Chapter 184: Forcing Guests with Guests
For clients like this who are followed by his peers, Zhang Qiyuan does not plan to negotiate prices with the owner easily. He either pays a deposit to negotiate the price or has a face-to-face meeting, otherwise it is easy to make things difficult for his peers.
"Xiao Zhang, can you calculate for us the fees including agency fees and taxes?" Xiao Bo said.
"No problem. My store is nearby. Come sit in my store for a while and I'll calculate it for you."
Zhang Qiyuan brought Xiao Bo and his wife to his store.
Bringing customers to the store is certainly not just to let them sit here, but mainly to give customers a guarantee, proving that they are not wild intermediaries and have their own physical stores. Even if there are any problems later, they can come to the store to find them.
After letting Xiao Bo and his wife sit down in the business meeting area, Zhang Qiyuan brought over a tax calculation sheet and a pen, sat opposite them, and began to calculate taxes for them.
"Let's calculate it based on 335 million first. The appraisal price here can be as high as 18000, and the total appraisal price is about 354 million. This is our first loan, right?" Zhang Qiyuan asked as he wrote.
“Once this house is sold, it will be the first mortgage.”
"That means you can borrow 283 million yuan, with a down payment of 52 yuan. The bank appraisal and guarantee here are all 26 yuan. Taxes and fees are about 33500 yuan. The agency fee is one point, which is 52 yuan. In other words, the down payment is 2000 yuan + 260000 + 33500 + 815500. If you want to buy this house, you need to take out about yuan in cash." Zhang Qiyuan calculated.
"Is the tax so high? Can't we buy in at a lower price?" Xiao Bo's wife spoke up at this time.
"You seem to know a lot." Zhang Qiyuan looked at Xiao Bo's wife with some surprise.
"Haha, my wife is in the loan business." Xiao Bo said with a smile.
Zhang Qiyuan suddenly realized that if he was in the loan business, he should be familiar with their industry.
"First of all, the basis for a low entry is that this house is sold at a much higher price than its previous purchase price, but this house is sold at almost the original price, so a low entry is not possible. However, we can help you get rid of the taxes and fees for the decoration part." Zhang Qiyuan said sincerely.
This is the time to show your professionalism.
For example, for a house with fine decoration, it was purchased with the decoration at the time, so the owner at that time would have things like decoration invoices, but when paying taxes, you can only pay the unfinished part, that is, you can remove the decorated part and then pay the tax.
The owner's starting price for this large flat is about 16000. If the decoration is excluded, it would be around 13000-14000.
“There is also a tax…”
"The issue of personal income tax needs to be communicated with the owner. It is not easy for me to help you save it directly. If the owner agrees to save personal income tax, we can also help you save it." Zhang Qiyuan said immediately.
"And isn't the agency fee a bit high? I saw some agents told us that the agency fee is only ." Xiao Bo's wife continued to bargain.
Hearing this, Zhang Qiyuan immediately became serious. Their agency fee can indeed be reduced, but it cannot be so cheap. He thought for a while and said, "Mr. Xiao, the agency fee issue actually depends on personal ability. The agency fee of one point is 33500, and is just over . If I can help you negotiate the price, it will be much more than . Just like you said, some agents told you the agency fee of , but the house price is not reduced by a cent. Which agency would you like to choose?"
"Of course we want to reduce the agency fee a little bit after negotiating the house price," Xiao Bo said.
Zhang Qiyuan was speechless. He wanted the agent to negotiate the price, but also wanted to save the agency fee.
"I think now is not the time to discuss agency fees. It mainly depends on the price of the owner. If we haven't negotiated the price for you, and you ask for a agency fee, we will accept it. After all, we haven't done anything. But if the price is higher, you don't have to focus on our agency fee. After all, we have to make a living."
Zhang Qiyuan was somewhat helpless. The market was so competitive now that if you didn't do it, someone else would naturally do it, especially when the price had been agreed upon. Other agents didn't even have to look at the property. As long as they came and signed a contract, they would receive a percentage of the agency fee from the owner, which was almost like getting free money. Naturally, they would be very happy to do so.
"Well, we need to think about this. Besides, our client has a combination loan, so the money comes out rather slowly. Let's go back and think about it first..." Xiao Bo said after thinking for a while.
"Okay, buying a house is something that you still need to think carefully about. However, the owner is sincere in selling this house, and I don't think it will stay for long. You are also in urgent need of finding a ready-to-move-in house. I hope you can make a decision as soon as possible after considering it." Zhang Qiyuan did not urge him, but just said that the owner was sincere in selling the house, and did not say much. If you say too much, the customer will think you are forcing the sale. "I'm sorry to bother you today, Xiao Zhang..."
Xiao Bo said this very politely, then left with his wife.
After Zhang Qiyuan sent the customer away, he returned to the store.
"Brother Zhang, this client still feels like he wants less agency fees?" Li Xin followed the whole process and was somewhat curious as to why Zhang Qiyuan didn't just give the client less agency fees directly.
"Haha, the client just told you that there is an agency that only charges , you tell the client that you also only charge , the client then tells that agency that we only charge , then other agencies will offer free services, do you want to do the same?" Zhang Qiyuan rolled his eyes at Li Xin and said, "Our agency fees must be low and valuable. If we are sure that the client can sign with us, we can charge less, but now we are still uncertain, so there is no need to involuntarily."
"Who owns this house?" Zhang Qiyuan asked.
"Sister He's." Li Xin replied.
Zhang Qiyuan glanced into the store. Sister He, Huang Yi, and Wang Yong were not in the store. They must have gone out to show things around and didn't say anything. He planned to ask Sister He to call the owner back and tell him about the customer's situation so as to build a good relationship with the owner first. That way, even if the customer wanted to cancel the order later, he wouldn't be able to negotiate too much about the price.
……
Around two o'clock in the afternoon, Huang Yi, Sister He and Wang Yong came back one after another. They were both happy and worried.
"My client has taken a fancy to this large 232-square-meter apartment, but the price he can offer may only be 350 million yuan," said Huang Yi.
"350 million is definitely impossible. Didn't you tell the customer that the owner has two parking spaces?" Zhang Qiyuan said.
"I did, but the client still said he could only pay 350 million."
"Haha, didn't you say that you should quote the owner's bottom price? Now the client is trying to cut the price by another 200,000 yuan. You can handle it yourself." Zhang Qiyuan said unhappily.
Huang Yi said unconcernedly: "Although the client said that he could only pay 350 million, I feel that it can be increased."
"Since it can be added, why not just invite the owner over for a face-to-face meeting? What are you waiting for? This house is on such a prime floor in the building, it will probably be sold out in a few days." Zhang Qiyuan frowned.
"The client said he would bring his parents over to take a look this afternoon, and then he would arrange a meeting with the owner."
Hearing this, Zhang Qiyuan nodded. Since the client was willing to have a face-to-face meeting, there should be hope.
He didn't expect that the first customer Huang Yi received through the video was actually a potential customer.
"Brother Wang, where is your Sister Chen?" Zhang Qiyuan looked at Wang Yong.
"Sister Chen and her husband looked at that large flat and liked it quite a lot, but her husband didn't seem to be in a hurry." Wang Yong said helplessly.
He couldn't push too hard on a familiar client like this one.
"Since he is not in a hurry, we will use customer pressure to attract customers later. When Master Huang's customers come to negotiate the price, you take a picture and send it to Sister Chen. Master Huang, you should also tell your customers that our colleagues here also have customers who are interested in this house, but they made an appointment with the owner first, so let them talk first. If they can't reach an agreement, we will have customers to contact them immediately." Zhang Qiyuan instructed.
(End of this chapter)
