Chapter 33: Real Estate Development

After seeing Gu Zhengyang off, Bian Xiaoqi sat in the conference room and began to reflect.

Given her experience at the sales center earlier that day, she concluded that the top priority was to overhaul the sales team. Since laziness and passivity are inherent human traits that cannot dissipate on their own, they must be constrained by clear, standardized regulations. Likewise, ambition and a sense of responsibility are not innate; they require reasonable measures to encourage and inspire.

With this in mind, she instructed Dong Minglou to summon the sales staff for a meeting, requiring everyone except those on duty to attend.

"Leng Bingbing," still acting as if nothing had happened, asked the demoted Dong Minglou, "Cousin, who called this meeting?"

Dong Minglou replied without a smile, "The new Sales Director."

Upon hearing this, "Leng Bingbing" panicked. She grabbed his arm and asked, "Cousin, aren't you the director? When were you stripped of your position? Why? What happened?"

"Peng Juan, you’ve caused big trouble. How many times have I taught you to be low-key and to treat customers well? But look at you!" Dong Minglou said to her with resentment.

Hearing Dong Minglou’s words, Peng Juan—whom Bian Xiaoqi had dubbed "Leng Bingbing"—stood there stunned.

Once the conference room was full, Bian Xiaoqi sat upright at the end of the table. Dong Minglou said in a low voice, "Director Bian, everyone is here except for those on duty. The meeting can begin." He then scanned the room and announced loudly, "Today is the first day for our new Sales Director, Assistant to the General Manager, Bian Xiaoqi. Please welcome her." He initiated the applause.

After entering the conference room, Peng Juan saw Bian Xiaoqi sitting there with an imposing air. Startled, she looked at the short, chubby girl, Luo Aimei, who sat on the other side, only to see that she looked just as uneasy.

When the sparse applause died down, Bian Xiaoqi stood up and swept her gaze across the entire staff. When her eyes rested on "Leng Bingbing" Peng Juan and "Shorty" Luo Aimei, she paused for a moment, causing both girls to lower their heads, unable to meet her gaze.

She spoke clearly and loudly: "Hello everyone, I am Bian Xiaoqi. I have just joined Zhengyang Real Estate today and am in charge of property sales."

She paused for a moment before continuing: "From the moment I stepped into the Qinghe Garden sales office this morning, I witnessed the work attitude of some of you. I am very dissatisfied, even angry. Therefore, the sales team must be reorganized. I don’t care how you viewed this job or treated customers in the past, but from now on, everyone must uphold the philosophy that the customer is God. You must serve with passion, dedication, and a smile, presenting a brand-new spirit to our customers. I am willing to let bygones be bygones, but you must correct your mistakes if you have them, and strive for improvement if you do not."

"The company will introduce new rewards and penalties within three days. We will no longer rely on seniority; sales performance will be the only metric. More work means more pay, less work means less pay, and no work means no pay. Regardless of your seniority or your background, anyone found slacking off, mistreating customers, or idling will be let go immediately upon verification. If anyone here does not wish to continue, speak up now, and I will approve your resignation immediately."

She looked sternly at the sales staff, waiting for their reaction.

After a moment, someone stood up and asked, "Director Bian, what kind of reward system will the company be introducing?"

Looking at the questioner, she replied firmly, "This concerns everyone’s personal interests, so the company will be very cautious. You don't need to worry; we will ensure your efforts are rewarded. This policy will be implemented immediately after approval from the company's top management. I declare that starting today, your sales performance will be linked to these incentives."

Seeing that no one else stood up, Bian Xiaoqi dismissed the meeting. Then, in front of Dong Minglou, she asked Peng Juan and Luo Aimei to stay behind. Thinking she was about to be fired, Peng Juan said in terror, "Director Bian, I'm sorry, I know I was wrong. I will change and work hard." Luo Aimei also apologized repeatedly.

