How do foreign real estate agents work?

How do foreign real estate agents work?

A real estate agent refers to a natural person and legal representative who acts as an intermediary to facilitate real estate transactions and collect commissions in transactions such as the sale, lease and transfer of houses and land. Anyone engaged in real estate sales belongs to a real estate agent.

Most people simply confuse real estate agents with sales representatives, but in North America, the positioning of real estate agents is very accurate, and their services also show real value.

In the United States and Canada, 85% of real estate transactions are conducted through intermediary services, which shows their people's trust in the real estate intermediary industry. The main reason is that they have unique real estate agency management system and operation means.

If citizens need to buy a house, they can entrust a broker to handle it on their behalf. The first step is to tell the broker on the phone the requirements of buying a house. After making an appointment by telephone, the broker will bring 10 copies of the property information of independent houses to the door to introduce them one by one, and show the location schematic diagram of each house, the overall layout of the community (knowing the surrounding environment and supporting conditions) and the floor plan of each house. After comparing these materials, citizens can ask brokers to accompany them to the field for further understanding and finally choose real estate.

The second step of buying a house is to talk about the price. If you think that the price is high, the broker immediately said that he can try his best to quote the highest price he can bear. Three days later, I was informed by phone that the developer had promised to reduce the price or not.

The third step is to put forward the requirements for interior decoration. In North America, when developing detached houses, only 1-2 buildings are generally decorated for buyers' reference. After paying the deposit, the buyers can make decoration requirements within the scope stipulated in the contract according to their own choices. The agent will provide samples of carpet texture and color and the combination and model of kitchen equipment for the buyer to choose, and then the agent will inform the developer to complete the decoration according to the user's requirements within two days after confirmation.

The fourth step is to formally sign the contract. The content of the contract is very comprehensive, and it is guaranteed that there will be no sales disputes. The broker will go to a notary company for notarization (mainly to confirm the legality of the houses and venues sold) and register them in the local real estate registration office. Soon, the buyer will receive a copy of the transfer contract. When buying a house, the down payment is not enough to borrow money from the bank with housing mortgage. After paying off the principal and interest within the specified time limit, hand over the original contract to the buyer. At the same time, send a copy of the contract with a notice that the registration fee should be transferred, and you can transfer it directly to the nearest bank, thus completing the brokerage process.

The United States has a complete system of real estate agents, which is bound by relevant laws. For example, if consumers find that real estate agencies have false statements, false promises, multi-agency in real estate intermediary services, do not distinguish between public and private funds, resort to deceit to obtain licenses, make false advertisements, harm customers due to lax supervision by salesmen, and conceal actual profits, the real estate agencies will be suspended or revoked.

Some successful real estate agents in the United States are engaged in real estate sales, and there are some marketing rules for real estate agents to refer to.

Successful sales experience of American real estate agents

(a) to sow, don't just wait for the harvest.

In real estate marketing, there is a word called "agriculture", which literally means farming. This word is most often used in training new brokers, because buying and selling houses is not a one-time business for many people, some take one or two years, some three or four years, and of course several months. Therefore, brokers should plant seeds anytime and anywhere and establish their own image among friends, friends, colleagues and neighbors around them. You see, in the United States, brokers account for five thousandths of the population, that is, one broker in 200 people. The competition is fierce, so we should do a good job in interpersonal relationships at ordinary times.

(2) It is easier to keep seven old customers than to find a new one.

The meaning here is that the advertising cost of finding a new customer is very high, which is equivalent to the cost of asking an old customer to introduce you to seven customers. For example, the average advertising fee spent on a new customer is $65,438+0,050, but if your old customers introduce a customer or repeat customers, the cost is only $65,438 +0.50 (7X 150), that is, if you spend a little money on old customers, you can have new customers. Generally, the money spent on old customers is cards, and small ones are used for holidays. Good real estate agents often become good friends of clients' families, which is the best marketing method.

(3) Interpersonal network is superior to media advertising.

