Chapter 260 The tactics of real estate consultants
The next day, at nine forty, we were at the entrance of the Chengtou Xianglian sales department.
"No, I noticed that you seem to like to make appointments with clients until ten o'clock." After Luo Gang parked the car, he and Zhang Qiyuan waited for the client to chat.
"Isn't this normal? It's too early. The client may not be able to get up and will definitely be late. And you don't have time to prepare yourself. As soon as the client comes, you rush to see him. It's easy to make omissions. , it’s too late, you haven’t even looked at two houses, it’s dinner time, and you can’t tell whether this customer is a prospective customer, so why don’t you treat the customer to dinner? Please, if the customer doesn’t buy, it’s all in vain. If you lose a meal, don’t treat me. It’s already dinner time, and if you don’t show it, you’ll be afraid that the customers will have objections to you.” Zhang Qiyuan said with a smile.
There has always been a joke on the Internet, that is, wherever you want to go, don’t take a taxi, call the agent directly and say that you want to see a new house nearby, and an agent will drive to pick you up immediately.
If you are hungry, go to an agent to view the house after 11 o'clock. If you show great intention to buy a house, you can have a meal.
This is actually not a joke. As long as you are an intermediary and have a car, if you hear that a client wants to see a house, you will definitely pick up the client. As for making a living, it depends on the economic situation of the agency. , like Zhang Qiyuan, with good performance, if the client has a high intention to buy a house, he will not be stingy with a meal, but some agents are so busy that they can't even eat. If you expect him to treat you to a meal, then It's a bit embarrassing.
"Don't say it yet, it makes sense." Luo Gang nodded somewhat suddenly. As an intermediary, he usually makes appointments with clients at about this time, but he can't explain why. After hearing Zhang Qiyuan's explanation, he Suddenly there was a feeling of enlightenment.
After waiting with Luo Gang for about ten minutes in the sales department, Ms. Yu called and said that it might be about ten minutes late.
Zhang Qiyuan is already used to this, as long as he is not like Ding Ling who made him wait for nearly two hours.
At about ten past ten o'clock, Zhang Qiyuan met Ni Qingqing's client Ms. Yu. As he had guessed before, she was in her forties and slightly overweight, but her face could still tell that she must have been pretty when she was young. Judging by her dress, she was , is a relatively low-key one, but when Zhang Qiyuan saw the bracelet on Ms. Yu's wrist, he immediately felt that this customer was quite powerful.
Although he said he didn't understand jade, he still knew about the ice species.
As an intermediary, this kind of vision is necessary.
"Hello, Sister Yu, I am Zhang Qiyuan, the agent who contacted you yesterday." Zhang Qiyuan stepped forward and introduced himself.
Yu Xia looked Zhang Qiyuan up and down. He was dressed in a silver-gray suit and looked modest and polite. With his handsome appearance, she was very satisfied.
The first impression you make on your customers is important.
The image of a salesperson is the salesperson's business card. The impression left on someone during the first interaction will be imprinted on the other person's mind, and the first impression determines the other person's view of you for a period of time. If you meet a customer for the first time Dress appropriately, behave elegantly, and speak politely, and customers will retain a good impression of you in their brains, and they will agree to your invitation again because of their good impression of you. In this way, you will have more opportunities than others.
On the other hand, if you wear weird clothes, have an arrogant attitude, and use vulgar language, customers will feel disgusted with you and are unwilling to contact you. Even if there is a chance to meet again, it will be difficult to change their minds about you.
This is why Zhang Qiyuan wore a shirt and a suit on such a cold day.
But one thing to say, it's really a bit cold.
"Sister Yu, this is the sales department of Chengtou Xianglian. It is next to Tangxun Lake. If the building is in a good location, you can also see the lake view. There are schools nearby..."
Zhang Qiyuan was not in a hurry to take Yu Xia into the sales department, and introduced her to the location, businesses, schools, etc.
"As for the shortcomings, it is that it is far away from the subway. This is a flaw."
After talking about the advantages, Zhang Qiyuan also talked about the shortcomings.
