Real estate agents also understand "psychological warfare"
Xiao Chen, who had the experience of buying a house, saw the power of a real estate agent. Xiao Chen worked hard in Shanghai for nearly 10 years, saved a sum of money, and got the support from his parents to make up the down payment. Considering that she can afford a monthly mortgage of10.5 million, she is going to buy a two-bedroom apartment with a total price not exceeding 5 million. After repeated inspection, he chose a second-hand new house of about 90 square meters near Xinzhuang. Xiao Chen is very satisfied with the room type, floor and environment, but the seller's asking price is high. The reason given by the other party is that the decoration part is almost brand-new, but this decoration style is only because of the dark color, which is not Xiao Chen's favorite, so the two sides are deadlocked. In the process of Xiao Chen's hesitation, he kept getting calls from real estate agents, either recommending a house or revealing the price increase information of the house to him. Sometimes, the agent will call him and tell him that someone is looking at the house and the environment is very noisy. In the process of frequent communication, Xiao Chen gradually developed an inexplicable affection for the real estate agent and was willing to accept the advice given by the other party. Finally, with the help of the real estate agent, Xiao Chen finally accepted the offer. Later, for a long time, Xiao Chen didn't understand why he accepted the advice of real estate agents as easily as he was possessed. Recently, a friend who was a real estate agent explained the reason to him, only then did he know that his vigilance was gradually disintegrated by the other party unconsciously.
To be sure, Xiao Chen is not the first person to be defeated in the "psychological warfare" of real estate agents, nor will he be the last. Some insiders told reporters that each industry has its own unique operating skills, especially the second-hand housing brokerage industry, because real estate brokers directly deal with buyers and sellers, and there is a game of interests. Therefore, real estate agents usually design some characters in advance according to different situations, so as to effectively guide and even control buyers and sellers. And if buyers and sellers just make decisions easily from the appearance, it is easy to fall into the "set" of real estate agents.
Of course, there is not much malice for real estate agents to fight "psychological warfare" with buyers and sellers. Their starting point is to facilitate the two sides to complete the transaction as soon as possible. But for buyers and sellers, if the purchase decision is not made after careful consideration based on their own needs, but because of the guidance of real estate agents, it will inevitably leave some regrets after the transaction is completed.
See the confession and respond well.
So, how to deal with the psychological warfare of real estate agents?
People who have never bought or sold a house may not know much about the psychological warfare tactics of real estate agents. Therefore, in order not to lose money in the process of buying and selling houses, they must learn to "fight with wits" with real estate agents. The revelation of the following new routines may help buyers and sellers to resolve some difficulties.
Routine 1: Ask repeatedly the reasons for buying and selling houses.
Under normal circumstances, real estate agents will take targeted measures after understanding each other's real intentions, such as putting pressure on buyers with strong willingness to buy houses and urging each other to make moves as soon as possible.
Demolition: according to the market to develop their own psychological price, do not need to care about the goodwill of any real estate agent, or even some suggestive language.
Routine 2: Professional analysis is not reliable
Real estate agents will talk about policies, analyze changes in policies, and even predict changes in house prices. Moreover, for example, someone did not listen to his advice and missed an excellent opportunity to buy a house.
Demolition: There are many real estate experts, but some "big names" are ignored, such as Xie Guozhong, Niu Dao and others, not to mention the low-level real estate agents. Therefore, it is still necessary to make a good purchase plan and implement it step by step according to your own needs, rather than a temporary decision.
Routine 3: Always show goodwill.
Once the real estate agent has mastered the real intention of buying and selling real estate, he will establish feelings with buyers and sellers in various ways, even including "dropping in" home visits and so on.
Dismantle: building feelings is to gain the trust of buyers and sellers. With this foundation, some suggestions of real estate agents will be easily adopted by buyers and sellers. It's okay to make friends with real estate agents, but you can't listen to them.
Routine 4: Constantly picking and stabbing "tricky"
If you encounter a "property buyer" who is constantly picky, the seller must be careful; If the real estate agent asks for a price reduction after some nagging, then it can be concluded that the real estate agent is playing tricks in all likelihood.
Demolition: If the intermediary wants to sell a second-hand house quickly, getting a more favorable price will undoubtedly take the initiative in the competition with other peers. Therefore, it has become the usual practice of real estate agents to use the third party to point out the defects of the house, hit the confidence of the owners and let the owners take the initiative to reduce the price.
Routine 5: Take the initiative to complain and take the initiative to sympathize.
People who have had the experience of buying and selling real estate may find that real estate agents always complain to themselves intentionally or unintentionally. They work hard, don't talk about work, don't make money, and have great pressure on life. Slowly, they will regard each other as a vulnerable group.
Demolition: In fact, the real estate agent is not as weak as expected. It is not unusual to earn hundreds of thousands or millions a year when the market is good. The reason why the real estate agent will take the initiative to complain is to imply that the seller's current market is not what it used to be, so that they lose confidence and take the initiative to cut prices.
Routine 6: Take the initiative to give in, with profound implications.
With the help of the real estate agent, the seller will take the initiative to make concessions, such as giving up the price and taking the initiative to bear part of the taxes and fees. The buyer will feel the sincerity of the seller and complete the transaction quickly.
Disassembly: It can guide sellers to bear their own commissions and corresponding taxes and fees, meet the psychological balance of buyers, and thus facilitate transactions. But the problem is that if the seller's quotation is higher than the market average, even if concessions are made, buyers will not get much benefit, but will pay too high a purchase cost.
Routine 7: raise the price for you to cut.
Many property buyers may have a good idea, that is, the quotation of real estate agents must have moisture, so they must "bargain" after optimistic about the house. But a set of second-hand houses with a total price of millions and tens of millions, even if it is cut by 30,000, or even100,000, will it be cost-effective?
Demolition: Even if the bargaining is successful, the buyer may not make a profit, because it is possible that the seller's real listing price is lower than the actual transaction price. Quote the highest price first, leaving buyers room for bargaining, which is a psychological war that real estate agents often play. Therefore, before buying a house, we must first understand the housing price situation of the whole plate, and at the same time, don't let the real estate agent easily grasp his real thoughts in the process of looking at the house, so as not to be controlled by the other party.
Routine 8: Pay attention to creating scenes.
If the real estate agent calls the buyer in a noisy environment and tells him that several groups of customers are looking at his favorite second-hand house at the same time, then it is very likely that he is still playing psychological warfare at this time.
Demolition: this is a psychological war often used by real estate agents, who often create situations and create tension; What's more, some intermediaries will deliberately arrange other buyers to look at the house while the buyers look at the house, and even let colleagues pretend to be buyers to look at the house. In view of this phenomenon, property buyers only need to determine the psychological price in advance, and never do anything beyond expectations.
(The above answers were published on 20 17-08-28. Please refer to the actual situation for the current purchase policy. )
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