Chapter 3 Speech Skills Over the next two days, Zhang Qiyuan visited various residential communities, but he also felt that the real estate industry is indeed mediocre at the moment. After visiting so many communities, he only saw two groups of agents showing clients properties. But since there are colleagues showing the house, it means there are still customers. As long as I work harder, I should be able to get a deal, Zhang Qiyuan encouraged himself in his heart. During the process, he borrowed some money from Jack Ma to pay off this month's mortgage. He also went to the headquarters of Shijia Real Estate to complete the job registration and spent more than 100 yuan to buy two long-sleeved shirts with the Shijia Real Estate logo. "Xiao Zhang, do you want to open a port?" Xiong Wei asked as soon as he returned to the store. "Do you want money?" Zhang Qiyuan asked. There is no way out. This mortgage has forced him to be very cautious about everything he touches. Xiong Wei said unhappily, "Of course it costs money. The company will not reimburse the agent for opening the port in the first month. If it is opened in the second month, the company can reimburse half." "I'm not an agent yet, can I still open one?" "It's okay, you can use Huang Yi's agent first, and when you pass the agent certification exam, you can use your own." Xiong Wei said. Zhang Qiyuan shook his head: "Forget it, I'm not familiar with this business yet. If a customer asks me a question, I won't be able to answer it."
That being said, the real situation was that he really didn't have the money to open a port. "That's right. Let's go to the second floor. I'll give you some training first." Xiong Wei said as he went up to the second floor first. Zhang Qiyuan quickly picked up his notebook and followed. The layout of the second floor is as simple as that of the first floor, with only a conference room and a tea room. In the middle of the conference room is a very long conference table with six chairs on both sides and a whiteboard in front of the conference table. "Originally, you need to go to the headquarters for training on these things, but since you just arrived and have a lot of things to do, I told the headquarters that you are an old hand and you don't need to go for training." Xiong Wei picked up a marker and started writing on the day shift. "Houses are divided into new houses and second-hand houses. New houses are relatively simple. You only need to get the customer's number and name and report the property in advance. We mainly sell second-hand houses, and second-hand houses involve more things, such as the customer's down payment, bank appraisal, taxes..." "Taxes include individual tax, deed tax, value-added tax..." “If the customer is buying their first home…” "..." Zhang Qiyuan took notes very seriously. To be honest, this was the first time he took notes so seriously since he graduated. "Okay, let me give you a question. There is a 97-square-meter house and the property certificate has been valid for two years. The owner wants to sell it for 200 million yuan. You can calculate the appraisal price as 18000 yuan per square meter. This is the client's first home, so you need to calculate how much down payment he needs and how much tax he needs to pay." Xiong Wei put down the marker and said. Zhang Qiyuan figured it out quickly. After all, he was a college graduate so he had some ability. "There is a problem here. For example, the loan amount of a bank loan needs to be an integer, so it should be 139 million, not million. However, the overall process is correct." Xiong Wei pointed out the mistakes in Zhang Qiyuan's calculations, but also affirmed Zhang Qiyuan's calculation process. "Please do the math again. The house is 89 square meters, the property certificate is less than two years old, the price is 178 million, and this is the client's second home." Zhang Qiyuan quickly figured it out again. "Good, it seems that you really understand it, and you learn things very quickly. So, in the afternoon, you can watch the video of the broker certificate exam while typing the house orders." Xiong Wei nodded in approval and assigned Zhang Qiyuan the task for the afternoon. "For example, you need special skills to make a house call. First of all, you need to use honorifics, such as 'Hello, excuse me for bothering you'. Even if you bother others, they won't get angry. Of course, some owners are just in a bad mood and speak in a harsh tone, so you should also apologize. After saying this, you should get to the point immediately, because the owner may have received many calls from agents and his patience is limited. For example, 'Do you want to rent or sell your house in a certain community?' If the owner says he wants to sell it, you should ask about the situation of his house, how much it is, whether the property certificate is full of two years, and how to view the house. It is best to add WeChat and get the owner's property certificate so that you can help him list the house." "Of course, don't speak in a too formal tone, just like chatting with friends. Don't use a monotonous tone or speak too fast. The words should be clear and the sentences should be rhythmic. For example, when you ask, 'Do you want to rent or sell your house in a certain community?' You should emphasize the words 'such and such community', 'for rent' and 'for sale' so that the owner can clearly understand what you mean." Xiong Wei said. Zhang Qiyuan nodded, feeling somewhat benefited. "Go down and find Piaopiao to place an order for the properties in Xingcheng Jingyuan. The second phase there was just delivered not long ago, so there should be quite a few owners who want to sell their houses." Xiong Wei instructed.
