How to work as a realtor to earn a lot

People don’t treat realtors very well - they are often considered those who earn money just like that, practically out of thin air. At the same time, they charge large commissions, sometimes mislead and make the process of finding an apartment an unpleasant quest. Of course, not all agents are like this, but some not only are like this, but also admit it. The housekeeper talked to a realtor who rents apartments. He talked about his profession, special methods and remorse that he has.

How to become a realtor

I entered this profession at the age of 25. I am a sociologist by training, but I didn’t even try to find a job in my specialty. After university, he worked as a sales manager, did a little work in a logistics company, and even worked as a translator.

But none of the above gave me a reason to build a career. In some places the lack of personal growth was a hindrance, in others the salaries were too low. Changing one profession for another, I thought more and more that I would never find a job that would meet my requirements.

One day I saw a vacancy for a realtor and for the first time in my life I thought about this profession. When I arrived for the interview, I realized that I knew nothing about real estate realtors. I was met in a small office where it was very noisy.

People there constantly told each other the addresses of houses and offered to go somewhere. The head of the agency took me to his office and began asking questions. At first I asked simple things - what kind of education I have, where I worked before, and how much I want to earn.

After listening to all the answers, he began to ask the questions that really bothered him. For example, am I afraid of threats, can I put pressure on a person, and how do I cope with frequent stress. From that moment on, the conversation became more substantive and they began to tell me situations so that I could talk about my actions in them.

Then they told me that I could easily earn 60 thousand a month if I tried hard. I admit that it was a lot of money for me. After all, at my previous job I received half as much, so I was immediately inspired.

What a realtor needs to know to be successful

Experienced realtors like to repeat: “It’s easy to work as a real estate agent, but hard to make money.” What should a realtor be like and what does he need to know to achieve financial success?

First of all, a realtor must understand that the purpose of his work is to quickly and competently solve clients’ problems. To do this best, a realtor needs to have up-to-date knowledge in areas such as:

jurisprudence;
economics and politics;
city architecture;
business etiquette and psychology of communication;
methods of finding clients.

Yes, you don’t need to take special exams to become a realtor, but, as you can see, to successfully work in their specialty, a good real estate agent needs to know a lot. What is the real estate minimum?

Jurisprudence

An agreement and a transaction are different concepts from a legal point of view, and they are classified according to different criteria, although the names of the categories sometimes coincide.

Transactions and agreements can be unilateral or bilateral.
Transactions are divided into compensated and gratuitous, and contracts can only be compensated, unless otherwise provided by law or the contract itself.

Types of transactions:

consensual and real;
causal and abstract;
urgent and unlimited;
conditional and unconditional.

A novice realtor needs to know all the nuances of classification like the back of his hand. It is equally important to understand what consequences the conclusion of a particular type of agreement or transaction entails for the client, and to be able to benefit from this.

A real estate agent's knowledge base also includes information about which transaction is considered completed and how to go through state registration.

Unfortunately, the laws of our country often contradict each other or allow for ambiguity of interpretation. That is why a separate block in the list of things that a realtor should be able to do is the ability to conclude transactions that cannot be disputed. Every aspiring realtor should know:

How to check real estate and make sure that the documents are drawn up correctly and that the real data matches the data specified in the technical passport.
How to check the participants in a transaction, namely:
legal capacity of the parties to the transaction;
the presence of third parties who have the right to property (relatives in prison, ex-spouses, minor children).

To work as a realtor, you need to have a good understanding of the types of title documents, that is, papers confirming the right to real estate. These include:

privatization agreement.
contract of sale.
contracts of gift and exchange.
lifelong maintenance agreement with dependents.
certificate of right to inheritance (by law or by will).
court decision or settlement agreement.
acts of putting the facility into operation.
certificates of full payment of the share in the housing cooperative, GSK, DSK.

Each of these title documents has its own specifics, but all of them must contain information:

about the object (address, purpose, cadastral number);
about the copyright holder (passport data);
about the legal relationship between the object and the copyright holder.

It is imperative to understand the conditions of the validity of transactions. These include:

the legality of the essence of the transaction;
the ability of the participants to complete the transaction;
correspondence of will and expression of will;
compliance with the form of the transaction.

Economics and politics

To work as a realtor, you need to have a good knowledge of market conditions and understand the impact economic and political processes have on the cost of square meters. This is important because in Russia, buying an apartment is often used as a way to protect money from inflation.

