How to become a successful realtor in sales. How to start a career as a realtor: step-by-step instructions

The profession of a realtor has its own specifics. According to statistics, out of every ten who started training after 3 months, no more than five people will remain. Another six months later - only three. And only one out of three will be able to earn more than the average salary. But the income will allow him to acquire his own home in the future.

The Internet and SMS are full of advertisements like “Get a valuable profession and start earning $2,000 a month” or “Earn money for an apartment in 2 years.” Let’s try to figure out how true such reviews about working as a realtor are.

What's alarming?

Realtor training from scratch is offered free of charge, which always appeals to the consumer. Its duration is indicated as one and a half to two weeks - somehow undignified for the formation of a specialist with such a decent future income. For comparison, studying to become a lawyer at a university takes 5 years. If you enroll on a paid basis at a serious law university, then the amount spent during the entire study period will be no less than 1,000,000 rubles. Then a certified lawyer will be able to receive an average salary of 40-50 thousand rubles.

A simple arithmetic calculation allows us to establish that the money invested in training will pay off no earlier than two or two and a half years of hard work. Only after this can we talk about net income. To earn $2,000 or more monthly, a lawyer will have to work hard. Why does getting into the real estate profession seem so relatively affordable? Let's try to figure it out.

How to become a real estate specialist?

What exactly needs to be done to succeed in this profession? How to become a realtor? First of all, get a job in one of the promising real estate companies (by successfully passing an interview with it). Maximum honesty and openness is recommended. Do not try to mislead future employers about your past successes and current professional qualities. Such deception will sooner or later be discovered.

Each agency trains its employees differently. How do you know how successful a particular technique is? Pay attention to the statistics: a company that has existed for several years and has trained a significant number of specialists will most likely offer you truly up-to-date information.

Often training is carried out simultaneously with work, that is, the acquired theoretical knowledge is immediately applied in practical activities. The main difficulty here is to learn how to present the obtained legal, etc. information in a language accessible to clients. In fact, selling real estate continues continuously throughout his career. Of course, most of the techniques and technologies can be found in magazines and on the Internet. But without practicing them in real transactions with clients, it’s better not to dream of success.

Let's get to work...

The first shock for a novice realtor, as a rule, is a “sudden” discovery - he is not the only one here. There are a lot of people working in the endless field of real estate sales services, and everyone is competing with each other. Why is this profession so attractive?

The “golden” time for real estate agents was 2007-2008. At this time, housing was rapidly growing in price, a mortgage loan from a bank could be obtained without problems, the services of a realtor were valued, and a strong opinion was formed about the easy and quick earnings of a representative of this profession. Many people came to it who could not find themselves in other fields of activity.

But with the onset of the 2008-2009 crisis, prices fell sharply, it became much more difficult to find buyers and, as a result, there was an outflow of personnel from the profession. Reviews about working as a realtor have acquired a negative connotation. However, experts believe that even today a capable agent can earn more than representatives of a number of other professions.

The problem for most people who come to this field is that, dreaming of serious earnings, people are actually not ready to invest their own time and effort in adequate proportions. And without such investments it will not be possible to achieve a level of serious income and maintain it.

Where do realtors come from?

This profession is not one for which one prepares from childhood. Rarely does anyone spend years thinking about how to become a realtor. So far, almost everyone who got here is random people. Successful agents include former representatives of a wide variety of industries and specialties. Some were pushed to do this by life circumstances. Others were interested in the process of working as a real estate specialist. At least 20% of today's professional agents were initially driven by the desire to solve their own housing problems.

When the market economy was just emerging (in the early nineties), each of the real estate agents was a pioneer by definition. There weren’t many reviews about working as a realtor. The subtleties of the profession were learned exclusively through experience. In the same way, you came to understand how suitable this job was for you.

These days the real estate market is more civilized and predictable, but the dropout rate is not decreasing. Why are so many people unable to do this job? You can understand this by understanding the essence of the profession and identifying the main mistakes that most beginners make.

