Many people are interested in the real estate industry, yet hesitate because they feel that sales may be demanding. In this article, we provide a comprehensive explanation of the work of real estate sales professionals, the products they handle, the traits that make someone well-suited to the role, the rewards of the job, and sales techniques.
What types of real estate sales are there?
Real estate sales mainly includes the following types.
Real estate rental brokerage
This work involves standing between people who want to rent and landlords or property management companies. It includes introducing properties and accompanying clients to viewings. One of its defining features is that there is no cold calling, making it an approachable field even for those who feel resistance toward sales.
Real estate sales
This work involves selling detached houses, condominiums, and land owned by the company. Proactive sales activity is required, and quotas may be set, but the sense of fulfillment at the time of contract is significant.
Real estate sales brokerage
This work connects people who want to sell with people who want to buy. It begins with searching for properties for sale and covers everything from creating advertisements, posting flyers, and preparing materials to negotiating prices, meaning you are responsible for a wide range of duties.
What kinds of products do real estate sales professionals handle?
| Product Category | Overview | Main Sales Format |
|---|---|---|
| Residential condominiums | Condominiums for owner-occupancy | Rental brokerage, sales, sales brokerage |
| Investment condominiums | Properties intended to generate rental income | Sales |
| Residential detached houses | Detached homes for owner-occupancy | Sales, sales brokerage |
| Office space | Office properties for corporations and shop owners | Rental brokerage |
| Whole-building investment properties | Investment properties purchased as an entire building | Sales |
What traits make someone well-suited to real estate sales?
- People who are quick on their feet: Prompt responses help earn customer trust
- People with strong market awareness: They can quickly pick up changes in the real estate market
- People with strong communication skills: They can draw out needs and make the most appropriate proposals
- People with mental resilience: They can handle complaints calmly
- People with a strong desire to earn: Because commission-based pay is common, results are directly reflected in income
What makes real estate sales rewarding?
- The sense of accomplishment that comes with high-value transactions: There is real weight to closing deals worth hundreds of millions of yen
- Meeting a wide variety of people: You can work with people across a broad range of ages, from students to high-net-worth individuals
- Your efforts directly shape your results: There is potential to earn a high income even in your 20s
- Diverse career paths: It is also possible to move into other fields such as property management, development, and consulting
What real estate sales techniques help improve closing rates?
Find common ground and create a sense of familiarity
By finding common ground with customers, such as hobbies or favorite things, you can shorten the distance between you and build a relationship of trust.
Draw out true needs from anxieties and dissatisfaction
For customers with vague wishes, listening to what they dislike about their current home can help uncover their essential needs.
Do not forget post-contract follow-up
After a contract is signed, a brief follow-up such as, "We also received other inquiries because it is a popular property," can be effective in preventing cancellations.
Write a letter on the day you first meet
Sending a letter expressing appreciation for the customer's visit can help differentiate you from other companies.
What qualifications are advantageous for real estate sales?
- Real Estate Transaction Specialist: A specialist qualification in real estate that helps with risk avoidance
- Financial Planner: Useful for advising on home loans and life planning
- Real Estate Appraiser: A rare qualification that enables you to assess the appropriate value of a property
Frequently Asked Questions (FAQ)
Q. Can I start in real estate sales with no prior experience?
A. Yes. Many companies actively hire people without prior experience. The key is to choose a company with a strong post-entry training program.
Q. What is the typical annual income for real estate sales?
A. Commission-based compensation is common, and an annual income of 6 million to 18 million yen is typical. Top sales professionals may earn more than 30 million yen.
Q. How is real estate sales different from other sales roles?
A. Because the products handled are high in value, the impact of each closed deal is substantial, making it easier to achieve both a strong sense of fulfillment and income.
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