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Text Chapter 103 Competition

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    In fact, Li Qin's situation of bargaining is very common in the real estate industry. Many times when a contract is about to be signed, the client and the owner often cannot agree on the specific amount, which even leads to the collapse of the entire contract.  .  This is the most critical time for an order, and it is also the time when the broker's business ability is most tested. This situation basically occurs in every order, but the angle is different and the amount is different.  Zhang Wei also used mind reading to observe Li Qin¡¯s thoughts and found that her thoughts were no different from what she said. She just wanted to pay 2,400 yuan less. She felt that as a customer, she had the right to make the rent cheaper.  And in her opinion, even if the owner is unwilling to lower the rent, the agency can charge less agency fees to make up for the difference. What's more, although she feels good about this house, she still wants to discuss it with her husband at night, so she doesn't have a bite.  Agree to rent the house.  Although Zhang Wei can see through her heart, he cannot control the other person's thoughts. All Zhang Wei and Fang Wenjun can do is try their best to communicate with the owner to persuade him to lower the rent, or to get Li Qin to accept the agency fee. If that doesn't work,  Then use the agency fee to offset the difference.  To put it bluntly, the relationship between buyers, sellers, and brokers is a mutual game. Either one party compromises first, or one party finds another transaction partner, and the role of the broker is to promote the relationship between the two parties before they find other transaction objects.  One party compromises with the other party. Sometimes, in order to achieve this goal, the broker will not let the deal collapse, and even lowers his own agency fee.  Although the lease agreement has not been signed for the time being, the difference is not very big, so there is still a good chance that the negotiation can be concluded. At eight o'clock in the evening, Fang Wenjun called the owner again, wanting to test whether the owner's attitude was loose.  .  However, what Fang Wenjun and Zhang Wei didn't expect was that the owner's reply was that the house had been rented out, and the rental price was exactly 7,000 yuan per month, which caught Zhang Wei and Fang Wenjun off guard.  It is obvious that in this three-party dispute, the owner found other trading customers and directly kicked out the intermediary company and customers.  In fact, Zhang Wei and Fang Wenjun have already made a plan. If both the owner and the customer refuse to give in tonight, then in order to avoid any accidents, they will probably contact both parties tomorrow morning and be willing to give up two thousand yuan in agency fees to offset part of it.  The difference prompted the order to be signed as soon as possible.  "But I didn't expect that something went wrong in the middle, but that's how it is in the intermediary industry. Negotiations are often successful or collapsed in a matter of seconds. If you want to get the maximum benefit, you will inevitably have to take the risk of losing everything.  "Come on, the house is still rented out, what should we do now?" Fang Wenjun sighed and said.  "One thing always has its two sides. Although this house is rented out, it also gives the client a certain sense of urgency. As long as she can find a good house next time, she will definitely place a deposit without hesitation." Zhang  Wei comforted.  "You're right, but I'm afraid that another agency will find her a house next time, so aren't we just making wedding dresses for others?" Fang Wenjun spread his hands and said.  "It's okay. I'll call Li Qin and stabilize her first. At least I won't let her rush to find another agency." Zhang Wei said while dialing Li Qin's mobile phone.  "Hello, is this Sister Li? I'm Zhang Wei from Zhongtong Company." Zhang Wei said after dialing the phone number.  "Oh, is it Xiao Zhang? Is it okay to call me so late?" Li Qin asked on the phone.  "I want to tell you about the three-bedroom apartment we looked at this afternoon." Zhang Weidao.  "Is the owner of the house willing to rent it out for 6,800 yuan?" Li Qin guessed with a hint of joy in her voice.  "No, I'm afraid you really can't rent that house." Zhang Wei said with some regret.  "What's going on? The owner refuses to lower the price?" Li Qin asked, and then said: "Xiao Zhang, it's not possible to do business like this. Since the owner refuses to lower the price, you will have to pay two thousand yuan less in agency fees.  Isn¡¯t that enough? ¡± Actually, Li Qin¡¯s idea is very simple, that is, if the owner refuses to lower the price, then your agency fee will be another two thousand. She believes that the agency will definitely make concessions in order to bill, which is also the case for many renters.  , a common psychology of home-buying customers.  In their view, real estate agencies are empty-handed and they can make money just by talking, so they are not willing to give the agency full commission and always want to take some deductions. Anyway, there are so many agency companies and the competition is fierce.  , there is always one who is willing to discount the agency fee.  "Sister Li, it is no longer a matter of agency fees, but that the house has been rented out." Zhang Wei sighed.  &nbsp"What! Is the house rented?" Li Qin's voice was a little stunned.  Li Qin is now living in a hotel with her husband, spending hundreds of yuan every day, so she is really anxious to find a house. Moreover, she also thinks that the house is good and plans to rent it, just to take advantage of it.  In my heart, I wanted to keep the cost down by two thousand yuan, but I didn't expect that the house was already rented.  Hearing that the house had been rented out, Li Qin seemed a little anxious and asked: "Do you have any other three-bedroom apartments for rent now?" "There is also a three-bedroom apartment for rent, but the owner is out of town now, so we have to wait until  I won't be able to come back until the day after tomorrow." Zhang Wei made up a house in order to stabilize Li Qin so that she would not rush to find another agent.  "Oh, how does that house compare with the one we looked at today?" Li Qin asked.  "Sister Li, I am definitely looking for a good house for you, but if you continue to be as indecisive as you are today, I am afraid that even if you find a good house, others will rush to rent it." Zhang Wei said.  "Don't worry, as long as I can find a suitable house this time, I will definitely place a deposit on the spot." Li Qin said with some regret.  Li Qin costs hundreds of yuan a day to live in a hotel, so it¡¯s not worth the two thousand yuan. She just likes to take advantage of it. If her husband finds out, he will definitely give her a slap in the face.  "Sister Li, I feel relieved with your words. I will help you contact the owner tomorrow. As soon as the owner returns to the capital, he will definitely let you see the house as soon as possible." Zhang Wei promised.  "Okay, as long as the owner comes back, just call me. I can look at the house at any time." Li Qin said.  "Well, let's keep in touch." Zhang Wei said.  "Zhang Wei, do you really have a three-bedroom apartment, or are you deliberately deceiving customers?" Fang Wenjun asked with some confusion when Zhang Wei hung up the phone.  "I don't have a house, and I didn't deceive her. I'm just delaying time. As long as I can find a suitable three-bedroom apartment tomorrow, can't I just take her to see it the day after tomorrow?" Zhang Wei said nonchalantly.  "Zhang Wei, I have a suggestion to tell you, but I'm afraid you will be unhappy after hearing it, so I don't know whether I should tell you or not." Fang Wenjun hesitated and said.  "In that case, don't say anything." Zhang Wei smiled and said.  "You" Fang Wenjun choked for a moment at Zhang Wei's words. She thought that if she said this, Zhang Wei would let her say it gracefully, but she never expected that she would be rejected directly by Zhang Wei.  "Zhang Wei, even if you are unhappy after hearing this, I still have to say it." Fang Wenjun paused, glared at Zhang Wei, and continued: "I think it is too inefficient for the two of us to work together to bring customers. It is better to work separately.  With your ability, whoever can find a house can make an appointment with the client, and then the performance will belong to him alone. How about it? " "Well, I think this method is good. Now the head office is promoting competition between groups, and you two are each representative.  Let¡¯s work together as a group and bring a client together to see which agent is more capable." Liu Ziqi emerged from behind Fang Wenjun and said with an excited look on her face.
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