What are the most basic knowledge that new real estate salespeople should master?
Basic knowledge of real estate
Commercial housing------has property rights guarantee, and you can freely mortgage and buy inherited houses
Commercial housing----- --Houses that can be used for residence and office
Residential houses----------Houses used for residential functions.
Villa-------- --An independent building that has exceeded the function of a single house and also provides high-end leisure and entertainment, usually three floors.
Factory----------A specific place for manufacturing products.
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Toutiancuo------a lower-grade single-family house than a villa, usually located in the suburbs and with a larger layout.
High-rise---------- Elevator-type buildings (with elevators) with more than ten floors and less than 100 meters.
Multi-story------Buildings with less than ten floors without elevators
Super high-rise--- --Buildings over 100 meters in length
Podium------The huge part at the bottom of the building used for shopping malls.
Flexible partitions--- Indoor spaces with movable partition walls are usually used for offices
Open design---a design without partitions, which is conducive to wider spaces, such as restaurants and living rooms.
Public stalls -------Public parts used directly or indirectly by each household, such as elevators and power distribution rooms.
Mortgage loan - Use the real estate certificate and land use certificate as collateral to obtain loans from financial institutions.
Mortgage loan - a loan from a bank using a commercial housing pre-sale contract as collateral.
Land use certificate - a certificate that permits the use of a certain land.
Pre-sale License----Document permitting the sale of commercial housing
Construction project planning license---
Deed tax 3.8% (including handling fee)
House property rights Certificate - a building certificate used to prove the ownership of the house.
Construction permit certificate - used to prove that the construction complies with the regulations and is allowed to be constructed.
Late fee ----- due to If Party A's project is delayed or Party B's payment is delayed, liquidated damages shall be paid.
Engineering drawing-----Construction project plan drawing
Ink line drawing-----Building Internal structure diagram
Sit north and face south---means the hall faces south.
Zuo Qinglong---the left side is green, a sign of auspiciousness
< p>Right white tiger-----The right side of the house is a white tiger, a sign of evilOne-time payment---pay the amount in one go.
Instalment payment--- --The accurate payment is made in several installments.
Shear wall------the wall that bears the gravity of the house, cannot be knocked at will. If you want to knock it, you need to apply for it
Fire elevator-----an elevator specially used for fire extinguishing, including smoking and exhaust elevators.
The three major parts of the bathroom---wash basin, bidet, and sitting toilet.
The five major items of the kitchen---sink, wall cabinet stove, cooking table, range hood.
Market segmentation-----products are updated to different types to avoid the gap between market supply and demand. Exclusion.
Insurance---------total principal and interest × 5.5‰ × total number of years (mortgage)
Floor rate-----total building area and land occupation Ratio of area (usually excluding basement)
Two books----1. Commercial housing instruction manual 2. Housing quality guarantee letter
Building density----building area The larger the building is compared to the total floor area, the denser the house.
DM-------Advertising supplies for mailing
MP------ -Newspaper advertising
CP--------TV advertising
POP------Outdoor billboard
MG----- --Magazine Advertisement
SP---------False language and fake actions to prompt customers to buy when selling
Area-----Project land area (Including buildings)
Building area------Ratio of the actual area occupied by the building
Greening rate--------
---The ratio of green area to total land area
Usage rate----------The ratio of use area to building area
Standard floor height-- ------3 meters
Plane price difference--------Price difference (location) caused by different plane orientations
Main body price difference------ --Price differences arising from different floors
Bargaining space-----Bargaining price differences
Pipe room--------Used to house various types of pipe space
Technical risk-----technology cannot keep up
The main requirements for customers to buy a house:
1. Location
2. Architectural appearance
3. The city's floor plan (it is better to have a larger living room, do not have the door facing the living room. The door of the bathroom does not face the hall, the hall is square and easy to decorate).
