax.
Part IV XX Year Work Outlook
In summarizing the shortcomings of past work, work plans and goals were also developed for the new year.
1. Before May 1, XX, the first phase of Qinghao Xianhu Villa closed, the sales rate reached more than 90%;
2. Communicate and communicate with the planners with the planners, and sign the agency contract of the second and third phases of Qinghao Xianhu Villa as soon as possible to expand the business for the company;
3. Train sales staff to cultivate more useful talents for the company;
4. Strengthen the study of business and communication skills, supplement energy, and prepare for the next challenge;
After XX years of "turbulence", we ushered in the "glory" of XX years. Every member of the 100-year-old company feels that the company is changing and the company is growing. First of all, the company has added a new "blood" to make the company stronger. Secondly, the company's operating system has become more perfect. From the previous sales and planning, the combination is not close enough. Now every project has a fixed planner. In the disk, the company headquarters also added the Ministry of Development and the Ministry of Investment; the most important thing is the successful transformation of the company from agent to development. All kinds of changes have made us excited. In the years to come, I hope that we can have a contract with success and have an appointment with happiness.
I want to use two words to describe the work of the year, that is, "turbulence." The reason why I say "turbulence" is because I have done two projects around the year, a bit dramatic, a little helpless, a bit difficult and intangible pressure. I remember when I informed the project manager of Guidu International Flower City and the official sales department in February, I was a bit stunned and overwhelmed because I was not very familiar with this project, and because the developers are not very good. Communication, but the company's trust in me and my desire for the "big market", I accepted this "challenge."
Due to the lack of advertising in the early stage of the developer and the lack of prominent sales points in the city, there are very few customers who come to consult. Although in February, Jiangnan Metropolis Daily made a 1/2 version of the advertisement, and registered about 400 groups of consultation calls, but the time dragged too long, many customers have forgotten this project or have purchased homes in other properties. To this end, the company and the developers discussed, decided to cater to the "May 1" Golden Week Fortune Plaza exhibition, launched 80 sets of special rooms to attract buyers and issued gold cards, the results of the show at the scene of 90% of the listing was Intention to order, which also accumulates customers for the public subscription of Guidu International Flower City. In May, it successfully subscribed for 83 sets of houses and signed 20 sets of contracts. However, it is very regrettable that Guidu International Flower City closed on August 30 because of the lack of cooperation of the developer and the fact that the sales performance did not meet the requirements of the developer. I will always remember this day. When everyone packed up and left the post for three months, I saw everyone’s disappointment and a little bit of sadness, and I also blamed myself for failing an unqualified answer. Sad. When everyone is frustrated and goes to the future, it is the dragon who always greets us with the warm smile and encourages us not to be discouraged. In fact, everyone knows that the company has gone to Long, and the designers have spent a lot of energy on this project. Long always has a lot of work from planning and advertising design to fine-writing. Sister Jie and Director Jiang are scheduled to hold regular meetings with developers every week. When the current line of warriors came back with bad results, they got comfort and encouragement. This time, I deeply felt the charm of "humanized management" for a hundred years.
When the mood of the loss has not been fully adjusted, the company has arranged a new task for me - as the project manager of Qinghao Xianhu Villa. Speaking psychologically, I really didn't want to go in the past because its sales performance was not satisfactory because the company and the developers had too high expectations for me because I have not adjusted back from the failure. In this case, due to my poor working condition and the inability to adapt to the new working environment and working atmosphere, I was severely complained and dissatisfied by the developer, and the salesperson was not enthusiastic because of my low embarrassment. The sales scene is somewhat "dead". To this end, the developer and the company conducted an open meeting. I did a self-review and accepted criticism at the meeting, and made up my mind that I must adjust my work status and not let the company leaders down. After that, I re-established the rules and regulations of the project, encouraged everyone's morale, retrained their unified words and sales skills, pointed out the advantages and disadvantages of each salesperson , helped them find confidence, plus the assistance of Dai Le, the company's leadership With the cooperation of the developers, the work is on the right track, and the communication with the developers is getting more and more harmonious. Sales performance is also improving. From September XX to December XX, the project has newly signed 29 sets of contracts, 24 sets of contracts, and the sales contract amount is RMB 壹仟壹佰贰 壹 仟贰佰捌 仟贰佰捌 仟贰佰捌 仟贰佰捌 , , , , , , The 13 villas sold before the month have sold 37 sets of villas. See the table below for details.
Sales information of Qinghao Xianhu Villa this year:
time
Number of sets
Sales contract amount
Agency fees
Remarks
May
12
4794299
106591.43
August
1
337162
164293
October
14
5917919
4 sets without developer
November
6
3240285
86993
December
4
2058085
56083
3 sets without developer
total
37
16347750
At the same time, we conducted a very systematic analysis of customer data for the Qinghu Xianhu Villa project, which was summarized from the perspectives of the customer's professional background, cognitive approach, transaction reasons and unsuccessful reasons, as follows:
Analysis of the professional background of the customer: Among the current customers, the majority of government civil servants and private business owners account for the majority of the total.
