As a qualified real estate agent, if you meet a door-to-door customer, you need to have your own purpose when chatting with the customer. Although it is a chat, it is definitely not a real chat. It is necessary to find out the real needs of customers to buy a house, how much customers know about nearby real estate, and how much customers have to buy a house budget.
For example, ask customers if they know a place nearby or a famous community. If the customer knows, he will definitely know the surrounding area, so he can't talk nonsense. If the customer doesn't know anything, you can talk casually.
For example, why do you ask about investment or home ownership in the first sentence?
Because of the investment in buying a house, first of all, there must be sufficient funds on it. I have also bought and sold real estate. I know nothing about real estate. I can't fool around. Moreover, the requirements for investing in a house and buying a house from home are different.
Therefore, a truly excellent real estate agent will not talk nonsense with customers.
Answer: self-occupation and investment are two different concepts!
Self-occupation and investment are different in nature and have opposite purposes. The huxing and pattern introduced are naturally different, and the price is also said.
This is to quickly test the buyer's spending power and facilitate targeted marketing. Basically, it can be understood that real estate agents pay great attention to the practice of marketing words. In order to quickly distinguish buyers at different levels, we usually have a short talk to test the purchasing power of buyers. Good targeted marketing.
Under normal circumstances, if the customer says it is an investment, it means that the buyers are relatively strong, but it is not necessarily true. Because investment customers need to consider the later value-added and sales difficulty, and distinguish investment customers, the intermediary will give customers the corresponding accurate housing matching from the down payment and internal housing data of investment customers.
For customers who live in their own homes, there are generally many novices and their sales strategies are different. Opponents such as novice Xiao Bai and rational self-occupation will also be treated differently.
Hello, everyone. Today I want to ask you a question. When you buy a house, have you noticed that whether it is a second-hand housing agent or a sales girl of a new property, you will be asked at the first time whether this house is for owner-occupation or investment?
What does it mean for these salespeople to buy a house for their own occupation and investment? Why do they ask such things?
Today, let's discuss this issue together. What does this sentence mean to salespeople and to our buyers?
First, what is self-housing? What is an investment house? What does it mean for us buyers?
The high-quality real estate in most high-quality big cities not only has residential function, but also is an investment product with financial attributes.
Therefore, for our property buyers, houses are divided into self-occupied houses and investment houses because of different economic strength, different crowds or different needs.
Self-occupied housing: in the final analysis, self-occupied housing is to buy your own house, mainly to solve your own housing problem. You have your own home in the city and a shelter from the wind and rain.
Investment house: unlike the house occupied by investors, it will not be used for living, and its main purpose is to make profits. In the final analysis, investors make money by renting income or selling it after adding value.
It is precisely because of the different purposes of buyers to buy a house that such differentiation has taken place. It is precisely because of the differentiation between investment and self-occupation that buyers have different specific requirements for houses.
For buyers:
Friends who buy a house independently generally require that the house can meet the needs of their families, solve their children's education, be close to their work place, and be able to bear the monthly supply brought by this house at home.
In the final analysis, there is no strict requirement for property buyers to live in a house, and we don't need much experience to actuarial the benefits this house brings us. It is enough to meet the basic institutional needs and daily life needs.
For investment buyers:
Investing in buying a house means that the house you buy must have room for appreciation, or you must have the potential to rent it quickly in exchange for rental income.
For housing investment, the requirements for buyers will be relatively strict, which will not only test the buyers' own vision and the ability to hold funds. It also tests the sensitivity of investment buyers to the market and predicts the dynamic trend of the market.
Second, why did the real estate agent ask the first question, is the buyer self-occupied or investing?
First, owner-occupied housing and investment housing have been strictly separated. In the final analysis, "separation of housing and investment" is an experience that every property buyer should abide by.
It is for this reason that customers who buy houses are divided into self-occupation and investment. The real estate agent asked the buyers whether they lived or invested in the first sentence.
There are several main reasons:
Reason 1, preliminary classification.
Whether it is a new house or a second-hand house, buyers and intermediaries are in contact for the first time, or in a very strange state. Sales staff will generally consult buyers whether they live or invest, so as to initially determine buyers' purchase intentions and classify buyers.
Of course, the real demand is still to be found in the process of looking at the house. This is also a basic skill of real estate sales.
The second reason is differential treatment and on-demand marketing.
General sales staff will treat property buyers differently according to their own occupation or investment needs, and use different words for real estate marketing.
Self-occupied customers generally solve the problem of living, and the requirements will be relatively low. For example, solve children's education problems, solve their current living problems, and try to be close to the workplace with convenient transportation.
Buyers who buy investment have relatively high requirements. They mainly look at the rental income of the house and the future value-added space. For example, there are several subways around this property, what commercial facilities are there, what high-quality school districts are there, what high-quality enterprises are there, and what plans can be formed in a few years.
After determining whether the buyers live or invest, the sales staff can treat them differently, grasp the main pain points, recommend different products in different ways, and make the most possible transaction with the buyers.
