How agents call clients: 10 days of hot topics and a structured guide
In today's fast-paced real estate market, how agents communicate with clients efficiently has become key. This article combines the hot topics on the Internet in the past 10 days to compile a set of structured telephone communication skills to help intermediaries increase transaction rates.
1. Analysis of recent hot topics (2023 data)
| Ranking | hot topics | search volume | Relevance |
|---|---|---|---|
| 1 | First-time home interest rates cut | 12 million+ | 92% |
| 2 | School district housing policy | 9.8 million+ | 88% |
| 3 | Simplified second-hand housing transaction process | 7.5 million+ | 85% |
| 4 | Property tax pilot expanded | 6.8 million+ | 78% |
2. The golden structure of telephone communication
| stage | duration | core content | Examples of speaking skills |
|---|---|---|---|
| opening remarks | 30 seconds | Self-introduction + value statement | "Hello Mr. Wang, I am Xiao Li from XX Real Estate. I just helped you make a transaction with the owner of the community at a price 5% higher than the market price." |
| Demand mining | 2 minutes | 5W1H Questioning Method | "What aspect of a house are you most concerned about? Is it the school district, the floor plan, or the return on investment?" |
| Solution recommendation | 3 minutes | 3 options principle | "Based on your needs, I have screened three plans A/B/C. The characteristics of plan A are..." |
| Objection handling | 2 minutes | LSCPA model | "I understand your concerns about price. Many customers think so too, but our latest transaction data shows..." |
| enabling action | 30 seconds | Two-for-one rule | "Would you rather view the property on Wednesday or Saturday?" |
3. Customer Type Response Strategies
| Customer type | Proportion | Communication focus | Taboo |
|---|---|---|---|
| Rigid need type | 42% | Emphasis on cost-effectiveness and supporting facilities | Excessive exaggeration of investment value |
| Improved | 35% | Highlight quality and life scenes | Just compare prices |
| investment type | 23% | Data analysis + policy interpretation | emotional expression |
4. Analysis of practical cases
Take the recently searched"Interest rates for first-time home buyers lowered"Taking the topic as an example, high-quality words should include:
1. Policy Interpretation: "The current 5-year LPR has dropped to 4.2%, a decrease of 15 basis points compared to last month."
2. Benefit conversion: "Based on a 30-year loan of RMB 1 million, the monthly payment can be reduced by about 900 yuan."
3. Limited time reminder: "The bank window period generally lasts 2-3 weeks. It is recommended to complete the pre-qualification this week."
5. Post-call follow-up management
| Time node | Follow up method | Content points |
|---|---|---|
| Within 24 hours | Send information via WeChat | Personalized property link + policy document |
| 3 days later | Telephone return visit | Inquire about information viewing + additional information |
| 7 days later | Market dynamics push | Add new listings of the same type/price changes |
Through the combination of structured communication process and hot topics, the conversion rate of intermediary calls can be increased by 40% on average. Remember: excellent phone communication is not about selling, but about helping customers make informed decisions amid the flood of information.
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