Su Hang felt that he was a person full of discipline in his nature, and if he dropped some occasionally, he would definitely be able to make up for it.

That's it this time.

Since he agreed to Gao Liang and accepted the house, Su Hang subconsciously began to help Shangxin, and briefly discussed some details of the renovation of the new house, so he took the initiative to go to the 'Rich Garden' in the north of the city to have a look.

Highlights can't be asked.

still took the Santana 2000 driven by Qin Caiying, this time Zheng Chun did not follow, and his father also stayed at home, but took Lu Yuansong with him.

Gao Liang introduced the situation of the Fugui Garden more carefully on the way.

This real estate is the independent development of Heyuan Rongda Real Estate Development Co., Ltd. under the name of Gao Liang, Gao Liang said full of regrets, a few years ago, seeing that there was a real estate development boom in various parts of the country, I couldn't help but follow up.

Rongda Real Estate acquired the land in 1993, and Gao Liang invested all his wealth, plus bank loans and private loans, and finally completed the construction of the first phase of 12 six-story buildings in the middle of last year.

However, the developed community is less than one-third of the land plot that Gao Liang originally won, and there are two larger plots of land, which are still smashed in his hands.

Then, due to various procedures, it was not until the end of last year that Nirvana Garden was officially put on sale.

Then there is the huge gap between the ideal and the reality.

As the first commercial real estate in Heyuan, a county-level city, Gao Liang thought that this bowl of soup would not be too unpleasant, but the reality poured a big basin of cold water on him.

It's so unpleasant!

In short, after a year of tossing, the first phase of 288 houses, after two price cuts, so far, only 61 units have been sold.

There are many reasons for this.

Su Hang listened to Gao Liang's narration and quickly summed up the two key points.

First of all, Heyuan City is still mainly based on welfare housing and fund-raising to build houses, and most ordinary people do not have the concept of buying commercial housing at all.

Secondly, it is also the one that Su Hang feels has the greatest impact.

At present, all banks do not provide mortgage services for house purchases for the time being, and consumers can only pay the full amount if they want to buy a house.

The price of a house in Fugui Garden is not much after ten or twenty years, but at present, it is a huge amount of money that many ordinary families may not be able to save in ten or eight years.

As a result, most potential home buyers are directly shut out.

The first question can't be helped.

Regarding the second, in July this year, the state issued an "Interim Regulations on Self-operated Housing Loans of Commercial Banks", which further liberalized the mortgage policy.

Gao Liang deliberately took this document to negotiate with several banks in the city one by one, but as a result, because of fear of risk, none of them were willing to take the lead in tasting the 'crab' of housing loans.

As he spoke, Santana walked north along Huxi Road, and soon came to Beiguan Road on the northern edge of Heyuan, where Heyuan No. 1 Middle School was a little west to the north of Beiguan Road.

Nirvana Garden is on the east side, and it is south of the road.

Lunan and Lubei, in fact, are very important, for Heyuan in 1995, it is probably the difference between the city and the suburbs.

In addition, compared to the No. 1 Middle School in the northwest suburbs, Fugui Garden is less than 300 meters away from the intersection of Beiguan Road and Industrial Road to the east, which is an avenue that runs through the north and south of the city.

Therefore, the transportation of the community is also very convenient.

Santana arrived at the north gate of Nirvana Garden, and was notified in advance that there were already people waiting on the side of the road.

Su Hang began to look at the three of them in the car.

The woman at the head is in her thirties, with short hair, wearing a camel-colored women's trench coat, and she looks very capable. The other was a younger man and a woman, one wearing a long red down jacket and the other a black cotton jacket.

Full of 'passerby' feeling.

Compared with the neat and uniform standard uniforms in my memory, at the moment, these few really don't look like the staff of a real estate company.

Everyone get out of the car.

Gao Liang enthusiastically helped to introduce, mainly for the first one, which turned out to be Gao Liang's wife, named Tong Shengnan.

He didn't mention the position, only said that he was in charge of sales.

The other two are also staff members of Rongda Real Estate.

After listening to Gao Liang's introduction, Su Hang looked at the three people in front of him, as well as the obviously deserted community, and they all regretted taking this errand.