4. Ventilation and lighting (main rule, selling point)
5. Surrounding environment
6. Real estate marketing focus: a. Contemporary (seize the gap in the market) b. Life c. Safety d. Comfort e. Convenience
7. Consumer motivation for buying a house a. Emotional motivation b. Rational motivation: Convenience, practicality, reliability, economy, actual benefits, vision to purchase, c. Location motivation: d .Intuitive motivation: I like price intuition at first sight
Judgment of body language:
Unsure when speaking------may lie
Shaking feet----------may be impatient
Put pen in mouth--need information
Don't dare to look straight--feeling guilty
Clenched hands-----anxiety
Wobbling little feet-----not caring about your opinion
Rubbing hands-----appreciative of things Expectations
Actual combat: team spirit: there are no super individuals, only super team pairs (e.g. Lion King style)
Strategy: ignore the enemy
Tactics: pay attention Enemy 1. Governing the qi 2. Governing the heart, attacking the mind: making the customer lose slightly in the battle 3. Governing power: continuous learning 4. Governing change: adapting to the situation
Choose one rule: invitation Skills, how to find the extraordinary from the ordinary.
Judge the quality of a house: see how many foreigners live in it
Risk factors affecting real estate: 1. Policy risk
2. Economic risks (market supply and demand)
3. International risks (financial turmoil)
4. Technical risks (quality of shoddy projects)
5. Natural risks (natural and man-made disasters)
Steps to answer the phone:
1. Determine the company name
2. Express greetings
3. Provide assistance (introduce the selling point of the product to make it attractive)
4. Confirm whether the customer comes to see it together, and if there are other business personnel following up
5. Introduction Project, give a rough explanation based on the model, and only promote two house types at a time
6. Take the customer to see the site and introduce it while walking.
7. The salesperson is not selling the house to the customer, but Buy a house for a customer.
Techniques for dealing with different types of customers:
1. Arrogant type: first stabilize the other party, and take the opportunity to find out the weaknesses through the characteristics of the product
2. Joke salesperson type
3. Impulse type: the difference between buying and not buying is a matter of one thought, highlighting the features and selling points of the product, implying that the product is popular, and taking advantage of it
4. Promotion Three vomiting and four types: No objection to the salesperson, but in a state of silence. How to deal with it: Carefully investigate the real reason for the inability to make a decision.
5. The golden house hidden type: The man goes with the woman and the man expresses silence Silent. Ways to deal with it: Win over the woman with a steady attitude and pay attention to the man at the right time.
6. Mature and steady type: When negotiating with the salesperson, he is persistent in pursuing you and is not easy to persuade. Ways to deal with it: Treat each other with a normal mind Wait, guarantee by the quality of the product, the reputation of the company, and the image of the enterprise.
7. Inexperienced type: Want to buy a house but can’t make a decision. How to deal with it: cut the knot quickly, be reserved, and let the customer I think you are a real estate expert.
8. The big and small eaters type: delicate in mind, like to find faults, and drive down the price. How to deal with it
: Don’t be soft-hearted, adapt to borrowing force, and use the atmosphere to relatively suppress.
9. Feng shui divination type: Don’t care about materials, don’t care about structure, only care about orientation and orientation. Coping method: modern perspective, appropriate matching Based on Feng Shui.
Wrong ways to avoid in sales practice:
1. When encountering customers who are unstable, unable to remain calm, and eager to sell
2. When the customer asked the price, he thought he wanted to buy a house.
3. Call customers with a low profile.
4. Thinking about buying without detailed consideration is self-absorbed.
5. Whatever the customer asks, answer the question.
6. Customers take a notebook as soon as they arrive, eager to write down their contact information
7. Attack other real estate companies to greatly reduce customers' trust in you.
8. Negate the customer’s opinion
9. Let the customer leave without fully understanding the customer's mentality.
10. Emotional tone is not allowed.
How to calculate the area of real estate?
Building area
The construction area of a residence is very important to home buyers, but calculation The scope is complicated and home buyers need to understand it carefully. The scope and method of required building area in residential buildings are:
1. Single-story residential buildings, regardless of height, are calculated as one floor, and the building area is based on the perimeter above the corner of the building's exterior wall. Horizontal area calculation. Single-storey houses with some internal floors (such as attics) should also have their floor area calculated.
