Chapter 18 The money is boundless After half an hour of communication, Luo Yang, on behalf of Jincheng Real Estate, reached a preliminary cooperation agreement with Ma Haoyuan. "Boss Ma has more than one store, right?" After they reached an agreement on cooperation, the atmosphere of the conversation between the two became much more relaxed. Luo Yang smiled and said to Ma Haoyuan: "When I was walking around the city, I found several stores with the Lucheng Real Estate Agency sign on them." "Just like what you said, Assistant Luo, it's about integrating resources. Customers have specific needs for residential areas, so I naturally have to open more stores to take care of them all." "Boss Ma is so capable, we can consider upgrading the level of cooperation." "Oh, what do you say?" "There is a deep cooperation clause within the company, and for partners who can integrate resources, an additional commission of 15,000 yuan can be given." Luo Yang threw out the bait at this time: "Boss Ma should know what this means. If you can use your connections and authority to attract more than a dozen intermediary companies to participate, they will still get a commission of under your integration, and you can extract an additional 15,000 yuan in rewards from their sales. Once the number increases, the money you make from this will be considerable." "Hahaha, this is the difference between a first-level agent and a second-level agent?"
Ma Haoyuan saw through the so-called upgraded cooperation model at a glance. He smiled, thought for a moment, and then nodded and said, "I can try to communicate with them. As for how many companies I can unite with, I'm not sure." After hearing his agreement, Luo Yang pointed to Sun Weizhong and Zhou Yang who were already sitting on the chairs nearby and said, "These two are my subordinates. They will follow up and coordinate the remaining matters." When Sun Weizhong and Zhou Yang heard Luo Yang's introduction, they quickly stood up and handed their business cards to Ma Haoyuan. "Jinlanyuan real estate consultants Sun Weizhong and Zhou Yang." Ma Haoyuan read it quietly, and then asked his subordinates in the store to take his business card and give it to the two of them. "Assistant Luo, I'm sure there's more than one first-level agent in Kunshan, right?" Such words should not be said out loud, but who can blame Ma Haoyuan for having such a limited vision? Luo Yang smiled and did not answer his question directly. Instead, he said sincerely: "Boss Ma, cooperate with us seriously on this matter. Once you figure out the essence of it, you will definitely be able to cooperate with more than just Jincheng Real Estate in the future." In the future market, real estate companies will definitely have more than one distribution channel provider, and distribution channel providers will definitely cooperate with more than one real estate company. This is the trend and also human nature. Luo Yang just said it in advance. But it sounded different to Ma Haoyuan's ears at this moment. He seemed to see another window opening, with a golden and promising future outside. "Hahaha, of course, of course. I'm also a novice in this field. I'll need Assistant Luo's help later." Ma Haoyuan's attitude had completely changed at this time. He was extremely enthusiastic towards Luo Yang and insisted on inviting him to dinner in Kunshan. "It's too early to treat us now. It won't be too late to do so after we have achieved some initial results in our cooperation." Before Luo Yang left, he said to Ma Haoyuan, who was holding his hand, "Besides, I still have to go back to prepare the contract, customize the special roll-up banners and brochures, and arrange for the bus to pick up the customers to the sales office." Since you are so busy, it is not easy to keep guests. Ma Haoyuan was very polite. He kept seeing Luo Yang and the other two off to the car. Even after the Audi A6 drove away, he still stood on the sidewalk in front of the store. In the car, Luo Yang began to remind Sun Weizhong and Zhou Yang: "Do you remember the main points of our conversation from the time we entered the store to the time we left?" "I remember it!" "I remember it very clearly!"
The two responded to Luo Yang in unison. "I have classes from Monday to Friday, so I need you to go to surrounding cities to expand channels during the week." Luo Yang continued, "Regarding this set of rhetoric, I will sort out the general ideas later. You should adapt to the actual situation and don't blindly apply it. Also, change your business cards after you go back to the format of Jincheng Real Estate Channel Marketing Manager. I will also sort out the promotional content on the roll-up banners. When you return to Songjiang, you can find a graphic store to produce them. The first batch will be 50." While driving the car, he explained relevant matters to the two people. For the entire afternoon, Luo Yang took Sun Weizhong and Zhou Yang to two real estate agency stores and used the same rhetoric to negotiate their intention to cooperate. It was not until about four o'clock that he drove back to Songjiang. "Assistant Luo, will the distribution channel partners we discuss later only give a commission rate of " On the way back, the more outgoing Zhou Yang took the opportunity to raise his doubts. "Well, for individual stores that are not very strong, they are given of the profit. Only powerful bosses like Ma Haoyuan are given 2% of the profit." Luo Yang nodded and said, "The 1200 people, please keep an eye on it first. I will come over next weekend to discuss it. It's not that I won't give up my power. Sometimes, identity is also an important marketing tool. If you go to negotiate, it will only make others think that you can get more." This sentence is simple and easy to understand. It is like selling a house in a sales office. Even if the property consultant at the bottom level gives a discount to the chairman, the customer will ask him to apply for a bigger discount from above. This is a stereotype caused by workplace identity and cannot be easily changed. "Assistant Luo, can an agency like this attract customers who want to buy houses across regions?" This is Sun Wei's doubt. The house is in Shanghai, but the customer base is in Kunshan, which is under Gusu in Jiangsu Province. In his opinion, this is a unlikely thing. "You underestimate the siphon effect of big cities on small places around them." Luo Yang smiled and simply explained that if he really wanted to convince them, he would have to wait until the results came out. "Why don't you go to Songjiang to find those real estate agents? They don't have the money." "We will definitely look for it, but we will explore this market later." This involves some invisible rules in the workplace. Songjiang has always been a key market for the marketing department of Jinlanyuan. Those property consultants go to various occasions to distribute flyers and marketing brochures every week. If Luo Yang now attracts customers through the agency stores in Songjiang, the marketing department will probably regard it as an act of internal customer snatching. However, this will not happen in Kunshan and other surrounding areas, because those areas are not the marketing department's target markets and the customers are not within their target range. Luo Yang did not explain this to the two property consultants. He simply said, "Once the distribution channels become bigger and stronger and have achieved results, the chairman will naturally increase his support. That will be the time to get involved in Songjiang real estate agency stores." Sun Weizhong was completely confused, while Zhou Yang seemed to understand and began to ponder. In any case, today, both of them learned a lot, and they also vaguely felt that what they could learn from Assistant Luo Yang was very valuable. This knowledge may be what can change their destiny. (End of this chapter)
