Looking at the house is a very important link in the process of real estate sales, which plays a connecting role and connects the customer maintenance in the early stage and the transaction in the later stage. Learn to show it, and then invoicing is half the battle. Through the program, brokers can better understand the needs of customers, tap their potential needs, find their problems in time, guide customers in time and carry out further work.
1, define the purpose of the program.
By looking at brokers, we can learn more about customers' needs, tap their potential needs and pave the way for future business progress.
Step 2 look at the preparation before
(1) Prepare tools to look at the house.
Before looking at the house, the broker should prepare the tools that may be used when looking at the house: pen and paper, tape measure, calculator, communication tool, map and business card. Brokers should bring professional folders when looking at houses. Newcomers in real estate should pay special attention: don't use personal handbags to give customers a professional image.
(2) Determine the viewing time
Brokers can use "flexible" methods to determine the time to see the house. Don't ask the customer directly if he is free. It is easy for the customer to answer that he is not available and the broker can't answer. The broker can ask: whether you go to see the house at noon or at night tomorrow, the customer will usually reply to one of them, even if you are really busy, you will make it clear.
(3) Determine the meeting place
The distance from the house should be visible, and the place where customers can easily find it is appropriate; Store away from peers; Stay away from noisy places; Choose a place with better environment.
(4) Determine the route and have a look.
Brokers should arrive at the house-viewing location in advance and plan the house-viewing route in advance; Looking close to the house is not to let customers walk a few more roads; In addition, the route environment is good to show the advantages of the community.
(5) communicate with the owner in advance
1) Let the owner tidy up the house in advance to give the customer a good impression;
2) Say hello to the owner, cooperate with the broker when looking at the house, and don't show the attitude of selling the house urgently;
3) You can cooperate with brokers, praise their professionalism and gain the trust of customers;
4) Don't talk too much, if you talk too much, you will lose. If the customer asks questions, you can push them to the broker and explain that everything has been entrusted to the broker.
5) Don't let customers directly contact the shopkeeper, which can also prevent customers from skipping orders.
(6) communicate with customers.
1) Let customers arrive early, saying that there are many customers looking at the house. Let him arrive ahead of time and look at the house first, which can give customers a feeling of being valued;
2) Let the customer prepare the deposit, and once the price is negotiated, it will be fixed directly to avoid the owner's remorse;
3) tell customers not to talk about the advantages and disadvantages of the house in front of the owner when looking at the house;
4) Don't talk about the price with the owner. If you have any questions, you can contact the broker.
5) Explain the obvious shortcomings of the house, and give the customer a good shot to prevent the customer from falling too far when looking at the house.
3. Indoor communication.
(1) As a newcomer, you must arrive on time, observe the situation nearby and leave a good impression on customers.
(2) Show the communication on the road
1) Introduce yourself and the company;
2) Ask more questions and listen more to understand customers' needs, the purpose of buying a house, and their spending power.
3) Broaden the family and close the relationship with customers.
(3) When looking at the house, guide the customer to look at the house.
1) Actively introduce advantages and highlights;
2) look at the advantages, less or no shortcomings;
3) Don't let customers see the house by themselves;
4) Ask more customers' ideas and understand their needs;
5) guide customers to discover the humble advantages of the house;
6) downplay the shortcomings of the house.
(4) Introduce the house
1) The broker should know the details of the house (room type, price, area, environment, appreciation space, etc.). ), summarize the advantages and disadvantages of the house, and introduce it according to the needs of customers;
2) Pay attention to the tone of the introduction, and don't exaggerate the advantages of the house without saying the exact point, which will only disgust customers;
3) Ask customers more and find out what they think. Good sales are all asked, not said.
(5) Look at the precautions
1) The broker should arrive in advance, look around, see the route, and how to lead the customer to see the house is better;
2) The broker should wear a formal suit and tie to give the customer a professional feeling;
3) When speaking, the broker should pay attention to his words and deeds, and don't be aggressive;
4) When the customer looks at the house, he can let the customer look at it himself, but the broker can't forget to communicate. He should ask the customers what questions they have and what they don't understand. Good sales are all asked, not said. Thinking from the customer's point of view can promote customers to clinch a deal as soon as possible;
5) Details determine success or failure. Don't let go of any detail, don't let go of any action of customers, seize the needs of customers and facilitate the transaction as soon as possible;
6) Nothing more than politeness, brokers often use words like "I'm sorry" and "you" to express their professionalism and politeness;
7) When the customer is dissatisfied with the house or fails to find the shortcomings of the house, the broker should guide the customer in time, explain the interests of the customer and attract the attention of the customer;
8) Don't let the customer contact the owner alone. If there is a problem, the broker can convey it to prevent customers from skipping orders.
4. Follow up after seeing the house
(1) Feedback the inspection effect to the owner in time. If the customer is dissatisfied with something, ask it directly, so that the price can be appropriately reduced (the owner's price is generally higher than the market price), and it can also reflect the broker's integrity.
(2) Follow up with customers in time to find out what problems customers have and solve them in time to further speed up the transaction.
(3) If the customer is not satisfied with the house, the broker can understand the change of the customer's demand, and can choose a suitable house to show again until the customer finds a suitable house.