About the problems of novice agents

We will not talk now about obvious irresponsibility, unprofessionalism or excessively low communication skills - with these qualities you cannot achieve success anywhere. According to experts, the main mistake of beginners is the lack of desire to “dig” - to understand the most important fundamentals of the realtor profession. A significant portion of agents are poorly aware that their most important commodity is personal time.

A person who hires a realtor instructs him to solve a specific problem that requires a certain amount of time and energy. The success of the first meeting with a client depends on a well-structured conversation. An agent who has taken an aggressive and hostile position, “First we sign the contract, then we start working,” usually remains alone.

As experienced and successful specialists testify, you have to spend time not only on the direct services of a realtor. Housing transactions for the majority of the population are associated with many personal circumstances, sometimes quite dramatic. The agent is obliged to temporarily turn into a confidant and advisor to his own client. People on a subconscious level expect not only formal support for the transaction, but also emotional support. Customer reviews of realtors are often largely tied to the so-called human factor.

What is important

Thus, a professional realtor must combine a considerable number of skills and abilities - knowledge of the market, the intricacies of legislation, the ability to promote the interests of clients in the necessary authorities, the ability to quickly collect and process necessary documents. At the same time, such an agent - good psychologist, ready to listen to complaints, for example, about an unfair division real estate etc. Smart and far-sighted realtors will never refuse a client a half-hour conversation on the phone with words of consolation, even if it is at the wrong time. Those who are categorically not ready to spend their time in this way are unlikely to succeed in becoming true. In any case, valuable recommendations he won't see it from clients.

This kind of customer focus should not be confused with basic spinelessness. Those who are soft-bodied and indecisive, following the lead of others, have nothing to do in this profession. The agent is tested from all sides - with distrust, anxiety, and sometimes outright aggression. People trying to complete a real estate transaction are often overwhelmed by anxiety, sometimes without any basis in reality. The task of a professional realtor in this case is to show confidence and sometimes toughness, reassure the owners and take on the role of a leader.

How to become disillusioned with the profession

The job can sometimes seem deceptively simple. The real estate market situation is changing on the fly. At times, sales can be easy, and a person mistakenly believes that this work is almost “freebie”. Reviews about working as a realtor are the most enthusiastic. But as the situation changes and competition in the agent market gets tougher, it turns out that the majority are not able to cope with the new rules of the game. After the crisis, the fight goes on for every client. They run after them, persuade them, and sometimes even tolerate inappropriate behavior.

Another reason why relationships with the real estate profession do not work out can be considered a lack of patience. Not everyone is able to wait for the declared income. The remuneration of a realtor of a large agency, as a rule, ranges from 15 to 40% of the commission paid by the client. The minimum percentage is assigned to beginners. Among other things, due to lack of experience, they are unable to carry out a large number of transactions, and accordingly, the level of income remains low.

In most agencies there is no fixed salary - realtors work exclusively for percentages. Somewhere there is a fixed salary, but it is a rather ridiculous amount. The first deal can rightfully be called the most difficult. A person is overwhelmed with information and his own emotions. There is no experience at all. The company will pay a realtor without experience a minimum remuneration of 10-15% of the income generated. Thus, the first three to four months of hard work, by definition, turn out to be “lean,” which is very stressful for newbie realtors.

Be patient...

According to experts, the average time until the first transaction (we are talking about the secondary market) is 3-6 months. At the same time, people usually decide on their preferences (whether the chosen profession is suitable or not) within six months to a year. In this area, the main indicators of success are the number of transactions and, accordingly, the realtor’s earnings in monetary terms.

Experienced agents claim that in the sales of the same secondary real estate, it is possible, after “promoting”, to conduct from 2 to 3 transactions every month. At least one of them will be complex (the agent leads it from the very beginning until the conclusion of the contract); in other transactions, his role is support. If such a specialist works for himself, he has a chance to earn about 150 thousand rubles monthly. As an agency employee, he will receive significantly less income.

