How to communicate can make the relationship between the owner and the intermediary better.

First of all, the emergence of intermediary companies represents the rapid and stable development of the local economy. Why is the trend of economic development related to real estate agents? Because when the economy develops well, the investment has a considerable return, the income of workers has increased, and people have become rich, people will naturally strive for better food, clothing, housing and transportation. In particular, the traditional thinking and housing of China people are very important, because in addition to housing, owning a house now is also a symbol of achievement and status. If you have a bigger house, it means that your achievements are bigger and more brilliant. Therefore, in addition to housing, in a rapidly developing place, when the demand for buildings is so great, the emergence of intermediary companies has played a role in urging market development. But people who want to buy a building can choose the developer's building. Why buy a second-hand house? Because developers' uncompleted residential flats often have to wait for a period of time to hand over the house, and the developer's price is relatively high, and the new facilities of the house are relatively incomplete, or because of the location, some people will turn to buy second-hand houses, so intermediary companies can play a role. Second, the role of intermediary. Have you ever thought about the role of intermediary? Do you think the agent will sell the house to the guests or help them find a house to buy? In fact, intermediary is a special industry, and we are very different from salesmen in other industries. Generally speaking, the salesman in the industry means that the company has some of its own products listed, and the company needs to set a good price because of the market, and the salesman only needs to publicize the advantages of the products to complete the task. This is called one-way selling. Our role is a real middleman. We don't have our own products and pricing. What we do is entrusted by everyone, and we will receive commission when we finish the task. What we sell is service, your promise, your relationship, your persuasiveness and so on, so that the other party can give you trust. Third, the daily work habits, discipline and work attitude of intermediary institutions. Intermediaries should have working procedures and plans every day. They should not take a "stop-and-go" attitude, but should take everything seriously. They should not be measured by today's interests, because intermediary work is like farmers plowing the fields and sowing tomorrow's harvest today, so they work silently every day. The work of intermediary is mainly divided into three categories, namely preparation, implementation and harvest. Preparation: The ancients said, "If you want to do something well, you must sharpen your tools first", so preparation is very important. If you are not prepared, even if you have great ability, problems will still arise. So preparation is very important. Preparations include constantly searching for new websites and updating the trend of owners and real estate prices. If the property entrusted by the owner is vacant, we should actively strive for the key. 1. Why have you been looking for new discs? Nowadays, the market competition is very fierce. Intermediary companies may have several properties in the same community. If we don't have enough houses and can't provide more houses for guests to choose from, then no matter how eloquent you say, guests will eventually go to other companies to buy houses. Imagine, if you want to buy daily necessities, there is a shop with few selected goods in front, and the other is Carrefour with complete goods. Which one will you go to? 2. Why do you want to update the owner dynamics and property prices? The main purpose of the update is to closely follow the market information dynamics, establish relations and communication with the owners by telephone or face to face, understand the owners' mentality and intention to sell the property, whether the price has changed or persuade the owners to reduce the price. In the process of renewing the lease, we can know whether the owner has sold or leased it. If yes, you can ask the owner about the price that has been sold or rented, know the latest market price, and which real estate company to trade through, so as to know the trend of experts. In the process of updating, we can better understand whether the owner really wants to sell or rent, or just try. If we can know in advance during the update process, we can make corresponding countermeasures. Please remember that if you communicate with your host carefully every day, you will leave a good impression on your host. It's much easier than other competitors when you have customers to discuss prices or terms. 3, hoe price (manufacturing plaque) The hoe price is to negotiate with the owner in advance with the price when updating, and negotiate with the owner with lower price and worse conditions to understand whether the owner is in a hurry. When a fast disk is made, it means that you have a 50% success rate in this transaction. Why? Because there are many market intermediaries, you are better than others. First of all, your goods are better than others. If you don't introduce them to customers, there will be no customers. Even if there were, I wouldn't choose you. If you place an order in advance, you can shorten the negotiation time, speed up the transaction, reduce the trouble and difficulty in the middle and minimize your risk. Even if the opponent is really the same customer as you, you can win. However, please understand that it is not easy to make a Xunpan. It can't be done in a word or two. You need to stick to it and keep a dialogue with your host by brainwashing. It's like a black wall. You want to turn it into a hundred, but you can't turn it completely white once or twice. You need to oil it five or more times to make it completely white. What is the definition of seeking disk? 1, the price is lower than the market. The definition of offer is: 2. The shopkeeper has confirmed the offer. The guest can make a decision immediately after paying the deposit, and there is no need to discuss with others. You know the reason why he sold the house. 