I'm an agent, so it's normal for me to know some Feng Shui.

"Brother Wang? This way!" Yu Hongzhou waved to a couple about forty years old.

"Xiaoyu, right?" The couple opposite came over.

"Yes, it's me. This is my sister-in-law. Hello, sister-in-law." Yu Hongzhou smiled at the woman next to Brother Wang.

"Hello." The woman replied politely, then raised her eyebrows and glanced at the building behind Yu Hongzhou, "This building is too old!"

"Sister-in-law, all the housing in the school district of No. 1 Middle School is like this. Look around." Yu Hongzhou said with a helpless smile.

"Let's take a look at the house first." Brother Wang comforted his wife and then said to Yu Hongzhou.

"Well, let's go." Yu Hongzhou led the way and said, "It's nothing to do with an old house. This kind of old house is a former unit house, with strong materials and no public spaces, which is quite advantageous, not to mention it is a city. One high school zone.”

The couple didn't say anything and followed Yu Hongzhou to the seventh floor. They were exhausted. Behind the door, a house with old decoration was revealed in front of them.

"This is too retro..." Brother Wang's wife muttered, her tone full of dissatisfaction.

Yu Hongzhou didn't say much. This was the time for customers to find faults, so they must not argue.

After watching for more than ten minutes, the three of them stood on the balcony.

"Xiaoyu, how big is the area here?" Brother Wang asked.

"The birth certificate lists 78 square meters, and there is a bonus area. It is actually more than 90 square meters. You can also feel that this place is actually as spacious as an elevator room with an area of ​​more than square meters."

"Indeed, it was more practical for the older generation to build houses in the past. Nowadays, the shared houses occupy more than 20 square meters. What do you think about the price?"

"92."

"92? Nearly per square meter. Am I mistaken? The floors are still so high!" Brother Wang's wife was shocked.

"Sister-in-law, I've been looking for a room in the No. 1 middle school district of the city, and this is the only one I've been looking for." Yu Hongzhou looked helpless.

"It's indeed too expensive. The average price of a house in Cang'an City is less than 8000, but here it costs more than ." Brother Wang also shook his head.

"Haha, there is no other way. Why don't you discuss with your sister-in-law and change the school district? No. 3 Middle School or No. 8 Middle School are actually pretty good."

"That won't work, I just want to win." The couple said at the same time.

"Brother Wang, sister-in-law, this is the house. If you go to other agents, they will bring you here. Houses in the school district of City No. 1 Middle School are rarely sold. You are all locals, so you should know something about it. .”

The couple was silent for a while. What Yu Hongzhou said was correct. They had actually been mentally prepared and had consulted other agents. However, Yu Hongzhou took the lead in making an appointment to view the house.

"Will there be fewer landlords?" Brother Wang asked.

"You can tell me the price."

"Eighty... 830,000?" Wang Ge's wife said and killed him with a big knife.

"Sister-in-law, aren't you embarrassing me? If I lose 6000 yuan, I can still talk to the landlord. This house is the only one in the country. There is only one point of deed tax. Calculated based on the assessed value, it is about yuan. "Yu Hongzhou said with a bitter smile.

"The tax is not much. By the way, how much commission do you charge here?" Brother Wang asked.

"Other big agencies charge 1.5% of the house price, but mine charge 1.2%."

"It costs just over 10,000 yuan, can it be less?" Brother Wang's wife whispered.

"Sister-in-law, let's not talk about this for now. The focus now is on the housing price. If the housing price cannot be negotiated, my small commission will not be in vain."

"If you're like this, ask the landlord if it's 850,000 yuan?" Brother Wang said.

"No need to ask, I have contacted this landlord no less than ten times this month, but he has not let go. If he had let go, he would have been sold long ago." Yu Hongzhou shook his head.

"Can't we lose even one cent?" The couple said unwillingly at the same time.

"91, it's still possible." Yu Hongzhou said. In fact, the owner's base price of this house was 90. He deliberately quoted a price higher than to let the customer bargain. Bargaining is a natural skill of ordinary people. The more you bargain, the happier you will be. The better.

"Only ten thousand less?" Sure enough, although the couple was still dissatisfied with the housing price, they were no longer as resistant as before.

"Whether you can get a discount of 10,000 depends on the landlord's willingness. The landlord is an old aunt. If it weren't for the inconvenience of her legs and feet, she would not be willing to sell it at all."

"Xiaoyu, you go ask the landlord if the 90 yuan is for sale. Let's put it together. We won't talk to you about your agency fee. It's only one point and two points." After the couple discussed for a while, they said to Yu Hongzhou again. .

Become!

Yu Hongzhou was secretly happy, but his expression was troubled, "I'll give it a try."

When it comes to this step, the outcome is almost certain. This couple has urgent needs and clear goals. They are type A customers.

Large company training will have detailed customer classification courses. Yu Hongzhou had heard of it before leaving his job, but it felt a bit like a spoon-fed training. Although it was very detailed, it was also very scattered. In his case, there were actually three categories.

Category A: Urgent need

Category B: just needed but not urgent

Category C: Replacement Investment

Using different speaking skills for these three types of customers is basically a sure thing.

Now that the customer has come up with the price, Yu Hongzhou directly made an appointment with the landlord, signed the contract, printed the information, and paid the deposit. He was already very proficient, and it took more than two hours in total.

It was already 12:30 noon, and the old lady landlord took the deposit and left slowly. Brother Wang and his wife were still a little uneasy, so they stayed at Yu Hongzhou's store for the time being.

"Xiaoyu, did you calculate my down payment correctly? Isn't it 48% of the first purchase? Why does it cost so much ?" Wang Ge's wife asked anxiously.

"Brother Wang, don't worry. The calculation is correct. Including the deed tax and my commission, it's almost 50. Do you feel pressured? If you feel pressured, tell me, I have a way." Yu Hongzhou smiled.

"It's nothing to stress about. I just want to set aside about 100,000 yuan for decoration. The decoration of that house must be knocked down. How is the down payment calculated? I didn't understand it just now."

"The loan is calculated based on the appraised price. Although this house is sold for 90, the bank appraises it as only 60. The down payment is 42% and the loan is 90%. In other words, the bank will lend you 42. 48 minus is the down payment. ." Yu Hongzhou explained in detail.

"I've known it for a long time. You're still in the clouds and you've signed off all the words." Brother Wang complained to his wife.

"You are awesome!" Brother Wang's wife rolled her eyes.

"But Xiaoyu, you seemed to have said there was a way to lower the down payment?" Brother Wang asked.

Yu Hongzhou nodded, "Yes, the bank's appraisal is free, and it is directly applied based on the average price in the area. If you want to make a low down payment, you can go to an appraisal company to do a high appraisal, which can probably increase the total appraisal price to 75. In this way The bank can lend you 52 yuan, and then the down payment is only 38 yuan.”

"This is good. It can save about 100,000 yuan. It will reduce the pressure and save you the need to take out a decoration loan." Wang Ge and his wife said happily at the same time.

"If you use an appraisal company, the appraisal company will charge a fee of about two thousand yuan." Yu Hongzhou added.

"It costs another two thousand. It's really difficult to buy a house. You still have more than ten thousand in agency fees." Wang Ge's wife muttered.

"It doesn't matter if you can save 2000 yuan, or if you pay yuan, it's okay. Xiaoyu, let's do it this way, go to the appraisal company." Wang Ge agreed.

"Okay, I'll contact you, and you can just sign and pay when the time comes." Yu Hongzhou said with a smile. He could also get a few hundred yuan in rebates for the evaluation fee.