It's too grassy!

Although he was no longer looking forward to it, Su Hang still asked, "Uncle Gao, is there a sales office here?" ”

Gao Liang was stunned.

What...... Sales office?

Tong Shengnan, who was obviously not as eager as her husband for a certain young writer, answered: "Su Hang, this sales office, I know, but let's ...... here For the sake of convenience, when someone comes over, they are directly received in the guard room. ”

Gao Liang heard his wife say this, and then pondered the three words 'sales office', and roughly understood, and immediately followed: "Xiaohang, if you think this sales office is necessary, I will arrange it immediately." There is a two-story building in the east, west, north and south corners of our community, which was originally intended to be used as a residents' activity center or something. Now, it's all empty for the time being. ”

Su Hang was speechless for a while.

However, think about it again, it is now 1995, and the real estate industry of the whole country is still in the initial exploration stage, and the first commercial real estate in a small county-level city should not have too much expectation.

So he said, "Uncle Gao, let's take a look around first." ”

Gao Liang hurriedly made a gesture of please, and remembered again: "It's cold outside, Xiaohang, do you want to take the car?" ”

"No," Su Hang shook his head: "How do you look at the car." ”

"This is also ......" Gao Liang responded, and remembered again: "By the way, Xiaohang, first arrange your family's house tonight, this ...... How about staying with us in Building 6 for the time being, which is the west one, mainly with the heating on? ”

It's just temporary, Su Hang didn't pick it, agreed, and asked with a smile: "Uncle Gao, you also live here?" ”

"Yes," the bitterness in Gao Liang's expression flashed: "It's also for the convenience of selling the house." ”

sighed, and asked Su Hang if he had any other requirements, Gao Liang turned to his wife and explained in a low voice.

Tong Shengnan was a little reluctant.

In the past few days, her husband has been going to a certain young writer in a different way, and she also knows many of the other party's deeds, including the incident of directly taking out 800,000 cash to guarantee people in the past two days, but, think about it carefully, what do those things on the other party have to do with their share?

In the end, it's just a 16-year-old child, Tong Shengnan doesn't think that the other party can still understand everything.

That's not human!

Her husband had also told her that he wanted to use the 'teenage writer' to advertise, including the price he planned to pay for it, but ...... It's not that I haven't advertised before, what if it's still useless?

Rongda's situation is not good, and if he tosses it in vain, it will make it worse.

The husband and wife are very familiar with each other, after Gao Liang finished speaking, seeing his wife hesitating, he also understood her thoughts, but he stared at the past.

I finally got someone here, don't mess me up!

Seeing this, Tong Shengnan could only do so and left with two employees.

Su Hang pretended not to see the couple's small movements, and walked around the community roughly, and didn't find anything wrong, but there were no bright spots, and they were decent.

Go back to Building 6 on the west side of the North Gate.

Obviously, in order to save money, not only did the family move in, but Gao Liang also temporarily opened up a house on the first floor into an office of Rongda Real Estate.

When Su Hang entered the door, the first feeling was warmth.

Although it is an old-fashioned radiator, the effect is not as good as floor heating, but it is indeed much superior to most houses of this era.

This is one of the highlights of the community.

Note.

Come to a simple conference table in the living room.

Su Hang sat down, asked for a pen and paper, and directly began to order: "Uncle Gao, first of all, there must be a formal sales office, just choose the small building in the northwest corner that we have seen." ”

Roughly refer to the configuration of the sales office in the memory to explain, and when Gao Liang agreed, Su Hang continued: "In addition, it is the staff's dress, the house is a large piece, a lifetime thing, customers come to see the house, everyone is dressed in a variety of ways, and it gives people an informal feeling at a glance, how can they have a sense of trust in our house?" ”

Gao Liang glanced at several Rongda employees who had been notified and came one after another, and when he heard the young man say, he realized that everyone's different clothing styles were really an eyesore, and he nodded again: "This, but I ignored it." However, Xiaohang, it's winter now, I'm afraid it's not appropriate to wear a suit? ”

"Of course you can't let people freeze, the key is to be neat," Su Hang thought for a while, didn't remember the previous details, and asked directly: "Is there heating in the small building over there?" ”

Gao Liang shook his head.

