I can see the commodity price curve

Chapter 206 You just work hard, I'm not a stingy person

Lan Huijun and Sun Qian were taken aback for a moment, and then Sun Qian's face was full of surprise: "Boss Zhang, are you waiting for us here specially?"

Zhang Yue nodded with a smile: "Aren't you afraid that you may find the wrong place?

And what kind of etiquette to use for what kind of people.

The postponement of real estate sales in Zhongzhou is very important this time, and you two will have to put more thought into it. "

"Don't worry, we will do our best!"

Zhang Yue waved his hand: "Okay, this is not a place to talk, come to my office to talk in detail."

The two followed Zhang Yue and looked left and right all the way. When Zhang Yue opened the office door, they couldn't help being a little surprised.

Because the furnishings of this office are very simple, only two desks.

And the two tables are not the kind of luxurious boss table, but simple beige solid wood table.

If it wasn't for the laptop and some documents and books on it, Sun Qian would have thought it was her dining table.

Because the dining table in her house is exactly the same style as this table, the price of Pin Xixi is 216 yuan.

Seeing her surprised eyes, Zhang Yue smiled and said, "Isn't it particularly shabby?"

Sun Qian shook her head quickly: "Why? I think this table is pretty good, simple but not simple."

Zhang Yue gave a thumbs up: "It's simple but not simple.

Didn't you just say that you are very experienced in selling houses?Tell me, let me study hard too. "

Sun Qian blushed: "Boss Zhang misunderstood, I just said it casually, it can't be true."

"Really? Then I'm going to give the person in charge of Tianyou real estate sales a basic monthly salary of [-].

Give the assistant in charge a basic monthly salary of [-].

I think you are very suitable to be the assistant to the person in charge. If you think I'm just talking casually, then forget it. I'll find someone else. "

Sun Qian was taken aback, and quickly asked, "Wait, what did you say? Sixteen thousand a month? Really?"

She couldn't help being agitated.

When Sun Qian was working as a real estate consultant in Dazheng Crystal Forest, due to the downturn in the industry, she had been working for half a year, and her salary did not exceed [-].

Unlike Lan Huijun who is still single, Sun Qian is married and has a three-year-old child.

In addition to repaying the mortgage, the money the husband and wife earn now is enough for daily expenses.

As for buying clothes for children, save as much as you can.

She hasn't bought cosmetics for a long time.

If my salary can really reach [-]...

However, Zhang Yue waved his hand and interrupted: "It's not [-] a month."

"Huh? Did I hear wrong?"

Sun Qian was disappointed, so she heard Zhang Yue add: "I'm talking about a basic salary of [-], not including the commission for selling the house.

For the employees of the company under my name, the basic salary only accounts for a small part of the total income. "

"This..." Sun Qian felt her heart beating wildly, she hurriedly said, "Since this is the case, I will tell the truth.

Regarding real estate sales, I think that as long as the following points are done, the transaction will not be a problem at all.

The first is publicity.

As the saying goes, the smell of wine is also afraid of deep alleys. We have a good house and a good layout, and it is useless if no one knows about it.

Under normal circumstances, real estate developers buy a lot of advertisements.

But now we have 160 four real estate projects in our hands, so those behaviors of putting billboards on landmark buildings such as subways and bridges are of little significance.

Because the whole Zhongzhou, including the whole Yu Province, knew about this matter.

But as you all know, it doesn't mean that we don't need to advertise, on the contrary, we have to make a big deal.

I suggest inviting a first-line star to come to Zhongzhou for a commercial performance.

At that time, if the discount is increased, there will definitely be a large number of transactions.

The second is the price.

The current real estate is mainly based on maintaining stability, and it is impossible to reduce prices in a large amount on the surface, but we can give discounts secretly.

