One weekend before, I had an appointment with an agent friend who was late
He said that the weekend is busy, busy "practicing" the landlord...
I didn't expect to hear this word this year
Now how to "practice", he said first to the landlord that there will be customers to see the house today, look good to book, and then hire fake customers to see the house, and finally ask the landlord to negotiate the price in the store
Of course, it is not really talking about the price, but to see the landlord's heart price, by the way, suppress the price, promote the delivery, this is the bottom, demining and test six major items, the external called interview, the internal code name "MT"
There are many code names like this, which are convenient to use, and it is okay to be seen by the landlord, who can understand
Is not quite careful machine, intermediary friends test me said: follow-up, EK, in the name of ZY negative landlord, what does this sentence mean
I didn't expect that there were so many routines behind a store, in order to get more insider information, I was going to go to an intermediary store in the bedroom to see how it worked behind it
Unexpectedly, after really entering, I found enough magic
Took some work notes, probably some of these...
01
"Pointing, tracking, interspersing, guerrilla"
If you have to say be careful, he first recommends finding customers
Simply put: laying dots, tracking, interspersing, guerrilla
Each store will have its own deep ploughing community, every day from 9 am to 7:30 pm, there will always be a person from a nearby intermediary store at the door of the community to hand out flyers at the door
Every weekend, he will deploy dots on the main entrance, back door, and all entrances and exits of the community, as long as there is an intermediary to take a look, he knows it all
If there is another intermediary with customers from one community to another, the group will also run to tell each other to see if there is anyone in the next community, if there is no one, send someone to support
Support has done one thing in the past, tracking
Look at whether you enter the community to turn left or right, we all know which suite you are looking at, and the houses for sale in the community are almost clear
Turn right into the community, it must be Building 8, Unit 501, so send the brother to wait for them in front of other intermediaries, or directly to the inside of the building, etc., which is called interspersing
Generally speaking, other agents and customers enter this building, interspersed with intermediaries will not let you find, about 4 or 5 seconds after you go in, he will swipe the card to enter, and then on the 7th floor, the 8th floor of the stair corner there cat listening to the movement
Interspersed is not to cut off the beard in person, but to wait for the opportunity
There is always a time when the intermediary and the customer are separated, as long as you are not tight, then I will cut off the beard in the middle, if I go to the door of the community to separate, I will go to the door of the community to wait for you to separate, and then go up and ask
"Sister, I look at the two rooms you just looked at, I have a set of the same community, do you want to look?"
Even if the customer goes to the subway, I follow up the subway is not OK, if it is better to drive, there will be a parking phone, the previous steps are all omitted, direct phone calls to ask if you want to see more of a house source
Parking telephone to less, go to the black car industry chain to check the license plate, 25 yuan / one, this money to buy a number is not cheap, but can not stand the customer is accurate enough
Generally speaking, driving is a family, so that the scene can make a decision, if a car with the elderly, children, driving a car, the car is still more than 300,000
This situation shows that there is purchasing power, the decision-makers are present, at this time what 20, 25, has long been indifferent to this money, the words are all thought out
"Hello, I have a suite here, also this neighborhood, is our exclusive, you have not seen it, come and come, do you want to see it"
At this time, no one will refuse, come and come, why not have one more choice, if you like it, this is "a gun head"
My friend said an inspirational and funny sentence, "As long as you have the heart, it's all the way."
02
For exclusive listings, they can fight as much as they can
It can be seen that whether it is a point or a guerrilla, the premise is that I have a listing
For intermediaries, as long as there is a house, there is no worry about no customers, sometimes 80% of the transactions of an intermediary company are from exclusive listings, so it is important to dig up listings, especially exclusive
Generally, a store has 2-3 sets of exclusives in a community, and the intermediary can basically walk sideways, and other intermediaries take a look inside at this time, almost to send customers to the intermediary of the exclusive listing
Therefore, some small intermediary stores are also beneficial to open intermediary stores next to more customers, as long as there is an exclusive listing, there is no need to worry about opening a bill
I heard an agent friend say that in order to cultivate the exclusive listing of a small area, he even moved to this neighborhood himself
In order to win the favor of landlords, they will also maintain the community to do community services, and the main content of the service is almost to pick up garbage
And it must be when everyone goes to work in the morning, when everyone is going out to see that they are not at home during the day, and the time of leaving work at night is not fixed
Don't underestimate this, do enough time in about half an hour, an hour or so, your owner will see you, look at the clothes on the agent, inadvertently deepen the brand, and will also have more good feelings
Enough for the owner to think a little more about winning when listing or selling a house
If you get the news that when the house in the community is hanging out, the little brothers will start to move
First of all, bright guys, how many stores we have, how many salesmen, how many refresh services, how many times a day are recommended...