Su Hang said: "Pull the heating over as soon as possible, it's really not possible, so temporarily install a few high-power air conditioners." ”

Gao Liang was suddenly embarrassed.

It's going to cost you money!

Su Hang quickly wrote it down in the notebook in front of him, glanced at Gao Liang, and said, "Uncle Gao, these are all necessary expenses. As soon as I entered the door, I felt that heating is the biggest highlight of Nirvana Garden, in this case, we must let customers feel this advantage as soon as they enter the community, instead of stomping their feet and trembling to listen to the introduction of the house, in that case, the people who wanted to buy a house probably did not have much interest. ”

Gao Liang felt reasonable, so he agreed.

"And then ......" Su Hang glanced at several men and women of different ages who were respectfully gathered around the conference table: "How many employees does Rongda have now?" ”

"If you are a regular employee, counting us husband and wife, there are 11 in total," Gao Liang said: "There were a lot of them, but they were all dismissed." Every day, half of them are left here to wait for people to come to the door, and the other half goes out to sell. ”

"This ...... It depends on the situation," Su Hang didn't know if it was enough, but said: "In addition, recruit some young girls temporarily, to be beautiful, but also to be able to speak, mainly to support the façade." ”

Gao Liang pondered and said, "For the time being, no problem. ”

Su Hang wrote it down again and flipped the page of the notebook: "So, these are the details, let's discuss the specific marketing plan carefully." ”

When Su Hang talked about the marketing plan, Gao Liang immediately remembered the 'sending drama to the countryside' designed by the young writer for Sanhe Liquor, and immediately cheered up.

When it comes to specific marketing, there is actually a key.

That's right.

Su Hang himself!

However, Su Hang was already thinking about it on the way when he came, and it was purely his 'young writer' who moved in, which could only attract a wave of attention to Fugui Garden, which may make many people curious to come and see the market, but it is difficult to determine how many transactions can be made.

Gao Liang didn't expect much.

As long as another fifty or sixty sets are sold in the short term, the pressure that Rongda is currently facing can be alleviated.

However, this did not meet the expectations of Suzhou and Hangzhou.

Since you have done it, of course, you must do your best.

After racking his brains, he finally started from himself, Su Hang had an inspiration, and gradually perfected it in the continuous discussion with several people around him.

Mainly eight words:

Meng's mother moved three times and chose to live next to her.

The story of Meng's mother's three migrations must have been heard by most Chinese.

In reality, in order for their children to have a better learning and living environment, as long as there are conditions, some parents are also happy to 'move Meng's mother three times'.

And then extended.

It's not just children.

Even if it is an adult himself, it is necessary to pick some good neighbors for the better development of his personal career.

Therefore, the focus of this marketing plan is the word 'neighbor'.

Su Hang's stay in Fugui Garden is of course a highlight, but you can't take others for fools, the circle of the small city is so big, after a little inquiry, it is not difficult to know that the Su family has also bought a new house elsewhere.

However, if Suzhou and Hangzhou can be used as an introduction to gather a group of relatively powerful and high-status people to form a circle that can benefit each other more or less between parents and children, then, after that, it doesn't matter much whether there is a young writer or not.

On the other hand.

At present, a group of people with relatively strong and status, such as small businessmen who have accumulated a certain amount of family background in the wave of reform and are not considered top-notch, or civil servants with stable incomes and better social status, are the most potential buyers of Fugui Garden.

What Nirvana Garden has to do is to take the initiative to screen out these people and put them together.

Then, once some kind of word-of-mouth is formed, the reputation spreads, not to mention the current Phase I of Fugui Garden, or the next Phase II and Phase III, all of which have been settled in a blink of an eye.

Of course, doing so will definitely significantly narrow the pool of potential buyers of Nirvana Garden.

Rongda had to do just that.

Next, the house in the Nirvana Garden Community will not be bought by anyone who wants to, and you must first pass the inspection and certification of the real estate company before you can be qualified to buy.

In short, on the one hand, commercial housing in this era is not suitable for all the public, and on the other hand, even if it is only a county-level city of Heyuan, the base is large enough.

There are only 288 houses in Nirvana Garden.