According to professionals, the biggest earnings come from those specialists who are capable of conducting complex, sometimes conflict-ridden negotiations. The most successful agents are able to earn from 200 to 250 thousand rubles per month (on average), but such accomplished professionals in the general population are no more than 5-7%.

What you should be prepared for

Realtors, as has long been known, feed their feet. Indeed, to sell any property you have to run around a lot. First, an advertisement is given, then a buyer is sought, and numerous viewings are carried out (most of which lead to nothing). And only when the deal is prepared does a new stage begin - running around the authorities.

By “using your legs” to the fullest, you can earn good money. The amount of commission charged to the client depends on the level of complexity of the sale of the object put up for sale. If the seller-owner's requirement is to sell the apartment in a short time, and the property is not considered liquid, the agent has the right to request a larger remuneration.

The amount of a realtor's percentage is also influenced by the degree of his involvement in a particular transaction - whether he leads it from beginning to completion or simply brings a new client to the agency. The more brokers “invest” in the process, the more they earn.

Sales plans set by management for their employees cannot always be translated into real life. Compared to a realtor at a real estate agency, a private broker is able to earn an order of magnitude more - because he does not have to share with the employer. But for real success, such a single agent cannot do without a huge client base. It also doesn’t hurt to have your own people in the same agencies who can become suppliers of profitable orders.

Who is luckier?

“Golden” realtors are those who are engaged in the sale of luxury housing. Their commission percentage is usually higher, and the “cost” of a realtor can amount to several hundred thousand dollars monthly. But if business-class real estate is considered a “gold mine,” the least profitable segment is the economy-class housing rental segment. This type of work is usually assigned to beginners. Transactions here are relatively simple, mistakes are difficult to make, and there are few serious papers to sign. But this work requires a lot of personal time, showing and running around.

Each real estate segment has its own sales specifics. For example, suburban properties are considered the most profitable to sell among brokers. But at the same time, selling such an object is quite labor-intensive. A client planning to purchase housing in a cottage community is usually very picky. Most often, people save for years to buy a house in rural areas. They approach the transaction responsibly and very carefully, unlike those who, for example, are selling a city apartment inherited from their grandfather. In addition, cottages are more expensive than apartments, and people subconsciously find it more difficult to part with large sums. They bargain confidently and require an individual approach. Sometimes only an experienced sales manager can get along with such a client.

Where can I get a job?

Where exactly can a real estate agent work? As mentioned above, in addition to private practice, they can be employees of real estate agencies. In addition, representatives of this profession can be found in an investment company or any organization whose activities are related to real estate transactions.

We list the main responsibilities of realtors:

1. Collect information about real estate for sale or rent.
2. Study the housing market, find out the demand for specific categories.
3. Negotiate on behalf of clients the purchase, sale or rental of real estate.
4. Monitor sites where advertisements for such transactions may be posted.
5. Register possible offers from potential clients.
6. Search for buyers for specific objects.
7. In the same way, select tenants for certain objects.
8. Introduce clients to a bank of offers with the selection of the most suitable and profitable options for them.
9. Conclude agreements with homeowners and carry out registration of transactions for all real estate transactions.
10. Advise your clients on all possible issues during the process.
11. Protect the interests of clients, store documents transferred for the transaction, ensure the confidentiality of data and their complete safety.
12. Prepare reports on all work done.

Let's talk about the advantages of the profession

First of all, it is in a free work schedule. A realtor can work in the afternoon or in the evenings. After all, most meetings with clients are scheduled after 17-18 hours. Often, for this reason, young mothers on maternity leave enter the profession. Thanks to a free schedule, they are able to plan their day taking into account the needs of both family and work.

Another undoubted advantage is the absence of a “ceiling” of the salary that the employer assigns to you. After all, any boss can find the right argument and not pay you your rightful money. Here you are your own boss and your income is directly dependent on the number of transactions concluded.

