Chapter 146: The agency fee cannot be less
After the sunset, night falls.
At seven o'clock in the evening, Pei Qing and his wife came over first, and Wang Yong invited them to sit down in the negotiation area.
"The owner said he was leaving half an hour ago and should be here soon," Zhang Qiyuan said.
Pei Qing nodded slightly, looked at their store carefully, and asked casually: "What is the unit price of a house in the community where your store is located?"
"The current unit price is about 17,000, and it is well-decorated, but it's not even full." Wang Yong replied quickly.
When he heard that there was no Man Er, Pei Qing suddenly lost interest.
About five or six minutes later, the owner, Mr. He, and his wife also arrived. Unlike the middle-aged people Zhang Qiyuan thought, this Mr. He was actually very young. Zhang Qiyuan estimated that he was about thirty years old at most.
"Hello Mr. He, the customer has arrived and is waiting in the store."
Zhang Qiyuan greeted him and took the customer to the store.
"Mr. Pei, let's go to the conference room!" Seeing the owner coming, Wang Yong immediately took Pei Qing and his wife to the conference room at the back.
Zhang Qiyuan and others followed closely. Seeing this, Luo Gang quickly asked Sister He to help make tea.
After the customers and owners were seated, Zhang Qiyuan and Luo Gang both sat down next to their customers and owners.
"Let me introduce you two first. This is the owner, Mr. He, and this is the customer, Mr. Pei." Luo Gang introduced.
"Hello!" He Xiao and Pei Qing looked at each other and nodded to each other.
"Mr. He, could you please sell the birth certificate and the property owner's ID card?" Luo Gang said to He Xiao and his wife.
He Xiao's wife immediately took out the real estate certificate and the two people's ID cards from her bag. Luo Gang looked at it carefully and then handed the birth certificate and ID card to Pei Qing, "Mr. Pei, these are the owner's birth certificate and ID card." The ID card and property certificate have confirmed that the house is full and the property owner is also the owner. "
Pei Qing and his wife checked it carefully, and after confirming that there was no problem, they nodded to Luo Gang, indicating that there was no problem.
“First of all, I would like to introduce you to our Qijia Real Estate. Although we are a self-operated company, our commitments are no less than shells. Our properties are guaranteed to be authentic and we will not eat the price difference. If there is any leakage in the house, we will inform you in advance. If the transaction fails, the intermediary fee will be fully refunded. In terms of fund security, we can also establish a fund supervision account to serve every customer and owner. We have written these in the company's rules and regulations. If the price is negotiated, the two of us will You can trade with confidence," Luo Gang said formally.
This is what Zhang Qiyuan and Luo Gang have just discussed. They are a self-operated company, and their brand is not as good as others, so they cannot be sloppy in terms of service. Therefore, they specially said this before the negotiation, and the sense of ceremony must be full.
"Before negotiating, I would like to ask Mr. He, if the price is negotiated, are you sure you can sign the contract?" Luo Gang asked.
He Xiao was a little hesitant, but his wife said readily: "If the price is okay, we can sign a contract."
"Mr. Pei, if you can negotiate the price, you can sign the contract, right?" Luo Gang looked at Pei Qing and said.
Pei Qing nodded.
"In this case, Mr. Pei, you can make a price first and make a deal. Naturally, there will be one bid and one counter-offer. No one should have any psychological burden." Luo Gang said.
Pei Qing thought for a moment: "Actually, this is the first time I've asked an owner to negotiate prices, and I don't have much experience. If the price is low, Mr. He, don't be angry. I have paid attention to the recent transaction prices of Blue Sky International, and they are basically the same. It’s about 14,000 to 5,000 yuan, but I also know that some houses near the highway have lowered the price of the community. Mr. He, what do you think of 1.9 million?”
"This is impossible. Someone offered 2.4 million in the past two years, but I didn't sell any." He Xiao immediately shook his head.
"Mr. He, you said that someone offered 2.4 million two years ago. I believe that. After all, that was when housing prices here were at their best. But now that the market has turned sharply, you will definitely not be able to sell it at that price." Wang Yong immediately stood up. Pei Qing retorted from his standpoint.
"But it won't reach 1.9 million. My house is located on the east side and is in six buildings. It is far away from the highway. Although the floor is not high, it is not low either. It is much better than those near the highway."
