Chapter 146 The agency fee cannot be reduced After the sunset, night falls. At seven o'clock in the evening, Pei Qing and his wife came first, and Wang Yong invited them to sit down in the meeting area. "The owner said he had set out half an hour ago and should be here soon," said Zhang Qiyuan. Pei Qing nodded slightly, looked at their store carefully, and asked casually, "What is the unit price of the houses in the community where your store is located?" "The unit price is about 17000 now. It's fully furnished, but it's not even two years old yet." Wang Yong replied quickly. When Pei Qing heard that it was not full level 2, he immediately lost interest. About five or six minutes later, the owner, Mr. He, and his wife also arrived. Unlike the middle-aged man Zhang Qiyuan had imagined, this Mr. He was very young. Zhang Qiyuan estimated that he was only around 30 years old at most. "Hello, Mr. He, the customer has arrived and is waiting in the store." Zhang Qiyuan went to greet the customer and then took the customer into the store. "Mr. Pei, let's go to the conference room!" Seeing the owner coming, Wang Yong immediately took Pei Qing and his wife to the conference room at the back.
Zhang Qiyuan and others followed closely behind. Seeing this, Luo Gang quickly asked Sister He to help make tea. After the customers and owners were seated, Zhang Qiyuan and Luo Gang sat down next to their own customers and owners. "Let me introduce you two first. This is the owner, Mr. He, and this is the customer, Mr. Pei." Luo Gang introduced. "Hello!" He Xiao and Pei Qing looked at each other and nodded in greeting. "Mr. He, could you please sell me the property certificate and the owner's ID card?" Luo Gang said to He Xiao and his wife. He Xiao's wife immediately took out the property certificate and their ID cards from her bag. Luo Gang took a closer look before handing them to Pei Qing. "Boss Pei, this is the owner's property certificate and ID card. The property certificate confirms that the house has been owned for two years and the owner is the owner himself." Pei Qing and his wife checked carefully and after confirming that there was no problem, they nodded to Luo Gang to indicate that there was no problem. "First of all, let me introduce us to Qijia Real Estate. Although we are a self-operated company, our commitments are no less than those of Beike. We ensure that the listings are authentic, we do not take the price difference, we will inform you in advance if there are any house leaks, we will refund the agency fees in full if the transaction fails, and we can also establish a fund supervision account to ensure the security of funds. We will serve every customer and owner wholeheartedly. We have written all of these in the company's rules and regulations. If the price is agreed, you can rest assured to trade." Luo Gang said formally. This was something Zhang Qiyuan and Luo Gang had just discussed. They were a self-operated company and their brand was not as good as others, so they could not be careless in their service. So before the negotiation, they specifically said these words to ensure the full sense of ceremony. "Before the negotiation, I would like to ask Mr. He, if the price is agreed upon, are you sure we can sign the contract?" Luo Gang asked. He Xiao hesitated, but his wife said readily: "If the price is okay, we can sign the contract." "Mr. Pei, if we can agree on the price, we should be able to sign the contract, right?" Luo Gang looked at Pei Qing and said. Pei Qing nodded. "In that case, Mr. Pei, you can make an offer first. When doing a deal, naturally one person makes an offer and the other counters. No one should have any psychological burden." Luo Gang said. Pei Qing pondered for a moment and said, "Actually, this is my first time to ask the owner out to negotiate a price, and I don't have much experience. If the price is too low, don't be angry, Mr. He. I have paid attention to the recent transaction prices of Blue Sky International, and they are basically around 190 or . However, I also know that some houses near the highway have lowered the price of the community. Mr. He, what do you think of million?" "This is impossible. Someone offered it for 240 million two years ago, but I didn't sell it." He Xiao immediately shook his head. "Mr. He, you said that someone offered 240 million two years ago. I believed it. After all, that was the time when the housing prices here were the best. But now the market has taken a sharp turn for the worse, and it is definitely not going to sell for that price." Wang Yong immediately retorted from Pei Qing's perspective. "But it's not as high as 190 million. My house is on the east side and in Building , far from the highway. Although the floor is not high, it is not low either. It is much better than those near the highway." "But the price of 210 million is a little bit expensive compared to the houses sold before. Can Mr. He give us a sincere price?" Wang Yong said. "We are very sincere about selling it at 210 million." He Xiao said calmly.
