Brief introduction of real estate agent's presentation skills

Leave multiple contact information for customers.

Leave more customer numbers before the show. If you leave the customer's mobile phone, it is best to leave the customer's fixed phone number, or if the husband and wife come together, it is best to leave two people's mobile phones. One is to avoid heavy customers, and the other is that their mobile phones may be dead. The client has arrived, but I can't find you. Go to another broker.

Another reason is not to lose this customer for some unexpected reasons (the customer lost his mobile phone). Because it is possible that the customer has agreed to the price, but you can't get through to this unique phone. If it's a 50 million bill, you may jump off a building. There is a saying among brokers that "unprofessional brokers are unlucky!"

Don't make an appointment to meet customers at these locations.

When making an appointment, be careful not to make an appointment: at the door of the peer company, at the door of the real estate, and at the door of the community. If you can't meet customers in these places, you must arrive in advance! Otherwise, customers are in danger of being robbed.

Take precautions to prevent owners and customers from bargaining on the spot.

Before making an appointment, avoid bargaining between the owner and the customer on the spot. There are only three consequences of bargaining on the spot: bursting orders, discounting commissions and jumping tickets. The oral skill of the intermediary is to tell the customer that the owner is very smart, and if the customer is sincere, he will bite the price or increase the price. Don't stay too long when you look at the house, and don't say much. If the house is good, the owner will not bargain, and if the house is not good, the owner will be unhappy. Look carefully and leave. Tell the shopkeeper: customers are smart and haggle fiercely. Try to cooperate with our quotation and don't bargain easily. After vaccination, generally speaking, you will not bargain on the spot.

To arrive at the appointment place in advance, you need to do the following things.

There are two things to do first. First, call the host and tell him that you have arrived. Second, call the customers and tell them that you have arrived. Don't let the owner think that you came with the customer and were late together, and don't let the customer think that you just arrived.

Keep a good relationship with the property security guard and say hello to avoid disputes with the door security guard after the customer comes. The client will want to buy the house here, and if his friends come to see him, they will be treated in the same way and will lose face. The quality of property management is very important for high-end customers.

Observe the surrounding conditions, such as parking spaces, because if the customer comes by car, it is better to park conveniently. If the customer's car is parked on the side of the road, the customer is not in the mood to see the house, and is afraid of being towed away by a trailer or copied.

If you find a parking space temporarily, it will delay the time to see the house. If the parking is not stopped well and the car body is rubbed, the customer will feel distressed, and may say that it doesn't matter, thinking about seeing the house and repairing the car quickly. Don't let these things interfere with customers and our work. If it rains, customers should take an umbrella to pick it up when driving.

Arrange the tour route, from far to near with the store as the center.

It is more reasonable to arrange the route first and then show it, and arrange it from far to near from the point of view of store address. In this way, the last house to be displayed is closest to the shop. After we show it, we can tell our customers that our company is nearby. Come and have a cup of tea. I'll tell you the details of the house. Maybe you don't know much about the whole transaction process. I will plan a good plan for you. ......

Try to get the customer's business card when we meet for the first time.

When you see the first side of the customer, you should immediately hand in your business card (hands, the words on the business card face the customer). Then ask the customer for his business card immediately (from the point of business etiquette, the customer should give you his business card, which is also the most natural way to get the customer's business card).

Why try to get the customer's business card? Because it has the customer's detailed contact information, address and his social background, which are beneficial to your customer analysis. A customer can show his sincerity by giving you a business card. Generally, customers who give business cards will not skip the commission. Moreover, if the customer skips the order or commission, it is very beneficial to pursue the legal responsibility of the customer.

Don't discuss houses in elevators or crowded places.

Don't talk about the specific situation of the house you want to see at the elevator entrance, elevator or crowded place when showing. Because there may be peers nearby, or they may be heard by aunts and security guards who drive elevators. Of course, we can also buy a pack of cigarettes for the security guard and ask him to tell us which houses are for sale.

Use fancy, matters needing attention

After entering the room, say first: Mr. XX, I'm sorry! Excuse me! Come and see your house. Oh, do you need to change your shoes? Generally, shoes need to be changed in a renovated house. Even if the ground is not clean, ask the owner if he wants to change his shoes. If the customer goes in, it will be embarrassing to let him come out to change his shoes. Many customers will not realize this and need our coordination.

Don't comment too much on the quality of the house with customers when showing it. This is impolite and unprofessional. As we said to our customers, the owners are unhappy if the house is not good, and they don't bargain if the house is good.

Choose the right time to look at the house and try to avoid exposing the shortcomings of the house. It's best to make an appointment during the day. We should believe that it is best to let the sun shine on our customers. If the landscape is not good, shoot at night. If it is estimated that customers are interested, it is necessary to count the fixed facilities (air conditioning, furniture, etc. ) Silently in the room, I don't confirm it after returning to the company.

If the customer mainly looks at the bedroom and living room when looking at the house, then the customer is not a very picky person. Customers are very picky if they mainly look at the kitchen and bathroom. Don't let customers stay on the balcony for too long, and don't talk to customers on the balcony, because there may be peers downstairs developing houses.

Show your professionalism to customers.

Prepare some auxiliary equipment, such as tape measure and compass, to accurately grasp the basic information of the house, such as height and specific orientation. When introducing the house to customers, we should also introduce the surrounding environment to customers, such as the business district, subway transportation and large public facilities, which customers often look for.

Understand the housing currently on sale in the community, what is the average selling price in the early stage, the appreciation of the community in the future, summarize the information and make a reasonable analysis of customers. Including houses with the same room type for sale in other communities, houses with similar prices, and some basic information of communities, such as property management companies, developers, property management fees, clubs and so on. , customers will ask questions at any time. Only when they have sufficient information can they look comfortable.

After a glance, feedback to the owner in time.

Remember to contact the owner after watching the tape, even if the customer has no intention of calling, because it is a good opportunity to understand the owner's mentality and can also reflect his professional quality. Tell the owner that you are XX of XX real estate, so as to lay a good foundation for the owner's maintenance and future bargaining. Professional brokers will not forget to accumulate their own resources bit by bit, and will not care about the offensive and defensive achievements of one stroke, but accumulate sand into mountains and rivers into the sea, and eventually become great.

Finally, don't blindly force an order.

Don't force blindly. The middle process is forced before it is finished. Sometimes forcing an order immediately after reading it will lose the trust of customers. Rising property is "forcing customers to make decisions". When the property falls, learn to "help customers make decisions". Help customers and customers make decisions together (listen to what customers have to say) by using the matching disk, the situation based on solid basic skills and professional analysis.