Basics of real estate sales!

Basic knowledge of real estate

The general term for real estate and real estate (also known as real estate).

The general term for real estate and its rights (possession, use, income, disposal, etc.).

The general term for real estate land and its rights (use, income, transfer, etc.).

The real estate industry is engaged in real estate development, operation, management and services. Including: land development, house construction, maintenance and management, paid allocation and transfer of land use rights, sale and lease of house ownership, real estate mortgage loans and real estate market.

Real estate development carries out infrastructure and house construction activities in accordance with the nature and requirements of use on land that has obtained land use rights in accordance with the law. It includes the entire process from site selection to delivery, and consists of land acquisition, demolition and resettlement, planning and design, water supply, drainage, power supply, electricity and communications, access roads, greening, housing construction and many other contents.

Land development develops raw land (which refers to land that has not been developed and has not yet been converted into construction land) into usable land.

In housing development, developers who have obtained land use rights will level the land, build roads, lay water pipes and heating networks, and then build various types of houses and public facilities.

The energy system includes power supply, heating, gas supply (coal gas, natural gas, liquefied petroleum gas) and other facilities.

Water supply and drainage systems include water intake projects, water delivery projects, water purification projects, water distribution pipe networks (upper and sewers), drainage pipe networks (sewers), sewage treatment, and discharge projects.

Economic housing is commercial housing sold to the majority of low- and middle-income families at a low profit price (commercial housing with social security features, which is economical and applicable). Not everyone can buy it, they must meet the conditions stipulated by the local government and go through a numbering process to purchase.

Commercial housing developers obtain land use rights at market prices for development and construction, and the real estate is circulated on the market with the approval of the Land and Resources Bureau. After obtaining the real estate certificate, it can be transferred, rented, inherited, Fixed assets mortgaged and exchanged.

"Five certificates, two books and one form" for commercial housing

Five certificates: "State-owned land use certificate", "Construction land planning permit", "Construction project planning permit", "Building Project Construction License" and "Commercial Housing Sales (Pre-sale) License".

Two books: "Commercial Housing Quality Guarantee" and "Commercial Housing Instructions".

One form: "Commercial Housing Completion Acceptance Record Form".

The construction of unfinished buildings has not been completed and the construction has been stopped midway. The main reasons for the unfinished development of real estate projects are: insufficient funds, serious quality problems in design and construction, etc.

Buildings and houses that have started construction but have not yet been completed. That is to say, the building on the drawing is in the initial stage of construction, and the delivery time is long. The price is favorable, and you can resell it after buying it to earn the price difference.

The off-plan houses have pre-sale conditions and are commercial houses that have not yet been completed and delivered for use (low prices, large selection space, complete unit types, and the ability to monitor building materials and quality).

The existing house has been inspected and accepted by the project quality supervision department, and has obtained quality certification documents, and can be delivered for use as a commercial house (ready to buy and move in, high price, outdated apartment type, limited choice space).

Second-hand houses have obtained property ownership certificates and are being transferred again.

The starting price is the "starting price", which refers to the lowest sales price among all the listings of the property (generally refers to the price of buildings with poor unit type, orientation, and layout. The price difference on each floor ranges from tens to hundreds of yuan. etc.).

Basic price is the "basic price", which refers to the basic price per square meter of commercial housing determined through accounting. The base price is based on the real estate pricing method and has nothing to do with the starting price (different floors and orientations will lead to different prices).

The average price is the average sales price of the property. The average sales price per square meter can be obtained by adding the sales prices of each house in the property and dividing the sum by the sum of the building area of ??each unit. price.

Land ownership refers to the landowner’s rights to possess, use, benefit from, and dispose of land in accordance with the law.

State land ownership The state has the right to possess, use, benefit from and dispose of land owned by the entire people.

Collective land ownership Rural collective economic organizations have the right to possess, use, benefit from and dispose of the land that belongs to them according to law.

The land-use rights transfer state, as the land owner, transfers the land-use rights to the land users based on the service life, purpose, urban planning and other conditions of the designated land parcels, and charges the land users The act of transferring land use rights.

House ownership has the right to fully control the house, including: right of possession, right of use, right of income, and right of disposal.

Property management is the act of professional companies or institutions accepting the entrustment of owners (or users) to implement professional management of properties and provide efficient and thoughtful services to owners (or users).

