You should not think that in such a field as real estate, vacancies to work as an agent are designed only for specialists with experience. This is a big misconception - the TsDN company has a special training course designed for applicants for the position of Trainee, allowing you to learn the basics of a new profession.
You will have at your disposal:
Personal mentor.
You will be assigned to an experienced realtor who will help you grow as a professional.
You will work in a team, which means that if any questions arise during the training stage, you will be able to contact him personally. Educational materials.
The program includes several levels:
- You learn the methods of effective advertising of an object, determining the correct target audience and positioning the object, composing advertisements and pre-sale preparation (home staging);
- Training on working with outgoing and incoming calls;
- Establishing competent communications with clients and sales psychology;
- Legal basics necessary for working with documents;
- Receiving feedback and recommendations from the client;
Is there a salary for a realtor without experience?
Working as a realtor is interesting, but not every person can do it. Only 10-12% of 100% will remain working in real estate after training. Trainee realtors earn from 30 to 50,000 rubles without salary, but with interest payments based on results, at the beginning of their career. More experienced real estate agents also have a progressive percentage of transactions, which can reach up to 50%. If during the training process you understand that working as a realtor is not suitable for you, this does not impose any obligations on you to the company. You just need to inform your manager about your decision.
Documents for registering a real estate agency
Opening an agency is not difficult; licensing has now been abolished. There are certain steps you need to go through:
- writing an application for registration;
- registration of TIN;
- payment of mandatory state duty;
- registration of the company with the tax service after registration;
- print order.
To take out a loan to open a real estate agency, you will have to draw up a business plan, confirm your income and provide collateral. But credit institutions are reluctant to lend money to open agencies - this area requires investments for a long time, and therefore entrepreneurs abandon what they started halfway. Prepare arguments in advance that will convince the bank of the seriousness of the borrower’s intentions.
Opening stages
To open a real estate agency, you initially need to register your business activity:
- Register as an individual entrepreneur (you can do this without leaving your home through the tax office website).
- Pay the state fee of 800 rubles.
- After 5 days, receive a certificate from the tax office.
- Make a seal (an individual entrepreneur is not required to have a seal, but having one will create more confidence among clients).
For an agency opened with the participation of a partner, it is more advisable to choose registration as an LLC. But this is not so important; clients are little interested in the organizational and legal form; reputation is more important to them.
If you plan to take out a loan to open a business to open an agency, you will need:
- draw up a detailed business plan;
- confirm existing income;
- provide collateral.
But it is worth noting that banks are reluctant to lend to agencies, since this type of activity is extremely unstable and it is not known when the investment will pay off.
Where to begin
It is advisable to start a business by opening a real estate agency by identifying priorities. You should understand that you will have to invest a lot of money in promoting your business for at least six months.
Its future success or failure depends on how well the enterprise develops in the first months:
- The first couple of months should not be aimed at making a profit , but at clearly organizing the coordinated work of the office and employees, selecting information and creating a client base.
- It is not necessary to try to cover all possible areas of activity ; initially, you can choose only one option. For example, many real estate firms have achieved success by dealing only with rentals.
- It is important to find a good notary before registering an agency. If the lawyer is too busy or has little experience, he or she may cause the deal to fail. It is advisable to work simultaneously with several lawyers at once.
- To start working, it is better to choose one clearly defined area and as positive feedback from clients increases, you can gradually expand the area of activity.
Decor
Documents required for registration (originals and copies):
- protocol on the creation of a limited liability company (when registering an LLC);
- the charter of the company, executed in a certain form and certified with the necessary signatures (LLC);
- passport of all founders and directors of the future agency (IP, LLC);
- application for registration (individual entrepreneur, LLC);
- receipt of payment of state duty (IP, LLC).
After receiving the registration certificate you need to register with:
- tax office;
- territorial statistics department;
- regional branch of the pension fund;
- territorial insurance fund.
After this, you can begin opening an agency current account and making a seal.
Room
Regarding the choice of location for a real estate agency office, opinions are mixed. Some people prefer the central part of the city for this, while others are more interested in residential areas. However, both of them agree on one thing - the office must be located on the first floors and have a separate entrance.
The initial option is a room in an office building or a room in a shopping center. Another important condition for choosing a location for an office is the presence of a residential area around it. The size of the office may be small; for a staff of 5 people, 20 sq.m. is enough.