To help a client invest wisely, a realtor must be able to correctly assess how prices for different categories of real estate will behave in the short and long term.

What conditions do different banks offer for mortgages, including military ones, is a question that real estate agents are asked very often. Even a novice realtor should know which bank to recommend to a client depending on his requirements and capabilities.

Features of the development of the city in which you work

Pros and cons of “Brezhnevka”, “Khrushchev”, “Stalin” and “Czech”.
Years and type of development in different areas of the city.
The main problems in the housing and communal services sector of the center and outskirts are where there is a good boiler room, where there are problems with water supply, where major repairs are planned soon.
The location of kindergartens, schools, clinics, parks and other facilities, the proximity of which affects the cost of housing.
In what direction will the city develop: which area can be considered promising, and which will soon become unsuitable for living due to a road or factory under construction.

To understand why you need all this information, remember what a realtor should do. A real estate agent must solve clients' problems, and therefore specific knowledge is indispensable.

The realtor also needs up-to-date information about developers and their properties:

where and what is being built;
what technologies are used;
what terms of sale are offered.

Psychological foundations of business communication

A novice realtor needs to know at least a little from such areas as:

rhetoric;
Business Etiquette;
psychology.

This is necessary to:

work with doubts and objections;
be able to insist on your own without making a negative impression;
correctly convey information about the rights and obligations of the parties.

Methods of finding clients and establishing business connections

A novice realtor needs to know that all his professionalism will not bring good earnings without a constant flow of clients. Classic ways to find clients include:

calls based on free advertisements;
posting advertisements;
distribution of business cards;
offering your services to friends, acquaintances and acquaintances of acquaintances.

As you can see, to work as a realtor you need to know a lot. Taking training courses is a great start to your career. Our specialists know first-hand what a successful realtor should be, because we have been working for more than 20 years. There is no need to learn from your mistakes: learn from our experience!

Source: https://transfertcenter.ru/blog/chto-dolzhen-znat-rieltor-chtoby-xorosho-zarabatyvat

How much is a realtor's commission?

In our city there are very high commissions for renting housing, they start at 70 percent of the monthly rent (which is also high). In the agency where I work, the realtor receives 50 percent of the commission. It turns out the following situation: for example, housing is rented for 20 thousand a month for a long time. As an intermediary, I am paid 20 thousand for concluding an agreement - that is, the commission is 100 percent.

Of this money, I give 10 thousand to my employer and keep 10 for myself. Due to very high competition, I am not able to conclude contracts every day, but a couple of times a week I definitely have a signed contract. I don’t have a salary - and yes, I’ve been working for two years now, but I haven’t been officially hired. Almost all of our agency's accounting is done somehow. We can say that on a good word.

I earn from 80 thousand rubles a month. When I first started, I received less commission than now, it was 30 percent of the transaction. But over time, I established myself as a good specialist, so my conditions were changed. In a good month I can earn 150 thousand rubles.

At the same time, I know that some agencies have a salary, and agents receive pennies from the contracts themselves. In my opinion, this model of work negatively affects the results. After all, what's the point of trying if your salary won't change much?

Where is the best place to look for a job?

A newcomer without work experience will not be able to provide intermediary services when concluding contracts for the purchase and sale of real estate. In order to gain practical experience, you will need to work in a specialized agency. At first, it is recommended to work only with customers who want to rent or rent real estate. Workers with this specialization enter into more than ten contracts within one month. It is important to note that the commission rate in this case will be lower than in real estate sales transactions. However, choosing this area allows you to gain basic skills and move on to more complex areas. Working with commercial real estate can significantly increase profit margins, but this specialization requires knowledge in the legal field.

Concluding transactions for the purchase and sale of real estate allows you to receive large financial rewards. It should be noted here that even professional agents with extensive experience conclude no more than five transactions per month. In order to achieve a high result, you will need to learn how to resolve various issues with all public utilities and other government agencies.

A successful realtor will easily analyze the real estate market

How does a realtor work?

Our agency is very sensitive to earning money on the side. If you find a client yourself, then put him through an agency - this is a rule that cannot be broken. In return, you receive a large database of apartments, and you are also regularly given new clients.

Usually the work is structured like this: a person calls the agency and asks to find him an apartment. He voices the data, after which he is transferred to one of the realtors. They look at who is doing nothing now, or with the help of specialization. As a rule, I work with studios and one-room apartments - for many, things go poorly with this type of housing. And “family renting” is more suitable for them, that is, when an apartment is rented by a large family, rather than by single individuals.

