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, buy and sell inherited houses

Commercial housing----- --Houses that can be used for residence and office

Residential houses----------Houses used for residential purposes.

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, 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 space with movable partition walls, 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 ownership certificate —-House certificate used to prove house ownership.

Construction permit certificate--Used to prove that the construction complies with regulations and is approved for construction.

Late fee-----Due to A If Party B's project is delayed or Party B's payment is delayed, the liquidated damages shall be paid.

Engineering drawing-----Construction project plan drawing

Ink line drawing-----Building interior Structural diagram

Sit north and face south---means the hall faces south.

Zuo Qinglong---the left side is green, a sign of auspiciousness

White Tiger on the Right-----The white tiger on the right side of the house is a sign of evil

One-time payment---pay the amount in one go.

Instalment payment---- -The accurate payment is paid 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 protection Elevators ----- Elevators specially used for fire extinguishing, including elevators for smoking and exhaust.

The three major parts of the bathroom---wash basin, bidet, and sitting toilet.

Five major items in the kitchen---sink, wall cabinet stove, cooking table, range hood.

Market segmentation-----products are updated in different types to avoid market supply and demand. .

Insurance------total principal and interest × 5.5‰ × total number of years (mortgage)

Floor area ratio-----total building area and land area ratio (usually excluding basement)

Two books----1. Instructions for use of commercial housing 2. Housing quality guarantee letter

Building density----building area and 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 false actions to prompt customers to purchase during sales

Occupied area-----Project land area (including buildings)

Building area--- ---The ratio of the actual area occupied by the building

Greening rate-----------The ratio of greening area to the total floor area

Usage rate ----------The ratio of usable area to building area

Standard floor height--------3 meters

Price difference---- ----Price difference caused by different plane orientation (location)

Subject price difference----Price difference caused by different floors

Bargaining space---- -Bargaining price difference

Pipe room----used to house various types of pipe space

Technical risk-----technology cannot keep up

The main requirements of customers for purchasing a house:

1. Location

2. Building appearance

3. Floor plan in the city (larger living room is better , don’t have the door facing the living room. The door of the bathroom should not face the hall, the hall is square and square, easy to decorate).

4. Ventilation and lighting (main rule, selling point)

5. Surrounding Environment

6. The marketing focus of real estate: a. Contemporary nature (seizing the gap in the market) b. Lifestyle c. Safety d. Comfort e. Convenience

7. Consumer motivation for buying a house a. Emotional motivation b. Rational motivation: Convenience, practicality, reliability, economic real benefits, vision to purchase c. Location motivation: d. Intuitive motivation: Like the price at first glance

About Judgment of body language:

Unsure when speaking------may be lying

Shaking feet------may be impatient

Put the pen in your mouth----need information

Don't dare to look straight-feeling guilty

Clench your hands-----anxiety

Little feet Shaking ----- being indifferent to your opinions

Rubbing hands ----- having expectations for things

Practical combat: team vs. spirit: there are no super individuals, only super ones Group battle (e.g. Lion King style)

Strategy: Ignore the enemy

Tactics: Pay attention to the enemy 1. Manage the spirit 2. Manage the heart, attack the heart: make the customer lose slightly in battle One plan 3. Governance: continuous learning 4. Governance: adapt to changes

The rule of two: the skill of inviting, how to find the extraordinary from the ordinary.

Judge the quality of a house Bad: Look at how many foreigners live there

Risk factors affecting real estate: 1. Policy risks

2. Economic risks (market supply and demand)

3. International risks (financial turmoil)

4. Technical risks (shabby project quality)

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 points 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 it

5. Introduce the project, give a rough explanation with the model, and only promote two types of apartments 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 buying the house for the customer.

Techniques for dealing with different types of customers:

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1. The arrogant type: stabilize the opponent first, and take the opportunity to find out the weaknesses through the characteristics of the product

2. The joke salesperson type

3. The impulsive and volatile type: buy There is a difference between not buying it and not buying it, highlighting the features and selling points of the product, implying that the product is popular, and leveraging the power

4. Pushing, talking, and speaking: no objection to the salesperson, but in a state of silence. How to deal with it: Carefully Investigate the real reason for his inability to decide.

5. Kanewu Cang

The coquettish type: When going with the woman, the man will remain silent. How to deal with it: Win over the woman with a steady attitude, and pay attention to the man in a timely manner.

6. Mature and steady type: When negotiating with the salesperson, he pursues her relentlessly and refuses to give up. Easy to persuade. How to deal with it: treat each other with a normal attitude, and guarantee the quality of the product, the company's reputation, 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 mess quickly with a reserved attitude, making customers think you are a real estate expert.

8. A size-matching style: Delicate in mind, like to find faults, and aggressively bargain. How to deal with it: Don’t be soft-hearted, adapt to borrowing money Force, relative pressure with atmosphere.

9. Feng Shui calculation type: Does not care about materials or structure, only cares about direction and orientation. Coping method: modern perspective, appropriately combined with Feng Shui.

Mistakes to avoid in sales practice:

1. When encountering a customer who is 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. What the customer asks, what to answer.

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 real estate area

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 light 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, the building area shall be calculated as 100.

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 doorway 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 sloped 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: commercial housing sales area = built-in area and shared 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) The building area in the suite = the usable area in the suite, the wall area in the suite, the balcony building area

2. Apportioned public building area

Apportioned The public building area consists of two parts:

(1) Elevator shafts, stairwells, garbage chute, transformer room, equipment room, public halls or corridors, etc. that functionally serve the entire building The construction area of ??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 allocation 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, women look at bags. An experienced salesperson will know if the customer is a potential customer after meeting him face-to-face. For the first time a customer is contacted, the salesperson must find ways to understand the other person's true intention to purchase a house. Okay. Salespeople usually have a work diary to record the customer's intentions, physical characteristics, and even the car brand. If they only record the customer's name and phone number, they will not be able to remember it after two days."

Sales. The biggest taboo of the staff is not to speak ill of the surrounding properties. The reason is simple. Maybe one of the customers is the buyer of a nearby property. If the salesperson talks about the shortcomings of a certain property, the customer will definitely not like to hear it and may turn around and leave. The most annoying thing is to find another salesperson. . When encountering this situation, experienced salespeople will first affirm the customer's statement, and then turn around and talk about the outstanding advantages of their own property, making the customer believe that it is wiser to buy the property they 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 salesperson's favorite customer. The customer can hand over the deposit neatly without much effort. If you meet an investor, it will be more difficult. This type of people have rich experience in purchasing properties, which requires the sales staff to have more advanced sales skills. At this time, the property salesperson must play the role of a financial planner to help customers calculate complex investment return rates, using the sales staff's own "In fact, it's all nonsense. Nowadays, everyone knows that investing in housing is not profitable." Most of these investors are women. They basically take their time. Many people simply regard house watching as their hobby. . Therefore, salespeople need to be very patient with this kind of people. For example, if a new project is launched, or there are any promotions, they have to call them to notify them. Maybe one day the customer will come to pay the deposit.