The property management content includes the management and maintenance of the house and its ancillary equipment, the management of cleanliness, safety, greening, public facilities, roads, etc. in the house area, and providing other services to the owners. Comprehensive or special services, etc. Property management falls under the category of community management.

The owners' meeting is an organizational form composed of all owners in the property management area and has decision-making power over property management in the area.

The Owners’ Congress is composed of owner representatives in the property management area and is an organization with decision-making power on property management in the area.

The owners committee is composed of owner representatives in the property management area. It is an organization that implements autonomous management of the property on behalf of all owners. It is elected by the owner representative conference or owner representatives.

Year-over-year refers to the comparison between the nth month of this year and the nth month of last year. For example, February this year is better than February last year, and June this year is better than June last year. Year-on-year growth rate = (number in this period - number in the same period last year) / number in the same period last year × 100.

Comparison between the month-on-month period and the previous statistical period. For example, comparing July 2015 with June 2015 is called month-on-month. Chain growth rate = (Number of this period – Number of previous period)/Number of previous period × 100.

Basic knowledge of construction

Three connections and one leveling are water connections, electricity connections, access roads, and land leveling during land development.

Seven connections and one level provide water supply, drainage, electricity, telecommunications, gas, heat, roads and land leveling.

The lateral width of a one-bay residential house.

The actual length of the house.

Story height is the height from the lower floor to the upper floor, including the thickness of the floor, in meters.

The net residual value of the net high-rise height minus the thickness of the floor slab, that is, the distance from the upper surface of the floor slab to the lower surface of the upper floor slab.

The balcony has a rain cover, a stepping surface, and no protruding part of the building exterior from the windshield.

There is no rain cover on the terrace and there is a footrest.

Exterior bay windows are windows that protrude from the wall, and the size of the bay window is about 40 to 60 centimeters.

Shear walls are walls in houses or structures that mainly bear horizontal loads and vertical loads (gravity) caused by wind loads or earthquakes.

The place where the first door of the entrance hall is entered, the door opening area.

A building with more than two floors of apartments for multiple families.

Pure office buildings are buildings designed to provide office activities for the daily operations of various companies.

The complex building is a building that integrates homes, offices, shopping malls, etc.

Commercial and residential SOHO nature, integrating home and office.

SHOPPINGMALL is a commercial area integrating shopping, entertainment and leisure. It originated in the United States and is also known as the sixth commercial format.

A loft house occupies two floors, connected by internal stairs.

Duplexes originate from jump floors and are superior to jump floors. The general room type is that the upper and lower floors are connected in the living room or dining room, and the upper and lower floors are separated in other locations, with internal stairs.

The attic (mezzanine) is actually one floor, but the floor height is higher than that of a single floor, generally between 3.5 and 4.5 meters.

The biggest difference from a duplex building is that the floor height is different. The structure is based on a single-story structure, and only the area of ??one floor is counted in the property area.

The split-level standard single-story building (floor height 2.8 meters) is lower than the floor heights of duplex, mezzanine (loft), and jump-type buildings. It only divides some functions on the ground and top. They are all elevated by tens of centimeters and then connected by several steps to achieve the effect of enriching the longitudinal spatial form.

The brick-concrete structure is composed of load-bearing walls made of bricks and concrete, and the four sides and beams cannot move.

The frame structure is made of reinforced concrete poured into load-bearing beams and columns, which is suitable for large-scale industrial construction and has high efficiency. The load-bearing walls are on the beams and columns, and the walls can be opened freely.

The durability of a house. The number of years a house can maintain normal use is related to the design standards, construction materials, construction quality, usage conditions, and maintenance. Generally speaking, steel structure: 60 to 80 years; brick-concrete structure: 40 to 60 years; brick-wood structure: 30 to 50 years; other structures: less than 15 years.

House classification

According to functional purposes: residential buildings (communities, high-end residences), industrial buildings (factories, warehouses), commercial buildings (facades, shopping malls), offices Housing (office building), administrative housing (housing for military, school and other units).

According to building structure: steel structure, reinforced concrete structure, brick-concrete structure, brick-wood structure and other structures.

According to ownership: public housing (directly managed public housing and self-managed public housing, etc.) and private housing.

Land classification

According to the degree of development and utilization: raw land and cultivated land.

According to building function: construction land and non-construction land.

Divided by use: residential land, commercial service land, industrial land, warehousing land, municipal public facilities land, transportation land, greening land, special land, etc.

Land use rights

The land owner’s right to use the land according to the land classification (that is, the right to operate, utilize and benefit from the land in accordance with the law).

