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TOP AGENT

Piaa imobiliar este ntr-o continu schimbare. Fie c eti la nceput de


drum sau ai acumulat ani de experien n imobiliare, ntotdeauna exist
ci prin care s i mbunteti tehnicile i s evoluezi continuu n
cariera ta.
Prin programele Top Agent, ai acces la resurse educaionale
personalizate nevoilor tale fii un Agent de TOP!

Ctig clieni pe via


Ileana Preda
Top Agent
0722 88 6162
ileana@topagent.ro
www.topagent.ro
/TopAgentTraining

Cuprins

i dac nu e poveste?

Baza ta de date ..................................................................................................................1


Oferte i cereri .... 1
Oameni i relaii . 1
Jocul numerelor ......

Cum i merge afacerea? .........................................................................................2


Cine este clientul tu? ...................................................................................................3
Clieni pe via . 3
Surse generatoare de business . 3
Disciplina prospectrii ..

Calific-i clienii . 4
i au trit fericii pn la adnci btrnei ......................................................... 5

5%
i au trit fericii pn la adnci btrnei
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Disciplina prospectrii
Blocheaz timp n calendar
Folosete scenarii
Monitorizeaz rezultatele

Baza ta de date
Oferte i cereri
Cte proprieti ai n baza de date? ___________
Cte proprieti noi adaugi lunar? ____________
Cte cereri gestionezi n fiecare lun? ________
Cte vizionri cu clieni efectuezi lunar? _____
Cte vnzri generezi lunar?
TU ________ ECHIPA _______

Oameni i relaii
Ci oameni exist n baza ta de date? ________
Ci dintre acetia tiu cu ce te ocupi? ________
Cu ci ai fcut (faci) afaceri? __________________
Cte persoane noi adaugi? _____________ / lun
Ce obiectiv de tranzacionare ai n 2014?
TU ________ ECHIPA _______

Calific-i clienii
Vrea, poate, are motivatie?
Eti persoana potrivit s l/o asiti?
Este el/ea clientul tu?
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Atunci cnd sunt ntrebai Cum merge afacerea ta? rspunsurile


agenilor imobiliari variaz de la Cum s mearg ru! N-are lumea
bani s cumpere case! pn la Fantastic! sau Bumbastic!. n spatele
acestor rspunsuri, de cele mai multe ori se afl un mare NU TIU.

Cine este clientul tu?


Extras din tabelul Clieni pe via

Jocul numerelor
Vnzrile sunt considerate un joc al numerelor. Pentru a rspunde
ntrebrii de mai sus, trebuie s i cunoti propriile numere. Apoi,
rspunsul tu se schimb n: Conform planului! Luna aceasta am
efectuat 110 apeluri telefonice, din discuiile avute am descoperit 16
persoane care au nevoi imobiliare, 4 dintre acestea mi-au devenit clieni,
unuia dintre ei ii datorez faptul ca cei 11500 euro ncasai m-au adus
mai aprope de obiectivul meu anual!

Cum i merge afacerea?


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Surse generatoare de business


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Consultanii buni nu duc lips de clieni.


W. Shakespeare
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