Let’s say they tell me that a client wants to rent a house for up to 20 thousand rubles in a certain area. I start checking our database and looking for apartments that fit his requirements. Then I offer them to the client and send photos.

Almost all contact takes place in instant messengers; I don’t like personal meetings - I try to keep them to a minimum. At the same moment I call the apartment owners and try to arrange a viewing. It happens that a person contacts me in the morning, and already in the afternoon we go to view an apartment for rent.

Real Estate Sales Basics

It is impossible to cover the basics of sales in a paragraph within one article. The profession of a realtor is akin to the work of a psychologist or actor - it involves constant work on yourself, the ability to observe and draw conclusions from any of your successes or mistakes.

Beware of bobblehead coaches who have sold one or two properties and feel that their observations are enough to coach others. The ability to beautifully compose phrases is not enough; look for answers on your own or rely on experienced colleagues in the agency.

What are the responsibilities of a realtor

A realtor is an intermediary between a buyer and seller. He not only reviews the properties that are for sale, but also deals with all stages of the purchase and registration of housing from the moment the contract is concluded until he receives the necessary papers for the property (or money, if the property needed to be sold).

List of main responsibilities of an agent:

consultations on issues of interest related to real estate;
examination of profitable options for selling real estate, buying real estate or renting it out;
ensuring the legality of the agreement between the seller (leasing) and the buyer (renter);
correct execution of all necessary papers;
guarantee that the client will receive money for the delivery/sale of real estate or documents upon its purchase;
ensuring compliance by both parties with the terms of the agreement;
drawing up a report on all the work done and providing it to the client.

In short, a realtor is responsible for finding buyers/sellers/renters of real estate, organizing negotiations and completing the necessary paperwork.

Otherwise, the agent’s responsibilities depend on the concluded agreement, since there are several types of intermediary agreements.

When selling an apartment

Agent's rights when selling real estate:

obtaining a power of attorney;
the opportunity to get into the apartment and find out all the necessary information about it;
payment for work performed.

List of responsibilities of a realtor:

consultation;
real estate advertising (before this, he is obliged to take several photographs and place the apartment in his database);
receiving statements and certificates;
selection of buyers, negotiations with them (including showing the apartment);
registration of contracts for the purchase/sale of real estate and related papers;
submitting papers about all actions taken with the apartment to Rosreestr for registration.

When buying an apartment

Responsibilities of a realtor when buying an apartment:

consultation on housing prices and market conditions;
conclusion of an advance agreement and notarization of the transaction;
inspection of available options that suit the client in accordance with his requests;
reviewing options for loans and mortgages, carrying out all necessary actions with banks;
ensuring a meeting between the client and the seller of the apartment, assistance during its inspection;
negotiations with the seller on the terms of the contract and price;
viewing documents related to housing (for example, the number of registered residents), checking the “legal purity” of real estate;
after the parties have agreed on the purchase/sale, the agent is obliged to ensure the correct execution of contracts and all related papers (including the act of acceptance and transfer of real estate), assist in the mutual settlement of the seller and buyer and monitor the successful completion of the transaction ( including elimination of possible violations before the Federal Reserve authorities);
help in obtaining insurance for the apartment (at the client’s request).

Real estate appraisal is not the responsibility of a realtor and he does not have the right to conduct it for a fee if he is not a certified specialist. The realtor is only obliged to initially evaluate possible options for purchase in order to inform the client.

When signing a rental agreement

The agent is obliged to help the client find housing for rent. Help includes:

Regular review of current advertisements
the obligation to answer calls even outside of working hours;
inspect the property (together with the client).

The responsibilities of a realtor when renting a home are almost identical to his responsibilities when buying/selling, the main difference is in the types of documents drawn up.

Real estate companies provide the opportunity to conclude 2 types of contracts: exclusive and standard. A standard agreement is needed when renting small (1-room or 2-room) budget apartments.

In this case, the agent must accept an application from the client, select an apartment/tenant, show it to the client (by organizing a meeting of the two parties) and, with his consent, conclude a rental agreement. If you disagree, continue to look for others through the client base.

An exclusive contract is more expensive; it is concluded when renting business class housing. In general, the responsibilities of a realtor are the same as when concluding a standard contract, but there are some differences:

Search for a tenant according to the client's preferences.
If the tenant is not suitable for the client, the real estate company should advertise his apartment in order to find more suitable tenants.