Secondly, soft grinding hard bubbles, daily maintenance, regular visits, and repeated sales
And this brain-burning middle game
Obviously he is the one who is the price of S, but also support the bottom of the exchange, there is a high probability that he can win trust and get exclusive
I had to sigh again, I didn't expect that the intermediaries had done the work so finely now
03
"Remember, no deals"
The intermediary friend said that he took the client to see the house, and basically arranged the situation
Going downstairs will encounter the first situation
In fact, there are no customers at this time
Going inside, the elevator came down, and an agent took the old lady
Grandma was hired
Got to the door and was blocked
Of course, there are still no customers
This is not the climax of the whole play, when you go to the house to see the house, then someone will rush out and say to your agent in a menacing manner
Once you get down, there is not a real customer, just yourself
Do you think this is something that happened a long time ago, but even now, this situation still exists
These "small theaters" are "conditions", and for intermediaries, there is no situation and no deal
And if the intermediary does not do this, especially when there is no situation when re-watching, it will be approved when returning to the store
If you look at a suite, hesitate to ink can not decide, do not go and uncertain, then the salesman will call the store manager, or directly in the group to deduct the number
After deducting 1, the store manager's call came
If you catch the weekend, you have to deduct 2
At this time, the whole store may be in the house, the desired effect is that the market is too good now, if the market is not good, it is a matter of other districts, we do not exist
Buckle 3, the function is more advanced, there is no longer a broker, may be the landlord
Speaking of these two results, agree to add 5w, can not add, then recommend a set of as good as you, and then do not buy it is not so lucky
The final overall effect is that this market is very good, you better hurry up and buy
04
Why do intermediaries fight so hard
Why do you want to grab the exclusive, grab the customer, and promote the delivery
I asked my intermediary friend why I was fighting so hard, and was it bad to be an intermediary quietly
He said I don't want to, upload information, take a look, customer maintenance, stationing, these are quantitative assessments, fines for failure to meet the standards, and corporal punishment
If the general indicators are not met, the boys will be fined 30-50 push-ups, and the girls will be 30-50 squats
The more serious penalty is long-distance running or climbing the stairs, more than 20 floors, two up and two down, some areas have a relatively high floor of more than 30 floors is not very lucky
However, the worst luck is that the regional floors are low, so you can only climb the regional commercial office buildings, with a floor height of 4m, more than 1 times that of ordinary residential buildings
Usually busy is not okay, you can be punished after work, run after the punch clock off work
When opening a store manager meeting every week, if you don't find an exclusive listing, you have to "look up", that is, when the other store managers share, they open the bow cloth next to each other and look up slightly
More than a dozen or twenty store managers shared it, shared it for at least 50 minutes, and if it was not in the second week, they would raise the fire extinguisher and look up
Such a set of reward and punishment incentive system down, the team can only fight, the means have also come out, and the careful machine has also come out
Not only second-hand houses, but also new houses, but the story takes place before the points lottery
The front desk, the island platform, the sand table, the negotiation area a complete set of processes down, the most soul setting, is the island, here will definitely arrange a reliable person to sit there
If there is a table in the negotiation area that is about to succeed, the sales will prompt the island to "shout one", shout a fake control, or shout a smashing egg
Then, tell you a few that have been sold, or that you are really not allowed to buy, and the desired effect is not for you to buy, but for you to grab
Why do we fight so hard...
05
In fact, there are basically two kinds of intermediaries on the market now
One is to fight for platform resources, this kind of intermediary does not worry about customer traffic, nor worry about landlord listing
There is also a kind of fight for people, traffic and resources rely on more individuals, or a team mechanism, a set of value systems
Sometimes I often wonder which one we need more in the future