Meng Chang did not despise Tian Mo because of what he said, but took it more seriously.
No matter what Tian Mo was like before, the talent that can be discovered by Mr. Pei himself must be extraordinary!
Moreover, whether Tian Mo has a deep understanding of the rental agency profession and whether he can give Meng Chang the answer he wants will only be known after the conversation.
Meng Chang decided to get to the point: "So, what do you think of the career of a rental agency?"
"For example, now everyone generally has certain prejudices against this profession. Do you think it is a problem of people, a problem of the company, or a problem of the entire industry?"
Tian Mo took a sip of coffee, thought for a moment and said, "Actually, if you had asked me this question when I was working as an intermediary, I would definitely not be able to answer it."
"Because I didn't understand anything at that time. Even if I saw many things, I couldn't analyze them."
"But after working as the head of the sales department at Tenda for a period of time, and under Mr. Pei's words and deeds, I suddenly gained some insights."
“Looking back at my previous experience as an intermediary, I suddenly have some new perspectives.”
Meng Chang couldn't help but his eyes lit up.
What's this?
This is a one-size-fits-all solution!
Originally, Tian Mo could only be regarded as a very poor rental agent.
I only signed two orders in a month. It is impossible to say that this is not due to lack of ability but to having too much conscience!
But now, Tian Mo can do a prosperous job in Tenda's sales department and is highly praised. It is obvious that he has received the true message from Mr. Pei and has become enlightened.
The nature of the work of the sales department is similar.
Tian Mo, who has become enlightened, will naturally gain some new inspiration when he looks back at his previous experiences.
Especially when you compare the experience of working in Tengda with the experience of working in an intermediary store, you will naturally see the difference.
Meng Chang was suddenly looking forward to what Tian Mo was going to say next.
Tian Mo thought about it for a while and then said: "The sales method taught to me by Mr. Pei is actually the method under the most ideal condition."
"Tengda has the best products, and as a salesperson, as long as I introduce the products to customers truthfully and treat people with sincerity, I will naturally leave a good impression on customers and build a kind of trust invisibly."
"With trust in sales and the excellence of the product itself, we will naturally have no worries about sales."
"Treat people with sincerity and serve wholeheartedly. This is the sales method that Mr. Pei taught me."
"But when I applied this sales method to my previous intermediary work, I found that it simply didn't work and was even incompatible."
"Looking back now, the reason why some rental agencies are annoying is not only because of the uneven quality of employees, but also because of the profit-seeking reasons of intermediary companies, and because of the particularity of the entire industry."
Meng Chang nodded happily and said while taking a small notebook to record: "We have plenty of time, don't be in a hurry, just take your time."
Tian Mo continued: "Most people's bad impressions of various sales and intermediaries are left when dealing with a specific person."
"The recruitment requirements for similar occupations are relatively low, especially the quality of employees in some small black agencies is uneven, so it is easy to leave a bad impression."
"But looking at the root cause, I think it is still a problem from top to bottom, from the industry to the company, and finally it is reflected in a specific person."
"Recruitment requirements are relatively low, which does not necessarily mean that the quality of the people recruited is not high. My education level is also very low, so I can't get along in ordinary intermediary companies, but I did well at Tenda."
"It can be seen that many times it is not a problem of people, but of the industry or the company. The environment has caused wrong inducements to people, and it is difficult for individuals to change the entire environment. Over time, it has become the current state, a pool of muddy water.
No one can survive alone.”
Meng Chang nodded: "Then what do you think is the source of everyone's prejudice against this industry?"
Tian Mo thought for a while: "That's its mode of operation."
"I didn't realize this at first, but after comparing it with Tenda, I realized that Tenda's sales and the intermediary work of some small intermediary companies, on the surface, seem to be the same nature of work, but in fact they have nothing in common."
"Tengda's sales are service-oriented and the icing on the cake. Our job is to objectively introduce the advantages and disadvantages of the product to customers on the premise that the product is excellent. Whether the customer wants to buy it depends entirely on the customer's independent wishes."
"But the intermediary and sales of other companies are not like this."
"Their work is inducement in nature, it is to provide a fan in times of need. It is not to provide help in times of need, but to provide a fan in need."
"They work hard to induce and distort customers' needs. When customers are in urgent need of something, they use words and other methods to make customers believe that the thing in front of them is what they need, thereby facilitating transactions."
