The best communication strategy between real estate agents and owners

The first stage: communicate with the owner in the early stage.

1, meet the owner before work.

1, browse the market data collected by yourself;

2. Ask other colleagues about the price and related information of houses sold in the same district;

3. Go out early, go to the location of the house to understand the environment, and get relevant information from nearby neighbors;

Clothing instruments, pens, power of attorney, business cards and calculators are all available.

2. How to gain the trust of the owner?

Specialty: Master all the professional knowledge you should know, speak with confidence and affirmation, and express your professional knowledge in fluent language. Imagine how to gain the trust of the master through hesitation. Talk more, don't talk hands-free, and focus on solving the problems that the owners want to solve.

Image: You should wear professional clothes, with neat clothes, neat hair and clean shoes.

3. How to deal with the owner's first call?

Call: Hello! Excuse me, are you Mr. (Miss) xx? I'm from xx Real Estate. My last name is X, and you have a house in xx community. I think it was for sale before. Is it still on sale?

The two situations that the owner needs to answer are as follows:

1, sold:

(1) Congratulations! I wonder how much you paid for this transaction.

Do you have any other houses to sell? (If yes, know the situation in detail, if not ask relatives and friends if there is any real estate for sale)

(3) If not, say to the owner: Thank you, excuse me, goodbye.

2. Not for sale:

"Well, you are blessed now, because several customers of our company need houses in this business circle. Can I ask you some questions about the house? "

After understanding the housing information, tell the owner that we will contact the customer as soon as possible and see the house in the shortest time. Send another text message.

4. What if the owner does not entrust a property agent?

Reasons for not entrusting:

1, pay the agency fee;

2. Don't know our company;

3. Don't trust the intermediary;

4. I am afraid that institutions will eat the difference;

5. I was cheated by the intermediary;

6, afraid of trouble.

Cause analysis:

1, first ask the reasons and circumstances for not signing the contract; Have you ever entrusted other companies as agents before? Which company has the owner entrusted before? Why not sell it to you?

2. Establish the scale and situation of the company and highlight the differences and advantages.

3. Make sure that we can sell the house at a considerable price in the fastest time with a positive tone. There are many tourists, for example. And ask customers what concerns they have when signing the contract.

In view of the owner's prejudice against this brokerage company, tell him our advantages, management regulations, service attitude and, most importantly, high turnover rate.

Tell the owner what difficulties it will have if he sells his house.

(1) wasting time;

(2) It takes energy, and customers can't just make a decision at a glance;

(3) disturbing work, customers don't know whether it is early or late, and they will go to see it when they have time;

(4) Safety. Now 90% of buyers have to apply for mortgage loans, and mortgage loans must be guaranteed by brokerage companies.

5. Sometimes the owner said that he would sell the information he got back, went to see the house, and when signing the contract, the owner said that he would not sell it because:

1, information is misunderstood;

2, the salesman's opening remarks are not good;

3. In other cases, ask warmly and politely (professionalism);

4. find a colleague to test the owner in the name of other companies to confirm whether it is for sale.

6. How to get the owner to agree to see the house on the spot?

1, the simplest way: looking at the house.

2. Try to convince the owner and tell him: "Mr. (Ms.) xx, we are looking at the house on the spot to make all the advantages of your house in our agent's mind, and then we will be more confident when recommending it to customers. We will introduce the advantages of the house to our customers in detail and attract them to see the house on the spot, which will not only save your working time, but also increase customers' trust in us.

7. How to judge the value of the house?

1, residential market: According to the experience or the comparison of familiar residential areas nearby, we can get the approximate price range.

2. Floor: The average unit price of the top floor and the bottom floor is about 10% lower than that of the best middle floor.

3. Decoration: The quality of decoration and the new and old decoration are also important factors affecting the price. Whether it is necessary to decorate or how much it costs after buying is directly related to the cost of the buyer. Customers will include it in the price cost, and the degree of decoration, furnishings and cleanliness will also affect customers' desire to buy.

8. Try to make friends with the host.

Establishing a long-term good relationship will help the owner to cooperate with our work in the future.

In the second stage, teach the owners some professional knowledge as much as possible.

1. Purpose: To show one's specialty and gain the trust of the owner.

2. Bargaining: Before selling the house, try to negotiate with the owner about all matters related to the transaction, so as to avoid withdrawing the order due to troubles after the transaction. Deceiving owners on important issues in order to sign contracts is not encouraged. It is necessary to face up to the problems and try to solve them in advance, so as to facilitate the smooth progress of future transactions, such as intermediary fees, taxes and fees, mortgages, account transfer, account delivery time and other issues that are easily overlooked.

It is not easy to let the owner know that we help him sell the house in the process of teaching the owner's professional knowledge. It takes a lot of people to do a lot of things to gain the respect and sympathy of the owners and promote the entrustment.

2. How to get the owner to agree to sign the entrustment agreement?

If there is no formal entrustment agreement, our company has no right to accept the deposit, so we can't let the guests pay the deposit as soon as they are interested, and we can't grasp the impulse of the guests and easily miss the trading opportunity. If we ask our guests to think it over, it is usually difficult to conclude a business. Because buying a house is a lifetime thing, every guest wants to be perfect. Some guests even looked at the room for a year or two, but every suite can't be perfect, what's more, we want to sell you a good price.

3. What's good for us if we only sign the exclusive commission?

If there are multiple agents, then a company will quote. Let the customer think that the price of your house is negotiable, and he will bargain and sell the house hard. If it is an exclusive agent, we will grasp the price, and our salesman will concentrate on helping you sell the house, so that your house can sell well and sell at a good price.

Examples show that the price of exclusive commission is higher than that of multiple commissions. For example, there were two houses last month, with the same floor, the same orientation and the same area. One was a non-exclusive agent and the other was an exclusive agent. As a result, the exclusive agent sold 50 thousand more per square meter than the one without exclusive agent Without the entrustment agreement, some customers are very careful that your company can't sell it. How can we guarantee that it is this house?

4. Bargaining methods and skills with the owners

1, market comparison: the price of the house recently sold by the company or other companies is similar to this house; Toward the floor, etc.

2. Customer repetition: We must report the customer's reaction after seeing the house, and then inform the owner:

(1) Let the owner know that we are trying to help him sell the house;

(2) Let the owner know how our customers evaluate his house and how much it is worth, and use the reputation of customers to stimulate the owner's price. In fact, the owner likes customers best, so the owner won't blame you for saying thank you.