How to effectively display real estate agents?

As the name implies, it is the process of property consultants leading prospective customers to see the house on the spot.

Display is the job of chain stores.

The most important part of this process,

It is also the best opportunity for us to get to know our customers better.

Grasp this process

The quality of the transaction directly affects the success of the transaction.

Take a look and grasp it,

Even if the video is not successful,

also

So that we have a deeper understanding of the needs of customers and the psychology of buying houses.

It is of great benefit to the future work.

Help!

First of all, before watching:

1.

Reconfirm the time and place, the time point about the customer and the time period about the landlord.

(

exist

20

A few minutes or so.

)

, to prevent

The problem of time has caused our passive situation, and also caused the date to be unsatisfactory.

Yuefangdong

：

The customer may be at

10

Dot mole

10

main points

15

Arrive nearby,

Because he has another one to consider.

A house, you can't see this until you see that,

(Create a sense of urgency for the landlord)

About customers:

A.

It's imperative that you be on time.

10

Here we are. The landlord has something to do later and wants to go out.

;

B.

My other colleagues and clients all want to see it, and their intentions are very strong. If you are late, I'm afraid you won't be here.

C.

There are many people looking at the house today.

A client had a good talk with the landlord,

Now some customers ask the landlord not to be seen.

Please come quickly.

!

D.

Whether you finally buy a house or not,

Be sure to come and see,

Otherwise, it would be a pity to miss your favorite house!

2.

Communicate with the client's landlord in advance to prevent skipping orders.

A.

To the landlord:

I'll show the client your house later.

I will try my best to promote you from the perspective of professional market.

A house,

According to my experience,

Don't be too enthusiastic,

Otherwise, customers will think that you are anxious to sell the house.

Take the opportunity to reduce the price and leave everything to me, don't worry!

B.

To customers: The landlord is my good friend and has a very good relationship with me (to prevent customers from contacting the landlord privately).

, you

I'll pay attention to the house in a minute,

I'll handle the rest,

If you are satisfied with this house,

Don't talk too much,

I'm afraid the landlord will raise the price in the wind.

If you are not satisfied with the house,

Don't talk too much to your face,

I'll find you another room.

Son, we still have to do business as landlords. I hope you can understand.

3.

Reconfirm the details of the property.

(including area,

Price,

Floor,

Decoration situation,

Residential property fees, etc. )

Summarize the advantages and disadvantages of the house, prepare the speech in advance and answer the customer's questions.

4.

In the choice of escort personnel, try to choose colleagues who are familiar with the owners and customers and have good communication.

5.

Items to be prepared: business cards, telephone numbers of buyers and sellers, house inspection confirmation, shoe covers (including customers).

6.

Choose a tour guide route to get to know the house.

Try to avoid some dirty environment,

Avoid intermediary secrets

Set roads and choose routes that can highlight the advantages of the house (convenient transportation, complete facilities and beautiful environment).

Increase impression points.

7.

Meet customers at landmark buildings near the community.

Avoid being in front of a dense intermediary or community.

Prevent it

His agent harassed or the customer asked the doorman in the community, which brought unnecessary trouble to the program.

8.

Pay more attention to the second interview,

If you are too obsessed with the success of your first performance,

Then there is the possibility of exploding the bill.

It's very sexual,

So when you watch it again, you must continue to show.

Transfer tension,

As far as I can

Don't promise customers right away,

Other chain stores seem to have paid the deposit,

Ask the customer and then answer the customer.

Jean-Claude

Residents think that the house is very popular, and they can also invite customers to see the house with a deposit before making a decision.

Second, take a fancy to:

1.

Be punctual and be sure to arrive before the customer.

2.

When I first met a client,

I received a phone call from my colleague when I contacted the landlord under false pretence.

Show that he is interested in visiting the customer again.

Scold right

Fang,

This means that our customers are also interested. We should have a look first.

Respect customers before viewing the house,

It's a client.

Feel superior.

3.

Show the communication on the road:

Ask more questions and listen more. As the saying goes, you can understand the family composition of the buyer and find out the core figures.

Properly penetrate the concept of deposit, and the charging standard of agency fee can be quoted to other customers, which is not easy to put forward directly.

So as not to cause customers' disgust.

C.

Tell him on the way.

"

Other colleagues don't know this house yet, and they have several sincere customers who want it.

house

"

"

It seems that some customers in other stores have taken a fancy to this house.

Think about it,

We must go and see it quickly!

"

Close the distance with customers and convey a sense of urgency.

4.

Talking about the house:

A.

To talk about a house, we must first understand the situation of the house in detail (room type, structure, residential environment, property management company, opening)

Living facilities, future planning and appreciation potential of the developer and surrounding areas)

Summarize the advantages and disadvantages of the house, according to the customer's

Requirements, targeted introduction.

B.

Praise and enlarge the advantages of the house (low price, good room type, etc.) )

Guide customers to find things that are not easy to find.

The advantages of!

Identify with shortcomings,

Make light of it, say shortcomings,

Say this is

"

The only drawback is that

"

For the defects pointed out by customers

Don't hide too much,

Use this topic to draw attention to the advantages of the house,

And pointed out that the house is not ten.

All ten are beautiful.

C.

By contrast, houses,

In the same community,

Roommate type,

Different decorations,

Compare the house prices of different floors;

Help them design and decorate, and guide customers to think first. Cause a preconceived effect.

D

Ask the right questions to understand the customer's feelings.

5.

Communicate nervousness, thus promoting sales.

A.

According to the pre-arranged time interval of multiple groups of tapes, it is necessary to ensure that they are connected with each other to form a focus.

B.

In front of customers,

The mobile phone call of the property consultant,

Pretend that other colleagues' clients have considered the house.

It's about time. I'm going to pay in advance. Congratulations to my colleagues and express my customers' concerns.

An attitude of constant regret.

C.

Pretend to get a call from your client,

The customer made it very clear on the phone that after family discussion,

It has been prepared in advance.

Book this house, ask relevant follow-up matters, answer patiently, praise the customer's eyes, and the phone call will be over.

Then express your meaning tactfully, express your regret and ask the customer's intention.

D.

Call and scold colleagues:

"

I already told you, I showed it to my old customers first. Why did you show it to them again?

How can you be so untrustworthy?

"

It can not only make customers feel valued, but also convey a sense of urgency.

Feeling.

E.

I got a call from my colleague during the performance.

Ask for the key,

Pretend that a colleague's client is on his way,

Get the money back.

You see, prepare to make up your mind and take the opportunity to force customers.

F

.

After the performance, my colleague appeared at the right time, anxiously holding the key to the house and excitedly telling his client Ma.

When you come back with the money, basically no problem will be settled, and you will take the opportunity to force customers.

G.

When I met my colleague, my colleague said excitedly, the house is really good. The customer fell in love at first sight, so let it be now.

He has calculated the payment fee, and will consider it if there is no big problem, taking the opportunity to give customers a sense of urgency.

6.

Pretend to be a fake landlord at home when you take the key to see the house or underwrite the house.

When you have a strong will, try to negotiate face to face.

I

We can help customers bargain with landlords,

In order to feel its psychological price,

Make a good impression,

And try my best to rank first.

Negotiate, force.

7.

To prevent single hop:

The confirmation letter with the show must be filled out by the customer to protect our rights and interests.

Keep an eye on both sides when looking at the house to avoid too much communication between the customer and the landlord, which always appears between the customer and the landlord.