2. For residential buildings with more than two floors, the building area is calculated according to the sum of the building areas on each floor, and the building area on the ground floor is calculated according to the first method above. Therefore, the building area is also called the "building expansion area" for multi-story and high-rise buildings.
3. The building area of basements, semi-basements and equivalent entrances is based on the peripheral horizontal area of the exterior walls above them (but does not include lighting wells, moisture-proof layers and protective walls, etc.).
4. Stairwells, elevator shafts, garbage lanes, ventilation ducts, etc. in multi-story and high-rise residential buildings are included in the total building area based on the natural floors of the building. If the technical floor of a high-rise building (for placement of pipeline equipment and maintenance) exceeds 2.2 meters, 100% of the building area shall be calculated.
5. Doors protruding out of the wall, corridors with roofs and pillars, eaves and awnings, such as the "arcades" in cities such as Beijing and Tianjin, and the handwriting corridors in Sihe courtyard, etc. The building area is calculated based on 50% of its projected area.
6. In multi-story or high-rise buildings, the building area of stairwells, water pump rooms and water tank rooms, elevator machine rooms, etc. that protrude beyond the roof envelope shall be calculated based on the peripheral horizontal area of the maintenance structure.
The areas that are not included in the construction area of residential buildings are:
1. Mezzanines, inserts, technical floors with a floor height less than 2.2 meters and basements with a floor height less than 2.2 meters and semi-basement.
2. Components, accessories, decorative columns, decorative off-duty curtain walls, stacks, wall bases, column-free awnings, etc. that highlight the house wall.
3. There are no overhead corridors between houses.
4. The roof of the house, the balcony, the garden on the sky, and the swimming pool.
5. The operating platform in the building, the inclined plane and the platform that uses the space of the building to place boxes and tanks.
6. The arcades and street-crossing strata are used as the lane passage portion of the road.
7. Houses built using approach bridges, elevated roads, and pavement as roofs.
8. Mobile houses and temporary houses.
9. Independent chimneys, pavilions, towers, tanks, pools, underground civil air defense trunk lines and branch lines.
10. Expansion joints between houses that are different from the interior of the house.
Usable area
The concept of usable area in a residential unit is the sum of all net areas within the entrance of each residential unit except for the wall thickness. These include bedrooms, living rooms, halls, corridors, kitchens, bathrooms, storage rooms, wall cabinets (excluding wall cabinets), and indoor stairs (according to projected area). When using the space inside a pitched roof as a room, half of the area must have a net height of not less than 2.1 meters, and the remaining part must have a minimum net height of not less than 1.5 meters. If the above requirements are met, it can be counted as the usable area, otherwise it will not be counted as the usable area.
Sales area
Commercial housing is sold by "units" or "units". The sales area of commercial housing is the building area in the unit or unit purchased by the buyer (hereinafter referred to as The sum of the building area within the suite) and the shared public building area. The formula is expressed as: sales area of commercial housing = building area within the unit + allocated public building area.
1. The building area within the suite consists of the following three parts: the usable area within the suite (unit), the wall area within the suite, and the balcony building area. The calculation principles for each part of the building area within the apartment are as follows:
(1) The usable area within the apartment (unit)
Residences are calculated according to the method stipulated in the "Residential Building Design Code". For other buildings, calculations shall be made in accordance with the methods specified in the special building design codes or with reference to the "Residential Building Design Code".
(2) The area of the inner wall of the unit
The dividing wall between each unit (unit) of the commercial building, the separation of the unit (unit) and the projection area of the public building space, and the external wall (including gables) are all common walls. Half of the horizontal projected area of the common wall is included in the wall area within the suite.
The horizontal projected area of non-public walls is all included in the wall area.
(3) Balcony construction area
The balcony refers to the space for residents to enter outdoor activities and dry clothes.
Balconies can be divided into various structural types according to the design and planning: convex balconies, semi-convex and semi-concave balconies, concave balconies, columned balconies, platforms and other structural types.