Staff
On average, a real estate agency staff consists of 10-15 people. But at the initial stage, 3-5 employees are enough. Realtors are recruited from “newbies” through newspaper advertisements and are further trained on the job. Experienced agents are unlikely to come to work for a little-known company. The main criteria when choosing personnel are:
- sociability;
- communication skills;
- experience working with people;
- the ability to defend one’s point of view with reason;
- desire to learn and develop.
The “newbie” is trained through a couple of weeks of theory and subsequent practice under the supervision of a more experienced employee. Renting is considered the easiest direction and is most suitable for training a novice realtor. Having become familiar with the rental market, an employee can engage in more complex activities. The “ideal” employee is a realtor who concludes at least two sales transactions per month.
Almost all realtors work on a piece-rate basis, receiving a percentage of the transaction. So large agencies pay 30-50%, smaller companies give the employee 50-70% of the proceeds. But in any case, the employee must have the prospect of growth, which will be a good incentive. And it is advisable to immediately provide employees with a social package.
In addition to the realtors themselves, a secretary-dispatcher should be included in the permanent staff. The services of an accountant and lawyer can be used as needed; there is no need to keep them on staff, especially at the initial stage.
Equipment
In terms of equipment, a beginning real estate company will need:
- tables;
- chairs;
- landline phone.
But no matter how small the equipment, the office must be in good repair, and a bright sign should hang above the entrance. At the first meeting, the client evaluates the appearance of the company and only then pays attention to the professionalism of the employees. And of course the telephone... it should always be available for dialing; a client who hasn’t called a couple of times will prefer to call competitors.
The nuances of opening a real estate agency
Promotion of an NA requires large investments, and the return will not be immediate, so it is necessary to create a “safety cushion” so that there is time to develop a client base in the absence of profit. This is an unstable business, so mistakes cannot be made.
Another interesting idea is opening a franchise travel agency.
It is impossible to make a profit from the very beginning of the agency's work. But in order for this moment to come faster, you need to direct all your efforts at the initial stage to debugging competent work and creating a client base. Find expert real estate and mortgage lending assistants. It wouldn't hurt to hire an advertiser. A simple realtor who knows first-hand all the fluctuations in the real estate market copes better with this task.
Choose a reliable agency
In Russia, there is no provision for licensing the activities of real estate agencies, so a favorable environment is being created in this area for the implementation of fraudulent schemes. However, you can check whether the agency is a member of the Moscow Association of Realtors or the Russian Guild of Realtors. To join these associations, recommendations and a monetary contribution are required, in addition, the agency is subject to verification before joining. Therefore, it is unlikely that there will be scammers among the members of these associations.
When visiting an agency office, you need to find out if there is a corner for clients with important information and a book of complaints and suggestions. Fly-by-night companies usually neglect creating an information field.
In each agency, the client is assigned a specific realtor with whom he will work. And even before starting work, you should check that the realtor has a power of attorney that allows you to sign documents on behalf of the agency.
Search for premises
Pay attention to choosing a location for your office. Densely populated residential areas are considered profitable. If you are planning to open an agency that will cover the entire city, locate the office in the center.
Don’t forget about the sign above the entrance; it should be memorable, but moderately strict and stylish.
Note:
from partners!
To stay in touch with your clients, make sure they can reach your office by phone at any time.
When a client cannot get through to the office the first time, which happens when the telephone line is heavily loaded, he will turn to competitors. Therefore, it is so important to ensure a stable connection with the agency, which will have a positive impact on the growth of the client base.
Registration procedure
When completing a transaction, a purchase and sale agreement is signed, containing information about the parties to the transaction, the owners, the property, the price and the procedure for making payments. If you are purchasing housing in a new building, you must sign a transfer and acceptance certificate.
When the contract is signed, payment is made. If it is made in cash, then a receipt for receipt of cash must be drawn up. After this, the state registration of the transaction is carried out in Rosreestr. This may take up to 30 days.
The seller and buyer agree in advance on who pays for the paperwork when purchasing real estate. Typically, the costs of preparing documents are borne by the seller of the apartment, and the costs of completing the transaction are borne by the buyer.
Now you know what documents are required when purchasing residential real estate, and it will not be very difficult for you to collect the necessary documentation and complete the transaction.
