Yes, he will smile inВ your face, but inВ the end, he will try toВ do his best toВ save money.
The only advice is toВ be stronger, show the client that you are aВ professional, and if he does not want toВ pay for your work, then please let him continue looking for real estate withoutВ you.
BLUE
It can be said that all foreign customers are blue. They came, they chose, they bought.
The blue client does not like gray schemes, he needs specifics: price, floor, distance toВ the sea, how much money the rent will bring.
If such aВ client sees that you have exaggerated or even lied somewhere, he will immediately find aВ replacement for you, since it is important for him toВ work with aВ good specialist. Unlike the red client, the blue one will not break the SIM card after showing the object. Blue will say toВ his face what exactly did not suit him inВ the object and the specialist.
ORANGE
Orange is the most favorite client (investor).
He doesn’t care how much you earn. The main thing is how much he can earn thanks to cooperation with you.
GREEN
Comfort is aboveВ all.
They also don’t care how much you earn. The main thing is that their property should have such characteristics that will give them positive emotions: a view from the window, maybe a square, a beautiful courtyard. In short, a landscaped area for a comfortable life.
Absolutely every client can become red. Don’t bargain, stay within limits. However, if you make a mistake, then 99% out of 100% is a loss of opportunity to get results, and most importantly, a loss of time that you could spend on other motivated clients who appreciate your service.
“But don’t rush customers!” you say. And some will even get ahead of me and will stand on the fact that the specialist chooses the client, and not the client chooses the specialist.
IВ will answer it thisВ way:
Do you need to know your worth and not work with those who do not appreciate you? – YES.
Do not scatter customers left, and right? – YES.
Both points ofВ view are correct.
And that is why it is necessary to create a digitization of customers that will attract absolutely everyone, regardless of their “color” and bring you one hundred percent income.
Minimizing the number ofВ broken deals and broken contracts is very simple.
ScriptВ 1
(On the example of an ordinary real estate agent – an outgoing purchase call):
– Good afternoon! My name is Ekaterina. Are you interested in buying real estate?
Client response:В Yes.
– How can I contact you?
Client response: Bogdan.
– Excellent, Bogdan! For what purpose do you want to buy property? Life, recreation, investment?
Client response: Life. (It doesn’t matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is “DO NOT MANAGE THAT YOU CANNOT MEASURE.”)
– Bogdan, I need to measure your motivation. Please tell me how urgently you are ready to buy a property on a scale from zero to ten, where 0 means you will be looking for a property for another year and 10 means you needed to buy an apartment yesterday.
Please name aВ number.
ScriptВ 2
(On the example of an ordinary real estate agent – an outgoing sales call):
– Good afternoon! My name is Ekaterina. Are you selling your apartment?
Client response:В Yes.
– How can I contact you?
Client response: Bogdan.
– Excellent, Bogdan! If you sell your apartment, where will you move next? (Here we find out – alternative sale or free.)
Customer response: Alternative. (It doesn’t matter what his answer is. Our goal is to digitize the customer. The first rule of any entrepreneur is “DO NOT MANAGE THAT YOU CANNOT MEASURE.”)
– Bogdan, I need to measure your motivation. Please tell me how urgently you are ready to sell the property on a scale from zero to ten, where 0 means you will sell the property for another year and 10 means you needed to sell the apartment yesterday.
Please name aВ number.
There is no 6 inВ this coordinate system.
If the client rates his motivation from 0 to 5, you can safely hang up in your CRM system and log: 8 999 713 33 30, Bogdan (A) – the alternative and the number that Bogdan named.
Why?
Because Bogdan has no motivation. He can wait aВ year, six months, and you need the moneyВ now.
For the sake ofВ experiment, you can safely transfer all your unmotivated clients toВ your colleagues who refuse toВ run their own business and use scripts.
And you will see how at the moment when you already have substantive negotiations with motivated clients, your colleagues will be aggressive, lose heart, get angry because ofВ negotiations with your unmotivated clients. Then you will understand that your money is inВ your hands.
