Sales Technique

Project -–real estate agency in Bucharest

Our preferred service is the sale / rental of apartments.

Here are some reasons why we chose this service:

-as a real estate agent you have a high level of independence, which means that you
establish yourself the way and the work schedule, the client base, the segment in which
you want to work and the way you promote yourself;
-as an agent, your income is largely controlled by the time you invest. As you become
more experienced you can have an assistant or even think seriously about opening your
own real estate agency;
-in real estate, learning never ends. Always needs to be up to date with new trends,
technologies and any details that may influence how a transaction proceeds;
-through the nature of the job you can meet a lot of people;
-the creativity will be developed because you have to choose the most suitable pictures,
describe the properties in a clear and convincing way, all appealing to your creative
abilities;
-even if the real estate field has ups and downs, it is not a market that will completely
disappear. Even if you will not sell as many as the market was growing, it doesn’t mean
that the opportunities will disappear completely. Even in a precarious economy, realtors
have the necessary methods to sell properties to qualified buyers.

Sales representative post:

-Cod COR: 341301

 The main objective of the job: brokerage and completion of real estate transactions;
 Job description (the content of work): the real estate advisor mediates the relations
between the company and its clients, between the clients of the company and its partners,
regarding the sale, purchase, exchange and rent of apartments in new, old, houses, villas,
halls, commercial spaces in new or old buildings, in exchange for the commission.
Discuss with clients issues related to the price of the properties, the conditions of sale or
purchase, as well as details on its facilities/characteristics, making the evaluation of real
estate as appropriate. With regard to renting and property management, the real estate
 advisor acts as a broker. It arranges loans from banks and intermediates the preparation of
the transfer documents of the property.

 Responsibilities:
1. To promote the real estate market;
2. To broker contracts for sale, purchase, rental;
3. To collect the commission due to the company;
4. To prepare periodic reports and update their own and common databases;
5. To maintain a collaborative relationship with the direct superior, with colleagues,
with the secretariat, with clients and with the company’s partners;
6. To respect the directives of the superior in order to achieve the company’s objectives;
7. Identifying people who want to make real estate acquisitions;
8. Finding niches on the market for developing partnerships;
9. Promoting offers for potential customers;
10. Reaching the monthly target for contracts;
11. Advising clients and offering help in preparing the financing file;
12. Keeping confidentiality of all information regarding the identification data of clients
and agency;
13. Keeping the service secret;
14. Contributing to the creation of a good reputation in terms of the services offered by
the agency;

 Requirements:
Knowledge of the real estate market in which it operates (including cross-border transactions);
This includes at least the following:
a. The most important terms and definitions in the financial and economic fields related to
real estate transactions;
b. Money, credit and banking systems related to the real estate sector;
c. The economic and political situation related to the real estate sector;
d. Demand and supply trends in the sector;
e. Realization of real estate investments
Knowledge and implementation of techniques and methods of real estate marketing;
• Knowledge regarding the financial aspects of the use of the property. This includes at least:
a. Operating costs (eg energy, annual taxes, annual maintenance cost);
b. Various types of real estate insurance (for example, reinsurance insurance, mortgage
protection, content insurance);
• Knowledge about the principles and process of financing a property transaction. This includes
at least:
a. Legislation on mortgages, loans and other financial instruments;
b. Various types of mortgages, loans and other financial instruments;
c. The administrative process of establishing the mortgage and of closing the mortgage;
• Knowledge regarding the constructions and their maintenance - from the sector in which the
agent carries out his activity. This includes at least the following:
a. Types and basic terminology of constructions;
b. Structural elements of buildings;
c. The principles of renovation, repair and conversion;
d. The basic principles of the organization of the construction process and the role of constituting
the professional team involved;
e. Construction regulations that refer to the profession of Real Estate Agent and regarding
consumers;
• Knowledge regarding the environment and energy, of the property. This includes at least the
following:
a. Elementary knowledge of the period of validity of the materials and constructions;
b. Principles regarding buildings and energy saving, sound insulation, humidity, light access;
c. Principles regarding the risk of contamination and decontamination;
Knowledge regarding cadastral documents and legal study documents (if applicable), including
topographic information. This involves at least the following:
a. Registration of real estate information in public registers;
b. Terms and definitions commonly used;
c. The legal and practical meaning of cadastral information;
• Knowledge of urban and rural planning codes. This includes at least the following:
a. The terms and definitions used in the urban and rural planning codes;
b. The legal and practical meaning of the urban and rural planning codes;
c. Evaluation of the content of the codes;
• Knowledge of legislation, regulations and standards. This includes at least the following:
a. National and European real estate legislation (for example health and safety, environment);
b. Subsidies, grants and tax incentives for the real estate sector;
c. Regulations regarding the development of the property;
d. The principles of taxation for the real estate sector;
e. Consumer protection regulations;
f. Regulations for the construction and operation of buildings / building codes;