Bian Xiaoqi’s expression softened, and she smiled at them. "I didn't keep you here to find fault. I want to tell you that as long as you correct your attitude and work hard, you are good employees of Zhengyang. Don't carry any baggage; I will treat everyone equally, but you must prove your ability through your sales performance."

"Thank you, Director Bian, we will," the two replied hastily.

***

With only Bian Xiaoqi and Dong Minglou left in the room, Bian Xiaoqi smiled and said, "Director Dong, we will be working together from now on. I hope we can join forces to make the sales work at Zhengyang Real Estate thorough and effective. Mr. Gu requires the sales of the first phase of Qinghe Garden to be completed in a short time. The time is tight and the task is heavy. As I am new here, I ask for your full support. I thank you in advance."

Seeing Bian Xiaoqi’s amiable and frank attitude, Dong Minglou also smiled. "Director Bian, you are too polite. Don't worry. You are young and energetic; I believe Mr. Gu made the right choice. Whatever you need me to do, just command it, and I will do my best."

Seeing that Dong Minglou was also open, she said, "Please brief me on the current sales situation of the first phase of Qinghe Garden and the company's current sales strategy."

"The company is new to the real estate market and lacks experience. We haven't established specific reward and penalty systems for sales staff. Everyone thought that since we are in Beijing, there are plenty of wealthy people, so we didn't have to worry about sales—we could just open the doors and wait for customers. It has been two months since the launch, but we have sold fewer than 60 units. Most of the sales staff are from our hometown, and we've been relying on a 'shared pot' mentality. This may be why sales are sluggish," Dong Minglou explained.

"What industry were you in before, Director Dong?"

"I used to work for Mr. Gu, responsible for coal sales. The Zhengyang Group started in coal mining, and Mr. Gu and I are from the same hometown," he answered truthfully.

***

"Moving from B2B to B2C, we must change our mindset," Bian Xiaoqi reflected for a moment before saying.

Dong Minglou didn't understand the B2B and B2C terms, but he didn't ask. He simply said, "When we sold coal, we waited at home for customers to come to us. We never had to go out and look for them."

Bian Xiaoqi didn't pick up on his point, instead saying, "Director Dong, since we have identified the problems, we will solve them one by one. Let's start with the sales office today. After the first phase of Qinghe Garden is sold out, the second and third phases will follow. This is a long-term cycle, so the sales office must change its appearance to attract customers in the long run."

Dong Minglou said, "Please tell me what needs to be rectified, and I will implement it immediately."

Bian Xiaoqi spoke slowly as she thought:

"First, the entrance sign must feature a bold, large banner saying 'Phase One of Qinghe Garden—Selling Hotly!' We should also place clear directional signs for the 'Qinghe Garden Sales Office' at nearby bus stops."

"Second, place fresh flowers on both sides of the entrance, lay down a red carpet, and station a greeter at the door. The area outside must be swept and watered regularly to keep it clean. The lobby must be kept spotless, and the restrooms must be clean and odor-free."

"Third, there must be a scheduled shuttle bus from the sales office to the construction site so customers can visit the site and observe the construction progress at any time."

"Fourth, the property model in the lobby needs to be remade. Use quality materials with vibrant colors and a sense of depth to make it look grand and beautiful. Surrounding roads, buildings, and future plans should be clearly visible, with distances marked—especially the Badaling Expressway to the east and the Subway Line 13 light rail to the west. We also need to add lighting and electrical effects to the sand table so sales staff can introduce the property and surroundings to customers at night."

"Fifth, hang two large-screen TVs on the walls on either side of the entrance, rolling promotional images of Qinghe Garden and updating daily sales figures. With the customers' consent, show clips of them signing contracts. Also, place a piano in a corner of the lobby and set up a small children's play area."

"Sixth, install a customer suggestion box in the lobby. Encourage customers to speak their minds and file complaints about service or provide suggestions. We will offer material rewards for suggestions that the company adopts."

"Seventh, provide uniform work attire for the sales staff to improve the company's image."