You have already understood that if a client evaluates his motivation from 7 to 10, then this means that the client is ready to bargain, installments, concessions – on any conditions, if only to achieve the desired result as soon as possible. Work only with motivated clients: their high motivation today = your money today.
Now you have the answer toВ the question why you should read this book.
Chapter 4 WHAT IS THIS PROJECT?
Everyone wants their own apartment. And there are only three answers to the question “Why do people want to buy real estate?”:
в–Є For life;
в–Є For recreation;
в–Є For investment.
But the majority cannot afford toВ invest or simply buy aВ small studio toВ liveВ in.
Working with sellers and customers on a daily basis, I came across the fact that people would like to invest and expand, move out of their apartments, but after selling their “one room plus one” they simply do not have enough funds to purchase two properties, not to mention three …
IВ will try toВ explain why, thanks toВ you, your clients will be able toВ freely invest and buy three apartments instead ofВ two.
You have this book and you can do anything!!!
In Moscow and large cities: St. Petersburg – Yekaterinburg, Omsk – Tomsk, companies operate in smaller cities and earn very good money using project, but not at full capacity.
“Light” method
Companies find an illiquid four-room apartment on the first or second floor above aВ commercial non-residential floor.
An agreement is concluded with the owner ofВ this housing that the apartment will be sold inВ parts due toВ the fact that the market dictates its own rules and it is easier toВ sell aВ small studio than an illiquid four-room apartment.
If the owner is motivated, he does not care how toВ sell, if only quickly.
Object in work: advertising is being done, renderings with a studio plan. Each location is given catchy names (“Madrid”, “Rio”, “Riviera”, etc.) and as many advertisements as possible are issued for each – to move trade.
The result is aВ low price for the studio, and here there are those who want toВ buy the treasured square meters inexpensively. InВ addition, this is not some kind ofВ communal apartment, this is aВ full-fledged studio with amenities (re-planning was carried out with the allocation ofВ aВ bathroom zone).
AВ rush is created around the created real estate objects, and aВ preliminary agreement is signed with those wishing toВ purchase such studios, where aВ separate studio is assigned toВ each and an obligation is prescribed toВ repair and re-plan it within the terms agreed after the transaction.
And then one day, buyers are invited toВ aВ deal for the sale ofВ aВ share inВ an apartment.
An example is the huge number ofВ profitable houses inВ St. Petersburg. InВ aВ word, the portrait ofВ the customer here is an investor who is interested inВ long-term investments.
There are a lot of additional aspects in this “Light” method. This is, for example, the absence of a mortgage. You also need to forget about material capital and other subsidies – only cash. Another feature is the waiver of the pre-emptive right to purchase. And many others.
Always choose the most difficult way: on it you will not meet competitors.
“Hard” method
InВ the real estate market ofВ any city inВ our country, there are objects that are attractive only when you own such objects, but do not buy them. Too long-term investment.
Let’s look at the example of a hotel on the beach, Pribrezhnaya Street.
Object cost: RUB 40,000,000
Area: 500 sq. m (useful area).
Number fund:В 24.
Average annual rate: 2,500 rubles.
Hotel occupancy: 237 days – 65%.
Income from renting one apartment per year: 592,500 rubles.
Net profit of one apartment: RUB 414,750 (we subtract 30% – trust management fee)
Net profit ofВ the object: 24 is multiplied byВ 414,750 rubles and we get RUB 9,954,000.
We calculate the payback period: divide the cost ofВ the object byВ net profit and get 4 years.
This is the period for which the investor returns the investment.
Remark: an investor can increase the class character, invest additionally inВ the renewal ofВ repairs, the creation ofВ recreation areas, saunas and aВ swimming pool, and thereby receive aВ higher average annual accommodation rate per day, i.Рµ. accelerate the return on investment.
The property is an operating hotel.