For private entrepreneurs and realtors, it is important to be able to rent space for their own office not far from their home. In addition, many people cite the emergence of a wide circle of communication, new acquaintances and contacts as an advantage. There are no age restrictions in this profession. Even a pensioner can earn money in this area if he is energetic and competent enough.

The work implies a constant increase in professionalism in the chosen field, that is, the agent has something to strive for and where to develop. There are all kinds of advanced training courses, and the experience gained is almost priceless. A specialist in almost any field can be retrained to become a realtor.

What are the disadvantages?

First of all, there is no fixed salary amount. Another big disadvantage is the significant difficulties in finding clients. Sometimes you have to make truly enormous efforts to achieve this. Also, as already mentioned, there is a lack of quick earnings, especially in the first months of work. Often a realtor complains about the negative attitude of clients who suspect him of deception and selfish intentions. Many people are bothered by the lack of an entry in the work book.

The main thing you should strive for is to overcome the first, most difficult six months in this profession. Over time, the contact database grows, the number of clients increases, and deals sometimes begin to “come to hand.”

Where to find realtor courses for free

Where do they train to become realtors? Sales specialists need theoretical training. What are the requirements for them in terms of educational level? It is possible to obtain this profession at a university, but not everyone can afford a higher education. There are a number of reasons for this, mainly related to lack of time or money. In addition, the university diploma itself (as well as other realtor qualification documents) in this case is not the main thing. It is practically not useful for an agent's private practice. The same applies to getting a college education.

A good option could be distance learning at the same college, technical school or university. Based on the results, you receive a diploma, while saving a significant amount of time and money.

An alternative option is for a realtor to take courses for free at the chosen agency. As already mentioned, most of them organize such training on their own. Successful candidates are employed by them.

Another opportunity is to enroll in courses or participate in trainings and seminars conducted by companies and corporations whose field of activity is real estate transactions. Most often, the teachers of such seminars are professionals in their field who have already achieved certain success in this area. They conduct courses with the aim of training newcomers and at the same time improving the skills of their own employees.

Most of these seminars and trainings are paid and, based on the results of completion, give a certificate of acquired qualifications. Mastering the profession is also possible in a training center, where you will be given a certificate of assignment to the profession of a realtor or real estate agent.

Let us repeat once again - the main thing in the work of a specialist in this field is not the prestige of “crusts”, but real success in practical activities, which allows us to talk about the employee as a true professional in his field.

What is required from an agent first of all?

What skills and professional qualities must a successful realtor have? A real estate agent is a versatile person. He combines the professions of a lawyer (resolves a lot of legal issues that arise in connection with the proper execution of documents for transactions), an economist (understands the relationship between supply and demand in the housing market, predicts the rate of growth of housing prices), a psychologist (finds relationships with clients mutual language, focuses on the needs of specific people, knows how to persuade and defend his own positions), advertiser (knows how to sell the desired object to a specific buyer, composes exclusive ads, understands the types of advertising in accordance with the audience).

Additional, but quite important skills include skills in handling modern computer programs, as with office equipment (scanner, fax, printer), also knowledge of a foreign language or two and the status of a car enthusiast, coupled with the presence of a car.

Who is this profession suitable for?

What can be said about the personal qualities required by a real estate agent? As in any job, we are primarily talking about organization and responsibility, determination and the ability to quickly resolve emerging issues. In addition, for a realtor it is extremely important good upbringing, communication skills and high stress resistance. Persistence is also an essential quality, the main thing is not to go too far. In addition, this profession implies a certain degree of creativity - after all, sometimes only creativity helps solve professional problems.

What can you say about a career in this profession? Career growth here is a direct consequence of ambitions and aspirations. There are no promotions as such here. Rather, we can talk about a “horizontal” career associated with personal, professional, financial growth and the development of a reputation in relevant circles.

What is the Russian Guild of Realtors?

