Just when everyone was gearing up and preparing to liquidate Tongrenli, a notice was issued, to the effect that Hu Ya and his secretary Sun Yun stayed at the sales office of Tongrenli, and the rest of the staff in Tongrenli fully cooperated with Sun Shaojun, the planner of the area, to conduct market research and prepare for the launch of the new project. The company wants Hu Ya and the secretary to keep the tail plate! During the Chinese New Year in Hongyan, all the flat-floor units on the first floor and the top floor were sold, and there were 33 houses in Tongrenli, all of which were top floors, all of which were more than 180 square meters of duplexes! Hu Ya doesn't know where to go to find customers who are rich and like to leap forward!

Starting the day after the notice was issued, Jin Yuan led Li Bai to Qiaodong to do market research, Yang Huai led Yu Hongyan to the development zone to do market research, and Sun Shaojun's apprentices Wang Xiangning and Li Jun did market research in Qiaoxi. When everyone left, Hu Ya looked at the empty sales office, and then thought about the string of words sent by the master to himself, and was distracted - Hu Ya contacted the master Mu Hibiscus on the night he received the notice and asked how to liquidate, and the master sent her a few words: QQ group, post bar, web page, developers and real estate owners, area resources, intermediary second-hand houses, Hu Ya was completely confused, I really couldn't understand it...... After reading it for a long time, she couldn't figure it out, and Hu Ya began to worry, she was mainly worried about three points: first, she was worried about the customers who didn't visit. Developers no longer support promotional materials such as single pages and water injection flags, and the names of projects in the market will become less and less common, and there will be fewer customers to follow; The customers who visited the second worry did not have so much money to buy a house, and the jump floor of more than 180 square meters had a down payment of nearly 300,000 yuan; If there are a lot of customers, how can you talk about it. Is it possible to turn on the screen projection directly and talk about the house on the big screen? Seeing that Hu Ya, who had always been happy, became sad, Sun Shaojun smiled, and Hu Ya turned his head and glared at him! Secretary Sun Yun also thought about it for a long time last night, and didn't understand what the words sent by Director Mu to Hu Ya meant!

Sun Shaojun wrote the words sent by Hibiscus to Hu Ya on A4 paper, and sighed: "Hibiscus is really a genius!" Sun Shaojun took a pen and began to draw a thinking tree on the paper. Hu Ya stepped forward and watched Sun Shaojun divide the owner group, buying a house, and investment group from the QQ group, and then spread out from the owner group to the owner group of Tongrenli, the owner group of Modern City, the owner group of Xiangheyuan and other owners of Qiaoxi real estate...... By the time Sun Shaojun finished painting, Hu Ya had already talked to a group of customers! Sun Shaojun thinks that Mu Hibiscus can be a marketing manager! Hu Ya slowly saw the point of the door through the vertical and horizontal thinking tree of the branches: "The meaning of the 'QQ' sent by the master is to let me join the owner group and enter the customer, because the customers who have settled in the city have the phenomenon of 'getting together', first join the owner group of the real estate, and then join the owner group of the surrounding real estate......; Sun Shaojun commented on Hu Ya: "The planning and training of the company's headquarters is not in vain! Hu Ya smiled proudly! In fact, after reading the branch of the QQ group, Hu Ya has already understood that the master's advice to him is to integrate channels! The so-called channel, is to be able to find a variety of ways to find customers, there are 33 houses at the end of the market, the success rate of large square meters of house sales is 3% (that is, 100 customers will have 3 successful buyers), 33 houses need at least 1100 customers, these customers can choose a house through the above mentioned ways to sell the house. Hu Ya thought about it, he should make a target breakdown table and count the actual visit data of each channel, so that he should be able to make improvements according to the data in time and find out the channels that can exert force......

The online channels are, accurately add QQ groups, search for post bars to follow posts, and log in to the real estate website to see customer consultations; The offline channel is to integrate the developer's referral rewards so that the transaction owner can introduce customers, use the internal resources of Tianhua Agency to find customers, and share the property with the intermediary! As for cooperating with second-hand housing intermediaries, it is actually a matter of taking what each has to offer, because the first-hand housing market is hot, and there are fewer houses in the second-hand housing market. Hu Ya felt that the online channel could work with the secretary Sun Yun to expand online customers when there were no customers in the sales office; Offline channels, one is to visit the intermediary to discuss cooperation during the rest time, the second is to find the developer to apply for an increase in the bonus of the owner's referral in the colleague, and the third is to ask the secretary to find out all the transaction customer information of the real estate as soon as possible......

