당신만 몰랐던 공인중개사 실무 A TO Z (2023.12)

한 권으로 끝내는 부동산 중개 실무 완전 정복!

최근 우리나라 사람들에게 국민 자격증이 된 부동산 공인중개사. 사람들에게 공인중개사라고 하면, “와, 요즘 공인중개사 시험 되게 어렵다던데 대단하시네요”라고 말한다. 이 말은 공인중개사라는 이 직업이 어렵다는 의미보다는 자격증 취득이 어렵다는 의미일 것이다. 하지만 현실은 반대다. 오지선다 객관식인 시험은 답이라도 정해져 있고 커트라인이라도 있지만, 실무에는 정답이 없다.

저자는 공인중개사 자격증에 동차 합격한 후 자격증에 잉크가 마르기도 전에 바로 중개업 시장에 뛰어들게 되었다. 그렇게 3년 동안 갑자기 야생에 내던져진 어린아이처럼 무엇을 해야 할지, 무엇이 중요한지도 모른 채 이것저것 많은 시행착오를 겪고 난 후에야 비로소 공인중개사에 대해 알게 되었다고 한다. 이 책은 그러한 저자가 그 시절의 자신과 같은 많은 초보 공인중개사들에게 말해주고 싶은, 알려주고 싶은 내용을 담았다.

공인중개사라는 직업은 몸으로 부딪쳐 일하면서 배우고, 눈치껏 배우는 것이며, 나의 돈과 시간과 노력을 써가며 배워야 하는 자영업이자, 사업의 영역이다. 중개업에서 ‘열심히’라는 것은 많은 매물을 보고 확인하고 공부하고, 많은 손님을 만나고 연구하고 소비자의 심리를 공부하는 것이다. 부동산 시장이나 정책, 관련 법에 대해 계속해서 업데이트하는 것은 기본이다. 또한 고객의 거절을 두려워하면 안 되고 되든 안 되든 계속해서 부딪혀봐야 한다. 계약을 하는 것도 공부지만 계약이 깨지는 것도 공부이며, 손님을 계약하도록 하는 것도 실력이지만 지금은 떠나간 손님이 나중에 다시 찾아오게 하는 것도 실력이다. 너무 눈앞의 단기적 목표와 계약에만 목숨 걸지 말고 호흡을 길게 가져가야 하는 직업이다.

이 책은 오지 않는 손님만 하염없이 기다리다가 우연히 얻어걸린 귀한 손님조차도 제대로 대응 한번 해보지 못한 채 어리바리하며 초짜 티를 물씬 풍기는 하루를 반복하게 되는 진짜 초보 공인중개사들을 위해 아무도 가르쳐주지 않았던, 실무를 해봐야만 알 수 있는 내용을 담았다.

지은이 : 김애란(집사임당)

31회 공인중개사이자 현재 중개사무소 운영 3년 차다. 블로그, 유튜브에서 ‘집사임당’으로 활동 중이다. 성신여대 수학과를 졸업한 뒤 일반 회사와 수학 강사 등 부동산과는 전혀 관련 없는 일을 했다. 결혼과 출산 후 평범한 가정주부로 지내다가 아이가 3살 때 공인중개사 자격증을 단기에 독학 후 동차 합격해 바로 실무에 뛰어들었다. 그야말로 맨땅에 헤딩하다시피 중개사 무소를 운영하며 실무를 익혔다. 아무것도 모른 채 실무를 하며 헤매던 시기, 온·오프라인으로 500여 명의 공인중개사와 정보 교류를 하고 100여 권 이상의 관련 서적들을 읽으며 전문성을 갖춘 공인중개사로 성장하게 되었다. 나중에 기회가 되면 꼭 초보 공인중개사를 위한 지침서를 써야겠다고 다짐했고, 그 약속을 지키기 위해 이번 책을 출간하게 되었다. 수많은 초보 공인중개사에게 첫 길을 함께 걸으며 함께 성장하는 데 도움을 줄 수 있는 책이 되었으면 한다.

프롤로그 ······························································································ 4

Ⅰ. 마인드 세팅

중개업이란 무엇일까? ······································································ 10

요즘 부동산 마케팅 ········································································· 19

공인중개사는 전문직일까? ································································ 21

Ⅱ. 중개사무소 창업하기

개업 전 필수 실무 교육 ···································································· 28

중개사무소 개설등록 ······································································· 32

개설등록 Flow & 사업자등록 ···························································· 43

Ⅲ. 알아두면 쓸모 있는 중개업 용어사전

부동산 중개업에서 사용하는 다양한 호칭 ·············································· 50

개공 VS 소공 VS 합동 사무소 VS 법인 ················································ 60

부동산 중개업계 상도덕 - 이렇게 하면 안 돼요! ······································ 77

연령 및 성격별 추천 중개대상물 ························································· 86

Ⅳ. 부동산 중개사무소 창업하기

창업 비용 및 필요한 아이템들 ···························································· 96

온라인 간판 스마트 플레이스 등록하기 ················································ 115

Ⅴ. 실무 시작 전 필수지식

기본적인 중개 실무 FLOW ······························································ 124

필수서류 3종 ················································································ 138

부동산 가격이란? ·········································································· 151

Ⅵ. 매물 확보하기

온라인으로 매물 따기 ····································································· 160

오프라인으로 매물 따기 ·································································· 175

매물을 확보하는 기타 방법 ······························································· 185

Ⅶ. 매물 홍보하기

네이버 부동산 ··············································································· 192

직방, 다방, 네모 등의 유료 플랫폼 ····················································· 206

블로그 마케팅 ··············································································· 208

유튜브 마케팅 ··············································································· 219

파워 링크 ···················································································· 226

Ⅷ. 클로징 & 계약서 작성

고객이 계약하게 만드는 여러 가지 기술 ··············································· 234

내가 잘하는 중개의 기술 ································································· 243

중개사가 알아야 할 관행적인 내용 ····················································· 252

계약서 작성하기 ············································································ 260

집사임당 책 추천 ················································································· 265