What our company offers:

We aim to offer our clients the most successful experience when it comes to a real estate
transaction in Bucharest, be it sale, purchase or rent. We consider that it is our duty not only to
find a suitable property for the client, but to find the property that represents the client, the
perfect combination between the client's requirements, price, location, facilities and design. The
team consists of 40 real estate agents.
List of words that "attract" in a sale:
-Value/Worth (always the customer needs to know what is the real value of the product that is for sale);
-Opportunity (the customer needs to know how their problems will be solved, therefore, they are
presented with the opportunity they are waiting for);
-New;
-Limited;
-Everything included (this tells the customer that the service is what all customer need and want to buy);
-Profitable (every customer wants what they buy to be worth all the money);
-Quality (everyone wants high quality products and services).

Prospecting techniques

1. Prospecting customers through E-mail

The structure of the e-mail is very important. Basically, we need to compose the e-mail in order
to have a high visible impact for the customer. First of all, the title of the e-mail needs to arouse
the interest of the customer and needs to be relevant: “We have the client for your product!”.
Second step it will be the e-mail itself which should offer details about the clients and not about
our firm. This process needs to identify the strong points for the client. Through the e-mail we
need to create a connection between our offer and our customer: “Hello, We are from CRIMOB
and we have an interested client four your apartment/land”. The next step and the last one it is to
invite to discuss more about our offer “We invite you to offer you more details about our
potential client. Please let us know if you are available, for example, Tuesday between 10-12
am”.

2. Prospecting through the phone.

First step is to create a list with potential clients and the call. Ideal is to return to old customers
who used to rent in the past. The conversation should include details about the reason for the call
and about the potential client who want to rent the apartment. If we gain the permission to
address some questions there will be: ‘Does your property qualify for such a rent?’, ‘If you get
what you want from your customers, will you rent the property?’. After this set of questions and
if the client agrees our commission we prefer to set a meeting in order to see the space and take
some pictures in order to post on our platform.

Speech with the owner (first call):

Agent: Hello! I'll call you about the apartment. Is it still current?
Customer: YES!
Agent: My name is... and I call you from CR Real Estate. I have an interested client who wants
to move to the area and I want to know if / when we can set up a viewing.
Customer: What kind of customer do you have?
Agent: We have a very serious client.
Customer: Could you provide me some details about it?
Agent: Yes. He has collaborated in the past with us, now he moves because where he was before,
the owner decided to sell the apartment. That is what I wanted to talk to you: the client really
wants to stay for a long time, and I wanted to ask you if you are going to sell the apartment for
the next 3 years so he would not want to move and not to confuse each other.
Customer: Does your potential client also have a pet?
Agent: No, he doesn’t.
Customer: Ok, I am interested in your offer.
Agent: Great! Please provide me the exact location and the name of the owner and a date when
we can meet.
Customer: Piata Romana, no13, Iliescu Maria, Tuesday from 9-12 AM.
Agent: In case of rent we have a commission of 50% from the first month of rent.
Customer: I’m not so sure about the commission.
Agent: We are committed that client will respect the terms of the contract imposed by you, will
stay for at least one year, and if he leaves earlier than 1 year we will bring another client in 14
working days without receiving any commission.
Customer: I will wait and then maybe I will work with agencies if I do not give it on my own.
Agent: Ms, every passing day means that you will loose money, if you stayed with the apartment
without renting for a week you already lost 50-100 euros. I now have the client who has the
money and will give you 1 + 1.
Customer: Ok then, you are right! See you Tuesday.
Agent: Thank you for your time!

The dialogue between the seller and the buyer potential based on the actual meeting:

Agent: Hello, nice to meet you!

Customer: Hello, nice to meet you too!
Agent: Should I start with viewing the apartment?
Customer: Yes, please! I will show you everything you need to know for the potential client.
Agent: Please, tell me the dimensions of this apartment.
Customer: It has about 67 mp2.
Agent: As I can see, the apartment in fully furnished, exactly how the potential client asked.
Are you willing to negotiate the price up to 300 euros?
Customer: Hmm, yeah, only if you assure that are committed that client will respect the terms of
the contract imposed by me and staying for at least one year, and if he leaves earlier than 1 year
you will bring another client in 14 working days without receiving any commission.
Agent: Alright! Perfect! Let’s close the deal!
Customer: Deal!