For example, reducing the down payment ratio, reducing loan interest, and giving a one-point discount on the day of the event. "

After hearing her finish, Zhang Yue quickly stopped her: "Wait, you said to reduce the down payment ratio and lower the loan interest? This seems to be a rigid rule, and it cannot be reduced, right?
Although I now represent the official housing authority, I don't have such great power. "

Sun Qian smiled slightly: "This is very simple.

For example, a set of real estate is now worth 100 million.

But in order to make small profits but quick turnover, we can sell 90 yuan.

However, for the stability of the real estate, the contract must be priced at 100 million.

We can tell customers that the original 30% down payment now only needs to pay 20% to get the house.

In other words, customers only need to pay 20.

As for the remaining [-], we can help the other party pay it forward.

This is still 30.

The customer finds a bank loan in this way, and the prescribed interest rate is five points, but he needs a loan of 80.

Because our 10 yuan is a profit, the customer actually only needs to borrow 70 yuan.

If there are fewer loans, the required mortgage repayments and interest will be reduced. When calculated comprehensively, does it mean that the interest rate is also reduced? "

Zhang Yue stared at Sun Qian in a daze for a long time: "Is there such an operation?
But will the bank agree?Don't get into trouble if you don't have any meat at that time. "

As a result, Sun Qian looked at him in surprise: "Why do you need the bank's consent?

When we buy a house, we just secretly tell the client about the [-]-yuan profit.

When signing the contract, the down payment is 30 yuan and the loan is 70 yuan.

Do you think that customers have to sign a contract with a down payment of 20% and a loan of 80? "

Zhang Yue frowned, as if it was true.

If you go to the sales department to buy a house by yourself, and the people in the sales department tell you this, you must agree!

After thinking about it, he asked Sun Qian: "Did you often do this before?"

Sun Qian shook her head: "I really want to do it this way, the key point is that our boss doesn't agree!

This method is my inspiration from those real estate agents.

In order to facilitate the transaction, those real estate agents often overestimate the real estate price. "

"Overvaluing a property? What do you mean?"

"It's very simple, if the actual value of a house is 100 million.

If the valuation is also 100 million, according to 70% of the loan amount, after changing hands, can the buyer borrow 70 from the bank?
But if the house is valued at 150 million, the owner of the house will go to the bank for a loan. According to 70%, the loan can be [-] million.

In other words, with this operation, the owner of the house can not only get the house directly with zero down payment, but even get [-] more.

Of course, the lower the down payment, the higher the mortgage repayments.

But prices have been depreciating over time, so this measure is still very attractive to many homeowners who are temporarily strapped for money. "

Zhang Yue suddenly thought of something: "Wait, I heard a lot of real estate salesmen put up slogans like 'zero down payment' and '[-] down payment to move in with a bag'. Is it because of this high valuation?"

Sun Qian smiled slightly: "How should I put it, part of it is.

After all, the situation of each real estate is different, so although everyone plays the same banner, the operation methods are not the same.

However, if the wool comes from the sheep, real estate developers will definitely not sell it at a loss. The more affordable the property owner gets in the early stage, the higher the price they will pay in the later stage. "

Zhang Yue couldn't help clicking his tongue.

The wisdom of human beings is indeed infinite, and there are many things that you really don’t know if you haven’t experienced them.

Sun Qian added: "Of course, the example I gave is actually a bit exaggerated.

The bank is not an idiot. It is difficult to give a valuation of 100 million for a house worth 150 million.

But with a little bit of manipulation, it is not difficult to estimate a value of 120 million. "

"What about the third?"

Speaking of this, Sun Qian smiled slightly: "Third, in fact, Mr. Zhang, you have already started planning.

If I mention it again, it is tantamount to being ridiculous. "

Zhang Yue was taken aback: "I made the layout in advance? What layout?"

"Are you really going to let me tell?"

Zhang Yue was helpless: "I must speak freely, maybe I don't even know about this layout."

