El gran error de las agencias inmobiliarias
Me he dado cuenta de una cosa: las agencias inmobiliarias no saben venderse a si mismas. Pueden ser expertas en vender pisos, buscar financiación, captar propiedades… Pero a la hora de explicar sus servicios, fallan estrepitosamente.
He llegado a esta conclusión viendo la percepción que tiene la gente de las agencias inmobiliarias. La mayoría de la gente no tiene ni idea de los servicios que ofrecen. ¿Cuántas veces han escuchado alguien hacer el siguiente comentario? “Las inmobiliarias son unas caraduras, por poner un cartel de venta, se llevan más de un millón de pesetas sin hacer nada.”
Cualquier persona que trabaja en el sector sabe perfectamente que no es así. Lo que ocurre es que la gente que lo ve de fuera no sabe lo complicado y sacrificado que es esta profesión. Dándole vueltas al motivo de esta disparidad de puntos de vista, he llegado a la conclusión de que las inmobiliarias no saben explicar bien sus servicios.
La mayoría de las personas no tienen ni idea de que es lo que hace una agencia inmobiliaria y los servicios que presta. Creo que si un cliente hubiese visto todo el trabajo que conlleva vender su propiedad, jamás pensaría que la comisión se la lleva la agencia “por su cara bonita.”
Para solucionar esto pienso que las inmobiliarias tienen que darse cuenta que su verdadero trabajo no es vender propiedades (eso es solo el modo de generar ingresos). Su verdadero trabajo es venderse a si mismas y que sus clientes entiendan bien que es lo que hacen y que son muy buenas haciéndolo. De esta forma, los clientes valorarán verdaderamente el trabajo de las agencias y verán en que consiste su trabajo. Si sus clientes valoran su trabajo y han quedado contentos, entonces le recomendará y de esta forma tendrá muchisimo exito.
Buen comentario , Lo complicado es la implementacion y sostenibiladad
SALUDOS:
ESTOY DE ACUERDO CON SU ARTICULO. ME GUSTARIA OBTENER MAS INFORMACION Y RECOMENDACIONES PARA SER EXITOSA.
hola, me parece interesante lo que has escrito y me gustaria recibir mas informacion al respecto, quiero aprender a vender mi trabajo, gracias
Una buena solucion es utilizar nuestras webs para dar a conocer que servisios prestamos.
Uy , servicios quise decir ! perdon !
La informacion siempre es buena para nuestros clientes, si hoy en día tenemos una herramienta tan agresiva como el internet, porque no aprovecharla para que cada agencia de a conocer sus servicios mediante articulos semanales por ejemplo.
Siempre escucho la misma excusa, ´´no tenemos tiempo para escribir´´…. ¿pero no creen que es parte del proceso de venta ser mas informativos?.
Me atrevo a sugerir:
1.- Hacer unos minutos en sus reuniones del Departamento de Ventas (si no las tienen, es urgente que lo hagan al menos una vez al mes), para hablar y adiestrar a todo el equipo de ventas a informar un poco sobre su empresa en cada contacto que tengan con un cliente. Por ejemplo, crear una pagina dentro de sus blogs o de su sitio web donde haya informacion actualizada de la empresa para la que trabajan, y cada vez que envian un mail dejen una nota pequeña que dice: Conozca más sobre nuestra empresa, haga click aqui http://realestate…..com
Si es un contacto verbal o telefonónico el agente debe estar preparado para dar informacion a su cliente, un discurso rapido, y uno extenso si el cliente quiere extenderse.
¿Que cliente o interesado no querra saber mas sobre con quien trabaja?
2.- Siempre informar, mediante artículos o pequeñas actualizaciones, en donde se encuentra la empresa, que nuevos retos o nuevos servicios tiene. Y que cada agente conosca sobre esto, para poder actualizar sus conversaciones con sus prospectos.
Espero pueda ayudra un poquito para desarrollar ideas. No soy agente inmobiliario pero en mi blog recibo mucho este tipo de preguntas a diario.
Gracias por el artículo.
Saludos
Alicia Yabeta
oye, q diferencia hay entre una promotora inmobiliaria y una agencia inmobiliaria?
gracias
una promotora inmobiliaria, promueve una marca o Logo, en este caso la empresa XX. captando al cliente que tiene el BIEN, para la Agencia Inmobliaria
Una Agencia Inmobiliaria, vende la cosa., en este caso… el bien inmueble, captado por la Promotora.
No es deslealtad, cobrar un´porcentaje de comisión menos?. Interesantes los artículos me gusta mi profesión como promotor o asesor inmobiliario y me gustaría saber mas sobre el tema
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