In 1992, a national organization was created to bring together members of real estate market professionals. It was called the Russian Guild of Realtors. About 1,200 companies entered it. RGR calls its main task the development of the real estate market in our country in a civilized form. All its members are required to be guided by a code of ethics and professional standards in their own activities.

The tasks of the RGR include the development of legislative acts, the content of which is the regulation of the real estate market. Its members - agents and brokers - are on the lists of the Federal Register of Certified Real Estate Specialists RGR. This register unites the entire set of certified companies, as well as certified brokers and private realtors in Russia with their contact details and database of offers.

On the official website of the RGR, in addition to information about the proposed real estate with displays on the map, you can find analytical materials and a lot of useful information.

For more than two million realtors (based on data provided by the National Association of Realtors in the United States), becoming successful realtors required much more than just having a license or, say, knowledge of the laws and various techniques for selling real estate. Experts estimate that 40 to 80 percent of all real estate agents are not as successful as they could be. Research also shows that up to 90% give up trying to become a professional realtor after three years of failure.

The following seven tips can help you avoid becoming one of these dismal statistics from the National Association of Realtors:

1. First of all, you need to clearly understand that you yourself are a business. The work of a real estate agent, although it is a silhouette of the work of an ordinary broker, is, nevertheless, good realtors - independent sales specialists with their own commission. This means that you are a representative of a small business and it is necessary to conduct business practices - both as the owner of a small business in general, and as the majority of it - the leader and manager in particular.

2. Plan, plan and plan some more. If you don’t have your own plan, it only means that you are not part of someone else’s plans - usually the plans of successful realtors and real estate agencies. Over the past 10 years, research has shown that most people place more value on planning a shopping trip or, say, a summer vacation than planning their personal (including professional) lives - and this is fundamentally the wrong approach to professional activities. agree. It’s not every time you think about it, but it’s such a simple and accessible truth that doesn’t even occur to us that it becomes funny. Make a shopping list for the supermarket and not think about what needs to be done today, tomorrow or throughout the year. It's mind boggling.

3. Review (create) your marketing plan. From the moment you become a realtor, you are responsible for your own expenses - compare your marketing plan (sales plan, income, number of clients) with the strategic plan you have drawn up for the year. Time spent creating a marketing plan is time well spent. Do not forget that a business plan is usually tied to dates, and a strategic plan only designates and distributes who does what and when exactly he does it.

4. Outline your sales goals. Using your outlined strategy (strategic plan), think about realistic, achievable goals that you need to set for yourself. If you are new to the industry (a novice realtor), then this can take up to 6 months - from the start of your professional activity until the moment of your first sale.

5. Create your financial budget. Budgeting is critical important point for the activity of a real estate agent in an industry where every new day everything is turned upside down and vice versa. There are sales this month, but not the next - that's why you need a fixed budget and reasonable spending of funds over time, and not immediately after you earn them. Your financial budget is a kind of plan for stable/necessary expenses and income in combination with any additional/possible expenses, incl. both for education and for force majeure situations.

6. Force yourself to prioritize. Difficult but necessary - building a business is not easy task, but it's worth it. You must learn to fully control yourself, especially in terms of time management, acquiring new knowledge and maintaining your personal life balance at the proper level. Being a realtor (running a real estate agency) is just like any other business that requires attention - you must always be on alert. Within reasonable limits, of course, without losing sight of family, friends, physical and spiritual health.

If you, as a person, are an incredibly successful seller, this does not mean that similar success awaits you in this difficult real estate market - on the contrary, everything may not be at all what you think. However, these seven tips will help you avoid the (sometimes unseen/implicit) mistakes that most new realtors face, whether they quit within the first year or 90 percent who quit within three years.

Good luck to you, we wish you become a successful realtor.

Hello dear blog readers. Acquaintances and not so familiar people periodically approach me with questions like: “I want to become a realtor, where should I start?”

I immediately ask a counter question: “Did you think carefully before you decided to start this business?” It is a business, because if you really want to become successful in this direction, then you need to treat real estate as a business.