Public ownership of land takes two forms, namely collective ownership and state ownership. Rural land takes the form of collective ownership and is collectively owned by farmers; urban land takes the form of state ownership and is owned by the whole people. No individual can acquire ownership of land.

How land use is obtained

Allocation: free use, such as schools, hospitals, military land, airports and other municipal construction projects.

Assignment: Obtaining the right to use from the state for a fee. There are three types of transfers: agreement transfer (such as 2 million to 2.5 million/mu), bidding transfer (a minimum price is proposed, and the price is obtained according to the purpose of use and price), and auction transfer (the highest bidder gets it, and it is obtained through formal channels on the premise that it is not illegal). Way.

Real estate market

The real estate market is divided into the following three levels:

Primary market: with land as the main body (also called land market, land transaction market).

Secondary market: After developers obtain land use rights, they invest a certain amount of funds in construction and sell the property rights to demanders in the form of payment or gifts (the buying and selling market for new commercial housing).

Tertiary market: The recirculation of houses in the consumer market, including sales, mortgages, transfers, and leasing (second-hand houses).

Land use period

When the state transfers land use rights to land users, the number of years that the land users can use the land is agreed upon by both parties.

The land use right transfer period is: 70 years for residential land; 50 years for industrial, education, science and technology, culture and health, sports and comprehensive or other land; 40 years for commercial, tourism and entertainment land. If the use needs to be converted, the difference in land price over the period of time must be paid, and if the state specifies it, the implementation will be followed.

What to do after the land use period expires: The state has the right to unconditionally take back the land; the main body of the building is not a dangerous building after inspection by the quality control department, and the existence of the project does not affect urban planning or city appearance, as long as After paying the land transfer fee to the government, you can continue to use it, that is, you can purchase the land at the current land price for a period of time specified by the government, otherwise it will be taken back unconditionally.

Article 149 of the Property Rights Law stipulates: When the term of the right to use land for residential construction expires, it will be automatically renewed.

Regulations on the division of residential floors

Low-rise residences: 1 to 3 floors; multi-storey residences: 4 to 6 floors; mid- and high-rise residences: 7 to 9 floors; high-rise residences: 10 to 10 floors 30 floors; super high-rise residential buildings: 30 floors or above.

Various areas:

The base area is the horizontal area outside the bottom floor of the building, that is, the construction area of ??the first floor of the building.

The total building area is the sum of the horizontal projected areas within the periphery of the exterior walls (or columns) of each floor of the building.

Family building area refers to the building area owned by each household (or unit). The "construction area" or "sales area" that customers often refer to when purchasing a house refers to the "construction area per household".

The full name of the apartment area is the apartment building area, which consists of three parts: the house use area, the wall area and the balcony building area.

The usable area of ??the house in the suite is the area of ??the space used in the house. It is calculated based on the horizontal projected area and according to the following regulations: the usable area of ??the house in the suite is the bedroom, living room, hall, corridor, and kitchen in the suite. , toilets, toilets, storage rooms, closets and other space areas. The internal stairs in the suite are included in the usable area based on the total area of ??the natural layers, excluding the internal chimneys, ventilation ducts, and pipe wells in the suite that are included in the structural area. The thickness of interior wall decoration is included in the usable area.

The wall area within the suite refers to the area occupied by the walls surrounding the space used within the suite. There are two types of walls: public walls and non-public walls: public walls include the dividing walls between each suite. The walls of this suite and the public building space are included in the wall area within the suite based on half of the horizontal projected area; non-public walls Public walls, such as free walls within a suite, are all included in the area of ??the wall within the suite based on their horizontal projected area.

The building area of ??the balcony in the suite is calculated based on the horizontal projected area between the balcony periphery and the exterior wall of the house. The closed balcony shall be calculated based on the entire horizontal projection, and the unenclosed balcony shall be calculated based on half of the horizontal projection.

Practical area and usable area

Practical area = building area - structural area. Structural area refers to the area occupied by structural components such as concrete and brick masonry of the house. Practical area is also called carpet area, net area or effective area, and the area used in the set, that is, the area where carpet is spread on the ground and the carpet is covered later.

Usable area = building area - structural area - auxiliary area. Auxiliary area refers to the area occupied by auxiliary rooms such as kitchens and bathrooms. Therefore, practical area > usable area.

