Chapter 52: It is difficult for a clever woman to cook without rice
Zhao Sheng has been a little depressed recently. He hasn't made much money since the beginning of the new year.
Last year, I was able to sign two or three "second mortgage" loans or "bridge loans for house redemption" every month, and completed a loan performance of two to three million. The commission was calculated based on 2% of the loan performance, and I could get
Commission of 40,000 to 50,000 yuan.
After the beginning of this year, the situation suddenly changed.
First, the performance of two or three orders per month could not be completed, and then the commission points also dropped.
What makes Zhao Sheng most depressed is that the failure to complete two or three orders is not his fault. He does not lack customers, but the company lacks loan funds.
The reason is very simple. After enjoying the benefits of cooperation with Yimin Financial Services Group last year, the company's management saw that the company had sufficient loan funds and no shortage of customers, so they recruited a new sales team. The entire company's sales team was reduced from the original 20 people.
Directly doubled to 40 people.
When there are sufficient loan funds and sufficient customers, adding so many salespeople to the company will have no impact.
But who knew that after the beginning of this year, Yimin Financial Services would reduce the scale of its financial cooperation with the company.
It's hard for a clever woman to make a meal without rice! If you don't have money to lend money, you can't make a deal even if you have customers. If you can't make a deal, you can't earn commissions.
Now Zhao Sheng is working hard to do business at the beginning of the month, hoping to win more customers at the beginning of the month.
Because after the middle of the month and the end of the month, the company basically cannot release any money, and the money is usually released at the beginning of the month.
Moreover, the company now has twice as many salespeople, so there are more wolves than meat, and the loan funds of 20 to 30 million per month are bottoming out very quickly.
Even if you are lucky enough to place an order at the beginning of the month before your colleagues, it will be fine if the customers you develop yourself are good, but it will be miserable if they are customers diverted from Ruixiang Jinke Loan Supermarket.
For customers who develop themselves, after the loan is successful, they will receive a commission of 2% of the loan amount.
For customers transferred to Ruixiang Jinke, the commission after the transaction is only 0.5%.
You know, last year the commission for customers transferred to Ruixiang Jinke was still 1%, but this year it was reduced to 0.5%.
As for the decrease in commission points, it was caused by Ruixiang Technology’s increase in cooperation rates.
The loan supermarket diversion business cooperation fee will be directly increased from 1% of the loan amount to 3% of the loan amount.
It’s doubled three times!
Compared with last year, their company's cost to acquire a customer from Ruixiang was 2% more than the loan amount.
If a customer successfully borrowed 1 million yuan last year, Ruixiang Jinke's fee was 10,000 yuan. According to this year's cooperation standards, it will charge 30,000 yuan.
The company does not dare to cut off its cooperation with Ruixiang Jinke, because almost half of the company's customers require Ruixiang Guidance.
So for this price, the company pinched its nose and had no choice but to accept it.
Who will pay for the extra 20,000 yuan?
The company pays 15,000 and the salesperson pays 5,000.
In other words, the company earns 1.5% less of the loan amount than before, and the salesperson earns 0.5% less than before.
In fact, the company is quite generous. After all, it bears most of the customer acquisition channel costs, and the customer acquisition cost borne by the salesperson is only 1/4.
The above-mentioned inside information was all told to him by Zhao Sheng's director, otherwise Zhao Sheng would be so confused that he still wouldn't know what happened.
Since Zhao Sheng became ingratiated with the director, in addition to inviting the director to dinner, he also invited the director to several clubs with him.
So, please wear a pair of pants with the director now.
If there is any inside information in the company, directors, good or bad, will tell Zhao Sheng as soon as possible so that he can be prepared. The director really likes this little brother who can make trouble and wants to cultivate him well.
When Zhao Sheng heard the news, he cursed her on the spot:
"Ruixiang Jinke and Yimin Financial Services are really shameless. Do they have any sense of contract spirit? They raise prices and cut cooperation at every turn. I don't know which two bastards opened these two companies. Sooner or later they will be killed."
The director patted Zhao Sheng on the shoulder and said sincerely:
"You are still too young! Profit comes first these days! How can there be any spirit of contract?
Besides, our company has not signed cooperation contracts with others until this year. We have signed them again this year.
What if you sign it? There are ways to cure you.
Ruixiang Jinke Loan Supermarket was just launched last year, and it adopted a low-price strategy in its eagerness to open up the market.
Now it has developed, has tens of millions of users, and cooperates with 70% to 80% of the loan companies in Beijing.
It's us who come to the door to ask for cooperation, not others who beg us for cooperation.
This is the transformation from the buyer's market to the seller's market, and the price is determined by the relationship between supply and demand.
Got it!
Let’s talk about Yimin Financial Services! As far as I know, this year they started to do their own lending.
I heard that their offline loan store opened some time ago. Good guy, I heard that they recruited hundreds of salespeople right after they started, and also poached some sales managers from established offline loan companies.
The fact that they are making such a big move is clearly because they want to do the lending business in-house.
If it develops in the future, it is estimated that the cooperation with our company will be completely severed."
After Zhao Sheng listened to the director’s analysis, he suddenly realized:
"So that's what they planned! That's not an obvious use of us!
After taking advantage of us, they are like throwing away used toilet paper without even looking at them, and there is nothing we can do against them."
The director pursed his lips and said: "That's not true! In business society, isn't it just that you use me and I use you?"