"I now travel by car. If there is no subway, it doesn't matter."
"Okay, then Sister Yu, let's go to the sales department. It's still quite cold outside. I saw the weather forecast and said it should snow tomorrow."
Zhang Qiyuan smiled slightly and said that the reason why he took the initiative to point out this shortcoming was because how could someone who could afford a stacking car not have a car?
This shortcoming is harmless to customers.
On the contrary, if he brags about the property as soon as he comes up, the client will only think that you just want to trick her into buying a house, which will only make the client wary.
Talking about one or two innocuous flaws will make the customer feel that you are more professional, consider the problem from her perspective, and trust you more. After entering the sales department, he was immediately greeted by the receptionist at the front desk. Zhang Qiyuan took out the QR code registered with Fangjianghu and scanned it.
"Do you have any familiar real estate consultant here?" the receptionist asked.
"Is Zhang Qiao here?" Zhang Qiyuan asked.
Zhang Qiao was the real estate consultant who received him the last time he came to check out the real estate market. He happened to have the same surname as him, so he was quite impressed.
"Here I am."
Soon, Zhang Qiao came over. When she saw Zhang Qiyuan, Zhang Qiao was a little surprised. When Zhang Qiyuan came to check the market before, she saw that Zhang Qiyuan was quite handsome and had nothing to do, so she received him. She didn't expect that he would be like this. Soon, Zhang Qiyuan brought a customer.
After slightly nodding to Zhang Qiyuan, Zhang Qiao took Yu Xia and Luo Gang into the hall, while Zhang Qiyuan stayed outside to fill out the order.
This is why two people are needed to view a new house. If one person brings the customer over and fills in the viewing form, the customer has to wait here. If the customer is allowed to follow the real estate consultant, he is afraid that the real estate consultant will wash away the customer.
Moreover, you need to take watermarked photos when you show a new house. If you are a familiar customer, you can directly take out your mobile phone to take the watermarked photo. But if you are meeting a customer for the first time and you just take the photo directly, The customer is still a little resistant. At this time, the second person is responsible for taking pictures, and he cannot take out his mobile phone to take pictures openly. Instead, he has to find opportunities to take pictures secretly, so that the customer does not know about it and there will be no resistance.
When Zhang Qiao was introducing their property next to the sand table, Zhang Qiyuan took the opportunity to stand nearby and then adjusted the angle to give Luo Gang a chance to take a picture of the three people's faces.
After explaining the real estate information, Zhang Qiao led a few people to the model room.
The stacking of Chengtou Xianglian is the real stacking. There are only lower stacks and upper stacks. The lower stack has a garden and basement, and the upper stack has a terrace. What Zhang Qiyuan and the others are looking at is the lower stack of side houses on Chengtou Xianglian’s side. .
"This yard is big enough. Can the actual house be this big?"
When he arrived at the courtyard of the house on the east side of Xiadie, Zhang Qiyuan was a little surprised.
Zhang Qiyuan conservatively estimated that this yard should be about 250 square meters. There are gardens in the front and back, and there is an area on the side that can almost be used as a football field, but the model room is directly designed as a swimming pool.
"Only households in the east have such large apartments." Zhang Qiao said.
"This courtyard is really nice. It would be nice to have afternoon tea here with friends."
Yu Xia was very pleased when she saw this courtyard.
Then Zhang Qiao took Yu Xia to look at the interior layout of the model room. Yu Xia liked it more and more.
"How big is this apartment?" Yu Xia asked.
"Yes, the area of the houses in the east is 249 square meters, and the garden area is 238 square meters." After saying this, Zhang Qiao paused and said, "But..."
"But what?" Yu Xia asked subconsciously.
"But all the stores on our east side have been sold out," Zhang Qiao said.
"Sold out?" Yu Xia frowned slightly.
Zhang Qiyuan remained silent on the sidelines. As we all know, the words of real estate consultants cannot be trusted. If Dongbian House is really sold out, Zhang Qiao will not bring them over to see this model room.
The reason why I say this is that there is only one possibility, and that is Zhang Qiao's routine.
(End of chapter)