The so-called interpersonal network refers to the communication circle between people. This is one of the best advertisements. Be sure to expand your social circle, go to church, hometown association, homecoming, chamber of commerce, community service and so on. Know one more person, just multicast the seeds once, and maybe they will sprout, blossom and bear fruit that day.

(4) Want cherries instead of lemons.

Cherry here means cherry, which means delicious, meaning good customers, and lemon is not delicious. Slang means inferior products and implies bad customers. In real estate sales, it is to do well the business of customers and avoid bad customers, because there are many good people and many bad people. If your customers are not good, it will be difficult for you to do it, even painful, which will affect your mood and hurt you. One more thing, good people's friends are often good, and their friends have great opportunities to become their own customers.

If you don't have repeat customers, you should go home.

When several new clients have bought and sold houses, they have never introduced friends, which means they are not satisfied with your work. It is impossible for real estate sales to rely on new customers. So the number of repeat customers determines whether you can do this business or not. Indeed, it is very similar to a hotel in this respect. Therefore, brokers must take good care of existing customers.

Running orders and black intermediaries are the heart disease of the brokerage service industry, so what about in the United States?

(1) Run the order

The so-called runaway bill refers to the phenomenon that consumers, buyers or sellers, after using the services of real estate brokers, dump the brokers, refuse to pay the commission that should have been paid when signing the sales contract formally, and directly trade with the buyers or sellers. This phenomenon exists in various places to varying degrees. In this regard, because the legal system and mechanism of American real estate agents are sound, consumers can't exploit loopholes, even if there are loopholes, they won't and dare not run. In China, due to many complicated reasons, the phenomenon of running orders exists to a certain extent, and no comprehensive statistics have been seen, only the people who run orders and the brokers who run orders know.

The phenomenon of running a bill is an immoral behavior of consumers, which exploits the loopholes of law and real estate agents. For their own self-interest, they hurt the vital interests of brokers and refused to pay their commissions. It's essentially the same as a liar's money. Although it is not a robbery, it is also a secret robbery.

(2) black intermediary

Black intermediary refers to the phenomenon that real estate agents do a series of harm to consumers by extremely immoral or illegal means when they are engaged in real estate agency intermediary business. For example, lying, cheating, eating the difference, misappropriating customers' funds, misappropriating customers' house payment, and even absconding with money. Black intermediary is the black sheep of the real estate industry, which has seriously damaged the reputation of the whole real estate intermediary. It is not enough to punish black intermediaries only with routine administrative and fines. Only with strong criminal punishment can black intermediaries be eradicated.

(C) the relationship between running orders and black intermediaries

A consumer used a broker after evading the bill. Although the agent may have had an argument with him and may have been scolded several times, it is still worth it if he doesn't give out thousands or even tens of thousands of dollars. He's still psychologically flattered. Of course, he won't go to the major media to announce his evasion. As for the broker, the client ran away, and maybe the company is still complaining about him. He was wronged psychologically and his work didn't pay off. He can only blame himself for his bad luck and refuses to tell outsiders, let alone tell the media that people will leave you alone if you go.

However, it would be terrible if consumers were cheated by black intermediaries. It seems that the end of the world is coming, and he will complain to various media and consumer protection agencies, asking for newspapers and television. The media also looked forward to the opportunity to take this opportunity to care about the sufferings of the people, so everyone gathered firewood and the black intermediary was notorious. But why don't the media promote "black police", "black courts", "black tax officials" or other black places? Because the media is not independent and impartial, the media dare not do so. Compared with many domestic institutions, brokers are vulnerable groups, and the media are also discriminating against the intermediary industry.

We should look at the problem of black intermediaries and running orders from a fair standpoint and not be misled by the media. The vast number of consumers hate black intermediaries. In fact, brokers hate black intermediaries more than consumers. Is it fair to run a single ticket? Is it not worth hating? Don't you need to eradicate it? We cannot make the media fair, but we can.

