At the Shell Suzhou October Platform Heroes Conference, CA Deng Chuanbin from the Wuzhong South Region of the Southwest won the title of the first tiger of the Five Tigers General. Since taking over the regional operation in July last year, brokers have changed their thinking from low acquaintance, do not love to do online, do not pay attention to new houses to harmonious relations, focus on online, and concentrate on new houses, changing their thinking and opening up a new situation of win-win cooperation.
What has changed since taking over regional operations?
In July last year, I took over the plate that I am now in charge of, named Yun Northeast District, and found some problems in the first month of operation and maintenance, the most prominent of which is the low degree of acquaintance between brokers, do not like to do online, and do not attach importance to new houses. In order to solve these three problems, I have carried out a series of work.
The first is to run the CG activities well, through the joint morning meeting, expansion, seminars, commendation meetings and other forms, to enhance the familiarity between brokers in the region, enhance the sense of collective honor, but also open up the cooperation situation. In terms of online, in March this year, we began to train online booth management, VR belt viewing logic and operation, and organize online itinerary PK activities. After several months of hard work, from June to the present, the participation rate and per capita business opportunities of VR belt viewing are the first in Suzhou, online transactions account for 60%, and brokers have changed from "not loving to do online" to "falling in love with online".
At the same time, through frequent focus pull, inviting the guest manager to jointly open the thinking of the new house, etc., to enhance the agent's attention and focus on the new house, so that most brokers can see and believe, and change the idea of the new house!
How to pull brokers and increase the enthusiasm of focusing on new homes?
At the current stage, the trend of the new housing market is very good, we say that "the second hand is the ballast stone, the new house is full of stars", which requires us to seize the opportunity, combined with regional characteristics, to fight the new house battle.
Our yun northeast district is the most just needed plate in Wujiang District, 80% of the customers are just needed customers, with a single amount of accumulation to do high performance of the business district, so the characteristics of the store is the need for more people. We have increased the expansion of new housing personnel, the current area of the store average manpower of 13 people, each store has set up a new house M and second-hand M and leasing combat team, to achieve a real dedicated post, do a good job of a second-hand cooperation alliance.
In terms of playing strategy, it mainly adopts the form of focusing on the main attack of the project, selecting the focus plate, with the secondary focus plate, and playing the surface with points. Our district now pays more attention to expanding customers, through night expansion and other ways, mainly attacking new customers, while revitalizing second-hand business opportunities through customer cooperation alliances, and leaning towards new houses.
How to infiltrate the upward ideology into every broker?
I think that the role model of the benchmark and the creation of the atmosphere is very important, whether the team can win the battle depends on their own cognition and the energy invested, the thinking is not limited, the action is not compromised. Take this year's Eleventh Golden Week, CAD Zhou Hongjian led our CA and CM team to review the market until late at night, and ca cooperated with the store owner's resolute attitude towards the game, which opened a breakthrough for our victory in the eleventh battle.
At the same time, we must do a good job in the publicity and leadership of the benchmark, and use the example around us to drive the agents around us, from hearing to seeing, and finally do it and succeed! Daxin store is the VR belt to see the leading store in our business circle, each month's high-quality VR belt and VR grade business circle are the first, VR business opportunities are also the highest, through the sharing of VR transactions in Daxin store, so that more people take the initiative to do VR belt to see.
Haibing Store is the leading store of Yetuo in our business district, and it is also a new store that was only connected to the grid in June this year. Because there is no resource, so attach great importance to the line, the store owner accompanies the store partner night to 10 pm every day, the effect is obvious, the month 2 single bottom, by sharing the case of the night Tuo transaction, now more stores have set up a night Tuo squad, improving business opportunities and transactions.
At the end of the interview, Deng Chuanbin summarized and shared his own operating experience: dedicated personnel, division of labor and cooperation, focusing on the transformation of business opportunities with online belts, maximizing the use of resources, revitalizing customer sources and listings, making benchmark stores and brokers become regional spokesmen, driving and influencing more partners, improving store efficiency and human efficiency, and improving service quality!