笔者与家人於2009年从英国回流香港后，职业生涯已经完全改变。笔者在加入地产代理行业之前，完全没有地产代理经验，并对香港地产市场所知甚少。现在他想与大家分享他过去两年在地产代理行业的经验。
自加入世纪21万联地产代理公司，笔者对这个行业的认识与日俱增，并获得不少独到的见解。他感谢公司为同事们提供不少的协助及支援，令同事们在很短的时间内争取最佳的销售成绩。如果一位新人从事地产代理这个行业的话，身边有位启蒙导师的指导及协助是非常重要的，尤其在这行竞争激烈的环境下。当中，可以学习不同的销售及议价技巧。如果缺乏这方面的协助，新入职的代理营业员很难适应这个竞争激烈的环境，及有效地学习良好的行业规范和产品知识。启蒙导师会指导新入职同事考取地产代理牌照、协助解答客户的查询、准备睇楼安排、谈判技巧及完成各种合约和文件、与及最后的转交物业给租户或买家。
香港是一个非常紧凑的城市，地产代理需要学习及熟悉不同类型的物业资料，包括楼宇面积、坐向及周边配套设施等。不少客户想知道周边地区的环境，例如学校，商店及交通网络等。此外，代理亦需要不断地掌握最新的市场趋势及资讯，为准租户及买家提供最贴巿的资料及市场动态。
在过去两年间，他见证过许多新入职同事的去留，但是，在公司的奖励下，再加上经纪个人的忍耐，在这项业务上获得成功及工作满足感是容易的。此外，经纪应该认识自己及专注他们首选的区域，并善用公司的资源及市场营销工具去发展个人事业。
笔者总算是非常幸运的，因为他的母语是英语并能够说得一口流利的粤语。此外，再配合公司强大的地产资料库包括中半山、南区、山顶及薄扶林等地区，能够为客户提出宝贵意见，他亦藉此结合以上的优点去发掘出自己的利基市场去迎合许多外籍人士对各心仪地区的选择。
他在英国时亦有租赁及购买物业的经验，但回流香港后，才真正体验到香港与英国地产市场不同之处是非常大的。香港地产物业交易非常迅速，时间是成功交易中最重要元素之一。个中原因是他了解到某些同业们会用一些狡滑的的技俩去加速完成买卖交易，这只会是短暂的利益。但如果经纪是诚实公正的，那么，长远而言，他们会获得更多租户和业主的转介。
笔者现正扩展他的团队伙伴，并寻找有理想、有热诚的伙伴加入团队大家庭。笔者希望更多有兴趣合作的伙伴加入豪宅地产代理市场。更重要的是代理从业员应视这份工作为自己的事业，理由是他/她所付出的时间和努力，定能反映在佣金收入上，而收入将是无限可观的。
刘嘉兴 工商管理学士
联席董事
世纪21万联地产代理公司
个人网志:
http://www.c21arl.com/ch/agent_blog.php?lang=big5&agent=MARTYNHaving moved from the UK with his family in 2009 the author has embarked on a complete career change. He entered the estate agency profession with no prior experience and little knowledge of the Hong Kong property market. He would like to share his experience during the past 2 years.
Since joining Century 21 Alliances Realty he has learnt and gained substantial insight of this industry. He has realized that joining a company which provides great support has really helped in achieve a good sales result in a short period of time. If one is new to this industry it is very important to have a mentor who is willing to provide advice and support as there is a lot to learn and take in, as this is an extremely competitive industry. Without this support an agent can find it very difficult to adapt and pick-up the good working practices and product knowledge. His mentor has guided him step by step from preparing for the exams prior to getting an estate agent’s licence, through to receiving his first enquiry, to preparing properties for viewing, negotiating and completing the various forms and agreements to finally handover of the property to the new tenants or buyers.
Hong Kong is a very compact city and a good agent will need to learn and familiarize with the many properties including apartment size, apartment views, facilities etc. a building has to offer. A lot of client will want to know information about the surrounding areas, such as schools, shops and transport links. Also an agent will need to keep abreast with the latest market trends as potential tenants and buyers will want to know how the market has preformed and which direction it is heading.
During the past 2 years he has seen many new colleagues come and go, however with persistence and encouragement from the company one can be very successful at this business and the rewards can be very great as well as the satisfaction of completing deals. It is important that an agent identify and concentrate on their preferred market and make good use of the company’s resources and marketing tools.
He is very fortunate in that he is a native English speaker as well as fluent in Cantonese, therefore together with the company’s strong database in properties in the Mid-level, South Side, The Peak and the Pokfulam areas he has been able to combine them to identify a niche market for himself as these are the location a lot of expatriates prefer.
He has seen how the Hong Kong market is very much different from that of the UK where he has bought and leased his own house. The property in Hong Kong moves very quickly and while negotiating deals, time is of the essence. One of the main reason, as he has heard from colleagues who have worked in many of the larger agencies is that agents will use all manner of tricky techniques to close deals, however if one is honest and impartial then one will gain in the long run from more referrals from tenants, landlords and owners alike.
The author is now looking to expand his team and looking for candidates who are enthusiastic about the property market and can work under their own initiative. The right person should show an interest in luxury properties as he wants his team to focus on this market. More importantly an agent should consider this job as his own business, as he/she will be responsible for their own time and the amount of effort they put in will usually reflect the amount of commission they can earn which can be limitless.
Martyn Liu BBA
Associate Director
Century 21 Alliances Realty Ltd
Agent Blog:
http://www.c21arl.com/agent_blog.php?agent=MARTYN
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