Zhang Qiyuan put away his notebook, went downstairs, and asked the store secretary for a list of properties for Xingcheng Jingyuan. Then he turned on his computer at his workstation, opened the Seoul Real Estate Agent Service Platform, and clicked on the basic training video. If he wants to take the broker qualification exam, he must watch videos of a certain length. Fortunately, these videos can be opened and watched, and he can watch the video while making a phone call. Looking at the list of properties in Xingcheng Jingyuan in his hand, Zhang Qiyun encouraged himself in his heart. Because of the long-term mortgage repayment, he refused many social activities, which also made him a little introverted. He suddenly called someone he didn't know, which made him feel a little uneasy. What if he was scolded? But when he thought of the balance in his bank card, he immediately calmed down. I can’t even pay my mortgage, so why should I keep my face? Just let me be scolded, it won’t kill me. Zhang Qiyuan first looked at the listing price of Xingcheng Jingyuan on the Shell platform, did his homework, took a deep breath, and dialed the number on the property listing. "Beep...beep...beep..." Listening to the voice on the phone, Zhang Qiyuan was thinking about how to start the conversation. The phone vibrated, indicating that the call was connected. "Hello, may I ask if the house in Xingjing...Xingcheng Jingyuan is...for rent or sale?" Zhang Qiyuan said hurriedly, sounding a little stuttering because he spoke too fast. "Di!" The person on the other end of the phone hung up without saying a word. Zhang Qiyuan was very annoyed. He clearly wanted to speak more clearly, but when the customer answered the phone, he wanted to finish his words all at once, fearing that the customer would hang up immediately. However, in his hurry, he stuttered and seemed a little incoherent. "Xiao Zhang, you can't do this. Sister He in our company is the best at maintaining properties. Many owners trust her. You can set an example for Xiao Zhang." Huang Yi next to him said to He Guixiang with a smile. He Guixiang rolled her eyes at Huang Yi and said, "Xiao Zhang, this really won't work. Let me call again and you listen. Come on, tell me the number." Zhang Qiyuan quickly reported the next number to He Guixiang. He Guixiang got through the call quickly. "Hello, owner, are you available to answer the phone now?" He Guixiang said softly. "Well, it's like this. I'm the agent of Shijia Real Estate. I'm calling you to ask if you've considered selling your house in Xingcheng Jingyuan?" Listening to Sister He's voice, Zhang Qiyuan had to admit that this woman was born with a clipped voice. Sister He usually chatted in a carefree manner, like a big sister from the Northeast, but when she made a phone call, she spoke in a delicate voice, like a little woman, and she spoke slowly and leisurely. No wonder Huang Yi said that she was the best at maintaining the housing resources in their company. "Most property owners are listing their properties for around 16000 yuan per square meter, but the transaction price is around 18000- yuan, mainly depending on the floor." "You're not selling the house, so are you going to live in it yourself? If not, have you considered renting it out? The houses in Xingcheng Jingyuan are all delivered fully furnished, so you just need to buy the furniture and appliances. If you don't have time, you can buy them online and I'll pick them up for you." "Well, how big is your house? If it is 99 square meters, the rent here is generally between 2500 and 3000. It also depends on the floor and the appliances. You want to rent it out? OK, I'll register it for you and call you when there are clients. This is the password for viewing the house, right?" He Guixiang winked at Zhang Qiyuan while talking on the phone. Zhang Qiyuan also quickly wrote down the room number and phone number on the building list. "Yeah, 2800 right? Don't worry, I will definitely find a tenant for you when the time comes. Okay, by the way, sister, what should I call you?" "Sister Liu, right? I'll add you on WeChat so that I can contact you when I have clients. Yes, this is the number, right? Okay, I'll add you right away. Please approve it." After He Guixiang hung up the phone, she said to Zhang Qiyuan, "See, some owners are actually very easy to talk to. Don't be nervous when you call. Use more... interjections so that you don't sound stiff, as if you are questioning the owner." Zhang Qiyuan nodded, feeling emotional. This was the difference between theory and practice. It was obvious that Sister He had her own unique understanding when it came to communicating with the owners. With Sister He's help, Zhang Qiyuan felt much calmer and quickly found a house he was willing to sell. However, the owner meant that he could not make money, but he could not lose money either. In the current market, how could he not lose money?
Although it was not a high-quality property, it gave him great encouragement and he started making calls continuously. Two days later. His number is gone! (End of this chapter)