Cognitive approach analysis of transaction customers: The main cognitive pathways are friends introduction and advertising media, which account for 58%. Therefore, in the future, the project will increase customer retention and communicate with customers. In addition, the Internet also knows a certain proportion, but the proportion is too small. It is recommended to increase the network publicity in the future. After all, the target customers of this case are higher, and the influence of the Internet on them will be relatively large.
Reason analysis of the transaction: “500 square meters of garden” and “has a green environment” are two important reasons for the project to attract customers. At the same time, the relatively low price, high cost performance is an important factor to attract investors.
Analysis of reasons for unsuccessful transactions: The remoteness of Nanchang City and the imperfect living facilities around it have always been a disadvantage of this project. This analysis also fully reflects this point.
The second part of the work feeling
It’s about to end the year of XX, and I’m counting on it. I’ve been in the company for three years. Recall that when I first entered the century, it was as if it happened yesterday. In the past three years, many colleagues have come in and out. The familiar faces have been replaced with new faces. The company is constantly developing and growing, and I am different in one year and one year.
On September 1st, XX, the first time I entered the "big family" in the past 100 years, I felt strange and fresh. The first time I was engaged in the real estate industry, I realized that I was familiar with it and felt a passion and passion for work. Once I went to work in the field, I felt a little bit stunned and a little excited. I felt a little timid and strange when I first communicated and communicated with customers. XX is my year of study, learning to accept new things and information, learning to communicate with others, learning "smile service", and feeling good about myself.
It can be said that XX years is learning, then XX years is gradually maturing. From the salesman to the assistant manager to the sales manager, in addition to their own efforts, everyone's help and cooperation makes my work more and more convenient. This year I felt the importance of teamwork, and this has become a topic that I emphasize and focus on every new project I go to. This year's work is happy! happy!
I have been working in the field for the first two years. I am not particularly clear about some people and things in the company. I am eager to get to know the company, to know the company, and I hope that I can develop in a larger field, and this wish is in XX years. I realized that I transferred from Fuzhou to work in Nanchang and became the project manager of F1 Holiday Villa. As the project was taken over, due to the immature nature of the developer, the sales performance has been unsatisfactory due to the unsatisfactory quality of the project, and there are often owners to respond to the problem. Reassuring customers and solving problems is the thing I have done the most in this year. XX is my most unsuccessful year and the year I feel "the most tired".
I personally think that XX is my fastest growing year. Although there are many regrets, although the results are not particularly good, but the company leaders have loved and trusted me, my colleagues have affirmed and supported me, I firmly believe that I will To create good grades, you will hand over a qualified and satisfactory answer sheet.
The third part of the harvest and lessons
Although XX was "turbulent", I felt very fulfilling. Compared to 20 In XX, this year, my thoughts are more mature, thinking problems are more comprehensive, and there has been a certain improvement in on-site management and real estate sales . When I was the project manager of Guidu International Flower City, I developed a pricing report for Guidu International Flower City and a subscription program for Guidu International Flower City based on my own ideas and in combination with market dynamics and needs. Although it was not very professional, it was my first attempt to write, and all I did before was responsible for the job at the sales site. By writing a report, I understand the project to understand the project, to participate in every aspect of the project, and to try to write every project-related program, in order to fully integrate into the project and understand its true selling point.
Of course, there are bound to be lessons for gains. In the sales process of Qinghu Xianhu Villa, due to the lack of close contact between the sales department and the engineering department, the house orientation change and position change were not known. As a result, the sales were not introduced according to the actual situation, resulting in the customer requesting check-out. Although through our efforts, the customer did not end out at the end, but this thing, let me understand that the sales manager's responsibilities are significant, and the salesperson can not relax.
Part IV XX Year Work Outlook
In summarizing the shortcomings of past work, work plans and goals were also developed for the new year.
1. Before May 1, XX, the first phase of Qinghao Xianhu Villa closed, the sales rate reached more than 90%;
2. Communicate and communicate with the planners with the planners, and sign the agency contract of the second and third phases of Qinghao Xianhu Villa as soon as possible to expand the business for the company;
3. Train sales staff to cultivate more useful talents for the company;
4. Strengthen the study of business and communication skills, supplement energy, and prepare for the next challenge;
After XX years of "turbulence", we ushered in the "glory" of XX years. Every member of the 100-year-old company feels that the company is changing and the company is growing. First of all, the company has added a new "blood" to make the company stronger. Secondly, the company's operating system has become more perfect. From the previous sales and planning, the combination is not close enough. Now every project has a fixed planner. In the disk, the company headquarters also added the Ministry of Development and the Ministry of Investment; the most important thing is the successful transformation of the company from agent to development. All kinds of changes have made us excited. In the years to come, I hope that we can have a contract with success and have an appointment with happiness.
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