When Sun Shaojun was doing the target analysis form in Hu Ya, he began to write a contact letter to communicate with the developer, which involved: in order to achieve the sold-out of the house and reduce the burden of buying the customer who buys the jump, the unit price of the house in Tongrenli is directly discounted by 200 yuan, and the activity of "down payment of one percent" is held; The developer sent a letter of thanks to the owners to express their gratitude, and at the same time, focused on announcing the "reward mechanism for the owner's referral", and the bonus received by the owner increased with the increase in the number of new owners who were successfully referred; In order to mobilize the sales enthusiasm of the sales department, apply for a reward of 500 yuan per house for the real estate consultant. After reading the first article, Hu Ya breathed a sigh of relief, so that the customer's down payment problem can be solved - Hu Ya previously locked the target customers of more than 180 square meters of top jump houses as middle-aged and elderly people, so that the range of customers will be expanded to improved customers who have the need to upgrade their home purchases! Moreover, Tongrenli has five certificates, the customer pays a down payment, and writes the remaining 20% of the down payment into the bank loan, and when the bank releases the loan, the developer will recover the total housing payment. Sun Yun asked: "Add 20% of the down payment to the total amount of the customer's bank loan, so that the customer's repayment pressure will be great?" Hu Ya shook his head and said: "Customers who have no money, he can only borrow money to pay this two percent down payment, and now the street is full of small loan advertisements, but there is very little real loan!" The interest rate is high again! The developer actually wrote a fake unit price purchase contract for the customer, and after the bank approved it, it was equivalent to the customer borrowing money from the bank. In this way, the customer only needs to pay some more deed tax. Sun Yun still thinks that in this way, whether the customer pays the monthly payment or pays the deed tax, he will take more money. Hu Ya felt that if Sun Yun's confusion was not solved, then the two of them, who depended on each other, would have to sell all the houses until the end of the year. Hu Ya then explained: "Therefore, Sun Ce mentioned that the unit price is discounted by 200 yuan, so that the customer's preferential money is enough to pay the deed tax, and it can also save some interest money!" Anyway, customers have to pay interest wherever they borrow money. Sun Shaojun added: "Our purpose is not to let customers pay more deed tax, but to let customers see that there are discounts for low down payment and come to the sales office to see the house!" The house in Tongren is very cost-effective! Sun Yun finally figured out the problem of a down payment......

Sun Shaojun and Hu Ya went up to the second floor to find the developer's docking person to sign, and after knocking on the door, they entered the office and saw the docking person Wang Hongyan and Sister Wang painting their nails. When Hu Ya first came to the sales office, she called Wang Hongyan Mr. Wang every time she met, but she was corrected by Jin Yuan to "call Sister Wang", and Hu Ya called her Sister Wang like everyone from then on. Sister Wang blew after painting her nails, stretched her hand a little farther away to see the effect, and when she saw Sun Shaojun and the two, she frowned and said, "Alas, your company is really amazing!" As soon as I saw that there was no chance for follow-up cooperation, I withdrew all the people on the project. Only two yellow-haired girls are left! When will this house be sold? Sun Shaojun smiled and said: "The CEOs are all picking shrewd and capable people to do the aftermath work!" This girl is the sales champion in the area, Sun Yun is the secretary who can sell houses, and you are also the leader in the company. Look, the sales office is now full of heroes! Sister Wang was amused by Sun Shaojun and took the contact letter: "You can say it!" Isn't the crown of sales in your area hibiscus? Hu Ya continued: "I am Hibiscus's apprentice!" Sister Wang smiled after hearing this: "When you don't rely on other people's prestige, you will truly become a talent!" Hu Ya's heart shook! After reading the contact letter, Sister Wang thought about it, then flicked her nails and signed very chicly: "I didn't plan to give you this reward of 500 yuan per order, but it's really hard for two girls to keep the tail plate." I'm leaving anyway, and there's no need to save money for the development company! ”

After coming down from the second floor, Hu Ya has been wondering, why did Sister Wang say "I'm leaving", whether to change positions, or resign? Sun Shaojun told her that although the developer has been engaged in real estate development for the past decade, it plans to withdraw from the real estate industry this year. When the house is sold out, the real estate department of Party A will be completely dissolved, and Sister Wang, as the head of the real estate department, is likely to turn to the administrative position of Party A, or simply leave her job. The reason why the developer will withdraw is because the boss of Tongrenli went to the capital at the end of 2012 to participate in a real estate research meeting, after which he felt that there was no need to deepen the real estate market after 2013 in Z City, and decided to give up. Hu Ya asked: "What about the land that the developer just won in the development zone in 2012?" Sun Shaojun thought for a while: "The developer probably wants to sell the land!" Hengtai has entered the county around the capital of Z City to develop real estate. It is estimated that in the near future, large real estate companies such as Luguiyuan will gradually enter the Z market. Developers can take the land early and sell it to these large-scale real estate companies for large-scale development, and they can make a lot of money on the land price! Hu Ya couldn't help smacking his tongue, feeling that the boss in his colleagues was too bold!

The real estate industry is an industry with a very high rate of return, and many so-called developers are actually following the trend to develop real estate, and it is not too much to say that they are "fishing in troubled waters". It's common for developers to retreat during a housing recession, but it's rare for a developer to be calm enough to decide to exit during a housing boom. When Hu Ya saw the sluggish market in 2014 and heard the news that many real estate companies had closed down and run away, she always inadvertently thought of the developer boss in her colleagues and sincerely admired his decisiveness......