5. Why is it so important to fight for the key? Because not every customer asks questions about the house when he enters the company, he needs to make a field trip immediately. At this time, you will ask the owner to look at the house, and the guests will feel too much trouble and have no patience to wait for you. The guest may think that your company's housing is too small. Find another company, and other companies can provide him with housing in time, so your chances of winning this guest lake again will be greatly reduced. More importantly, you can buy yourself more time to do more business. Iv. The most important points for attention when entrusting to put the plate (1) The owner entrusts us to put the plate mainly in several ways. 1, call; 2. Go to our company to put the disc in person; 3. It is our initiative to ask the owner to put the plate; It was introduced by a friend or an old customer. No matter how you put the disk on it, you should carefully record the detailed information, and there can be no mistakes or omissions. Because this program is very important, if you accidentally record the wrong information, it will affect your or your colleagues' steps. (2) The transaction record information is as follows: release: 1, owner's name: 2, detailed address: 3, area: 4, telephone number (please record as many owner's contact numbers as possible): 5, price (including bid price and commission floor price): 6, tax included: 7, decoration status: 8, whether there is any change in the cubicle and whether the property is available. If Gigi insists on putting the key in our company, 9. Do you have a mortgage now (try to know how much you owe the bank) 10, the way to see the house (don't ask if the owner puts the key) 1 1, and whether the real estate license is your own (if it is an agent, Is there any legal authorization document) 12, why is the building for sale 13, whether the price is negotiable 14, whether the property has been approved 10, the way of viewing the house1,and whether the price is negotiable/kloc- Finally, remind the owner that we must collect commission for his successful sale or lease of the property. Selling: commission 1% rent: commission 70% of one month's rent. Speech and body language: Speech and body language are a way to show your personality, which directly affects your persuasiveness and influence. Speaking is actually a kind of learning, because what you say is equivalent to expressing your thoughts and bringing out the charm of your career. Lin makes the other person want to listen to you and convince you, so please think carefully about the result of what you say before you speak. Old people often say: (eat whatever you want, and don't talk casually) because your words will affect your results. Body language: Body language is to strengthen your language persuasion and increase your expressive ability, so body language is very important, because what you do is to give the other person an impression of whether you are trustworthy or not, or a frivolous person. Body language includes any movements made by your body and eye contact, so you should pay attention to your movements. Don't look around when making eye contact with people, don't exaggerate your body movements, and be natural and generous. You should remember every word you say and every action you do, and the other party will give you an evaluation. Sales Skills: When we are in contact with customers to promote sales, we should first understand their needs, and don't introduce them at will, because if you are selling something completely unsuitable for customers, no matter how good it is, you are not interested in him. He will only think that you are wasting his time and your own time. Therefore, before introducing customers, we should understand their needs. How to understand customers? Every customer will tell you his basic needs, whether by phone or by himself, but this basic demand is not enough. Therefore, the best way for us to get to know each other better is to show our customers more suites, understand their needs when looking at the house, make appropriate suggestions and introductions, and increase their desire to buy. The most basic thing to know about customers is whether to buy a house for investment or self-occupation, how much area they need, how many rooms they need, the estimated house price, why they choose this area, and whether they have seen the house with other real estate companies. After understanding his basic needs, introduce him to some similar buildings. Taking pictures: When you know the customer's requirements and you want to show the customer the house, you must prepare several sets of pictures for him to introduce and ask questions, so as to understand the customer's deeper requirements. But you must have one or two target disks, and then recommend them emphatically, and use other non-target disks as advantages over target disks. The definition of an emergency target disk is that you can completely control the owner of the disk. ) price: price refers to raising the floor price given by the owner to our customers. Why are you doing this? Because everyone's psychology is afraid of losing. Therefore, no matter how complicated the quotation is, the customer will ask you to help him make a counter-offer. If you don't have the slag price and the owner is unwilling to lower the floor price, the customer will only feel that you are unable to help him without making a decision, and it is more likely to lose customers. Negotiation: The moment you enter the negotiation, it is do or die. The customer asks you to provide him with terms and prices. When you enter the final stage, the success of the negotiation depends on whether you have made sufficient preparations and arrangements before. The relationship you establish with your customer and his trust in you affect the level of difficulty. Often customers and owners have many reasons, excuses and thoughtful things in the negotiation stage, which increases the difficulty. If there is a dispute between the owner and the customer on the price or terms, both parties will have their own reasons. At this moment, you should change their minds and not get stuck. Every time you meet the other person looking for reasons or excuses, you must agree first and then "but" Because everyone naturally wants the other person to identify with himself, when you do, he will reduce his resistance to you and think that you are his same front. If you analyze the current situation and interests with him again, he will accept your opinion more easily. (Remember "agree" and "but") Remember not to make the following mistake: 1. Don't let customers exchange contact addresses and telephone numbers with their hosts. 2. Minimize direct communication between customers and owners. 3. Don't let customers know the floor price of the owner's sale or lease. 4. Have a sense of time, don't be late for appointments with clients, and don't keep guests waiting for you. Every time you go out on business, first check whether you have all the necessary items with you (including pens, business cards, various agreements or contracts).