The third reason is to determine whether the buyer is good at bluffing.
Although this seems to be a particularly bad description. But we have to admit that many intermediaries and salespeople use this way to determine whether the buyer is pure white or experienced.
Experienced people can only take it seriously and solve all the needs of buyers in order to reach a deal. When people who just need to buy a house, especially those who don't know anything about buying a house, agents and salespeople will be deceived and let him pay the deposit first. Realize your own transaction at the fastest speed and maximize your personal interests. After all, for salespeople, performance, income and the number of houses sold are directly proportional.
……
Indeed, it looks like a simple question, but in fact it hides and reveals many problems. Buying a house is a particularly important thing. Communication between strangers, communication between strangers, is a game in itself. The salesperson is judging the buyer, and the buyer is also judging the salesperson.
Third, summary.
Generally speaking, buying a house is a major event in our life, and the procedures involved are particularly complicated, and each procedure has many risks.
And for those who just need friends, buying a house is particularly difficult. A house may have exhausted their family's work savings for more than ten or even twenty years. A little carelessness will make you fall into all kinds of buying houses, which will bring losses to your economy and burden to your family.
So what I want to remind you here is that whether it is just a buyer or an investment buyer. Before buying a house, you must do your homework, understand the project and understand the community. Need to be sensitive to price, avoid risks in all aspects of the purchase process, and have certain sensitivity and execution.
Although a simple answer can make the salesperson better match the corresponding house for us. But the human heart and the stomach are separated, and everyone should be prepared to take precautions.
At the very least, you should not take the verbal promise of the salesperson seriously. You must confirm it again and again in person, and then make a decision according to your actual situation to see if it meets your purchase requirements.
I am an old driver of Chongqing property market @ Chongqing Real Estate Vision. I have more than ten years of real estate investment experience. Familiar with the real estate value, housing loan policy and housing purchase knowledge in various districts of Chongqing. Often share the first-line dynamics of Chongqing property market. Let's communicate and grow together!
Why? You don't understand. Brother Quan will tell you. First of all, if you are asked by a property consultant when you buy a house, from a professional point of view, it is right for you to look for him when you buy a house. The first sentence asks whether you live or invest, and you can get a lot of information. Don't underestimate the power of such a sentence. What is the motivation?
Investment, pay attention to the pursuit of profit, whether there is room for appreciation, whether it is possible to obtain corresponding profits within an acceptable time range? What level can you get? The corresponding home is much simpler. First, check to meet the most basic household needs. Secondly, whether the surrounding facilities are complete, if not, how long will it take to reach the level you want in the future, so as long as these considerations are thoughtful, you can start.
Ask about the situation and demand, which is the most important thing in sales. Understand the needs of customers, so that you can match the right house and solve practical problems for customers.
Hello, I'm Tan Yong. Friends who have bought second-hand houses or new houses should know that the first sentence of a property consultant or real estate agent after you enter the door is "Is buying a house an investment or a home?" Such a common statement actually represents a lot of truth behind it. In the final analysis, the motivation to buy a house is actually these two kinds of "self-occupation or investment". I'd like to take this opportunity to briefly talk about my views.
In fact, there are only two purposes of buying a house: self-occupation or investment. The purpose is different, and the property you choose is different. I can't help but recall the experience of buying cosmetics with my friends in the mall. This shopping mall is a slightly higher-end shopping mall newly opened in our local area. The first floor of the shopping mall is full of brand-name skin care products, such as Lancome in France, Estee Lauder in the United States, Shiseido in Japan, Dior in France, Chanel in France, etc. Because we and our friends don't like dressing up, when we go to the Chanel counter to buy a lipstick, the sales staff basically ignore it. This is the way that domestic salespeople often look at people at present. Sales staff of clothing stores or brand stores judge their purchasing power by observing customers' clothes, while real estate sales staff judge your purchasing intention by asking questions. Some observations:
"Look at people and order food" is a phrase often mentioned in sales business. Its essence is to grasp the needs of buyers and tell a ridiculous thing. What do you think if you buy a house for the education of your children in the future, but the salesperson has been telling you how high the future real estate yield is and how great the future development potential of the new district is, but there are no better public primary and secondary schools around? Scold lightly in my heart. Therefore, if you really need to buy a house, you must truly and clearly express it to the sales staff. After all, the main responsibility of sales is to recommend the right products to the right people. Some humble opinions:
First, rational buyers or consumers will always know their own needs and then make the best choice. I believe that many property buyers have made the mistake of "I don't know where the purpose of buying a house is", and there are not a few such friends. You said that it is a rigid demand such as housing, and they also want to have investment income. In this case, it is not only the problem of the sales staff, but also their own trouble. Here, it is necessary to remind all buyers that "it is very important to clarify the purpose of buying a house". After 20 19, the era of buying a house with the crowd no longer exists. I have such a friend around me. In the years when house prices rose, I spent 65438+ tens of thousands of down payment to buy a house, and later I didn't have to live when I handed over the house. Where the house is empty, because in small cities, the rent is not much. It can be said that the investment income of 65438+ tens of thousands is really low.
