1
Warm Welcome & Rapport
热情迎接 · 建立连接
~30 sec
Greeting
问候
"[Name], welcome! I'm Peter Luo — great to meet you! Please come in and make yourself at home."
"[姓名]，欢迎来参观！我是Peter Luo，很高兴认识您！请进，随意看看。"
→ Handshake, eye contact, relaxed smile — let them settle in
→ 握手、眼神接触、自然微笑——让对方先放松
▶ DISCOVERY
▶ 发现问题
"Which neighbourhood are you coming from today?"
"请问您今天是从哪个区域过来的？"
Affirm Their Area
认可对方区域
"[Area] — that's a great part of town! Glad you made the trip out."
"[区域]，那真是一个很有活力的地方！很高兴您特意过来。"
2
Congratulate & Qualify Purpose
恭喜 · 了解购房目的
~1 min
Congratulate
恭喜
"[Name], buying a home is one of the most significant decisions you'll make — and the fact that you're out here actively looking says a lot. That deserves a congratulations."
"[姓名]，买房是人生中意义重大的一步——您已经在认真寻找了，这本身就值得恭喜！"
▶ QUALIFY PURPOSE
▶ 了解目的
"Are you looking for a home to live in yourself, or is this more of an investment?"
"请问您这次买房，主要是自住还是投资？"
🏠 Owner-Occupant
🏠 自住买家
"That's wonderful — finding a place that truly fits your family is everything. Let's make sure you find the right one."
"那太好了，找到一个真正适合家人的地方，是最重要的事。我们一定帮您找到那个家。"
📈 Investor
📈 投资买家
"Great — are you more focused on long-term capital appreciation, or steady rental income?"
"好的——您主要看重的是长期资本增值，还是稳定的租金回报？"
3
Gauge Their Search Progress
了解看房进度
~1 min
▶ SEARCH STAGE
▶ 看房进度
"How long have you been looking? And roughly how many homes have you seen so far?"
"请问您已经看房多久了？大概看过几套了？"
🌱 Just Starting
🌱 刚开始
"Perfect timing — I can help you cut through a lot of noise early and focus on what actually matters."
"那您来得正是时候——我可以帮您少走很多弯路，从一开始就聚焦在真正重要的事上。"
🔍 Been Looking a While
🔍 已看一段时间
"It sounds like you have a good feel for the market already — let's talk about what's been missing from what you've seen."
"这说明您对市场已经有了一定了解——我们可以直接聊，您看过的房子里，哪些地方一直不太满意？"
4
Present the Property
介绍房源亮点
~3 min
Overview
房源概述
"Let me give you a quick overview. This property was built in —, offering — sqft, listed at —."
"让我来简单介绍一下。这套房子建于—年，面积—平方尺，叫价—。"
Neighbourhood
社区
"The neighbourhood is — — the kind of everyday convenience that makes a real difference."
"这个社区———这种生活便利性，真的会影响您每天的生活质量。"
Highlights
核心亮点
"What makes this property stand out — —, —, and —."
"这套房子最独特的地方是———，—，还有—。"
▶ DISCOVERY
▶ 发现问题
"When you think about location and neighbourhood, what matters most to you?"
"在您选择地段和社区时，最看重哪些条件？"
Move-In Ready
直接入住
"The home has just been updated — you can move right in without spending another dollar or another weekend on renovations."
"这套房子刚完成装修——可以直接入住，完全不需要再投入额外的时间和金钱。"
▶ DISCOVERY
▶ 发现问题
"In your ideal home, which areas would you most want to be move-in ready?"
"您理想的新家，最希望哪些地方是全新的、不需要自己再动手的？"
→ Hand over the listing sheet — stay with them, walk alongside
→ 递上listing sheet——保持陪同，不要让访客独自游走
5
Deep Discovery
深度发现 · 挖掘真实需求
Listen more than you talk
▶ CHECK IN
▶ 感受确认
"Is there anything about this home you'd like to know more about?"
"您对这套房子，还有什么想进一步了解的吗？"
▶ EMOTIONAL CHECK
▶ 情感确认
"Walking through it — does any part of this feel like home to you?"
"走进来看看——有没有一点'家'的感觉？"
🏠 Owner-Occupant
🏠 自住买家
"[Name], you mentioned you're buying to live in — what does your ideal home actually look like? What would make you feel like you've finally found the right one?"
"[姓名]，您刚才提到是为了自住——请问在您心目中，什么样的房子才算是真正理想的家？"
📈 Capital Growth Investor
📈 资本增值投资
"[Name], since capital appreciation is your focus — which factors matter most to you when assessing an area's long-term growth potential?"
"[姓名]，您主要看资本增值——请问您对区域升值潜力最看重哪几个因素？"
💰 Rental Income Investor
💰 租金回报投资
"[Name], since rental yield is your priority — what monthly income are you targeting? Do you have a preference for the type of tenants?"
"[姓名]，您主要看租金回报——您目标的月租金大概是多少？对租客群体有偏好吗？"
6
Position Your Value & Invite Consultation
定位价值 · 引出咨询预约
~2 min
Position
定位
"Buying in today's market isn't just about finding a good home — it's about buying the right home at the right time, at the right price. That's where having the right guidance makes all the difference."
"在今天的市场买房，不只是找到一套好房子——关键是在对的时机、以对的价格买到它。这时候，有没有正确的指导，结果会完全不一样。"
Experience
经验
"I've been working in this market for many years, and I focus specifically on helping buyers make confident decisions — and avoid the costly mistakes that come from moving too fast or without the full picture."
"我在这个市场深耕多年，专注帮助买家做出更有把握的决策——避免因为信息不全或判断失误而买贵、买错。"
▶ DISCOVERY
▶ 发现问题
"What's your current process for evaluating homes and figuring out whether the price is right?"
"目前您是用什么方法来筛选房源、判断价格是否合理的呢？"
The Hook
价值钩子
"I have some market data and analysis that most buyers find really useful — it gives you a clear framework for comparing properties and knowing when you're looking at real value."
"我手上有一些市场数据和分析，很多买家看了之后都说——帮他们省了不少时间，也更有方向感了。"
▶ INVITE
▶ 邀请咨询
"Would you be open to a 15–20 minute conversation where I walk you through it? Completely no obligation — just useful information."
"您愿意抽15到20分钟，让我为您做一个简单的市场briefing吗？完全没有任何obligation——就是一些对您有用的信息。"
7
Two-Choice Close & Lock In Meeting
二选一收尾 · 锁定约见
~1 min
Two-Choice Close
二选一收尾
"[Name], which works better for you — this evening around 6, or tomorrow afternoon at 1?"
"[姓名]，您看——今晚6点，还是明天下午1点，哪个时间对您更方便？"
→ Either answer is a yes — confirm and move forward
→ 无论对方选哪个，都是成功预约——直接确认
Location Choice
见面地点
"Would you prefer to meet at my office, or somewhere closer to you?"
"您是更喜欢来我的办公室，还是在您家附近找个地方聊更方便？"
Confirm
确认
"Perfect — let's lock in [time] at [location]. I'll have everything prepared in advance. Looking forward to it!"
"太好了，就定[时间]在[地点]见面。我会提前把相关资料准备好，期待和您进一步交流！"
📋 Visit Summary
📋 访客接待摘要