How to view an apartment for rent

If the owner of the apartment is present at the viewing, then I find myself constrained - I don’t like it. The ideal situation is when the keys to his apartment are simply lying at the agency. If the viewing is scheduled for 3 o'clock in the afternoon, then I arrive at about 2 o'clock. I inspect the apartment, ventilate it, check the taps, sockets, and lights.

If I understand that something is not working well, then I start thinking about how I will get around this moment. For example, if the bathroom smells of damp, I will try not to take the client there. After checking out the apartment, I start planning my route. I think that I will show him first of all, and how I will justify some obvious flaw in the apartment. What advantages can I note first - all this should be in my head.

Immediately I look at a map of the area and look for grocery stores, pharmacies, bars. I work much more quickly than my more senior colleagues and find the information I need quite quickly. 20 minutes is enough for me to form a whole lecture in my head on the topic “Why should you rent this particular home?”

Closer to viewing time, I think over the route again, then close the windows and go outside to wait for the client. As soon as he comes up to me, I immediately say that we will have to hurry up a little, since there will be another screening after us. My task is to show that the apartment is very popular. And also find out as much as possible about the client.

If the client looks young, I almost always use the same formula. I say something like “Nowadays small apartments have become popular, and students often rent them. And you are probably a student too?” The interlocutor's answer allows you to learn more about him. Then, when I lecture him, I use information about himself to inform my story.

I can tell him something like “There’s a bar nearby, it’s pretty good, my colleagues and I went there recently. You are just a student, and there is a young audience there. That’s why my adult colleagues won’t go there anymore—the music there scared them.” My task is to make a person think as if he has already rented this apartment. I’m not saying “if you take it off”, on the contrary, he should literally imagine himself returning here every day.

After I show him around the apartment and give him the opportunity to walk around it himself, I ask how his place is. If the answer is yes, then I immediately take out the contract and we begin to fill it out. He transfers the money to the agency's account, and I give him one copy of the contract and the keys, and then calmly leave.

Which clients are easy for a realtor to work with?

To understand how often a person rented a house, you only need to be in the same room with him for a few minutes. Experienced people start looking at every corner, checking every corner, turning on the water (both hot and cold, and both), checking to see if the toilet is leaking - you can’t hide anything from them. The most hardened clients even check the sockets, as well as the windows - in case they open poorly.

There is no need to tell such people anything. They themselves studied everything about the area before watching, they just need to make sure of it. That the apartment itself is normal, and without obvious problems. In such cases, I just walk around and answer the hail of questions raining down on me. If everything is fine with the apartment, then I calmly fill out the contract.

As for inexperienced tenants, they are afraid to take the initiative. Sometimes you almost have to lead them by the hand. A person may not know anything about the area, and in the future he will regret it. For example, the bus stop will be too far away, which will make it take a long time for him to get to school. But my task is to sign a contract, and not to think about the needs of clients.

Sometimes I even have to rent out housing that no one wants to live in. The most problematic housing in my city is, of course, studios. There are several buildings that used to serve as dormitories. There is a small room, a corridor of 3-6 square meters, on which there is also a kitchen, a bathroom - and nothing else. This is only 16-25 square meters in total.

Moreover, the building itself is in terrible condition, and in addition to people, they are also home to beautiful fauna, consisting of parasites of various levels. To go to this place, I have to persuade even myself - I definitely don’t want to live there. However, people are very actively renting housing of this kind. By activity I mean the number of transactions concluded.

A studio can cost 13 thousand rubles, that is, I will receive about 6 thousand for simply conducting a transaction. Everything happens very quickly, because people want to rent such housing. They understand perfectly all the costs and problems that they may encounter when renting a studio.

What knowledge do you need to gain?

In order for a realtor to be considered a professional, he needs to have a certain amount of knowledge, which will include several areas. First of all, every real estate dealer must understand the law. This will be required not only for drawing up contracts, but also for the ability to ensure a reliable transaction, as well as for working with certain categories of the population. For example, in order to provide an object to a buyer with payment using maternity capital, you need to understand family law.

To attract clients, you will also need marketing knowledge, because they are responsible for submitting advertisements, drawing attention to objects and other nuances. Finally, it doesn’t hurt to be a psychologist, because understanding what the client wants and establishing mutually beneficial communication with him is possible only with the help of psychological techniques. If you have at least this basic knowledge, the realtor will be successful and clients will come to him.