Second, although sales are highly mobile, there is no need for buyers to conceal some basic information, such as "demand for house purchase". I have indeed seen such a property buyer in my life, and everything I ask is ambiguous, thinking that real estate agents or property consultants make him a lot of money. This attitude is actually unnecessary. Different industries are just different social divisions of labor. It is the key to express your basic needs clearly and then use each other's resources to meet your own needs.
A fan friend asked me about buying a house. The first thing I asked them was whether to live or invest, because living and investing in real estate are two different things.
Because self-occupation has the property of self-occupation, it is the convenience and happiness of living. If you buy self-occupation, you need to consider your own work scope and life scope, and then consider your own house. This is the real estate thinking of owner-occupied property.
If it is an investment, you need to constantly enrich your wealth and choose a suitable property according to your own financial situation, family income and loan situation. Investment thinking and self-occupation thinking are two different things, so if the intermediary asks you whether you live or invest, it means that the intermediary can continue to discuss with him.
If you have any questions about the sale of real estate, please trust me privately, and I will tailor the quality real estate for you.
Because buying a house is nothing more than two categories:
Or stay at home.
Or give priority to investment.
Only when the intermediary understands the real needs of customers will it match and introduce the housing for customers in a targeted manner.
If you live at home.
They have a lot to learn next.
Wait, you must know clearly to match accurately.
Otherwise, if you don't understand, blindly match the housing for customers, or take customers to see the house casually. In this way, customers will not only suffer, but also feel unprofessional and show them dissatisfied houses, so it is very important to know the needs in advance.
If you mainly invest
That's easy.
I only know two.
Because investors, they dare to take old and new houses, houses with property disputes, houses that people feel unclear, as long as your price meets his expectations. And these are really fatal shortcomings for families living in their own homes and are unacceptable.
Therefore, the first sentence will ask you whether you are investing or a real estate agent to live in your own house, which shows that he is more experienced and responsible. There is no need to feel disgusted. Their purpose is to better match. If no agreement is reached, they will get nothing. You must understand this.
I hope the above analysis can help you.
As a person who has been deeply involved in real estate for several years, my first sentence will answer why the real estate agent will ask you whether you are investing or living.
First of all, talk about sales. I think sales in any industry will ask customers some questions and learn as much as possible about customers, so as to suit the remedy to the case. As the saying goes, know yourself and know yourself. Otherwise, blind sales promotion will feel unprofessional and unreliable. This is the most basic skill as a qualified salesperson. Well, since we know that we have to know our customers in sales, it's normal to ask customers whether to invest or live in their own homes. Only in this way can we help customers analyze problems well.
As an investment, the first thing to be clear is the rate of return, risk and turnover.
Often the real estate agent will ask you some questions such as how much the budget is and which area you like, and then recommend some products suitable for you according to your situation. Of course, as an investor, you must not blindly listen to the words of the real estate agent (although I am also a real estate agent). It is very important to combine the words of the agent to see if it is true information. Then the rest is measured by yourself to see if it is worth buying.
As self-occupation, we mainly consider supporting aspects, transportation and other issues.
Support is divided into: education support, medical support and life support. See if it's perfect. If it is not perfect, we should consider whether there are supporting facilities in the future. In terms of transportation, whether it is high-speed, high-speed rail, light rail, subway or bus, it is inconvenient for pedestrians. If you live by yourself, in a word, it is good to be suitable. There is no perfect house.
To sum up, the real estate agent will ask you some questions about investment or home occupation. The real estate agent asks these questions just to serve you better. Simply put, it is to help others and help yourself. After all, there is a commission for intermediary transactions. Be sure to know your customers as much as possible in order to facilitate the transaction as soon as possible.
I never encountered such a situation when I bought a house! I remember when I bought a house, the agent didn't ask me that.
I sent him a message saying that I could see the house, so he took me to see it. What I ask most is my demand for the house itself, not investment or self-occupation.
So this should not be a common problem. According to my analysis, the problem of intermediary can reflect two problems:
First, it is possible that real estate speculation is more prevalent in this place.
I have also seen houses in Kunshan, where some agents will ask this question. After all, there are many investment houses in Kunshan. Intermediaries will also tell stories about what they used to do, and they have also invested in real estate. Now there are several suites and so on.
So I think this is completely related to the market environment. When the air is filled with the smell of investing in real estate, this probability is even greater.
In our hometown, basically no intermediary will ask this question. Because everyone's starting point is self-occupation, just need.
Second, there is a bubble in housing prices.
Generally speaking, when the intermediary asked you this question, the house price was basically a bubble at that time.
Because there are few real estate speculators when the property market is in a downturn, there are investors when house prices rise.
So the frequency of this sentence will also reflect the size of the housing price bubble.
When many intermediaries repeat this sentence, I advise you to be careful.
When the intermediary stops saying this, maybe the house price will be lower.
The above is only my personal experience, not the truth, for your reference only. After all, things may be different in different places.