Soliloquy of the President [housing] vol.168
The “housing salesman” who sells the most expensive Japanese items.
The most expensive goods buy in a lifetime. It is not a car. It is a home. An
expensive car can be 3 to 5 million Yen, a cheap house is about 16 million Yen
and can be as expensive as 50 million. A ready built house with land is about
28-38 million Yen. To buy a piece of land and build a custom made house isbetween 30 to 50 million Yen. Therefore, the highest cost items in Japan arehouses.
A car can be replaced with a new but a house cannot. We can say that it is
the most expensive and only one time buying in a lifetime. Buying a housefor us is the biggest decision in our life, which risks us own determinationand execution such as a life insurance provides a security for the purpose oflife-living. The “housing salesman” appears here. Those men are selling forcustomers who placed their life on the highest commodity in Japan, that“ordinary man” cannot do that work”. Not “ordinary man” means not justthose who graduated from Tokyo University as it is known to the highest
grade of university here. There are 56 salesmen in Asahi Gloval but no one isTokyo University graduate. But except the new graduates, each salesman
makes 10 contracts yearly. And the scheduled contracts for this year are 470
buildings.
What kind of “ability and talent” is necessary for a salesman? The ① is“trust”. Must to know that this man is responsible. And that cannot be a“moderate confidence”. The customer has a very enthusiastic trust so thesalesman must be desperate too. If there is just a little escape fromseriousness then the salesman is “disqualified”. That man must quit thehousing sales work.
②Next, “knowledge and experience” are required. The enthusiastic

customer reads the latest housing magazines, visit a lot of other companies
exhibition, he will check everything on websites, he will visit “Asahi Gloval”
exhibition too. That time, the salesman will greet the customer and explains
everything, however, the customer will show as uninformed, he will have

three questions. The salesman who does not give just 2 answers is“disqualified”. Even if there is only one unanswered question then thesalesman is humiliated and must learn more from now on. If the salesman
declares that then the customer will have a good impression and will return.
The housing salesman is required not just “average study” but a “franticstudy”.
③ A good selling salesman has “vision”, “cheerful temperament” and“brilliant”. Every top salesman of housing is “good-looking”. Even if his “faceis average” his personality cannot be average. The top salesman has a“strong personality”, “energetic” and has a “bright personality”. Nobody buys
a “risk of lifetime” house from a gloomy and not energetic salesman. Those
who buy a house of a lifetime are worried. The housing salesman does notjust sell a house but also resolves the customer’s hardship, distress andworries. I educate the salesman this way.
I talked about the “not average” salesman but I think about the great job of“all the devoted employees”. I want that more, even one more housing
salesman challenges to this work that needs “trust”, “knowledge” and“energetic personality”, so we can fulfill the “hosing dream” of more, even one
more customer.