What kind of negativity does a realtor face?

It happens that a person comes for a viewing and sees something different from what was in the photographs. Naturally, agencies always take good photographs of apartments. Sometimes they lighten the pictures and choose the right angles.

Taking a photo of the view from the window is an art. If the trash can is visible (which happens often), then you need to take a photo so that it is not visible. It is advisable to take photos in the summer to avoid melted snow and puddles. The client looks at the pictures and thinks that the apartment is great, and then he arrives and is horrified. He has to listen to accusations that he was deceived.

True, in my memory there have never been people who immediately stopped watching. They get angry, they can swear, but then they still agree. Still, choosing housing is a very complex process that requires time and effort. Sometimes it’s easier to agree than to drive around the city for several days looking for the truly optimal option.

As an agent, I'm pretty bad at dealing with negativity. Some of my colleagues know how to convince people in such situations, but I let them talk, and then smoothly move on to the main question - should I draw up an agreement? The man sighs, takes a few steps around the apartment and nods. That's it, the deal is over, and the money is in your pocket.

What mistakes does a novice realtor make?

When I first started working, I constantly thought that I was deceiving people. It seemed to me that I was getting money for nothing, and all my clients were always unhappy with the contracts. But over time, I became more mature and more cynical.

I realized that people themselves don’t know what they want. Many people simply don’t listen to what realtors tell them. Others invent ideal apartments for themselves and are upset that they can’t rent anything like that for their budget. It happens that a person names some ridiculous amount and says that he would like housing for that kind of money - and the housing is good.

Once on the phone, a student told me that “I’ll only rent without my grandmother’s renovation and in the center,” and then she named the amount for which I could only rent housing on the outskirts. When I asked where she got such prices, she stated that in her hometown apartments cost exactly that much. For some reason, she didn’t want to think about the fact that prices might differ in different cities.

Qualified real estate appraisal

How to become a good realtor? There is no clear answer to this question. You will have to go through many stages and learn a lot. The first step you should take is to learn how to properly value real estate. To do this, you need to be able to navigate prices and know what factors they depend on. And there are many of these factors, for example:

location of the property;
the specifics of the area where it is located;
features of houses;
apartment layout and others.

In addition, as a specialist, you must know the specifics of each transaction. You will have to carefully study how privatization differs from purchase and sale, rent from trust management. How to correctly draw up documents for real estate that becomes ownership, and how these documents differ from those that give the right to property. After learning all this, you will be able to communicate with the client easily and without any problems. Any question from him will not take you by surprise.

What kind of clients do realtors not like?

I had a case when a person persistently explained to me that it was not necessary to fill out an agreement. I told him a thousand times that the apartment would not be rented out without a contract, he immediately asked me to connect with the owner of the apartment. Apparently, he just wanted to avoid paying me a commission, so he hoped to communicate with the owner of the property.

Naturally, I did not allow him to communicate with the client, but not out of greed. It’s just that if the owner of the apartment wanted to rent out the property himself, he would not have contacted the agency. It would turn out that I was doing my job poorly. By the way, after 10 minutes of unsuccessful attempts to get the owner’s number, the tenant agreed to conclude an agreement and paid me a commission.

There was a case when a person rented a house for a month, but wanted to sign a contract for 11 months. He said he would leave town soon. The fact is that the commission for renting housing for a short period is much less than for a long period. He didn't even bother to find out about it in advance. It is important to understand that apartment owners themselves choose for how long they will rent out their housing.

There was also a case when I myself would have set up the owner by moving in a tenant for just a couple of months. I had to call the apartment owner and ask how he would treat a short-term tenant. We managed to come to an agreement, fortunately for the tenant. But he told me about these introductory notes at the moment when I began to fill out the contract. So I didn’t know about it myself.

The tenant was very happy when the commission amount noticeably decreased. Unfortunately, people are too lazy to find even the simplest information, which is why they later lose money.

Cost of services: how is it formed?

The first way is to receive a percentage of the property value . Many transactions are complex and therefore the percentage of the sale is not always enough to compensate for the work.

There is a form of payment in which the realtor receives a fixed amount of money after the transaction. But this option is not ideal either, because a professional receives the same amount of money for his work for different apartments, spending more time on some of them.