Therefore, the intermediary industry should learn from its American counterparts, unite and establish a powerful real estate broker association covering all provinces and cities, strive for the legitimate interests of brokers, eliminate the discriminatory propaganda of the media, strengthen its own perfection, and make brokers a powerful professional social group to enhance its influence in formulating various real estate policies.

Private List of Real Estate Intermediary Services

In addition to black intermediaries and running orders, the problem of private orders of real estate agents also plagues the brokerage service industry.

The so-called private bill is the illegal act of real estate agents embezzling commissions and not handing them over to the company after making bills in the work of buyers and sellers. Black intermediary is an immoral practice in which brokerage companies use deception to cause great economic losses to consumers, while it is an immoral practice for consumers (buyers or sellers) to dump brokers in order to save commissions after using their services. It is most appropriate to describe the phenomenon of brokers' private orders by eating inside and picking outside. As the saying goes, it is difficult to prevent domestic thieves, but you still have to settle down when you are busy. While denouncing black intermediaries and running orders, we should also formulate corresponding measures to eradicate the phenomenon of private orders. The following is.

(A) Multi-agency is the main reason for the phenomenon of private orders.

Because most of the domestic houses are not exclusive agents, but many agents, this creates good conditions for brokers to make private orders. Because it is not an exclusive agent, the house is not under the control and supervision of a company. It is not clear who the company sold it to. If it is an exclusive agent, it is difficult for brokers to make private orders, which is also an important reason why there are almost no private orders in the American brokerage industry.

(B) Strengthen the company's internal control and auditing system

Brokerage companies should formulate strict internal measures to strengthen the supervision and punishment of brokers. Once the phenomenon of private subscription is discovered, legal procedures should be taken instead of letting it go.

(c) Government departments should also participate in eliminating the phenomenon of private bills.

The real estate authorities from the state to all provinces and cities should also formulate relevant laws and regulations to severely crack down on illegal acts of brokers. It is difficult to be effective only by internal monitoring of brokerage companies. It is necessary to strengthen the punishment for private waybill brokers, such as revocation of business license or license and high fines.

(4) It is one of the important tasks of real estate industry associations to put an end to the phenomenon of private orders.

The purpose of local real estate associations is to serve the majority of real estate brokers, and at the same time, they also shoulder the function of eliminating illegal and immoral behaviors among brokers. Trade associations should also formulate corresponding measures to jointly crack down on private orders with brokerage companies and government departments.

If even the phenomenon of illegal private orders within brokers can't be banned, then the image of brokers can't be affirmed by the general public, and it is also empty talk that the brokerage industry is on the road of healthy development.

The process of buying and selling houses in America

In the United States, how to make an order if the buyer and the seller don't meet? Did the two brokers meet to reach an agreement? In fact, neither agent of the two sides meets. Below, the author will use a house transferred last Friday (March 2) to introduce the process of buying and selling houses in the United States.

(1) Find the house that customers like.

In the middle of February last year, at 65438, a very good client of mine (a native of Taiwan Province Province, who was the president of a large company in Texas, helped him buy a house for investment every year from 2004 to 2006, and introduced two or three guests to me every year) introduced his personnel manager to me and asked me to help her buy a house, because she was a single girl and didn't want to buy a big one. After talking to her on the phone, I took her to see it twice a year later, a set of *** 15 apartment, seven or eight sets at a time, which was not her favorite. At the beginning of February, I saw a newly listed house in our MLS, so I drove for 30 minutes, looked at it and thought she would definitely like it (I knew what kind of house she liked after seeing it twice before), so I called her and asked her to come and have a look, fearing that there would be many people on weekends. After she came to see it, she liked it very much. 1700 square feet (about 170 square meters), three bedrooms, two bathrooms, two restaurants and two garages, covering an area of 60 feet wide, 120 feet deep. Asking price 147500 USD (147500 USD).

(2) Set an offer.

