KHÓ KHĂN CỦA NGHỀ MÔI GIỚI BẤT ĐỘNG SẢN

Nhân viên môi giới có thể kiếm tới hàng chục triệu tới trăm triệu mỗi tháng. Tuy nhiên không phải ai cũng dễ dàng thu được khoản lời lớn như vậy, nguyên nhân một phần do những khó khăn của nghề môi giới bất động sản vẫn luôn thường trực và làm họ chùn chân lúng túng, thậm chí là phải bỏ cuộc.

1. Môi giới bất động sản – làm giàu không khó?

Môi giới bất động sản là nghề thu hút rất nhiều lao động, đặc biệt là các bạn trẻ đến làm việc. Có thể nói đây là một trong những nghề hiếm hoi không yêu cầu cao về bằng cấp hay kinh nghiệm, thậm chí những bạn sinh viên chưa ra trường vẫn có thể vừa làm vừa học.

Nghề môi giới khiến nhân viên trở nên giàu có không phải nhờ lương cứng hàng tháng, bởi nguồn thu nhập kếch sù của họ đến từ tiền hoa hồng của những hợp đồng mua nhà. Tùy vào từng công ty mà chính sách hoa hồng cho nhân viên môi giới dao động khoảng từ 2 đến 5% giá trị bất động sản. Như vậy, giả dụ nhân viên kinh doanh bất động sản môi giới thành công bán căn nhà 1 tỷ, họ đã có thu nhập từ 20 – 50 triệu đồng, đây là con số đầy mơ ước của nhiều người trẻ.

Bên cạnh đó, môi trường làm việc của họ khá thoải mái. Họ không cần phải ngồi chôn cứng chân ở môi trường công sở 8 tiếng/ngày, mà có thể linh động di chuyển đến dự án để trực đón khách, đi phát tờ rơi, đi gặp khách hàng theo lịch hẹn,…

Nếu nhìn trên lý thuyết, phúc lợi cao ngất khiến môi giới nhà đất trở thành nghề nghiệp rất hấp dẫn, là cơ hội làm giàu đầy hứa hẹn không thể bỏ qua. Thế nhưng trên thực tế, đây lại là công việc chứa đựng rất nhiều khó khăn mà nếu không biết cách đương đầu và giải quyết, bạn có thể sẽ thấy nản chí và sớm bỏ cuộc

2. Những khó khăn của nghề môi giới bất động sản

Phải nói rằng nghề môi giới bất động sản chứa đựng rất nhiều khó khăn, thậm chí là cả cạm bẫy. Giai đoạn mới vào nghề chính là giai đoạn mà một nhân viên môi giới phải vượt qua nhiều thử thách nhất. Ngay cả những người đã bám trụ với nghề lâu năm cũng chẳng liên tục được thuận buồm xuôi gió.

Khó khăn trong việc tìm kiếm khách hàng

Phần lớn nhân lực của nghề bất động sản là các bạn trẻ, sinh viên mới ra trường. Với những đối tượng này, khó khăn của nghề môi giới bất động sản đầu tiên chính là việc tìm kiếm, tạo dựng mối quan hệ với khách hàng. Đây cũng là một thử thách dành cho những người mới, nếu vượt qua được thì có thể tiếp tục sống tốt với nghề, còn nếu không thì đành… rút lui, bởi họ chỉ kiếm được tiền khi tìm ra khách để bán được sản phẩm.

Với nhiều bạn trẻ còn chưa được tiếp xúc thường xuyên với xã hội và phải tự lực cánh sinh để kiếm sống, tình cảnh này đích thị là phải “bắt đầu từ con số 0”, họ phải cố gắng mọi cách để có thể kiếm khách hàng cho riêng mình, việc này càng khó gấp bội nếu họ không có sẵn một số vốn để đầu tư quảng cáo dự án, quảng cáo sản phẩm.

Để vượt qua khó khăn này, người nhân viên môi giới phải luôn sáng tạo, chăm chỉ, đặc biệt là phải kiên nhẫn. Hãy liên tục tìm kiếm để kéo được khách hàng về với mình thông qua những cách: đi phát tờ rơi, telesales (dựa trên nguồn data sẵn có của công ty), đứng trực ở trước dự án, đứng standee kiếm khách,…

Khó khăn về mặt kiến thức và kỹ năng

Một khó khăn của nghề môi giới bất động sản nữa là sự thiếu hụt về mặt kiến thức và kỹ năng của các nhân viên sẽ khiến họ mất khách. Một khách hàng quyết định mua căn hộ hay biệt thự không chỉ vì sự uy tín, chất lượng của dự án, mà còn nằm phần nhiều ở khả năng nói chuyện và thuyết phục của nhân viên môi giới.