To create a client base, you need competent marketing (we recommend reading about opening an advertising agency). To start creating, decide what to advertise. To do this, it is important to know how to determine the liquidity of objects. It is important to understand prices in the real estate market.
In every city, cheap properties are popular among the population - a one-room apartment or a communal apartment. Promotion of a young agency begins with such people, because it is not possible to attract elite clients right away, this is a difficult task that requires investment, and beginning businessmen do not have it. When advertising in line, information must be indicated on whether the apartment or house is suitable for lending.
Another business idea is how to open a hostel in an apartment.
The principle of creating competent advertising for an object is to highlight all the possible advantages of an apartment - convenient location, developed infrastructure of the area, type of building and number of floors.
When launching advertising, the area where the office is located is taken into account. A person looking for housing in the northern region is unlikely to call an office located in the southern direction.
Elite properties that require special advertising contribute to generating a solid income. This involves the use of high-quality photographs with placement in prestigious publications.
Successful advertising will not work without stretching the company's contacts. They hang it on balconies or windows of such buildings. This will attract the attention of passersby.
Make promotional brochures and simple notices to post throughout the city. Hand out on the street or take to a large store with daily traffic. Post advertisements at public transport stops or entrance doors. It is important that it is updated once a week - they may be torn off and thrown out or closed with another ad.
Instructions for opening a real estate agency from scratch
The process of opening a real estate company can be divided into several stages.
| Stages of creating an agency | Characteristics of the stage |
| Creating an information base about objects | Information about the local real estate market should come quickly and consistently. Information about real estate is found via the Internet, through advertisements in the media, by calling landlords directly, etc. Some firms turn to specialized companies. The information received must be double-checked. If the information provided has been verified, then it is worth concluding a cooperation agreement. |
| Drawing up a business plan | The business plan contains the following sections:
|
| Registration of an organization | To open a small agency, an individual entrepreneur is registered. An LLC is formed if there are founders or investors. |
| Purchasing or renting an office | An office with good transport accessibility, in the city center, is preferable if you plan to work throughout the entire locality. For an office, a room is selected on the ground floor of a multi-story building with a separate entrance or in a business center. The rented square meters include a reception area for customers, an office for agents, and offices for a manager and lawyer. Premises for an accountant, if he is included in the staff. |
| Office equipment | To start the agency you will need:
Mini-PBX is required. It is configured to receive calls at the number specified in the advertisement. Outgoing calls are routed to separate lines. |
| Recruitment | Employees are hired or invited from among the founders. Typically, the staff includes a manager, a secretary, a lawyer, and 5-6 agents/realtors. Additionally, specialists in advertising campaigns and website maintenance are introduced. |
Working with clients
Every manager must be able to conduct competent work with clients. The prosperity of business depends on this. Remember that each client has his own emotions, problems, requirements, requests. In order for him to agree to cooperate, subtle psychological work is needed.
It’s rare when a client who comes to a real estate company immediately gets down to business. More often he wants to speak out or talk about painful issues, and therefore a realtor must be able to listen. It would be a good idea to promise to help him cope with all his problems, or at least convince him that there are no hopeless situations. This will increase confidence in the company and employees.
The client is asked about his vision of the future apartment in the smallest detail. They ask in advance how they are going to pay for the purchased housing: in cash or with a loan. The more information you can obtain, the easier it is to understand the reality of satisfying the request.
Adviсe
- It is advisable to set up a special area in the office for negotiations with clients. This will help the client concentrate and will be easier to convince him, and this method will protect confidential data from leakage.
- You can recruit future employees from clients. Those of them who have managed to go through the process of selling or exchanging a home get to grips with the work much faster.
- It is not at all necessary to have your own website and email address; 90% of information is found without the Internet. You can go online after promoting the agency.
- You should not spend money on small advertising modules in newspapers; most often they are not noticed by anyone. Either a large module or none at all.
- Don't skimp on employee training.
- Constantly monitor the activities of competitors and analyze the real estate market.
- You need to be interested in all the transactions taking place in your area.
Recruitment
When the business begins to generate income depends on the staff. When selecting, experience must be taken into account. This also applies to cases when an employee is selected for the real estate sales department. Even a beginner who has completed a week-long course can handle renting; sales should be handled by an experienced worker; this field of activity requires specific knowledge.