"Of course it's Tianyou Decoration Company!
I don't know if you have other means, but nearly one-third of the business of Tianyou Decoration Company is in Dazheng Crystal Forest.

As a sales consultant there, I have been very puzzled by the operation of this company under your control.

The price is low, the service is good, and the overall calculation is basically equivalent to losing money and making money.

This is not in line with common sense at all, so that I wondered for a long time.

It wasn't until I heard that you were the commander-in-chief of the delayed real estate reconstruction in Zhongzhou that I suddenly became enlightened.

For homeowners, especially those who just need it.

In terms of living attributes, decoration is even more important than the house itself.

When waiting to sell the house, we can combine real estate sales with Tianyou Decoration Company.

As long as you buy a house from us, the decoration standard that was originally worth 30 yuan can be directly settled by [-] yuan.

Taking Youwei Art Commune as a model house and the word-of-mouth gradually accumulated by Tianyou Decoration Company are also major selling points. "

As soon as she finished speaking, Lan Huijun couldn't help exclaiming beside her: "Mr. Zhang, so this is the purpose of your establishment of Tianyou Decoration Company."

After finishing speaking, he looked at Sun Qian again: "Sister Sun, I originally thought that my professional level was about the same as yours.

Looking at it now, where is it similar?Totally far from it.

In the future, I have to follow you honestly and learn humbly. "

Sun Qian smiled slightly: "Mr. Zhang has to be far-sighted.

As for me, it's just an afterthought, and it's okay to tout it.

If I were to make the layout myself, I would never have thought of this. "

After speaking, he glanced at Zhang Yue.

While she was looking at Zhang Yue with admiration, Zhang Yue also looked at her with admiration.

Have I ever thought about it?How come I don't even know it myself?

With a light cough, Zhang Yue said lightly: "I didn't expect you to discover all of this. It seems that you are very suitable to be the assistant to the person in charge."

Sun Qian immediately became excited: "Thank you Mr. Zhang, I will try my best to sell all the houses in your hands."

Zhang Yue looked at Lan Huijun again: "How about you, is there anything you need to add?"

Lan Huijun thought for a while: "Sister Sun has already said very well, but as for supplements, I'm not qualified.

But I have a small suggestion, but this suggestion conflicts with the concept of real estate sales.

So right or wrong, even I don't know. "

Zhang Yue suddenly became interested: "Really? What suggestion? Tell me."

Lan Huijun said: "It's very simple, sincere.

As a real estate salesman, the idea I was instilled on the first day I joined the job was to report good news but not bad news.

That is to say, when introducing the house to the client, only talk about the advantages of the house.

As for the shortcomings, just ignore them.

Even if the customer raises a question, try to cover it up, or even fool it directly.

However, customers are not fools, as long as you fool the other party once, the other party will remember you.

In the long run, this is very bad. "

Speaking of this, Lan Huijun paused: "Actually, I also know that there is a problem with my thinking.

Because when I was a real estate consultant in the sales department of Dazheng Crystal Forest, I had the opportunity to make a deal.

But in the process of communicating with customers, I told the shortcomings of those houses, and finally there was no news. "

Speaking of this, her face was full of contradictions, apparently even she didn't know what to do.

Sun Qian was also silent.

Why doesn't she know this?
Just as real estate sales, the most important thing is performance.

Without performance, everything else is empty talk.

Coupled with the fact that houses are no more than other commodities, for most people, buying a house is tantamount to completely emptying their family savings.

With all caution, even a bad word may lead to the loss of customers.

In the office, there was a sudden silence.

Just when Lan Huijun was extremely disturbed, Zhang Yue smiled: "I think Huijun is right.

A house is a lifetime asset. If you can't buy a house you want, it will be a lifetime regret for the owner.

Therefore, when Tianyou Real Estate Sales introduces houses to customers, we must also explain the shortcomings in addition to the advantages.

If any real estate consultant deliberately conceals it in order to make a deal, he will be punished. "

As soon as these words came out, the two women were stunned.