As soon as these words were spoken, the atmosphere suddenly became cold. Wang Yong didn't know how to answer for a moment. Zhang Qiyuan sighed slightly in his heart. Although Brother Wang was good at dealing with customers, he couldn't hold the situation once the customers and the owner met to negotiate the price. Thinking of this, Zhang Qiyuan immediately said, "In fact, if you put yourself in their shoes, Mr. Pei must want to buy it as cheaply as possible, and Mr. He must want to sell it at a higher price, so that you can lose less. However, the market transaction price is there, and Mr. Pei is afraid that he will pay too much for the house, so his bid is relatively conservative. This is not wrong. As the saying goes, you have to consider the market when bidding and you have to know how to bargain when bargaining. Mr. He, Mr. Pei definitely cannot accept the price of 210 million. Can you offer a little less? We should gradually move closer to a price that both parties can accept, so that the deal can be made. " When faced with a stalemate in negotiations, there is nothing more than one person playing the bad cop to lower the price, and the other playing the good cop to prevent the client or the owner from getting really angry. There is a way out, and since Wang Yong is negotiating from the client's standpoint, he is the most suitable person to play the bad cop. He has contacted the owner before, so he can play the good cop. He Xiao glanced at Zhang Qiyuan, hesitated for a moment and said, "205 million, this price is our bottom price. If the loss is too much, we would rather rent out this house after renovating it." Hearing this, Zhang Qiyuan immediately looked at Pei Qing and said, "Boss Pei, what do you have to say?" Pei Qing also knew that it was impossible to get the owner to lower the price to his desired level all at once, so he could only try to persuade him bit by bit. Then began the long process of price negotiation. After some bargaining, He Xiao was unwilling to lower the price at 202 million, while Pei Qing's psychological price was 200 per unit, which was about million. There was still a difference of . "How about this, Wang Yong, you take President Pei to the meeting area to talk for a while, and we will talk to President He first." The owner Luo Gang insisted on the 202 million and refused to give in, so they had to talk separately. "Mr. Pei, let's go over there and drink some new tea first." Wang Yong said quickly. Pei Qing nodded. This was the price he offered anyway. If the owner disagreed, he would have to look at other houses. After Pei Qing left, Zhang Qiyuan quickly said to He Xiao and his wife, "Mr. He, the person who maintains your house is Yang Zuchong, right?" "Yes!" He Xiao nodded. "I don't say bad things about others behind their backs. I'll just tell you a fact. Previously, I had a client who had taken a fancy to a house in Xingcheng Jingyuan. The maintainer of that house was also Yang Zuchong. When he learned that I had arranged for the owner to come over for a talk, Yang Zuchong also called the owner and said that a client had taken a fancy to his house. When the owner asked him if the client could make a reservation, he said that the client needed to consider it for a few days. For Beike, if the customer completes the transaction through Beike, their agents will get a share of the performance. If the transaction is not completed through Beike, they will not get a penny. So when they hear that the owner is being interviewed by a non-Beike agent, they will try to break up the transaction. The only way to break up such a transaction is to fabricate a customer. " “There may indeed be such a customer, but will the final price be what you want? That’s not certain!” "In the end, the owner of Xingcheng Jingyuan did not wait for the client Yang Zuchong mentioned, and directly made the deal with my client. In fact, this approach is very wise. If the owner had not sold it at that time, he would have to reduce the price by at least 100,000 yuan by now, and he might not even be able to sell it." "Mr. He, let's be honest. The price our client offered is not outrageous. He doesn't want to get a bargain, nor does he want to lose money. He just wants to close the deal at the most recent price. This is not excessive. Mr. He, you should also consider that the difference is only 20,000 yuan. The next client may not be able to offer this price." Zhang Qiyuan's words immediately made He Xiao hesitate. He discussed it with his wife in a low voice, and then said, "Actually, our base price is also 200 million, but we have to give you a commission of one point..." Zhang Qiyuan and Luo Gang looked at each other in silence. The owner had insisted for so long, it seemed like he wanted to cut their agency fee! This is not possible! It’s so hard to close a deal, the agency fee can’t be reduced! (End of this chapter)