Sales Secretariat - Methodology and content in the Real Estate Market
Posted by seomypassion12 on June 13th, 2021
The soul of the company is the Sales hall!
The heart is the sales office!
And the brain is the Sales department!
Some suggestions on how to maximize results through a sales department with support and logistics content - ranging from the first service to the payment of commissions.
The attributions and methods of the sector, follow:
- First contact - in order to deliver a booklet, when the broker enters the real estate with all the “Rules of conduct” of the company;
- Establish and Obey a rigid organizational process (s) and method (s);
- Create a data intelligence center, from the ranking of brokers to the square meter value of each neighborhood in the city, including vacancy rate, average appreciation rate, etc.
- Select 2 or 3 phrases that ALL BROKERS “SHOULD USE” AT THE TIME OF SERVICE, these phrases must be written on the FEATURED property sheets;
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- Create a group of goods - which can be called the “ball of the season”, that is, those cheaper properties in the house that are proven to be below the market price;
- Client “follow-up” methodology: 1) related properties; 2) related prices; 3) similar location ... To generate a flow of offers to the customer as quickly as possible;
- When printing the “visit sheet” - generate information for the manager and the pickup (automatically);
- Price reduction or other relevant information - communicate the entire sales team via email and / or sms;
- Apartment sold - inform very quickly and congratulate the entire team ... Informing the financial sector of the commissions related to the sale of the unit;
- Establish a weekly, biweekly flow or at each “event” of communication by phone or e-mail with the sales team;
- Focus CRM in this sector - minimum schedule with 2 annual events;
- Connect the secretariat with the legal department and the marketing department;
- All certificate requests must leave this sector;
- Inform awards to brokers;
- Preferably - one team for launch and one for the loose, third or performed;
- Inform brokers all company announcements - in time and space;
- The keys' place is in the safe;
- Produce monthly reports with all the modifications of the “binders” and strongly suggest their reading by everyone;
- Pass on all the most relevant news in the market to the members of the sales and fundraising team;
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- Create forums for continued study of sales - suggestions for readings and lectures - designating facilitators within the team;
- Inform each hit goal creatively;
- Select some brokers for courses and seminars - according to performance and loyalty - via practical PSV results and length of service;
- Group teams for (as a suggestion) tours, cinemas, theaters and etc;
- Generate with managers> brokers and directors> managers - individual stimulus content.
The heart of a real estate agency is in the sales office! I always say that the sales office - SELL! M ister is SELL! Therefore, your status within the company should also be outstanding. And that is why I dedicate myself for the first time - a specific post for an “internal” real estate sector. In the case of freelance brokers, I suggest a reflection and adaptation.
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