Nhiều người rất nhiệt tình, năng nổ, biết đầu tư, nhưng khi chốt sale vẫn bị mất khách, nguyên nhân chính là do họ thiếu kỹ năng “mềm”. Thứ nhất, họ không có khả năng trình bày để khách hàng thấy được độ “hot” và sự hấp dẫn của sản phẩm. Thứ hai, không có khả năng giao tiếp và chưa thể thuyết phục khách hàng một cách tuyệt đối, dẫn đến việc khách vẫn đắn đo, phân vân, nửa tin nửa ngờ về việc lựa chọn mua sản phẩm là đúng đắn hay sai lầm. Thứ ba, đây cũng là trường hợp khá phổ biến, những nhân viên khi gần chốt được sale thì lại để đối thủ cạnh tranh cướp mất khách hàng, chính là do họ vẫn còn hạn chế trong quá trình giao tiếp, chưa tạo được sự tin tưởng và cảm tình của người mua.

Ngoài ra, những người thiếu kiến thức, thiếu kỹ năng thường dễ bị lúng túng nếu gặp phải vị khách khó tính, khách đầu tư đã “lõi đời”, hoặc rất dễ rơi vào tình thế khó xử trong trường hợp bị khách hàng “bật lại” nếu quá trình tư vấn thiếu cẩn thận, để xảy ra sai sót.

Tuy nhiên, đây là vấn đề có thể khắc phục được bằng sự kiên trì học hỏi, tích lũy kinh nghiệm, hoàn thiện kỹ năng thông qua thời gian.

Khó khăn do không nắm được tâm lý khách hàng và không hiểu rõ về sản phẩm đang bán

Sai lầm cực lớn mà các nhân viên bất động sản dễ gặp phải là không nắm bắt chính xác tâm lý của khách hàng. Việc trình bày lan man, dông dài về sản phẩm mà không hiểu khách hàng muốn gì sẽ dễ khiến việc môi giới rơi vào cảnh thất bại giữa chừng. Khi bạn không hiểu được tâm lý của khách hàng mà tư vấn lung tung, đối phương sẽ tự động kết luận sản phẩm không phù hợp với khả năng tài chính cũng như nhu cầu của bản thân và quyết định không bỏ tiền mua.

Ngoài ra, một số nhân viên khác lại không tin vào khả năng của mình, hay không tin vào sản phẩm mà mình đang môi giới. Việc này hình thành những suy nghĩ tiêu cực và cách làm việc hời hợt đối với chính sản phẩm và khách hàng của bản thân.

Để khắc phục tình trạng này, trong quá trình tư vấn đừng quá đặt nặng việc phải trình bày đầy đủ thông tin, cũng đừng quá nghiêng về việc phải giới thiệu sản phẩm sao cho hấp dẫn mà vô tình quên mất nhu cầu của khách. Người nhân viên cần đặt khách hàng làm trung tâm, đưa ra những câu hỏi hợp lý để lấy được thông tin từ đối phương mà làm cơ sở tư vấn. Cần học cách nhanh nhạy quan sát biểu cảm, thái độ của khách để đặt ra cho họ những phương án lựa chọn sản phẩm phù hợp.

Người nhân viên môi giới cũng phải luôn cam kết với bản thân một cách chắc chắn và có trách nhiệm đối với nghề mình đã chọn, dù ở bất cứ nghề nào thì điều này là vô cùng cần thiết.

Môi giới bất động sản có thể nói là môi trường vào thì dễ, nhưng để bám trụ lâu dài thì rất khó. Tuy thế, bạn vẫn sẽ thành công nếu biết phấn đấu học hỏi, trau dồi kỹ năng mềm và kiên trì theo đuổi nghề. Trong đó, nếu biết cách vượt qua và khắc phục những khó khăn của nghề môi giới bất động sản, thì nghĩa là bạn đã thành công một nửa rồi.

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    Marketing Advertising ɑnd Sales

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    Market Resеarch

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