不教實務不理消費者需要

地 產 代 理 監 管 局 提 出 的 培 訓 課 程 綱 要 , 涵 蓋 八 大 課 題 , 其 中 只 有 一 項 是 有 關 地 產 代 理 實 務 , 再 看 該 課 題 下 的 細 項 , 又 好 像 與 代 理 的 實 務 無 關 。 地 產 代 理 的 日 常 主 要 工 作 , 不 離 兩 大 範 疇 , 一 是 配 對 、 二 是 談 判 。 具 體 地 說 , 就 是 想 盡 千 方 百 計 , 搜 集 盡 可 能 多 的 盤 口 , 讓 買 家 有 更 多 的 選 擇 , 然 後 設 法 接 觸 盡 可 能 多 的 準 客 人 , 向 他 介 紹 這 些 盤 口 。 當 客 人 看 中 盤 口 後 , 地 產 代 理 還 得 替 買 賣 雙 方 討 價 還 價 , 協 助 談 判 的 雙 方 明 白 現 實 處 境 , 放 棄 不 切 實 際 的 理 想 要 求 , 慢 慢 妥 協 , 達 成 交 易 。 地 產 代 理 搜 集 到 的 盤 口 越 齊 全 , 客 人 才 能 找 到 最 合 適 他 的 單 位 。 只 有 在 盤 口 齊 全 的 前 題 下 , 地 產 代 理 才 能 介 紹 最 抵 買 的 盤 給 客 人 。 譬 如 市 場 上 某 屋 村 有 一 百 個 盤 , 但 甲 代 理 只 有 三 十 個 盤 , 而 乙 代 理 則 有 九 十 八 個 ; 當 甲 代 理 向 甲 人 說 , 這 個 盤 是 最 平 及 最 適 合 你 的 了 , 其 實 只 是 指 他 公 司 三 十 個 盤 口 中 , 最 適 合 你 及 最 平 的 盤 口 , 市 場 中 可 能 還 有 七 十 個 更 適 合 你 的 盤 口 ; 相 反 , 當 乙 代 理 向 客 人 說 , 這 個 盤 最 平 及 最 適 合 你 時 , 則 雖 不 中 也 不 遠 矣 , 因 為 市 場 上 只 有 兩 個 盤 乙 代 理 未 拿 到 手 , 即 使 這 兩 個 盤 都 更 平 , 乙 代 理 介 紹 的 盤 起 碼 排 第 三 , 在 一 般 的 情 況 下 , 持 有 市 場 百 分 之 九 十 八 盤 口 的 代 理 , 已 有 條 件 說 , 他 介 紹 的 盤 是 市 場 中 最 平 的 了 。 當 然 , 單 是 盤 口 多 還 不 足 夠 , 還 要 善 於 談 判 , 最 終 能 促 成 交 易 , 否 則 每 次 客 人 看 中 了 , 盤 卻 給 行 家 捷 足 先 登 了 , 這 對 客 人 有 什 麼 好 處 。 由 此 可 見 , 越 善 於 搜 羅 盤 口 及 談 判 的 代 理 越 能 滿 足 客 戶 的 需 要 , 然 而 監 管 局 的 培 訓 課 程 卻 不 教 如 何 搜 羅 盤 口 , 如 何 促 成 交 易 。 以 這 樣 方 法 培 訓 出 來 的 代 理 能 真 的 在 市 場 去 服 務 客 人 嗎 ? 我 真 擔 心 , 將 來 消 費 者 寧 選 有 盤 又 懂 談 判 的 無 牌 代 理 , 也 不 去 找 那 些 只 學 會 如 何 接 受 監 管 以 方 便 監 管 局 去 監 管 的 有 牌 代 理 。