Chapter 299 After listening to Mr. Zhang’s training, I am now terribly strong
“After knowing yourself, you need to know your customers…”
Zhang Qiyuan licked his lips, wrote the words "get to know the client" on the whiteboard, and turned around to continue his explanation.
"Drink some water first." Ni Qingqing handed over a bottle of mineral water with concern.
"Alas……"
Luo Gang shouted strangely outside the door.
Ni Qingqing's pretty face turned slightly red.
Zhang Qiyuan took the water, drank a sip, then glanced at Luo Gang unhappily and said, "What are you talking about? Why don't you tell me?"
"It's okay, it's okay, go ahead and talk." Luo Gang waved his hands quickly.
Although he understood everything Zhang Qiyuan said, it was still a little difficult for him to speak it out.
Zhang Qiyuan then talked about knowing clients and knowing one’s own products. As a real estate agent, the so-called product is naturally one’s own house.
"Some brothers who have just entered the industry may have some psychological barriers to this industry. At this time, you have to think about why you want to be an intermediary? Why? It can't be because you have vowed since childhood to become a salesperson, right?" Zhang Qiyuan asked.
Everyone laughed again. Who would want to be a salesperson since childhood?
"Make money!" Wang Qun said loudly.
Zhang Qiyuan praised: "Yes, we have to make money. We are agents not for charity. We have to live and eat. Of course, we occasionally do charity to make more money in the future. For example, if a couple of clients want to rent a house from you, you can consider not charging them the agency fee after you are sure that they plan to buy a house within a year. In this way, the clients will naturally have a good impression of you and will come to you to buy a house in the future. I had a client that way."
The person he was talking about was naturally Yu Hongyi.
"In fact, we in the real estate industry prefer brokers who are in urgent need of making money, because they are motivated. As long as they can make money, they can do anything. Think about it, if you don't make phone calls, you won't have clients, you won't have properties, and you won't make any money. If you can't make money, I guess you'll be embarrassed to go home during the Chinese New Year. In this world, there is only one situation that is the most terrifying, and that is poverty. There is a saying circulating on the Internet now: If you are not afraid of poverty, what else are you afraid of? So whenever you have psychological barriers to the sales industry, think about this sentence carefully." Zhang Qiyuan looked at Hu Jin and said.
He knew that newcomers to the industry were sometimes too embarrassed to make phone calls for fear of what the owner would say or what the customer would scold them. But if they maintained this mentality, it would be difficult for them to adapt to the job.
"There is another kind of psychological burden that some more honest brokers will have. They think that the current market conditions are so bad, but they are still deceiving clients into buying houses. They think that if the clients lose money in the future, they will definitely blame you," said Zhang Qiyuan.
Hearing this, Lu Zhuo, Li Xin and Sister He couldn't help but nodded. They have been having this trouble recently.
"In fact, there is no need to worry about this, because even if customers are not fooled by you, they will be fooled by other peers."
"Ha ha……"
Everyone couldn't help laughing. In their impression, training should be boring, but they didn't expect Zhang Qiyuan to be so witty and humorous.
"Actually, I have discussed this topic with Brother Wang before. In our country, most families do not have any investment channels. They either keep their money in banks or are fooled into buying funds or stocks. In fact, the losses are greater than those from buying houses. Some people spend money lavishly when they have money, and may develop bad habits, such as gambling and drugs. They may even be targeted by scammers. Some people borrow money from relatives, leaving their relatives with nothing to do. There are also people who invest in business. In the current market situation, investing in business will basically result in losses, and all the money will be lost. There is a saying that goes, we are not afraid of the second generation of rich people squandering their wealth, but we are afraid of the second generation of rich people starting a business. Even the second generation of rich people can't stand starting a business, let alone the customers. So when we let them buy a house, we are actually helping them. Compared with what I said before, the losses on the house are actually negligible. So when you recommend a house to a customer, don't have a psychological burden. You should think that you are actually helping the customer by doing this." Zhang Qiyuan said.
After hearing this, everyone couldn't help but nodded, thinking that what Zhang Qiyuan said made sense.
Zhang Qiyuan smiled. Although his words contained some sophistry, in fact, there were indeed many families in the same situation as he described.
After giving the broker psychological counseling, Zhang Qiyuan began to explain some basic procedures for second-hand houses and matters that need to be paid attention to when showing new houses, and then about the calculation of taxes. After that, Zhang Qiyuan directly wrote a question on the whiteboard and asked them to calculate the taxes.
"Brother, I figured it out. Do you think it's correct?" Ni Qingqing figured it out first, and then looked at Zhang Qiyuan as if to seek credit.
Zhang Qiyuan took a look and could only praise him helplessly.
To be honest, when he first met Ni Qingqing, she really didn't know how to calculate taxes and fees. However, since he had explained the taxes and fees to Ni Qingqing in detail when he was packing the house in Xincheng East Foothill, Ni Qingqing was not stupid and understood it quickly. So when Ni Qingqing was about to attend the training yesterday, he was helpless, because Ni Qingqing obviously didn't need any training.
Next came Sister He, Wang Qun, Li Xin, Li Hong and others. It was also the first time for Xu Zhe and Wu Kunpeng to calculate taxes and fees, but at least they had some basic knowledge, so although it was a bit slow, they still figured it out.
Only Hu Jin, who had to learn car repair after junior high school because of his poor academic performance, knew nothing about real estate and made frequent mistakes in calculations, which made Zhang Qiyuan's blood pressure rise a little and reminded him of how he felt when he was tutoring his sister with homework.
However, he also knew that Hu Jin had no basic knowledge, and this training was specially prepared for him, so Zhang Qiyuan still taught him very patiently.
Under Zhang Qiyuan's guidance, Hu Jin finally figured it out.
However, seeing that he seemed to understand but not quite, Zhang Qiyuan gave him another question separately. He still got it wrong. However, he only got it wrong about the tax points. The general process was still correct. After a simple guidance, Hu Jin finally understood it.
"Now that everyone understands, I will say it one last time."
"Don't think of sales as a job, think of it as a game. Getting customers to buy a house is the condition for you to pass the level. You have to find ways to achieve this condition. If you fail, you should look for the reasons from yourself and see where you are lacking..."
"Interest is always the greatest motivation! Well, today's training ends here, adjourn!"
Zhang Qiyuan put down the marker and took a sip of water.
"Well said!"
Luo Gang was the first to applaud at the door and expressed his support.
The others then came to their senses and began to applaud.
"Brother Zhang said it very well."
"Mr. Zhang, can this kind of training be held more often?"
"After listening to Mr. Zhang's training, I feel so strong now. What about my clients? I want to bring ten of them."
Hearing everyone's praises, although he knew that everyone was flattering him, Zhang Qiyuan was still somewhat happy. Today's training was almost a summary of his nearly one-year intermediary career. Although it was not comprehensive enough, it was enough for them.
"Mr. Zhang, I think this training video of yours can be posted online. It's a good opportunity to take advantage of the popularity of your last post and consolidate your fans." Yang Hao said at this time.
"Isn't this not good?"
"I think the talk was very good. It was professional yet humorous. I think it's okay." Luo Gang agreed.
Zhang Qiyuan recalled that he didn't seem to have said anything that was detrimental to the customer, so he nodded and said, "Since you said it's okay, then send it, but some parts still need to be slightly cut."
(End of this chapter)
