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直营VS加盟,房地产经纪行业的未来在哪里?

来源:新众网 时间:2019-08-17 00:00:58

“这个行业近几年发生了很多变化,但消费者对服务体验提升的需求是不变的。与其关注那些变化,我们选择将精力放在改善消费者的服务体验上。”8月16日,德佑品牌中心总经理徐东华受邀出席首届中国房地产经纪创新峰会时表示。

2018年被业内视为中国房地产经纪行业的加盟元年,以德佑为代表的一批加盟品牌开始在行业内崭露头角。在徐东华看来,这一趋势在这一时点出现,绝非偶然。

“我们先看美国的情况。上世纪70年代,美国最大、最早的直营公司COLDWELL BANKER开始转向加盟,RE/MAX在那个阶段创立,这些变化发生的原因都是因为基础设施发生了变化——MLS及相关规则(独家代理制、双边经纪人制等)在美国逐步确立和完善。”徐东华说。

中国的房地产经纪行业发展了20年,基础设施日趋成熟的同时,也孕育了一代职业经纪人。

徐东华认为,房产经纪行业经营的核心正在于人。“只要有人,就一定面临一个问题——怎么把人组织起来?直营是一种组织形式,加盟是另一种组织形式。所谓直营、加盟之争,无非就是不同的组织形式而已”,他表示。

当行业的基础设施完备之后,经纪人和经纪企业之间,就有可能从原来的纯雇佣关系演变为其他的合作关系。而随着经纪人走向成熟,这种演变也在加速。“一旦经纪人成熟,他很可能会希望拥有自己的事业,希望在业绩分配上、各项支持上得到更多。他一定不愿意由别人来决定挣了钱分给他多少,而是你有什么服务、项目,我向你付费购买。”

徐东华表示,所有生意的本质都是凝聚人,只要有人就会有组织,只要有组织就要有自己的价值观。德佑的价值观就是对客户好、对经纪人好、相信合作的力量,并据此形成了一整套的规则。

“能接受这些规则,我们就有合作的基础,也乐于成为你在发展过程中的一个选项。不接受,即使勉强合作,我想早晚也会解除合约。”徐东华说。“我个人相信,越往后走,越没有直营和加盟的边界。特别是成熟经纪人,最后都会走向合约制的合作关系。”

最后,徐东华给出了3点建议:

1.你以为你的竞争对手是友商?其实你的竞争对手是时代。这个时代就是存量房时代、职业经纪人时代、线上化时代。这时代还没到,但行业正在快速进入这个时代。企业要在时代趋势来临前拥抱它。而不是等趋势来临再转型。

2.多关心不变的东西。行业不变的还是围绕“委托-转化”的业务漏斗、围绕如何满足消费者需求与提升服务品质、如何帮助服务者获得职业尊严的品质正循环。各种工具都是围绕这个开展的。

3.加盟本质上是经营者基于自己的业务策略而与品牌缔结的合约。而能够合作的基础是认同这个品牌的核心价值观,认同这个品牌的操作系统。

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