How does the real estate agent invite guests to see the house?

How does the real estate agent invite guests to see the house?

Making an appointment to see the house is the first step to clinch a deal. Every day, there are 4 or 5 batches of excellent real estate sales. Why can't you call a customer?

Did you make the following mistake?

1, the phone answered all customers' questions.

When you call, do you always answer what the customer asks, and the customer leads the way to get all the information? Since the customer's questions have been completely answered by you, do customers still need to look for you to see the house?

The correct way: even if I say it well, if you don't come to see the house in person, you won't buy it. I just got the key last night. I'll call you as soon as I come back from seeing the room. Are you free this morning or afternoon? Let me show you around.

2. The existence of the customer has not been repeatedly confirmed.

Many real estate sales have not been confirmed repeatedly after making an appointment with customers. As a result, the customer stood me up at that time, and then I was very angry and very thankless.

The correct way: every time you meet in front of you, you should keep telephone communication and confirm the reminder repeatedly to ensure that customers come to see the house. A customer may have a lot of real estate sales to follow up. If there is no repeated reminder by phone or SMS, blindly believing that customers will arrive on time is just a cover my ears and deceiving myself.

3, blind quotation

Many times, customers often ask questions about the price on the phone and use various skills to get our quotation. For example, if I am sure to buy it, what is the minimum transaction? Never believe what a customer says.

The correct way: I don't have the authority to decide this. You can come and see the house first. When the house is satisfied, I'll fight for it for you.

4. Believe that customers have no money.

The house looks good, but when it comes to the price, customers will lower the price for various reasons, saying that the funds are difficult! Other people's homes are more favorable than yours! By analogy, novices will get impatient when they meet such customers, and then say, then I will help you get a better price, and then they will be trapped by customers.

The correct way: this is just a smoke bomb for customers. As the saying goes, no pains, no gains. This house is decorated with high-grade materials, which reflects your position well and really suits you. It is not easy to find a suitable house. If you miss this house, you may never find such a good one again.

I believe the client has no time.

The client said he was busy recently and didn't have time to look at the house. When customers say such things, it means that cooperation projects and opportunities are not so important to customers, or they are not attractive enough to keep customers idle.

The correct way: to create a scenic spot, starting from cost performance, timeliness and urgency, guide customers to come and see the house in the shortest and fastest time. Meanwhile, I'm making an appointment with my client. Even if you ask for leave in the afternoon, you have to come here, or someone else will rob you. I really feel sorry for you if you don't buy such a house with great value (high cost performance), founder and good lighting!

6, did not create a sales atmosphere

For high-quality housing, you can show customers the fiery situation of looking at the house. The fiery atmosphere of many people looking at the house can increase customers' desire and urgency to come out and look at the house. For example: Hello, Mr. Wang, I'm XX Real Estate. A three-bedroom apartment with very high value has just come out of XX Garden. You can see it at three in the afternoon. The owner was anxious to sell it and gave it a parking space. Now all the intermediary companies are showing the house to customers. Please come and have a look with the deposit this afternoon. If it is late, it will be too late.

The correct way: when you look at it, you must have passion and truly express the fiery degree of the house to your customers. Pass this passion on to customers, and customers will be very excited and will definitely want to see it.

7, there is no outstanding opportunity to see the house.

For scarce housing, it can be highlighted that only the opportunity to see the house shows that he has been following the opportunity won by the owners. For example: hello, Mr. Xiao, this is XX Real Estate. The owner of XX Garden recommended to you last time finally has time for us to see the house tomorrow. There is only one chance tomorrow, so you must come and see the house. Take a look at it tomorrow morning 10. There will be many customers after 10: 30. Please come early. I'll wait for you at the gate of the community.

The correct way: arouse customers' interest in seeing the house. Such a good opportunity is not to be missed!

Five key points of successful quick invitation

1, grasp customer needs

Tom. Hopkins said: only sell the house that the customer wants, not the house that the customer wants to sell? . When introducing to customers, salespeople must understand the needs of customers and make clear what benefits are useful to customers, so as to promote them in a targeted manner.

2. Learn to empathize.

Empathy? Is to sell the house to yourself first? ! Before selling to customers, let yourself play two roles at the same time, one is the customer and the other is the broker, and try your best to persuade yourself to buy. To touch others, you must first touch yourself! Learn to put yourself in the other's shoes, learn to hypnotize yourself, and make your subconscious think that this house is good, and you are proud of the house you sold, otherwise you will not recommend it to customers with passion.

3. Grasp the customer's concerns

Every customer's preferences are different, that is to say, the interests of the houses that customers value are not consistent. If a house has many selling points, it should be introduced according to customers' preferences.

4, improvise

Case display:

Customer: Just now you showed me a picture of the house on WeChat. The living room is too big and the master bedroom is too small.

Agent: Brother Zhang, do you like the big bedroom and small living room?

Customer: Yes, I think the big bedroom is more comfortable.

Agent: Do you spend much time in the master bedroom besides sleeping?

Guest: Of course not. Nothing, just watch TV at home and make a cup of tea.

Agent: Well, that's it. The living room is a public area of a home, and a family usually spends more time in the living room. The bedroom is a private space, and its main function is to sleep and rest. Therefore, the living room needs to be bigger. Big living room and small bedroom? This is a trend in apartment design. Of course, it would be more perfect if it could be made into a large living room and a large bedroom. However, you must know that this will inevitably increase the area of the house, so the total price of the house will be much higher.

Guest: That's true.

Instead of discussing all the advantages of a house at length, it is better to focus on the issues that customers are most concerned about and guide customers' demand for housing appropriately. With the belief of winning, flexible response to customer inquiries, supplemented by sales passion, will get twice the result with half the effort.

5. Be bold, cautious and thick-skinned

Doing business, there are seven words? Bold, careful, thick-skinned . Courage is to have full confidence in the company, the house and yourself, not to have the idea of inferiority, and to receive customers with a peaceful and confident attitude; Careful means what mountains to go to, what songs to sing, observing words and deeds (occasionally looking into customers' eyes) and listening carefully, which not only identifies customers' needs, but also makes customers feel happy to talk with us and establish good relations;

Thick-skinned means that even if you are rejected, you should follow closely, sum up your experience and lessons, and never give up easily. There are many reasons for the failure of the transaction. It is not a question of one's own ability, but the time is not mature; It's not that our products are not good, but that our customers are not suitable. Then, continue to invest in real estate marketing with confidence.

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