Being a realtor is not easy, but a good realtor- not at all easy.

When I started, the director of the agency did not immediately accept me as a student, but before that she had a long and detailed conversation with me, explaining all the pros and cons of the profession.

Many people want to become realtors. Apparently from the outside it seems that it is very simple. I’ll say right away – it’s not very easy.

5-10% of the total number of realtors become successful here. If you see yourself among these people, go boldly, you will succeed. If not, then don’t waste your precious time - look for your direction, your business.

The question may arise: “How do the other 90% of realtors work?” Yes, this is how they work: indirectly, from deal to deal. If a person makes 1 transaction every 2 months, then he cannot be called a realtor.

Good - this is when there are at least 2-3 transactions per month. Stable. Then a realtor can really be called a realtor; only by working in this mode can you be aware of everything that is happening in the world of real estate.

It may seem that I am too categorical towards the endeavors of beginners. I'll explain why. Everyone who is not too lazy goes to become a realtor, feeding themselves with the illusion of easy money. But to start making really good money, you need to really work. Well, there is no such thing as easy money (at least for money to start coming to you easily, you first need to work hard).

And yet, if a person goes into real estate solely for the money, then he will not make good money. Never. Never, not one successful business was not originally built with the goal of making a lot of money. I want future and current realtors to understand this.

How are realtors trained today?

Newcomers come to the agency and begin to learn. Basic knowledge and recommendations are given. All. Then they try to do everything themselves and make a lot of mistakes. The reputation of all realtors in general suffers from this. People are starting to think that ALL realtors don’t know anything, that ALL realtors need to be hurried to work, that ALL realtors do nothing but just take money.

What should a novice realtor do?

If you, having weighed all the pros and cons of real estate, have firmly decided to work, then I recommend that you act as follows: after completing a basic training course, choose the best realtor-mentor from your agency and make him a commercial offer: he will train and supervise you, and you pay him, for example, 50% of your commission from the first 3 transactions.

I think an experienced realtor will definitely agree to this. A counter question may arise: “What will be left for me?” Here you decide for yourself individually: either pay for training and have the opportunity to study and be always in touch with an experienced mentor, or do and study everything yourself.

And you begin to study, look for clients (by the way, I wrote how to do this in the article “”), work and work.

If you take a serious and thoughtful approach to choosing the profession of a realtor, look for clients, study bank offers, develop connections, constantly work and work, then you will be able to succeed, making good money selling real estate.

Good luck to you in your endeavors!

How to sell real estate, tips for a novice realtor to be a professional in business and have a good income. There are a lot of real estate sales specialists working in the secondary and primary housing market, but not all of them can be called professionals in their field.

To work as a realtor, you need not only to learn how to work with living space, but also to be able to find contact and approach to all people.

Before starting work

Before starting a professional path in real estate, it is necessary to understand the essence of the work of such a specialist. People who are clients of realtors and see how much they earn from one transaction are charged with the thought that they would also like to earn money like that. But the work of a realtor does not fit into one day; it requires weeks of work.

To complete one transaction, you need not only to find clients for a real estate property, but also to check and prepare all documents and visit various authorities. Before becoming a realtor, you need to understand:

1. You will need to communicate a lot with different people. This communication will not always take place on a pleasant note, since situations are different, just like people.
2. The activity of a real estate sales specialist is a business. There is one thing in business important rule: how much you worked, how much money you received. To get more money, you need to work more.
3. Beginners in the business of selling real estate will not have a constant income at first. The main money that a specialist receives is interest transferred to him after the conclusion of a purchase and sale transaction of an object. Until a person has experience in such work, one should not count on regular income.
4. Working hours are irregular. You should be prepared for the fact that clients can call at any time and make an appointment. Usually it is convenient for people to look at apartments on weekends, so you need to always be ready to travel on business.