Sun Qian said, "But Mr. Zhang, if this is the case, it will be too difficult to sell the house."

However, Zhang Yue waved his hand: "If you really think so, you are totally wrong.

Again, don't underestimate the wisdom of those who buy houses.

The vast majority of people buying a home, especially those on a tight budget, can't just look at one property before closing the deal.

To exaggerate, some people can even look at all the properties for sale in the entire district, including off-plan properties and existing properties.

Do you think for this kind of people, they will not know the advantages and disadvantages of a house?
So what you think is hopeful to make a deal is probably just your illusion.

On the contrary, if we tell the truth, it will give those owners a sincere impression.

When they really plan to make a deal, as long as you have a house they are satisfied with, they will definitely consider you first. "

After Zhang Yue finished speaking, Lan Huijun's eyes lit up: "Mr. Zhang, I understand. Thank you for your reminder. I almost fell into a misunderstanding."

After finishing speaking, she explained, "I once received two most promising clients.

Both clients called me afterwards, and one of them asked me if I had any listings for Yongwei Xixi Garden.

Another person asked me if I had any business in the Central Plains District.

At that time, I felt very strange, because I was doing off-plan sales and I was not familiar with existing houses, so I politely refused.

Thinking about it now, although the two of them are quite satisfied with Dazheng Crystal Forest, the best transaction intention is not here at all. "

Zhang Yue said with a smile: "It's good that you can figure it out.

And unlike the remote location of Dazheng Crystal Forest, this time we have 160 four districts in our hands.

In other words, no matter where the customer is satisfied, we can make arrangements for him.

Wait, I forgot one thing.

Although the main task of Tianyou real estate sales is these 160 four real estates.

But our sales scope cannot be limited to these houses.

So Huijun, when you are formulating your sales plan, you have to start building our own information channel network, especially the listing information of all existing houses in Zhongzhou. "

Lan Huijun was taken aback: "You mean, Tianyou Real Estate Sales Company is actually a real estate agency?"

"Yes, but not entirely.

For Tianyou real estate sales, what I want to build is a large-scale comprehensive real estate sales service chain.

We not only sell existing houses, but also off-plan houses.

Coupled with Tianyou Decoration Company and Tianyou Construction Group, an ecological closed loop of the real estate industry has been formed. "

Lan Huijun nodded: "Understood, don't worry, I have the confidence to complete the construction of the real estate information channel within half a year."

Unexpectedly, Zhang Yue frowned: "Within half a year? It's too slow, I only give you one month.

That is to say, when the first part of the postponed real estate project is completed, when we start selling, we will not only provide off-plan house purchase services, but also existing house purchase services. "

"Is this... a month too short? It's not so easy to collect information about existing houses."

Zhang Yue was helpless: "Why are you so out of your mind?
In a short period of time, it is really difficult for us to collect a sufficient amount of existing housing information.

But we don’t have it, other real estate agencies do!

You only need to exchange the information in their hands with the listing information of the 160 four sets of quasi-existing houses in our hands. I believe they will be very happy. "

Lan Huijun: "Huh? Exchange our housing information with them, you mean let them sell it for us?"

Zhang Yue nodded: "Of course we have to mobilize them, otherwise, we alone will be able to sell all these houses in the Year of the Monkey.

That's not 160 four houses, but 160 four communities.

There are at least [-] houses in a community, and even more than [-] houses. How many do you have in total? "

The second daughter was dumbfounded listening to Zhang Yue, when suddenly, Sun Qian said:

"Mr. Zhang, you are still amazing!

The plans I proposed just now are nothing compared to yours. "

She spoke the truth.

The three plans she proposed before were racked her brains when she learned that she was going to work in Tianyou real estate sales.

I thought that by combining these three plans, the 160 four houses could be sold as soon as possible.

But she overlooked one point, that is, no matter how good the plan is, it is not as powerful as having more people.