"Eighth, provide two boxed meals a day for the staff so they don't have to worry about food. There should be a surplus so that customers who visit during meal hours can also be served."

"I’ll start with these points. Please add anything you think is missing, Director Dong," Bian Xiaoqi concluded.

Dong Minglou was surprised that she had listed so much in one breath. She had identified numerous shortcomings and provided concrete solutions in such a short time, as if she were a seasoned professional with more experience than him. Every point hit the nail on the head—reasonable and sensible—making him look at her with newfound respect.

He said, "Director Bian, your points are very detailed and excellent. I have nothing to add. I will implement your suggestions immediately; the rectifications should be finished by tomorrow."

Bian Xiaoqi nodded. "Then thank you, Director Dong. The sooner, the better."

Dong Minglou got up immediately to carry out her instructions.

***

Bian Xiaoqi patrolled the sales lobby; the sight of staff eating sunflower seeds and chatting was gone. Salespeople were greeting customers with smiles, acting enthusiastic and attentive, while the rest sat upright at their desks waiting for new customers. Her influence was immediate.

At noon, Bian Xiaoqi ate the same boxed meal as the staff. While eating, she chatted with them, asking about their difficulties and encouraging them to share their opinions.

The staff, who were initially intimidated by her, found that this elegant and beautiful director was approachable, had no airs, and did not demand special treatment. They quickly warmed up to her and opened up. Especially Peng Juan and Luo Aimei, whose resentment had vanished; they shifted from fear to liking her, buzzing around her like old friends. Bian Xiaoqi noted that while Peng Juan wasn't particularly beautiful, she was articulate and well-liked, so she kept an eye on her.

She knew she couldn't just work in a vacuum; she needed to understand the current state of the Beijing real estate industry. She decided to investigate competitors to know her enemy and her own strengths.

She chose Vanke and China Resources, the two most prominent real estate companies in Beijing, which served as industry benchmarks.

That afternoon, she visited the sales offices and construction sites of both companies herself. Posing as a customer, she meticulously researched prices, construction progress, and sales figures, leaving no detail unexplored.

The sales staff at these companies took the elegant and beautiful Bian Xiaoqi for a wealthy client and answered all her questions. Even when she picked at flaws, they maintained smiles, not daring to be negligent. Through her wit and sharp tongue, she gained a solid understanding of the market.

Based on her observations, she began to formulate a sales strategy and plan for Zhengyang Real Estate in her mind.

***

Qin Ke had been busy since morning and didn't call Bian Xiaoqi until nearly the end of the workday. Upon learning she had found a new job, he was genuinely happy for her and invited her to dinner at a Yunnan restaurant near Zhongguancun to celebrate.

He walked over after work and ordered four dishes and a soup. As the food was served, Bian Xiaoqi arrived, looking tired from the day's hustle.

Seeing the feast, she smiled and said, "I'm actually quite hungry." She sat down and started eating immediately.

Qin Ke laughed, "You act like you haven't eaten since noon. Slow down, there's no rush. If it's not enough, we'll order more."

As she ate, she told Qin Ke about her day.

"You only had a boxed meal at noon? You definitely need to eat more tonight. Xiaoqi, cheers to your new job." Qin Ke poured her a beer and raised his glass.

"When I left this morning, I hadn't even thought about finding a job. Gu Zhengyang was so eager to hire me that I hadn't even decided if I wanted to enter this industry at the time," she said with a smile after taking a sip.

"I’ve always believed in you. You can find a job whenever you want. I think you're better suited for B2C; moving from B2B is exactly what you wanted. You must have impressed Gu Zhengyang with your demeanor and qualities. He has a sharp eye for talent—he’s hit the jackpot with you."

"I hope to do B2C. Being so young and earning such a high salary, it might be hard to earn everyone's respect for the time being."

"Age doesn't dictate success. You don't need to worry about being young. You are so smart; as long as you put your heart into it and don't worry about personal gains or losses, you will soon prove with your ability that you are worth the position and salary Gu Zhengyang gave you. Come on, tell me your initial plans."