The best option is to combine the two previously described methods . The agency determines the minimum amount that a realtor receives, but at the same time, part of the commission is determined as a percentage of the sale. This encourages the agent to make sales at a higher price.

How do people feel about renting apartments?

There have been cases when people complained about the size of the apartment - they say, they would like it to be bigger. I looked at them in surprise and did not understand why they were dissatisfied. After all, they had photographs and a layout of the apartment indicating the area of each room. That is, they could understand this information even before watching it, but for some reason they ignored even thoughts about it.

There were times when they told me something like, “Well, the area, of course, is not very good.” It would seem that they sent you an address, well, check everything at once so that there are no problems later. As a result, they lament, whine, and still take it off. At first I tried to explain that the area was beautiful, but over time I realized that this whining does not require any answer - the person just wants to behave this way, let him behave.

Once there was a case when a guy and a girl came to watch. They were outraged because there was a small sofa in the apartment. Like, there is different furniture in the ad. At first I thought whoever wrote the ad had simply made a mistake and the situation would have turned ugly.

However, I opened the ad right in front of the clients and realized that it completely matched what was in the apartment. It turned out that the guy and girl looked at so many ads that they had a mess in their heads. Personally, I don't understand how you can treat rental housing this way.

Responsibilities of a realtor. What should you know and be able to do?

I often hear from clients that I, as a realtor, must work according to the conditions that they heard somewhere, learned from someone, or came up with for themselves. It happens that when asking for services, clients begin to teach me wisdom, and, probably, other intermediaries. They prove that realtors must know all the legal aspects related to real estate, and also be able to sell, as they say, advertise, etc. There is no desire to write about examples of tactless communication at all.

But the question arises, where should all these responsibilities come from for a realtor? Is this written down somewhere or do we already have a law on real estate activities? Sometimes you wonder: if clients are smart and they tell you what’s best to do, how to sell them an apartment, where to advertise, then why, in fact, do they turn to intermediaries? After all, it is cheaper and easier, as I think, to delegate these powers to your loved ones or friends, or by turning to realtors, there are still some problems that cannot be solved based on your judgment and life experience.

Let's try to figure it out together using examples from other service areas. Let’s say that if you have a toothache, you go to the dentist, explain to him which tooth is bothering you, after which he decides what to do next, what tools and materials to use. At the same time, he can tell you the approximate time of treatment or prevention, how and what he will do. Therefore, I have doubts that the patient came to the doctor with his recommendations and suggestions for treatment methods. Otherwise, the doctor will not understand the patient, who came to whom, and who will help whom.

Why, then, do we consider it necessary to advise what and how to do, and in general, where “the legs grow from”? Probably due to the fact that we were all born, raised and lived in the country of the Soviets or due to the fact that a culture of civilized relations between the intermediary and the client has not been formed for more than two decades. Rather, the second one, since the market does not have much of a history, if you do not take the pre-revolutionary period, as well as those “developments” that existed before 1991, when almost all “body movements” were regulated by the state.

Initially, the first specialists in this field of business worked as best they could. Since there were no big programs from Western colleagues, no one shared their experience or adopted it in a way that could once again change the idea of the deserved existence of such a “business subspecies” as a realtor.

But there were and are attempts and desires of some of the participants in this general process to change the rules or make them more civilized.

It would be possible to introduce the concept of “Europeanness” for understanding, but, unfortunately, not all European countries work according to the same standards, and in some countries they are even in a worse position than ours, with regards to the rules.

In Ukraine, groups of initiative individuals from various public organizations are attempting to implement and implement in some legislative form or in the initial incarnations of the internal code of work of intermediaries. In particular, these are ASNU (Association of Real Estate Specialists of Ukraine), PSR (Professional Community of Realtors) and others. For example, ASNU develops ETS (effective trading system), and RPS promotes and works on the principles of ASP (partner sales system). And each such system has the right to life, where, in addition to protecting the rights of the intermediary, the interests of the client are taken into account and protected.

Responsibilities

I think the first priority is the need to change the goals of newcomers who come to real estate. Create a clear picture of why he comes to this profession. Show him motivation to work, correctly guide him in the right direction.

Because, listening to some intermediaries with up to two decades of experience, you understand that it is necessary to change approaches and the system as a whole. I don’t know whether reforms are possible in a specific area, such as real estate, but I would really like to change this, and preferably sooner.

So that the existence of intermediaries is justified not only for the intermediaries themselves, but also for their clients: owners and buyers.