"But the price of 2.1 million is a little more expensive than the house that was sold before. Can Mr. He give me a sincere price?" Wang Yong said. "With a price of 2.1 million, we will sell it sincerely." He Xiao said calmly.
As soon as these words came out, the scene suddenly became cold.
Wang Yong didn't know how to answer for a while.
Zhang Qiyuan sighed slightly in his heart. Although Brother Wang is better at dealing with customers, he can't hold the scene once the customers and the owner meet to negotiate prices.
Thinking of this, Zhang Qiyuan immediately said: "Actually speaking, Mr. Pei definitely wants to buy it as cheaply as possible, and Mr. He definitely wants to sell it at a higher price, so that he can lose less.
However, the transaction price in the market is there. Mr. Pei is also afraid that the house will be expensive, so the bid is relatively conservative. This is not wrong. There is a saying that the bid depends on the market and you need to be able to bargain.
Mr. He, the price of 2.1 million is definitely unacceptable to Mr. Pei. Can you give it a little less? Let's move closer to a price acceptable to both parties, so that the deal can be concluded. "
When faced with a relatively deadlocked situation in negotiations, it is nothing more than one person playing bad to lower the price, and the other playing white to prevent the customer or owner from getting really angry. There is a step down. Since Wang Yong negotiates from the customer's standpoint, that is The perfect one to play the bad guy. He had contacted the owner before, so he could just play the bad guy.
He Xiao glanced at Zhang Qiyuan, hesitated and said: "2.05 million, this price is our base price. If we lose too much, we would rather rent out this house after renovating it."
Upon hearing this, Zhang Qiyuan immediately looked at Pei Qing and said, "Mr. Pei, what do you say here?"
Pei Qing also knows that it is impossible to get the owner to lower the price to his psychological level in one go, and he can only grind it bit by bit.
Then the long process of price grinding began.
After some haggling, He Xiao was unwilling to lower the price at 2.02 million, and Pei Qing's psychological price was 15,000 per unit, which was about 2 million, and there was still a gap of 20,000.
"Let's see. Wang Yong, please take Mr. Pei to the negotiation area to chat for a while. We'll chat with Mr. He for a while first." Luo Gang, the owner, was holding on to the 2.02 million yuan and could only talk separately.
"Mr. Pei, let's go over there and drink some new tea first." Wang Yong said quickly.
Pei Qing nodded. His price was this price anyway. If the owner didn't agree, he would have no choice but to look at other houses.
After Pei Qing left, Zhang Qiyuan quickly said to He Xiao and his wife, "Mr. He, the maintainer of your house is Yang Zuchong, right?"
"Yes!" He Xiao nodded.
"I don't speak ill of others behind their backs. I'll just tell you the truth. I had a client who liked a house in Xingcheng Jingyuan. The maintainer of that house was also Yang Zuchong. When he learned that I had invited the owner to come over and talk, , this Yang Zuchong also called the owner and said that a customer was interested in his house. When the owner asked him if the customer could make a reservation, he said that the customer would need to consider it for a few days.
For Beike, if the customer makes a deal in Beike, their maintainers will get a share of the performance. If the deal is not done in Beike, then they won't get a penny. So when they heard that the owner was interviewed by a non-Beike agent, They will try their best to break it, and to break such a transaction, they can only make up a fictional customer. "
"There may indeed be such a customer, but will the final price definitely reach your psychological price? This is not necessarily the case!"
"In the end, the owner of Xingcheng Jingyuan didn't wait for the customer Yang Zuchong mentioned, and directly closed the deal with my customer. In fact, this approach was very wise. If the owner hadn't sold at that time, at least it would have been reduced by now. It costs 100,000 yuan to sell, and it may not be sold.”
"Mr. He, let me tell you something. The price offered by our customer is not outrageous. He doesn't want to pick up the slack, nor does he want to make a loss. He just wants to close the deal at the latest transaction price. This is not excessive. Mr. He, please think about it too. Just the difference of 20,000 yuan, the next customer may not be able to give this price. "
Zhang Qiyuan's words immediately made He Xiao hesitate. He discussed it with his wife in a low voice, and then said: "Actually, our base price is also 2 million, but we will give you a small agency fee..."
Zhang Qiyuan and Luo Gang looked at each other, a little speechless. The owner had persisted for so long, and he wanted to cut off their agency fees!
This is not possible!
It’s hard to close a deal, and the agency fee is huge!
(End of this chapter)