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Cover Story
納賢無上限 孕育專才 美聯大行優勢 更上層樓
15 May 2015
( 右二)美聯物業住宅部行政總裁布少明和三名前綫精英(右起)羅文駒、沈厚莉和梁文洪合照。
美聯物業舉行盛大連環開行儀式暨酒會,獲各大發展商親臨支持。
美聯物業透過外展活動,為員工造就「衝出工作間」的訓練。
本地樓市前景向好,置業需求殷切,一手樓巿交投暢旺,物業代理的收入亦水漲船高;與此同時,自發牌制度實施後,代理走向專業化,近年吸納不少大學生加盟,成為行業的生力軍。然而,樓市蓬勃發展亦意味競爭白熱化,有意乘巿場升浪入行者,須嚴選物業代理公司,只有投身實力雄厚、資源充足、網絡完善及以人為本的企業,方能為自己走出康莊壯闊的青雲路﹗
強勢網點部署 擴軍不設上限
剛於4月中連環開設十二間分行的美聯物業,其住宅部行政總裁布少明預計,下半年的一手樓市持續向好,豪宅交投「追落後」,代理行業前景走俏,為配合公司擴充步伐,將增聘精兵提升戰陣,他說:「年初至今,集團已新增近七百名前綫人員;若旺巿持續,下半年將無上限開設分行及增加人手,目標最少開二十家分行、增聘九百人,進一步強化豪宅及新盤供應密集的地區據點,乘旺勢搶佔市場。」
美聯集團管理層早着先鞭,及早為住宅部的全年發展策略作部署,集中火力拓展地區的覆蓋範圍與滲透力,為前綫代理人員爭取業績注入強心針。布少明指:「集團累積逾四十二年營運經驗,紮根深厚,累積龐大優質的客戶網絡及巿場九成盤底,藉建立完善住宅物業資料庫,為企業開拓業務奠定良好基礎。最近,公司推出耗用一年時間研發的『開單易』全新流動通訊程式,讓前綫員工隨時利用智能手機,查閱最新樓盤資訊、市場分析等,配備先進的訊息廣播功能,令團隊上傳下達、掌握巿場動態更得心應手。另外,公司成立『美聯會』,進一步強化客戶關係管理(CRM),為前綫員工提供鞏固客底、拓展客網的平台。」
今年,美聯物業繼續於多個新盤項目創出驕人成績,包括近期勇奪緻藍天、赤柱村道五十號全場總冠軍等,同時促成多宗逾億元的大額交易,彰顯大行優勢。布少明說:「佳績證實力,獎盃是管理層與團隊共同努力之成果,美聯與發展商建立深厚的關係,配合累積多年的品牌與商譽優勢,以及成熟的地區網絡,為前綫員工提供強大後盾,讓其專注事業發展,累積人脈、經驗,以努力換回報,實現人生夢想。」
事實上,美聯非常重視人才培訓及行業的專業性,務求持續提升服務質素,同時亦為員工鋪展優秀的事業藍圖。布少明強調:「公司建立完善的培訓體系,成立美聯大學堂為業界孕育專才,培訓模式非常多元化,除了代理牌照課程、職前培訓、專業技巧培訓、激勵講座等,還籌組由集團領導層與資深精英作班底的『星級教練』團,致力培訓新秀,傳授營運管理、銷售技巧、專業形象等實戰心得,鞏固企業文化及員工工作心態,達致以才育才的目標。同時針對企業及員工的不同發展需要,推出針對性的『人才發展計畫』,透過『飛虎計畫』、『PTU計畫』等項目,培訓具潛質的第二梯隊,鞏固公司人才庫,提升從業員的專業水平及競爭力。」
至於業績達到指定目標的精英,將合資格晉身「精英會」,享受尊尚殊榮與增值體驗。「『有戰績、有升職』乃集團人才發展的大原則,『精英會』成員將接受各類新挑戰,包括代表集團與國際企業交流,與管理層共晉午餐,參與推行跨部門合作企業項目,每月皆為員工度身訂造優質交流活動或外訪團,有助增廣見聞,廣結人脈,提升領導力。」
美聯亦關注人才的全方位發展,推行以激勵、鼓勵、獎勵員工為宗旨的「美勵行動」,實現工作與家庭平衡,透過舉行各類型的活動,如千人運動會、興趣班、親子活動等,促進不同部門員工與家庭成員間的交流互動,增加其對公司及團隊的歸屬感;此外,美聯對提升員工待遇亦不遺餘力,多年來不斷優化人力資源制度與福利待遇,照顧員工不同方面的需要,包括提供完善的醫療津貼、結婚或生育禮券、買賣或租賃樓宇佣金優惠,特設生日假、侍產假、考試假、義工假等,配合外間進修課程的學費資助,鼓勵終身學習。
美聯黃金發展平台多年來匯聚濟濟人才,與公司共同成長,為回饋一眾資深員工,集團特別成立「資深好友」會,為會員提供多元化禮遇及精采活動,推出後引起熱烈迴響,進一步強化團隊歸屬感與凝聚力。