In comparison, there are 260,000 people in Heyuan City alone, close to 70,000 households, not to mention the entire Heyuan, with a total of 820,000 people, more than 200,000 households.

With such a huge population sharing more than 200 houses, as long as it is operated well, it is definitely a 'seller's market'.

This leads to another marketing tool:

Hunger marketing.

The more difficult things are to buy, the more people want to buy them.

At the same time, another idea was extended.

It can't just be downtown.

Outside the small town of Heyuan, the group of people who have risen to the top in various towns and villages should also be listed as potential customers of Fugui Garden. After all, local towns and villages will buy real estate in county seats, which is also a major trend of the whole country in the future.

Rongda is tantamount to digging this 'gold mine' ahead of schedule.

Everyone kept discussing all kinds of big directions and small details, and time flew by, and dinner was simply eaten directly at the conference table, and then continued.

Regarding the active screening of customers, Gao Liang's wife Tong Shengnan hesitated for a long time, but still raised an objection: "Su Hang, if we set the purchase threshold like this, will it cause criticism or even be reported, after all...... Sounds discordant? ”

Just wrote down with Gao Liang, who was sitting side by side, how to accurately develop township customers, and when he heard Tong Shengnan say this, Su Hang thought about it and felt that it was a problem.

However, there was soon a countermeasure.

"Auntie, this kind of thing, I didn't invent it," Su Hang said: "In foreign countries, many communities are like this, in order to avoid strangers who don't know the details from moving to the neighborhood and interfering with their own lives, and in order to have more like-minded neighbors, usually, if a family wants to buy and sell a house, the object of sale must first be recognized by the surrounding neighbors." ”

As long as the foreigner is moved out, in this era, who dares to refute it?!

Alas.

It feels like it's off again.

Tong Shengnan, who was on the other side of the conference table, obviously heard about it for the first time, and sure enough, his expression was a little relaxed, but he was also a little uncertain: "Is this really the case?" ”

Yilin-style jokes, how do I know?

Normal logic, perhaps, but definitely not all.

However, Su Hang was determined at the moment: "Of course, it just so happens that we can write this point in the next promotional copy, which can be regarded as the introduction of foreign 'advanced experience'." ”

Gao Liang is obviously a person who can't get out of the trap of the times, and when he heard Su Hang say this, he couldn't wait to nod his head: "Yes, if it is written in the copy, it must be written in the copywriting." ”

Su Hang started writing, quickly wrote down in the notebook that had been used for most of it, and was about to speak again, but he heard his mother's voice behind him, with distress: "Xiao Hang, it's so late, why don't you talk about it tomorrow?" ”

Su Hang turned around, only to find that his parents and Hong Aya didn't know when they arrived, and even Zheng Chun was here, and everyone was quietly gathered around the conference table, not knowing how long they had been listening silently.

Feeling out that he had no strap, the black electronic watch looked at it, and Su Hang was also surprised: "It's almost one o'clock in the morning!" ”

Su Quanquan smiled: "Seeing that you are talking energetically, everyone also wants to listen more, so I didn't interrupt." ”

Zheng Chun also nodded: "Xiao Hang, uncle, I have seen it again, I didn't expect you to be able to make so many ways in real estate." ”

Lu Yuansong, who was standing next to Zheng Chun, was even more admiring.

This night, the one who was most shocked was Lu Yuansong.

Think about it right now.

No wonder you mess it up.

No wonder a teenager can make millions in two months.

This gap ......

It's just too big.

Lu Yuansong is also looking forward to his 'comeback' even more.

Su Hang said a few words to his parents, looked at his eyes again, and thought about it: "Dad, Mom, you go and rest first, since they are all here, there is not much left, I will finish talking with Uncle Gao." ”

When He Fen heard his son say this, he immediately shook his head: "Mom is waiting for you." ”

Others apparently didn't mean to rest either.

Gao Liang said very interestingly: "In this way, Katsunan, you go and get some food for everyone, and then sleep later?" ”

Tong Shengnan agreed, got up, and He Fen, Hong Aya and several other female employees of Rongda took the initiative to help.