Zhao Sheng sat in his seat and remembered what the director said to him a few days ago.
"If this continues, the company may have to lay off employees. There is no need for so many salesmen, especially now that monthly loan funds are restricted, so many people seem very redundant and cumbersome." Zhao Sheng thought to himself.
.
Seeing the director with a happy face walking out of the general manager's office, Zhao Sheng felt a little strange. Is there any other happy event in the company?
Zhao Sheng approached the director with a shy face and said:
"Brother Kuan, what's the big happy event? I'm so happy."
Director Kuan's full name is Liu Kuan, and he and Zhao Sheng are also close friends, and they have a very good relationship.
Liu Kuan put his arm around Zhao Sheng's shoulders and said while walking with Zhao Sheng: "Let's go to the balcony smoking area and smoke a cigarette. I will share this good news with you. It will be of great benefit to you."
Zhao Sheng was a little curious, his heart felt like it was being scratched by a cat's claws, and he asked eagerly: "Brother Kuan, what good news! It's so mysterious."
Liu Kuan chuckled and said, "Guess first?"
Zhao Sheng said with an honest face: "I can't guess, Brother Kuan, please give me some hints."
Liu Kuan's eyes rolled around and he replied: "It has something to do with loan funds. Guess what it is?"
When Zhao Sheng heard this, his heart beat faster and he asked excitedly: "Did the company find a new employer?"
At this moment, Zhao Sheng thought that if there were investors coming in, the company would not be short of loan funds, and he could earn tens of thousands of yuan a month like last year.
Thinking of this, my heartbeat speeds up and my breathing quickens. I can't help but blush and gasp.
Liu Kuan saw that he had reached the balcony and there was no one around, so he whispered:
“It’s not the entry of new capital.”
When Zhao Sheng heard this, his heart dropped, and he was as listless as an eggplant beaten by frost.
After a long time, he asked in a low mood: "Brother Kuan, what kind of good news is this?"
Liu Kuan laughed and said: "I'm kidding you. Although it's not a new investor, it has solved the funding problem. Mr. He has decided to develop and launch our own P2P platform. In the future, we no longer have to rely on other people's faces for funding cooperation."
Already."
After Zhao Sheng heard this, he immediately regained his energy and asked eagerly: "Brother Kuan, are you sure about this news? Please stop teasing me."
Liu Kuan lit a cigarette. After taking a puff, he looked at Zhao Sheng and said, "It's absolutely true. Thanks to Yimin Financial Services for cutting cooperation this time, Mr. He finally made the final decision."
Zhao Sheng scratched his head and said, "What's going on? Brother Kuan, didn't you give Mr. He several suggestions before without success? How did you succeed this time?"
Liu Kuan nodded and said: "Yes! I have said it many times, but Mr. He couldn't listen to it before, saying that the platform is not easy to operate! I only saw thieves eating meat but not being beaten. This time I also
I don’t know how he made up his mind!”
Zhao Sheng laughed and said, "Mr. He is so wise! In fact, we should have done this a long time ago."
Liu Kuan blew out a smoke ring and said with a puzzled look on his face: "Yes! It's long past time to launch our own P2P platform. I don't know what Mr. He thinks. But it won't be finished now. How many projects have been developed?
Our company should not be short of funds within a month."
Zhao Sheng touched his forehead and lamented: "It will take a few more months to develop! It will take another few months of hard life. How great it would be that Mr. He joined the platform last year! Now he can start the loan business normally.
While transferring funds.”
Mr. He's full name is He Shenghua, and he is the boss of the Jingrui small loan company where Zhao Sheng works.
At this time, he was leaning on the spacious boss's chair in a daze, thinking about some of the things that had happened these days.
First, Ruixiang Jinke increased cooperation rates, and then Yimin Financial Services began to reduce cooperation.
These two things happened like two bricks that knocked him unconscious on the spot.
He Shenghua's education level was not high and he went to the capital to work after graduating from junior high school.
When he first came to the capital, he had to carry bricks and cement and suffered a lot.
Later, by chance, I joined a private loan company and worked as a loan salesperson and debt collector.
After working for a few years, he became familiar with all the loan processes and decided to go out on his own.
Because he has many years of industry experience and is down-to-earth and hard-working, he has developed and expanded Jingrui Company step by step, eventually reaching the scale it is today.
First, he started as a loan intermediary company, and then cooperated with investors to lend money on his own. After taking this step, He Shenghua walked for ten years.
Today, the monthly loan amount of Jingrui Company reaches upwards of 20 million yuan, and the annual loan amount exceeds 200 million yuan. After deducting operating costs and bad debts, it can still make a net profit of about 6 to 7 million yuan a year.
Last year, He Shenghua came to him several times to suggest opening a P2P company, but he rejected him every time.
The reason for his refusal was simple. He knew that he was a rough man with no education, and that he was not that material and could not handle high-tech gadgets such as online financial management platforms.
I have gotten to where I am now thanks to hard work, hard work, and an understanding of the industry.
But he really doesn’t understand online financial management platforms.
He won't act recklessly on something he doesn't understand.
Now that he is middle-aged, he has a virtuous wife and a well-behaved daughter. For the sake of his family, he dare not do such high-risk things.
The loan company also made a profit of 6 to 7 million a year. I bought six houses in the capital, all of which were paid in full. It can be said that I have basically no worries financially.
But a gathering in the microfinance industry a few days ago deeply touched him, causing him to change his mind or ignite his passion for the career again.