According to statistics, not all realtors who enter this business stay in it for a long time. You need to be able to find an approach to people, be sociable, always mobile and a professional in your field.

You can learn how to be a realtor through special courses. Higher and secondary education in Russia does not offer people this kind of profession. The most valuable knowledge is not theoretical, but practical. That is why, when hiring a realtor, specialists who already have many years of experience undertake to teach newcomers.

No one will send a new realtor to independently carry out the transaction from beginning to end. Such a specialist should always have a mentor; this is the only way to obtain the necessary knowledge efficiently and in the process of work.

Important! It is worth attending various seminars and trainings. They are held in different cities of Russia regularly, many realtors from different parts of the country come there. They share their experience and listen to lectures from successful Russian specialists.

You should not limit yourself only to the knowledge that is offered to a new employee at the agency; you need to independently replenish your knowledge in real estate sales. Without constant professional growth, it is impossible to achieve success and good, stable earnings.

How to make calls

How to call your clients correctly? One of the successful aspects of being a real estate sales professional is the ability to communicate with people. It is communication that helps to conclude agreements on working with clients, effectively obtain all the necessary documents, find buyers for objects, etc.

How a realtor should talk on the phone with people:

1. When you need to call a person about an apartment, you should always introduce yourself so that he understands who he is talking to. This applies to both outgoing calls and incoming calls. This manner of behavior will show the employee’s worth and his commitment to work.
2. During a conversation, you need to communicate politely and speak exclusively on the topic of conversation. At the beginning, when you don’t have much work experience yet, it is better to make a list of questions in advance, this will help you not get confused and remember to find out all the information you are interested in.
3. Always offer a personal meeting. Even if a citizen calls just to inquire about an object, you need to offer to meet. There is no need to refuse to provide information and there is no need to insist on a personal meeting, but it is necessary to make an offer to meet.
4. Use a notepad. When making incoming calls, you should always write down all the information received on paper; if during the conversation the specialist still remembers all the details, then when the call is over, all the information in your head may be confused. It is worth recording only the basic data that the citizen told about the apartment being sold or desired.
5. If you receive a call from a potential buyer and he wants to know information about the property for sale, you do not need to give his address. You can tell the area, floor, and other main points. The exact location is not worth mentioning, because if this call is from a realtor who is a competitor, if the contract with the client has not yet been drawn up, he may simply intercept it.

In order for people to buy an apartment, you need to be able to talk to the point and use professional terms, but so that ordinary citizens who do not understand the laws understand what we are talking about.

Personal meetings and viewings

One of the main steps in selling real estate will be personal meetings with clients and a review of the residential property for sale. There are also a few rules here:

1. There is no need to lead people to a site that does not suit their requirements. During the first conversation, he clearly makes it clear what kind of apartment he wants; you need to select it based on this information.
2. It is impossible to take a citizen to the site without prior preparation. To sell an apartment, a specialist must prepare a list of general information, write down a possible list of questions that may be asked by the client, and answers to them. Complete knowledge of the object shows the competence of the specialist.
3. You cannot rush the client to make a choice. To settle on a specific apartment, a person needs to be shown several options. Cases when a client chooses the first residential space that was shown to him are very rare. Objects must differ in some way from each other so that the person does not get confused in the options, but they all must meet the requirements set for them.
4. It is not recommended to leave the seller and buyer alone. In this case, there is a chance that persons will conclude a transaction without the participation of a real estate sales worker, so as not to pay him a percentage.

There are situations when both the buyer and the seller are represented by realtors from different agencies. It is very difficult to work in this mode, since another specialist can begin to refute any words and arguments, since he represents the interests of the other party. The realtor selling the property must carefully prepare for such a meeting and not leave the participants alone so that the contract is not signed without his direct participation in the process.

In this article we will look at why it is worth choosing the profession of a realtor, rather than going to work in a specialty obtained at the institute. And in conclusion, let’s think about what steps you can take to achieve success working in real estate.

Is it good to work as a realtor?