Honesty . This is the first and probably the main quality and responsibility for a realtor. We can say that the main negative appears due to the lack of honesty between the parties to the process. Between a realtor and a seller, between a realtor and a buyer, between one realtor and another. There is a desire to eradicate such concepts as hidden commissions, to teach realtors themselves to understand what they work for and receive their remuneration.

Openness . Another scourge in the service sector. But this doesn’t just apply to realtors alone, and some clients suffer from a lack of openness. Thus, initially putting the process of mutual cooperation itself at a dead end. Some intermediaries do not always open up their methods of work at the beginning of their work, keeping silent about details on which they can then speculate and then substitute the interests of their client.

I think that these two basic parameters are enough to begin with, as they are mandatory for a realtor today to ensure fruitful cooperation and high-quality closure of issues. Therefore, here only with internal trust can you understand whether this is the person to whom you can reveal your wishes.

What else a realtor should know and be able to do: Services . Conditions of provision by realtor. What kind of agreement – form, rights, obligations? Who should pay the realtor and how much? Client motivation . Find out why he sells? Acceptable deadlines for closing a deal? Financial expectations and costs? Property valuation . Comparative analysis of analogues and parameters.

Creating the correct starting price. Work plan . How is the property supposed to be promoted? Possible scenarios for the development of events. Carrying out additional surveys. Pre-sale preparation . Bringing the property to marketable condition. Readiness of documents. Content creation .

Photos, videos, other media information (3D, panoramas, plans, diagrams) for websites, print, advertisements, outdoor advertising. Impressions . Planning viewings, meetings. Acceptance of counter-offers, offers. Negotiations with potential clients and third parties. Reporting on work . Promotion dynamics. Further selling strategies. Informing of interest.

Creating demand . The main job of a realtor. Any actions for the effective purchase and sale of real estate in the interests of your client.

What are they speculating with the client?

I will try to describe the common conclusions of clients who have previously used the services of other intermediaries

Legal support . For some reason, some intermediaries put it first in the provision of services. Moreover, even some lawyers write that they can provide such intermediary (real estate) services. That is, a service (legal), which in most cases has a specific fixed cost, for a specific time or volume of services, sometimes they try to show the client that this is the strong point of a realtor, an intermediary. Look for a realtor-salesperson, not legal services.

Marketing work . Compassionate realtors, with almost tears in their eyes, tell how much they advertise and how much money they spend. But they forget to clarify that each advertising source and different formats have a specific amount. Also, without bothering to inform you that he has a couple of tens or hundreds of such objects (or even thousands, like with agencies) and that the time for your object will be given exactly as much as it takes to update the advertisements on the portal.

With high-quality work, a professional can simultaneously work with a maximum of 5 objects (rare exceptions up to 10). The average amount of time allocated for the most profitable closing of a transaction is expressed on average in several tens of working man-hours specifically allocated to one object.

But there is no way to pay a few percent for work with an object, if it involved updating an ad over a long period of time, or several impressions and accidentally finding a client.

Base . Another trick with which intermediaries can talk about their large list of objects and potential clients. But what is the client’s interest in the fact that they already have several dozen, hundreds of objects from other clients? The main thing is whether a specific client object will be promoted, or whether it will be offered as one “from” the base. For now, again by chance there will be “that” client. But in this case, as a rule, precious time is lost, and with it the “value” of the object, expressed in the final cost.

Who is suitable for working as a realtor?

Over time, I realized that my work is not suitable for every person. It requires special qualities. For example, you need to be able to focus on work and turn off any sympathy. Do you understand that it will be difficult for a person to pay rent? His problems. Do you see that the apartment is not in the best condition? Let the client decide for himself whether it suits him or not.

Over time, you get used to such answers to such questions. When you regularly see people who cannot determine for themselves the requirements for an apartment. Or they themselves violate their own wishes.

It happens that during the first conversation a person almost swears that he will live only in the city center, and the very next day he asks about whether there are options in residential areas. There is no logic, only emotions. This is why there are so many scammers in the real estate market - simply because people lack rational thinking. They are caught on emotions and lack of understanding of the market, and then taken advantage of. I myself believe that I conduct business honestly.

Where to get training to become a realtor

In the Russian Federation there are no special areas at universities and other educational institutions for training to become a realtor. There are only private organizations that conduct courses in real estate skills.

You can train to become a realtor by getting a job in a private organization involved in real estate transactions.