After a few women left, Su Hang continued: "Uncle Gao, and then I have to contact several banks in the city, if I can persuade them to open mortgage services, it will definitely benefit the sales of Fugui Garden." ”

"I've talked about it a few times before, but if I take your plan and get in touch with it again tomorrow, I think there is a good chance."

Zheng Chun also ran to the opposite side and sat down in the position given by Tong Shengnan at this time, and said: "There must be no problem, the bank is worried about the risk, after we set the threshold, the screened out are all high-quality customers, and they have no reason to disagree." ”

Lu Yuansong also interjected: "That's it...... It may take longer, maybe until next year, and there are not many loan targets now. ”

"It's nothing, it's the 14th today, and it's only half a month away from next year," Gao Liang said: "It's been a year of tossing, and it's not bad for this time." ”

After saying this, Su Hang continued: "There is also the matter of housing prices, Uncle Gao, it was originally 500 yuan per flat, right?" ”

"Yes," Gao Liang said: "The price has been adjusted twice, and now it is a nine-percent discount." ”

"Let's readjust it back," Su Hang said: "It's still 500 yuan per flat, but I hope Uncle Gao can take out the extra money to further improve the various software and hardware environments of the community, such as greening, or add some street lights, which can be regarded as paving the way for the second and third phases of Fugui Garden, unless you plan to close the stall after you finish this one?" ”

"Listen to you," Gao Liang didn't hesitate at all, and said with a smile: "No, absolutely not, listening to you say so much, I am more confident in selling this house as soon as possible." ”

Zheng Chun joked on the other side: "Lao Gao, the building I set has to be discounted by nine." ”

"Definitely," Gao Liang said, "80% off." ”

Zheng Chun didn't hit the snake with the stick, and shook his head with a smile: "Even if it's eight percent off, it's going to be very difficult for you this year." ”

Su Hang thought about it again and looked at Zheng Chun: "Uncle Zheng, regarding the development of township customers, can you contact the distributors of Sanghe Liquor in various places to help." In addition to these people themselves, there are also some local leaders, heh, they are selling wine, they must be more familiar? “

Gao Liang immediately said: "I can give a commission." ”

Zheng Chun was also very cheerful: "I'll compile a list for you tomorrow, Lao Gao, you can contact yourself." ”

"Then there is the advertisement," Su Hang continued: "Uncle Gao, in the next few days, you get the details of the sales office and other details as soon as possible, and next week, starting on Monday, you will put a full-page advertisement in the "Heyuan Daily", and come for three days first." By the way, the community should also be lively, spend some money, quietly let people come over to line up to see the house, and then let the TV station report it. ”

The surrounding group of people suddenly gained 'knowledge', and Gao Liang said worriedly: "Xiao Hang, this ...... How to spend money to let people come to see the house? ”

"It's literal," Su Hang said, "The main thing is to give people the illusion that sales are booming." ”

"What if it's discovered?"

"That's your problem," Su Hang said with a smile: "If you find a few people to join in the fun, you will be discovered, let's stop this whole stall." ”

Gao Liang thought for a moment and looked around: "Why don't you let the employees contact some relatives and friends?" ”

"Look at ......" Su Hang still smiled: "Isn't this train of thought open." ”

Gao Liang was embarrassed: "Xiao Hang, don't laugh at me." ”

"The key is the details," Su Hang restrained his expression and explained seriously: "Looking at the house is really looking at the house, and everything is in accordance with the process." ”

Gao nodded: "I'll pay attention." ”

Su Hang flipped through the notebook in front of him and roughly combed through, and concluded: "That's basically it, well, finally...... Let's give us a title for the whole program. ”

Zheng Chun was immediately triggered: "Send the drama to the countryside!" ”

Gao Liang said: "Isn't there one in front, 'Meng's mother moved three times, choosing a neighbor to live', Xiaohang, I thought when I heard it before, this idea is completely comparable to Lao Zheng's 'sending drama to the countryside'?" ”

"Although adding allusions is more memorable, it's a bit long and restrictive, what we want is for the whole family to choose neighbors, not just for the children," Su Hang said, quickly wrote down those eight words, pondered for a moment, crossed out the 'Meng's mother three moves', and finally said: "Just leave these four words, 'choose neighbors to live'!" ”

(End of chapter)