"Customers need help in times of need, but salespeople are trying hard to sell fans to customers."
"Just like many real estate agents will post fake photos online, or post information about real estate that does not actually exist. After customers see it, they think the house is good and call to inquire. The agent will say, the house is still there, you can come and see us.
Let me show you the house."
"When the customer came, the agent took him to another house and said that the house he looked at before had just been booked, but there happened to be a similar one. The customer was already here, so he could only go and look at it.
"
"The so-called 'almost' is actually very different."
"Many intermediaries use this method to facilitate transactions, trying to sell houses with poor decoration and poor environment to customers."
"This is a very common method, and it is almost becoming mainstream. Customers have no way of knowing whether the photos they see on the website are of real properties, and there is a high probability that they are not."
“Through concealment and deception to promote transactions, customers will naturally have a long memory after being deceived once, and they will not want to be deceived a second time, and a bad impression will naturally be formed.”
Meng Chang nodded: "Well, I've heard this statement before, and it's really irritating."
"So should this be attributed to the employees, the company, or the industry?"
Tian Mo said: "I think it should be attributed to the industry and the company."
"In Mr. Pei's opinion, intermediary and sales should be service industries."
"The main job of many rental agencies should be to serve tenants, meet their needs, provide them with high-quality housing and good security services, and then draw commissions."
"But many companies now, such as Home Group, are no longer service providers but middlemen."
"By opening stores, we monopolize the surrounding housing supply. When the landlord hangs up the information, he will let the intermediary call constantly to grab the housing supply. Ordinary tenants cannot contact the landlord and are forced to find an intermediary.
The company rents a house from an agency."
"Then, the intermediary company uses its advantageous position to coax or deceive the tenant into signing a contract, transforming itself from a service provider into the tenant's owner."
"We even lower prices for landlords and increase prices for tenants to maximize profits."
"On the surface, they are providing services, but in fact the services provided are not directly proportional to the actual value. In essence, they use industry monopoly and artificially created information gaps to isolate the real demand side, that is, landlords and tenants, thus allowing themselves to
Become a middleman who eats both sides.”
"Once such a change in nature occurs, from a service nature to a middleman nature, these companies will naturally spawn all kinds of shady operations in order to make more money."
“As I said before, we use fake housing listings to deceive customers, partition the house and rent it to many people, decorate it with inferior materials and rent it out at a high price, and even intimidate and extort customers who try to circumvent the intermediary. All kinds of methods are endless.
, although the methods vary depending on the company. Large companies are more concerned about face while small companies have no bottom line. But in the final analysis, it is because their nature has long ceased to be in the service industry and has become a middleman who uses any means to monopolize channels.
.”
"In the final analysis, these saucy operations have only one purpose, which is to use all possible means to make more money. They even come up with such desperate schemes as tricking tenants into signing loan agreements and then using loans to monopolize housing supply, completely regardless of the consequences.
It’s also done.”
"The reason why many people say these companies are sucking money is because the services they provide are completely unworthy of the profits they actually make."
"The industry is like this, the company is like this, and the employees below naturally have no choice but to pursue profits and commissions at all costs, so it has become what it is now."
"The real initiator should be the 'business wizard' who first changed the nature of intermediary business from 'service' to 'middleman'."
"What many people are doing, on the surface, is to create new business models, but in fact they are adding rat shit to the pot, turning the entire industry into a mess and making shady money."
"What Mr. Pei has been doing is exactly the opposite. He has been working hard to replace the current mainstream, deformed and distorted business models with a new business model, so that these industries can return to what they should be.
status."
Meng Chang took notes quickly and nodded frequently.
After hearing what Tian Mo said, he felt that he had really found the right person.
The whip penetrates deeply and hits the nail on the head!
Indeed, many people’s bad impression of intermediaries may come from a low-quality intermediary.
But the source of this phenomenon is actually that there is something fundamentally wrong with the entire large company and even the entire industry.
When the nature of a company fundamentally changes, every one of its employees, whether voluntarily or not, whether they are forced to do these things or take the initiative because of commission, will have no difference in the result.
Even in many cases, bad money drives out good money. What companies want are tool people who will use any means to make profits. Even landlords and tenants are trying to squeeze them, let alone their own employees.
Under such circumstances, many people are unable to do this kind of work. After constant blood exchanges, those who remain will naturally be assimilated.