On-the-job training is free of charge. A beginner will learn from already experienced specialists by completing tasks and drawing up documents.

Private organizations conduct trainings and courses on real estate skills. Training lasts on average 4-7 weeks. Moscow is replete with individual entrepreneurs created by realtors with extensive experience for training from scratch.

List of organizations and individual entrepreneurs capable of transferring experience:

System of Vladimir Dimitriadis.
Century 21.
Rostislav Smetanin.
Courses from VSN Realty and others.

Which realtor earns a lot?

If a person has qualities that will help him work as a realtor, then half the work, one might say, is already done. Next, he must work a little on himself. You need to be confident in yourself, so you need to study a lot of information. If you talked about 10 or 15 apartments, then it becomes easier.

You already know about the questions you will be asked, and you will also come up with universal answers. When you stop doubting your own words, your work will become more successful.

Another important factor is to look good. I don't mean an expensive watch and jacket, not at all. You just have to look serious, neat and without excess. Many of my colleagues can go to view an apartment with a hangover or smell of sweat - I don’t allow myself to do such things. This is probably why my success rate is much higher.

It is also important to understand that each person is individual, and there are no general rules. Therefore, you need to develop a line of work that is right for you. Personally, I never invite people to the office to show them photographs of apartments. The first meeting is a viewing, and not before.

I just don’t want to waste my time, and I also protect my clients’ time in this way. Why need meaningless conversations if I can send everything via the Internet? I’d rather spend more time finding a suitable apartment than wag my tongue with a person in the office.

I also never lie to clients. Yes, I can keep silent about something. Or make sure they don't pay attention to the problem. But I don't consider this a gross deception.

Is it hard to work as a realtor?

Many of my friends and acquaintances treat my work very poorly. They think that I deceive people, that all realtors are somehow bad. However, this doesn’t stop them from contacting me when they need an apartment - after all, I give them a pretty big discount. At the same time, I understand that many are simply jealous of my earnings.

After the first year of work, I bought myself a car, so it’s more convenient for me to move from place to place. I’m not going to buy an apartment yet, I’m still renting it. You can say that I am a successful person if you look at my life through the prism of financial security. And I myself don’t see anything wrong with this approach.

As for morality, everyone has their own. Moreover, people do not always follow the rules that they themselves constantly proclaim. For this reason, I have a positive attitude towards my work. If there were no realtors, the real estate market would consist of scammers. Now I clearly understand what an ordinary client is like. So I can imagine how badly they might have been deceived.

Realtors simply save people from such problems. I don't think a commission is the worst outcome. I hope that over time my work will bring me even more money and spiritual pleasure.

Find out how to rent a house in Italy (it turns out it’s not that easy) by clicking on the link here

What a real estate realtor (newbie) needs to know

What a newbie realtor needs to know, be able to do in order to become a successful real estate specialist, mistakes at the beginning of the profession, tips for working with clients and real estate.

What a new realtor needs to know

Time until the first transaction

First of all, the timing of when you can receive an agent's commission. In the USA, for example, a year may pass, in Russia, the average is 6 months. Therefore, at the beginning of your realtor career, be prepared for the appearance of your first earned money after quite a long time.

There are exceptions to the rule; I have seen in practice how new agents received their first fee after only 1-2 months of work.

And most often these are real estate rental agents, their fee is smaller, but it is possible to get it in the first week of work, but the amount of work and other disadvantages can cover such success..

And here is the first piece of advice, one of the ways to repeat this successful experience is to look for clients among your relatives, acquaintances, friends, friends of friends, etc., that is, your inner circle. This approach almost guarantees that the deal will take place in the near future with your participation, because There is more trust in acquaintances and in recommendations from acquaintances too.

Paid training in real estate agencies

Each real estate agency has extensive practical experience in supporting transactions with residential, commercial and other types of real estate. Knowledge costs money, so training for beginners is often paid. You shouldn’t take this negatively, because experience is sometimes gained through litigation, which a normal agency “pushes” for its employee if he is at fault.

There are many more advantages to such training - you will gain real experience, as they say, “in the heat of the moment,” from people who work “in the fields,” and not from gurus writing blog articles. Appreciate it, know how to ask questions, torment with questions, try to take more than they give you. I did the same thing, professional realtors ran away when they saw me from afar, because... They knew that I would again extract from them the experience I had earned with my feet and nerves.