How can the real estate agent persuade the owners to stop talking?

How Real Estate Agents Persuade Owners to Settle down (Words)

After the real estate agent completes the guest's unilateral work, he will persuade the owner to accept the guest's request, price and additional terms. So how should the real estate agent persuade the owners to accept it?

1, set a time limit for the owner to consider.

Mr. Wang, I have the buyer's deposit in my hand. If the price can't be negotiated before 9 o'clock tonight, the buyer will go to another real estate company to sign another suite. In fact, everyone has spent a lot of effort. I don't want to see you lose the sales opportunity for nothing! (This is the time limit that the owner needs to consider in the negotiation process)

2. A missed opportunity is a loss.

Mr. Wang, listen to you, there are 450,000 bids from other real estate companies. I think you should know more about it. At present, the highest price of similar buildings on the market can reach 390,000 yuan, and my guests bid 380,000 yuan, which is very close to the price in your mind. In addition, I don't know whether the counter-offer of the real estate company is true or not, but the deposit of my guest is true and scary. But if there are no guests who can't afford 450 thousand, and my guests can't wait to choose another place, it will be Mr. Wang who loses!

The guest bought the building on impulse.

Mr. Wang, I try my best to chase the customers' desire to buy. It may be impulsive or uncertain. I made great efforts to get the guests to deposit money. Please accept the deposit, Mr. Wang! In order to avoid falling asleep, the transaction was cancelled because the guests had considered it or were influenced by family and friends.

4. Additional requirements

When returning the first price to the owner, if the owner asks for 500,000 yuan and the customer bids for 420,000 yuan, we can return 380,000 yuan first, with the proviso that the owner will definitely refuse, but the real estate agent must do so. Anyway, if the owner makes a counter-offer of 490,000 yuan, the owner will refuse (does the owner think that his price will be too low, so that customers can make a counter-offer easily). This method has four purposes:

First: hit the morale of sellers.

Second, let real estate agents expand bargaining space.

Third: make the seller feel pressure.

Fourth: let the seller automatically reduce the price.

Step 5 counter-offer step by step

Real estate agents usually bid at least 5000- 10000 each time. The owner will pay 10000 as soon as he meets the customer, so the customer will soon add to their ideal price. If the real estate agent is too hasty in the process of counter-offer, it will often lose the "bargaining chip" too quickly, making it difficult to negotiate the transaction. The real estate agent can try to negotiate with the owner "five times" by telephone, and the price is 1 10,000 yuan. This is not always a question of price. Sometimes they need to know the arrangement and destination of the owner after sale, and they can chat freely. Sometimes it is the customer's ability, knowing that the customer's counter-offer is not an obstacle for the real estate agent. In short, it is necessary to make customers and owners feel that in the negotiation process, real estate agents have made a lot of efforts to make progress, so that they will not feel that our real estate agents can easily make money.

Step 6 make good use of lucky numbers

Real estate agents know how to use transaction figures flexibly and play a certain role in negotiations. For example, Mr. Chen, the customer said that 370 thousand is always on the high side, so let's do it! 363,800 yuan is lucky.

In addition, for example, if the price difference is 12000 yuan, the owner can be required to reduce the price by 6000 yuan at last, and the customer can increase the price by 6000 yuan at last. This is easier than unilaterally paying 12000 yuan. Say more auspicious words to ease the atmosphere of negotiations and facilitate the transaction.

7. Let the owner's hopes fail, and then take the initiative to sell.

If there is a price gap between the two parties and the owner can't reduce the price, the real estate agent can try to tell the owner and tell the customer that he has decided to choose another place, but not with us, but with other real estate companies to test the owner's reaction. Some owners are anxious about the change of customer goals and will take the initiative to ask us to pull customers back from experts as much as possible, and the price can be reduced a little!

8. The price suddenly returned

The owner has the right to counter-offer when the customer reaches the price, so the customer also has the right to counter-offer during the price negotiation. For example, the customer originally made a counter-offer of 420 thousand, and now we tell the owner that the customer can only bid 380 thousand. The host must feel very strange. We can explain that the reason is the customer's financing problem, the customer's ability problem or the customer's calculation error. In short, the property consultant can control the negotiation by himself.

9, hoe the weak and help the strong

If the owner is tough, he will start to force the price down on the customer's side. Instead, he will start to force the price down on the owner's side. Although there is a distance between the two sides in price, they all reach the same goal by different routes. One side wants to buy, and the other side wants to sell. Real estate agents try to find the weaknesses of both sides in this process.

10, empathy

Pretend that the real estate agent is the owner in front of the owner, understand the psychological purpose of the quotation, bring it into the owner's identity, make the owner resonate, and easily get the owner's mind in the negotiation. On the customer side, you can do the same, knowing that finding a house is very tiring, and it is difficult to find a suitable unit, even if it is a little more expensive than the market price. In short, it is worth living comfortably.

1 1, relay negotiation

Repetition is also a kind of strength. Repeat the price to the owner, so that the owner can understand that the customer's highest bid is the limit. Real estate agents can negotiate with customers and owners together with branch managers, exchange negotiators' identities, and let customers and owners accept the transaction prices and requirements set by real estate agents.

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