Balconies can be divided into enclosed and unenclosed balconies for various purposes according to the building area requirements.
The "Real Estate Measurement Code" stipulates that the area calculation icon for balconies does not distinguish between building types, only fully enclosed or unenclosed. The building area of a fully enclosed balcony is calculated based on half of its peripheral horizontal projected horizontal area.
(4) Building area in the suite = usable area in the suite + wall area in the suite + building area in the balcony
2. Apportioned public building area
The shared public building area consists of two parts:
(1) Elevator shafts, stairwells, garbage chute, transformer room, equipment room, public hall or corridor, etc. are functionally the entire building The construction area of service public buildings and management buildings.
(2) 50% of the horizontal projected area of the dividing wall between each unit and the building space and the external wall (including gable).
The public building area does not include any basements, carports, etc. that are rented or sold as independent spaces, and basements used as civil air defense projects are not included in the public building area.
The calculation method of the public building area: the area of the entire building is deducted from the sum of the building areas of each unit (unit) of the entire building, and the basement and basement that have been sold or rented as independent spaces are deducted. The building area such as carports and civil air defense projects is the public building area of the entire building.
Divide the public building area of the entire building by the sum of the building areas of each set of the entire building to obtain the public building area apportionment coefficient of the building.
Must-do "homework" for salespeople
Now, the salesperson profession has begun to decline, which can be proved from the commission situation. Two or three years ago, the commission of a Beijing salesperson could generally reach 3 to 4 thousandths, but now it is generally only 1 to 2 thousandths. Some real estate projects simply do not recruit formal salespeople, and instead the bosses find their own relatives to take their place. But a good salesperson can still make a big difference. "Market Survey" is a required course for all real estate salespeople. The so-called "market survey" means that sales staff visit the sales offices of surrounding properties with questions that need to be investigated to conduct market research. This kind of visit does not require concealing one's true identity, because any real estate sales must go to other real estates for "market research." The more detailed the results of the "market survey", the better. The purpose is to receive customers in the future and know the surrounding properties. After all, customers are not willing to buy a property from a "foolish person".
People with sales experience are very different from those who are just starting out. Mr. Xu majored in property management in college. After graduation, he worked in property management in high-end office buildings for two years and then became a salesman. It has been four years now and he is now working as a sales manager for a real estate development in Xizhimen, Beijing. In his words, successful salespeople are very attentive. "Men look at shoes, and women look at bags. Once a senior salesperson meets a customer, he will know whether he is a potential customer.
For customers who are contacted for the first time, the salesperson must try every means to understand the other party's true intention to purchase a house. A good salesperson usually has a work diary to record the customer's intentions, physical characteristics, and even car make. If you only remember the customer's name and phone number, you won't be able to remember it after two days. ”
The biggest taboo of sales staff is not to say bad things about the surrounding properties. The reason is simple. Maybe one of the customers is the buyer of the nearby properties. If the sales staff talks about the shortcomings of a certain property, then the customer will definitely not If you like it, you may turn around and leave. The most annoying thing is to find another salesperson. When encountering this situation, experienced salespeople will first confirm what the customer says, and then turn around and talk about the outstanding advantages of their own property. Where, let customers believe that it is wiser to buy the property that you sell. There are many types of customers, some are for self-occupation, and some are for investment. Among self-occupied customers, there are more impulsive people, which is also the case for property sales. The customer is the customer's favorite, and the customer can hand over the deposit neatly without much effort. If you meet an investor, it will be more difficult to deal with such people, which requires the salesperson to have rich experience in purchasing properties. More advanced sales skills. At this time, the property seller has to play the role of a financial planner to help the customer calculate the complex investment rate of return. In the salesperson’s own words, “In fact, it is all nonsense. No one knows about investing in housing now.” make money. "Most of these investors are women, and they basically take their time. Many of them simply take house viewing as their hobby. Therefore, salespeople need to be very patient with this type of people. For example, if the project is promoted, If there is a new project or any promotions, you have to call them to inform them. The customer may come to pay the deposit one day.