There are thousands of real estate agencies in Zhongzhou, employing as many as [-] people.

1 people sell houses at the same time, and the transaction volume triggered is definitely a very scary figure.

As for the exchange of information, it can be regarded as the invisible benefit brought by Zhang Yue presiding over the sales of the four buildings in 160.

After all, how much the house sells for belongs to the housing management bureau, and the information belongs to oneself.

Expressing what was in his heart, Zhang Yue said with a smile: "This is indeed the truth, but there are some things that can be kept low-key or low-key.

Alright, the situation is basically the same. You two should take this time to think about it carefully and perfect what we said.

You want money, I have money here, you want people, we can recruit.

In short, we must do whatever it takes to increase the sales index of Zhongzhou real estate. "

Lan Huijun's expression was serious in an instant: "Don't worry, I will do my best."

"If that's the case, then go ahead and get busy!"

Zhang Yue was preparing to deal with other matters, but found that Sun Qian was still standing there.

"Anything else?"

Sun Qian was a little embarrassed: "Mr. Zhang, I want to ask you another question.

You just said that the salary of Huijun and I, in addition to the basic salary, also has a commission, right? "

Zhang Yue nodded: "That's right, your commission is the same as other real estate sales companies.

Every time a building is sold, the money will be paid in proportion.

Of course, the specific figures will vary slightly depending on the situation of the house being sold.

But I can guarantee that the minimum will not be less than 1%. "

Unexpectedly, Sun Qian said: "What I'm asking is not this, but if I sell the house through those real estate agencies, will I still get a commission?"

As soon as these words came out, Lan Huijun who had already walked to the door immediately said: "Sister Sun, the real estate agent sells the house, and of course they will get the commission.

You can't let people work for nothing! "

She was a little anxious, the conditions and treatment given by Zhang Yue were already very high.

Especially base salary.

In other words, it is one of my responsibilities to communicate with those intermediary companies.

But Sun Qian kept asking for money, and if she offended Zhang Yue, the loss would not be worth the gain.

Sun Qian naturally understood the meaning of Lan Huijun's words, but she just smiled.

As an old fritter in the real estate sales industry, if I dare to ask such a question, I naturally have a reason to prevaricate.

Seeing that Sun Qian said sincerely: "Mr. Zhang, it's not that I care about it, but this matter is closely related to all Tianyou real estate sales personnel.

In addition to personal interests, there is also work enthusiasm.

For example, if you sell a very sought-after high-quality house, you will get a high share, but if you let other real estate agents sell it, you will not get a penny.

If it were me, I would definitely find a way to hide this house.

In fact, this kind of phenomenon is very common in real estate agencies. Many elderly people in real estate agencies have a lot of scarce housing resources that they can exclusively own.

But its disadvantages are also obvious. A house that can obviously be sold as soon as possible can not be sold for half a year or even a year because of the secret operation of these real estate agents.

So I think we can cooperate with those real estate agencies, but the benefits must be clearly allocated.

Even if we only have one-tenth of it. "

Zhang Yue looked at Lan Huijun, then at Sun Qian, and said with a smile: "Huijun, in this matter, you are not as good as your grand sister.

Why do you want to do real estate sales?
Very simple, one word, money!

To put it bluntly, if the money is in place, I can confess you as an uncle.

But no money, I'm sorry, I don't serve you.

So please remember, whenever your own interests are involved, you must ask clearly.

Like now.

Of course, you will calculate separately the sales commissions for these 160 buildings.

That is to say, every time a house is sold, whether you sell it yourself or entrust others to sell it, you can get 1%. "

Sun Qian was stunned: "Wait, what did you say?
No matter who sells, we get the same money? "

"That's right! I've already considered the situation you just mentioned.

So in response to this phenomenon, I specifically asked Director Yu to apply.

So what should I do next, you guys should know better than me, right? "

(End of this chapter)