布少明總結道:「大行無論於生意平台、支援配套等方面皆勝人一籌,加上前綫獎金及佣金制度具競爭力,若從業員能夠以勤奮積極的心態投入代理事業,配合專注及堅持的態度,往往有所成就,找到屬於自己的世界﹗」
回巢猛將:公司是最強後盾
早於1996年加入美聯物業的高級區域營業董事羅文駒(Howard),近二十年來專注港島區的豪宅市場,見證山頂區的代理行由早年的三間倍增至目前的三十多間,中途曾被競爭對手「挖角」,深切體會「在家千日好」。「當年因一時意氣離開,誰知新公司『山頭主義』強烈,部門各自為政,感覺自己被孤立,加上支援相對弱,銷售成績一落千丈,最終倦鳥回巢,重返人情味濃厚的美聯大家庭。」
「作為地產代理,努力是基本功,如欠缺一個穩健的平台,單憑個人的才能,亦無用武之地。美聯品牌及財政穩健,同時建立明確的制度,締造公平、公開的良性競爭平台,集團旗下業務多元化,不同主區及範疇的同事都樂於互換巿場資訊,如海外樓盤、工商鋪物業等,促進互相學習、合作開單的良機,共創雙贏。」
他續稱:「由於集團是上市公司,必須公開財務報表,佣金制度透明,前綫員工的收入更有保障;集團亦為每宗交易購買保險,保障買家與代理的權益;在清晰、全面的制度下,前綫同事能夠專注為事業打拼。」
最近,Howard在公司的支持下,於核心商業區中環士丹利街開設新據點,為進一步吸納港島豪宅客戶作準備。他總結:「過去二十年,工作除了為我帶來優厚的發展機會外,亦讓我跟不少客戶建立了深厚的友誼,有相交多年的客戶邀請我出席子女的婚宴,甚至將我引以為下一代的榜樣,箇中的滿足感遠遠超過金錢的回報。」
外向碩士生 追逐事業突破
隨着地產代理專業化,前綫從業員的學歷亦逐步提升;服務美聯物業尖沙嘴豪宅組擎天半島分行客戶主任沈厚莉(Lily),留學澳洲後於香港中文大學完成碩士學位,曾任職大型企業的食品採購及檢測工作,三年前毅然投身美聯,踏出突破的第一步。
「我個性外向主動,並不適合刻板的辦公室工作;當時從廣告得悉『美聯大學堂』舉辦的『地產代理牌照課程』,抱着多學一門專業的心態報名,考獲優異的成績,獲邀加入美聯。」對初入行者來說,首三個月最考驗韌力與自信,Lily也不例外。她憶述:「入職一個月後,仍未能促成一宗交易,難免感到猶豫及沮喪;感激上司的支持與鼓勵,教我拋開高學歷的包袱,以更堅定的決心全力以赴,以專業及貼心服務取勝,終於在入行後第三個月促成人生中的第一宗交易,成就事業轉捩點。」
去年,上司推薦Lily參加為期半年的培訓計畫,與公司旗下多名優秀員工一起角逐由具銷售奧斯卡美譽的「傑出銷售人員獎」(DSA),憑着專業自信的表現,勇奪殊榮,再次證明加入代理行業是明智決定。事業路邁前一大步,她百感交集:「入行之初不無反對聲音,如今幹出佳績,展開追逐夢想的里程,亦因着工作體驗,我比同輩在思想及處事方面更見成熟,最滿足的是有不少親友遇置業問題,都會諮詢我的意見,當初的抉擇終於獲得肯定及認同。」
從文員到代理 譜寫豐盛人生
美聯物業沙田好運中心分行高級客戶經理梁文洪(Albert),自言害羞文靜,二十年前入職美聯任分行文員,兩年後主動向上司申請,毅然加入代理行列。他笑言轉行皆因「要面子」:「文員的發展前景有限,可以預見的是,十年、二十年後的收入都不會有太大突破,反觀前綫同事多勞多得,用勤奮爭取豐碩的回報,能夠為家人帶來更好的生活,於是決心轉型。美聯品牌、網絡及配套等優勢,令前綫員工做生意事半功倍,奠定了Albert成功的第一步。
Albert目前專注於新界區上車巿場,服務對象主要是首次置業人士,他認為這類客人入市決定普遍較為謹慎,物業代理更需要耐心地講解,主動提供切合其需要的巿場資訊,協助他們作出明確的決定。
從內向小子搖身一變為大方老練的銷售精英,Albert指公司全面的支援乃箇中關鍵:「團隊高昂的士氣,團結精神,令我的事業漸上軌道,同時公司提供各類型的培訓,由實戰營銷技巧,到由測量師、律師等專家分享,教我熟習行業法律規例、土地估價及用途等專業知識,全方位裝備我成為一個稱職的代理專才;及後更獲上司推薦參加『飛虎計畫』,與各區前綫營業員、各部門後勤同事一同受訓,合作完成具挑戰性的任務,提升自信與合作精神,提升我追求突破的原動力。」兩年前,他晉身「精英會」會員,向更高遠的理想進發,以實力攫取優越及成功感。
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