Which path to take when choosing a job is very difficult decision. And, sometimes, a person’s entire future life may depend on it. If he goes to work for money, everything will work out well. If he goes without money, he won’t see expensive cars or luxury vacations.

To earn a lot, you need to get a job closer to big money. It is clear that even the worst seller of oil pumps will always earn more than the best seller of pies. But to sell high-tech equipment, you need to understand it well and know a lot about the subject area.

You can spend a couple of years of your life and become a highly qualified specialist in the field of nanotechnology export. Or you can start working as a realtor today.

Realtor is a very lucrative job that does not require special skills or education. Apartments are expensive, and realtors receive good commissions for their services. From 50 to 100 thousand rubles per transaction.

The most interesting thing is that the level of knowledge of most workers in this specialty is very low. Over the past year and a half, I have talked with several dozen such specialists, and out of more than 20–30 people, only three turned out to be good specialists. The rest knew much less than me and could not even immediately determine at what price my apartment should be put up for sale.

For example, when asked about what price my apartment could be sold at, almost everyone found it difficult to answer immediately. Although what could be simpler, why didn’t these so-called specialists bother before the meeting to at least look on advertisement sites at what price apartments in neighboring buildings were being sold for?

But such a careless attitude to work was not an obstacle to good earnings. Almost all the realtors I met arrived at the appointed place in nice foreign cars. Judge for yourself, if such a specialist sells at least one apartment a month, then he has already earned his 50-100 thousand rubles.

Against the background of such specialists, in my opinion, it will be very easy for you to stand out if you begin to provide quality service. And you can start working with almost zero knowledge, no one will even notice it.

And within two or three months it is quite possible to become a very good specialist and “break” the market. After all, in the first six months that I was involved in real estate, I began to understand it much better than most realtors.

What does it take to become a realtor?

You will need a little courage and balls of iron, even if you are a girl. Taking the first step is always very difficult and scary. It’s especially scary to help a client enter into an agreement for several million rubles for the first time. Therefore, call a lawyer you know for your first deal.

The job of a realtor is very simple. If you are selling your client’s apartment, then advertise on free classifieds sites such as “Avito” and “From Hand to Hand”. If you are buying, then call such advertisements yourself.

It is simple, of course, only at first glance. In the process of work, you will have to learn a lot of subtleties and come up with a few tricks that will allow you to work efficiently. But this information is already enough for you to get started.

How to start working as a realtor if you're very scared

You may have done your research and visited several agencies, but you are still scared and afraid to enter into multi-million dollar apartment sales contracts.

In this case, maybe you should first work as a realtor renting out apartments and rooms. In this case, you will enter into contracts for small amounts, you will be able to get used to communicating with clients and get to know the real estate market a little.

After this, having gained work experience, you will be able to move on to serious transactions without unnecessary fears.

Rental realtors work in much the same way as real estate buying and selling realtors. But there are some differences.

First, the realtor gives several false advertisements for apartments for rent in different areas of the city. And when interested clients call him, he says that this apartment has already been rented out and offers to look at another one in the same area.

Apartments offered for rent are located on free advertisement sites. There are even specialized sites where posting advertisements only from owners is allowed. Advertisements from intermediaries on such sites are mercilessly purged. You can also buy ad databases from owners at specialized agencies; the average cost of such a database is 2,500 rubles.

For his services, such a realtor takes 50% of the monthly rent of the selected apartment.

How to increase your income by working as an apartment rental realtor

When working as a realtor, it is very important to acquire regular clients. Who will turn to you for help in renting out their apartment again and again.

The easiest way to do this is to give clients more than they expect to receive when contacting a realtor. If you tell them how to rent out their apartment for more money, and even help them in implementing this idea, then these clients will become yours forever.

If you help clients rent out their apartment for two or even three times more expensive, then you will receive twice as much commission from such an apartment.

You can find out how you can rent out an apartment for more money in my free book. Download a book .