Residential rentals are an easy route for a newbie realtor. It acts as a launching pad when the agent plans to move into sales in the future. The experience gained from renting will help you understand the specifics of the work of a real estate company, teach you to understand prices and hone the necessary skills.
An important criterion that guides the selection of personnel is the ability to work with people. Experience and missing knowledge will come in the process of work, but when an employee does not have patience and understanding, it is pointless to expect benefits from him. Communication skills are important for an agent - you will have to constantly meet with different people, establish the right approach to them, and understand what is needed.
It is difficult to work as a leader; the prosperity of a business depends on his insight and integrity. Employees must learn to see their colleagues, and not slave labor. No one will work with zeal when they receive a small salary. Employees should not be deprived of their prospects for growth.
It’s not enough to know about opening a real estate agency; it’s just the tip of a huge iceberg. It's harder to unwind it. Finding your place in real estate takes work. But it's worth it, this area allows you to make good profits.
Help with mortgage lending
We actively work with mortgage banks and continue to develop these relationships, so our clients do not need to travel to banks to study interest rates and other lending conditions, as well as compare these conditions, they just need to come to our office and the specialists of our real estate agency will tell about the best conditions on the mortgage lending market at the time of application. At the same time, when concluding an agreement for the provision of services for the purchase of real estate, the service for selecting a mortgage program will be free.
The Real Estate Sphere agency is an actively developing company, with an established stable team and experienced employees. We strive to keep up with the times and are currently actively promoting advertising of all properties on the Internet, but at the same time we do not forget about print publications, which makes it possible quickly find buyers for real estate sold through our company. Come, call or send a request and we will do everything so that you recommend us to all your friends and acquaintances, and also want to leave a positive review of the work of our specialists.
Personnel decides everything
What qualities should an ideal real estate agency employee have? Of course, these are excellent professional qualities, high moral principles, patience, and delicacy. Only in this case can the manager be confident that his employees will be able to provide the client with quality service and leave the most favorable impression of themselves and the company.
The moral component is no less important; it gives confidence that the employee will not lead the client “to the left”, but will bring all the profit to the agency.
If you are confident in the professionalism of the agents, but are not sure of their loyalty to the company, at first you can organize work according to the “ Expert – Agent ” scheme. In this case, work on the advertising telephone and reception of clients in the office is carried out only by experienced and trustworthy experts.
They conclude contracts and, as they say, lead the client. Each expert is assigned several agents, among whom the expert distributes the work of fulfilling contracts. The agent’s responsibilities include showing apartments, selecting the right options, collecting the necessary documents, and routine work with the client.
All the most important stages of the transaction are regulated exclusively by an expert . He is also responsible for the results of his work. Therefore, as a rule, experts with such a work system receive substantial percentages. While agents at the first stage can be limited to a small fixed salary.
With this approach to business, the employer encourages the expert to complete the maximum number of transactions, and the agent – to professional growth.
When recruiting employees, the manager must think about the legal literacy of his employees. Ideally, this is a lawyer specializing in real estate matters. Although in practice, agencies are limited to hiring employees who have excellent knowledge of housing law and the codes of the Russian Federation , which regulate all issues related to real estate.
A very important employee for any real estate agency is the secretary. This must be a responsible, competent person with impeccable knowledge of computers and the basics of statistics.
In addition to the usual work for a secretary, this person can be assigned responsibilities for collecting analytics, namely:
- how many people called and for what advertisement,
- how many calls did the employee receive on the advertising phone,
- how many contracts have you concluded?
- how many clients contacted the company again or recommended it to their loved ones.
These statistics are best kept in the form of tables. Statistics for a day or a week will not tell you anything. By comparing data over several months, the manager will see which of the employees is the most effective in terms of concluding contracts and their implementation.
Correctly selected KPIs (key performance indicators) and accumulated statistics together make it possible to financially reward the best employees and build a motivation system. Train or replace those who cannot cope with their assigned responsibilities in full and show unimportant results.
Accounting and IT services can often be outsourced - this will allow you to concentrate on customers and sales.
Is it profitable to open a real estate agency? Yes, of course, at today's real estate prices. You can also read the article on how to choose the best and most profitable business. For many entrepreneurs, opening a real estate agency became such a business.