"Compared to the years of operation and accumulation of Vanke and China Resources, Zhengyang Real Estate is a newcomer. It’s small and unknown in Beijing. To make it famous in a short time requires a lot of work. This doesn't daunt me; instead, it gives me confidence. I believe I can better showcase my abilities on a clean slate," she said confidently.

"What do ordinary people care about most regarding houses? First is price, second is quality, and third is the future planning of the area—involving schooling for children, convenient shopping, and transportation. If I focus on these three points, the results will be immediate. My sales strategy is to create a feasible and forward-looking plan around these points to lay a solid foundation for future sales." As she spoke about her plans, she opened up and shared the ideas she had formed after her field inspections.

"I agree with your idea of turning 'Zhengyang Real Estate' into a symbol of 'quality' to win a foothold in Beijing."

"You're right. In the near future, 'Zhengyang Elementary,' 'Zhengyang Middle School,' 'Zhengyang Mall,' 'Zhengyang Supermarket,' 'Zhengyang Garden,' and 'Zhengyang Park' could all become labels for Northern Beijing. Tonight, I'm going to put this vision into writing and report it to Gu Zhengyang tomorrow."

"What about better methods and strategies for the current, poorly performing first phase of Qinghe Garden?"

"October is almost here—the 'Golden September and Silver October' season. This is the peak season for real estate, so we must seize this great opportunity. Haidian District has both geographic and cultural advantages, with many universities, elites, and high-income groups. There must be many potential buyers. Since the property is so close to these famous universities, we can go into the campuses and hold seminars. Teachers can receive a 2% discount with their work IDs, and those who buy two or more units get even more. Through their word-of-mouth, we can spread the reputation of the property. For customers brought in by our own employees, they get a 1% discount. Anyone who signs a contract during the National Day holiday can participate in a lucky draw with generous prizes. If we do all this, those 600 units will be hard to come by," Bian Xiaoqi said enthusiastically.

"The first part of the presentation materials will cover the floor plan features of 'Qinghe Garden,' focusing on low-rise, slab-style buildings, ventilation, location, and transportation. The second part is the mid-to-long-term planning for Zhengyang Real Estate, focusing on schools, malls, supermarkets, and parks. The third part is price strategy, including discounts and compensation mechanisms for delayed delivery. The fourth part is renovation advice and guidance, as well as an introduction to the renovation companies partnering with Zhengyang."

"You've made me want to go out and buy a house immediately," Qin Ke said.

"The eight improvement suggestions I made for the sales office are already being implemented. Internally, I'm introducing an incentive mechanism. In addition to the base salary, sales staff will get a 0.1% commission on the contract amount for every unit sold. The top three performers each week get an additional 0.02%. Employees who buy property from us get a 1% discount. Any salesperson without a sale for two consecutive weeks will be dismissed; this will surely boost their motivation. To handle the potential labor shortage during the National Day holiday, the HR department is immediately starting the recruitment of new staff."

"You came up with all these ideas in just one afternoon? You’re amazing. I couldn't do that," Qin Ke exclaimed.

Back home, Bian Xiaoqi followed her train of thought and, relying on her strong writing and document-creation skills, completed three PPT documents in one go: "Proposals for the Mid-to-Long-Term Planning of Zhengyang Real Estate," "Suggestions for Promotional Materials for Zhengyang Real Estate in Universities," and "Suggestions for Improving Internal Sales Systems."

The three documents were well-organized, focused, and persuasive. Browsing through the professional materials, Qin Ke said, "People who don't know better would think this was written by an experienced real estate veteran."

"This first shot must be a success, otherwise, they'll just think I'm a pretty vase," Bian Xiaoqi said with high spirits.

"I've been so focused on company matters that I forgot about us buying a house," she suddenly said.

"You're an industry insider now; are you afraid you won't be able to buy your dream home?" Qin Ke laughed.