Chapter 309 Details determine success or failure
Hearing this question, Zhang Qiyuan couldn't help but smile. He was very experienced in dealing with such questions.
"There is no smoke without fire. For example, when the government releases some policies, they will leak some information in advance to see the public's acceptance level. If the public is not satisfied with a certain policy, they can make timely adjustments. Now that such a large-scale rumor has come out and the government has not refuted it, maybe there will really be a policy coming out." Zhang Qiyuan said.
As an intermediary, when facing some professional issues, your tone must be affirmative, even if what you say is wrong, you must be very affirmative.
For example, if a customer asks you how much the property management fee is for this community, if you don't know, you can just confidently say a normal property management fee price. If you say "probably", "maybe", "perhaps", or "I don't know", it will leave an unprofessional impression on the customer.
For rumors like this, if you are not sure whether they are true, you should give an ambiguous answer to lead the customer in the direction you want.
This is also the reason why some agents like to send text messages or make phone calls when chatting with clients. If you chat by text, it is easy to leave evidence. If you answer too affirmatively and the outcome is different from what you said, some picky clients will come to trouble you.
It is obvious that Ms. Jiang is preparing to make a move recently because of such rumors, fearing that housing prices will rise again after the policies come out.
Although Zhang Qiyuan felt that even if the government introduced policies this time, housing prices would only remain stable for a period of time and would fall later, he would definitely not say this to his clients.
This Ms. Jiang must have taken a fancy to the house and will be able to decide on one during this period of time. He can't go against the money.
Besides, if he said this to the customer, and if the house price did not drop later, the customer would definitely blame him and would not come to him even if he wanted to buy a house in the future.
In these two situations, a normal agent knows which one to choose.
"What you said makes sense." Jiang Zi nodded slightly, then asked, "How many houses have you prepared for us?"
“Five houses have been prepared.”
"The first one is a sub-top floor apartment facing the highway," said Zhang Qiyuan.
"I remember I told you that I don't want a house next to the highway."
Jiang Zi frowned and interrupted Zhang Qiyuan. She felt a little dissatisfied and thought that what Zhang Qiyuan said was a little different from what Li Wei said. At least it seemed that he was not very attentive. After all, when she contacted Zhang Qiyuan yesterday, she told Zhang Qiyuan that they did not want a house facing the highway.
"Of course I remember."
Zhang Qiyuan smiled slightly. As a senior broker, he certainly would not make such a low-level mistake. There was a reason why he chose to look at this house near the highway first.
"Ms. Jiang, the reason why I'm showing you this house is because it's very nicely decorated and the design is very thoughtful. I'm showing you this house mainly to let you see how others decorate their houses. I'm not recommending you to buy this house." Zhang Qiyuan said.
Jiang Zi was stunned for a moment, and then her favorability towards Zhang Qiyuan reached its maximum.
So detailed!
Before they even started looking at houses, he was already worrying about the decoration for them. No wonder Li Wei said that Xiao Zhang was very responsible and reliable.
"Okay, then let's go see this one first." Jiang Zi immediately said with interest.
"Ok."
Zhang Qiyuan nodded, then shouted to the guard, "Handsome guy, help open the door."
Blue Sky International changed its property management to Vanke at the end of last year. After all, it has just moved into this community, and now the security guards are all young men.
The guard took one look at Zhang Qiyuan and immediately understood what he did. After opening the door, he asked Zhang Qiyuan to register here. "Ms. Jiang, the property management here has been replaced by Vanke Property Management since the end of last year." Zhang Qiyuan said to Jiang Zi while registering.
"I heard from Li Wei that it was quite a big fight." Jiang Zi said.
"Yes, because our store is right here, and one of my colleagues seemed to have played a significant role in it..."
Zhang Qiyuan told Jiang Zi some interesting stories about the property change.
You need to be flexible when bringing in clients. For those clients who do not belong to this community, you need to talk more about the surrounding facilities of the community. Jiang Zi is someone who obviously knows a lot about this community. Talking to her about these things is basically things she knows and will not attract her at all. So Zhang Qiyuan simply talked about the property change, and by the way, he got closer to the client and also killed time on the way.
Otherwise, if you don't talk about some topics, it will seem too formal and too awkward, which is not conducive to closing the deal.
Soon, Zhang Qiyuan brought the clients to the house they wanted to see.
The owner happened to be at home today, and after Zhang Qiyuan knocked on the door, the owner opened it quickly.
The owners of this house are also a young couple, who look to be in their thirties. When they saw Zhang Qiyuan bringing clients over, they very politely let them in.
Zhang Qiyuan distributed shoe covers to the customer and Hu Jin. After they all went in, he put on the shoe covers and followed them in.
"Ms. Jiang, this is the most classic apartment type in Blue Sky International. I personally think this apartment is the most thoughtfully designed apartment in this community."
After all, the owner was right next door, so Zhang Qiyuan still gave him face by praising the house and at the same time improving the favorability of their Qijia Real Estate in the eyes of the owner.
"There's no need to talk about other parts of this house. The most creative thing is that the master bedroom and the second bedroom were swapped. The two second bedrooms are together, while the master bedroom is alone on the side, and there is also a door next to the balcony..." Zhang Qiyuan talked about all the advantages of the house.
This made the owner have a favorable impression of Zhang Qiyuan. After all, when other agents brought clients here, they basically said that his house was close to the highway and the noise was loud. He was the first one to praise the unique design of his house, and this was exactly what they were proud of, because this idea was their own.
"Yes, this design was originally thought up by my wife and I. We have also been keeping an eye on the decoration. It cost us more than 300,000 yuan..." The owner also enthusiastically introduced his house.
Seeing the owner working so hard, Zhang Qiyuan felt a little guilty, because the customer was destined to dislike this house, but there was nothing he could do, because the decoration of this house was very unique. If he wanted to attract customers, he had to take them to see this house.
Jiang Zi and her husband nodded repeatedly as they looked at the house. It was obvious that the decoration of this house was in line with their aesthetic taste.
After reading it, the two looked at Zhang Qiyuan, and Zhang Qiyuan immediately said goodbye.
"This house is really well decorated. We want to decorate it like this when we buy a house."
After going downstairs, Jiang Zi said to her husband excitedly.
"Okay." Jiang Zi's husband nodded.
Hearing this, Zhang Qiyuan smiled with satisfaction. This was the reason why he still brought the client to see the house even though the client clearly said he didn't want to see the house near the highway.
Only by letting customers see how beautifully the house is decorated first can you stimulate them to want to buy a house.
Details determine success or failure!
(End of this chapter)