Public building area and shared area

Public building area refers to the usable area inside the main body of the building and outside the door, including the shared public area **Building area and public *** building area that cannot be apportioned.

The public building area that should be allocated includes indoor and outdoor stairs, cantilevered stair platforms, internal and external corridors, foyers, elevator rooms, stairwells with protruding roof structures in multi-story buildings, etc., that is, public stall buildings. area. In daily use, it is also generally referred to as the common area or the common area.

The public building area that cannot be apportioned refers to the public building area that, in addition to what is listed in the previous paragraph, is not included in the floor area ratio when the building is submitted for construction and the relevant documents stipulate that it is not apportioned. The building area of ??the public building includes motor garages, non-motor garages, fire refuge floors, basements, semi-basements, equipment rooms, overhead structure transfer floors with beam bottom elevations not higher than 2 meters, and overhead structures used for public recreation or transportation. Places etc.

The public building area (including those that should be apportioned and those that should not be apportioned) should be managed uniformly by the housing property management department, and its property rights should belong to those in the building who participate in the apportionment of the public building area. All owners own it together, and the property management department is not allowed to change its use functions or rent (sell) it for a fee.

The definitions of various areas in the formula above are in written language. In order to facilitate understanding, the relationship between each area is now sorted out as follows:

The commonly said building area = building area of ??each household.

It is often said that the area within the suite = the building area within the suite = the usable area of ??the house within the suite, the wall area within the suite, and the balcony area within the suite.

The total building area = the sum of the building areas of each household = the single-story building area × the number of floors.

The actual calculated building area = the building area within the suite and the shared area.

Various ratios

Floor area ratioFloor area ratio = total building area ÷ buildable land area.

National standard floor area ratio: villa: 1~0.8, generally 0.8; high-end residential area: 2~2.5; mid-range residential area: 3; low-end residential area: 4.

Building density (coverage rate) Building density = floor area of ??the building ÷ buildable land area.

Green space rate and green coverage rate

Green space rate refers to the ratio of the sum of all types of green space within the community land to the community land. Land within 1.5 meters from the building exterior wall and 1 meter from the road edge and land with surface soil less than 3 meters deep will not be included in the green space area, regardless of whether there is greening on them.

The green coverage rate refers to the ratio of the sum of the green vertical projection area to the community land. The shadow of the tree and the square tiles planted with grass in the middle of the open-air parking lot can be counted into the green coverage rate, so the green coverage rate can sometimes reach more than 60%. The greening rate advertised by real estate developers when selling properties is actually the greening coverage rate.

Sell-out rate (sales rate) In the field of marketing, the sell-out rate refers to the sales rate within a certain period of time. This statement comes from Taiwan. In the field of real estate, it is called sales rate, which mainly refers to the percentage of sales of a certain product to the total volume in a specific period. To reduce the volume, that is, the sales volume. Sales rate = number of units sold ÷ total number of units.

Apportionment coefficient Apportionment coefficient = shared building area ÷ building area, that is, shared area ÷ building area.

Practical rate (room acquisition rate) and utilization rate

Practical rate (room acquisition rate) = apartment area ÷ building area = (use area, wall area, balcony area) ÷ building area Area = 1 - apportionment factor.

Usage rate = usage area ÷ construction area.

Extended information

About real estate sales skills

1. Put the important selling points first

Based on the primacy effect of this sales Based on the theory of psychology, the selling points introduced to customers first will achieve effective results and will also gain a deep impression. Therefore, the obvious selling points of the property should be mentioned first. ?

2. Form the trust psychology of customers

Only trust can be accepted. Trust is the basis of real estate sales skills. Trust can be divided into trust in real estate and trust in people. Neither of these two points can be ignored. Everyone should learn some sales skills on how to verify the product. ?

3. Trust your own house

Every house has advantages and disadvantages, and you must not distrust your own because of the shortcomings. house. If you don’t trust your own house, your confidence will be insufficient, and your clients will notice. Treat the house as your own child, and your children are always better. With this emotion, you will do well. This is an important real estate sales tip. ?

4. There should be highlights at the end

Put the important things at the beginning, but don’t ignore the end. It can’t end in an anticlimactic manner, because there is a recency effect, and customers will still Form a deeper impression on what you hear later. You can put some less important things in the middle, and leave some highlights at the end, ending abruptly so that the customer's mouth is filled with fragrance and excitement. By the end of your introduction, the customer should be excited to buy.

Reference materials

Baidu Encyclopedia-Sales Skills