Let's go back to the office together and check the details of this house on MLS, such as when it was bought, who the owner is, what the tax value is, and how much it was when it was bought. As a result, the seller bought a new house at 200 1, and the purchase price could not be found. The tax is $65438 +039000. Then check CMA, that is, the sales situation of this house in the past six months, to determine whether the seller's offer is reasonable. After reading it, the quotation is reasonable, and the estimated transaction price will be between 142000 and 145000. At that time, I will make a good bid with my buyers. Finally, I will make a good bid 13800, and I will buy and sell.

(3) Negotiate with the seller

First, I called the seller's agent, who works in Coldwell Bank (ERA was the parent company of 20th century +38 years). His surname should be Italian, but he has never met him, but he is very polite. He said that his seller bought a new house, which was built in April. Welcome to quote. I faxed the contract to him, and the form of the buyer's quotation is as follows. In this contract signed by the buyer, there are *** 12 pages. The version of the contract is uniformly stipulated by the state government, and brokers are only allowed to fill in it and are not allowed to change it.

(four) the main contents of the contract

1) Bid:138,000 USD. 2) Deposit: 1000 USD. 3) First installment: 10%. 4) Property right company: * * and property right company 5) Property right insurance: paid by the seller. 6) Survey drawing: paid by the buyer. 7) Option: The buyer can unconditionally terminate the contract within 7 days and return the deposit in full to the buyer. 8)/kloc-within 0/0 days, if there is a problem with the seller's property rights, the buyer will terminate the contract and the deposit will be refunded. 9) If the buyer can't get the loan within 20 days, the buyer will inform the seller and the deposit will be refunded. 10) After receiving the information from the property management company, the buyer can terminate the contract within 7 days and return the deposit. 1 1) The seller agrees to pay $370 to buy one-year house maintenance insurance for the buyer. 12) The transfer date is February 23rd. 13) The seller pays the buyer's brokerage company a commission of 3%.

(5) The seller's counter-offer.

The seller's agent called back the next day and said that everything else was agreed, but here is the seller's counter-offer.

1) Price145,000 USD 2) If the loan cannot be paid within 18 days, the seller will be informed. 3) The transfer was made on February 23rd, but the seller mainly rented a new house for construction (April 5th), and the seller paid the buyer $40 every day.

(6) the buyer's return price

I called my buyer and told her the seller's counter-offer truthfully. We studied it and decided to offer the counter price of 14 1000 USD (14 1000 USD). I sent an email to the other party the next day (24 hours), and the buyer's counter-offer was 14650. But the other party has not replied. I'm a little worried about making a mistake halfway. I asked the seller's agent if there was an offer from someone else. He said no, nor did he say whether our counter-offer was low or not. Because the house is very good, there are others waiting to see if we can negotiate. Generally speaking, the seller's agent can't talk to other buyers until he can't talk to us. It's easy to wait until the seller returns the price, 144000 USD, and then one thousand USD lower, but only if we cooperate with his new house.

(7) The buyer and the seller reach an agreement.

I gave a lecture to the buyer, and the seller offered $65,438+044,000, and at the same time accommodated the time when he moved into his new house (the seller paid the buyer $40 every day when the new house was ready). I suggest a counter-offer of $65,438+043,500 to the seller, and the seller will agree. Call John and ask the seller if he agrees. John replied that the seller agreed. In the United States, the general transaction price is 95-97% of the asking price.

In this way, the contract was negotiated and revised in about 5-6 days. The buyer signed it first. I scanned it into the computer and sent it to John. He sent it to his seller, printed it out, signed it, emailed it to me, and printed it out in quadruplicate, one for the buyer, one for himself, one for the loan company and one for the property right company.

(8) Deposit and loan application

The next day, I went to the property rights company and handed over the deposit of $65,438+0,000 and the contract to the property rights company (the deposit is required 48 hours after the contract takes effect). At the same time, I faxed the buyer's loan information to the loan company (not the bank) I cooperated with. They help to apply for loans, but also need a license to engage in housing loans. I have a mortgage broker in Texas (also known as a loan license).

(9) Check the house

I called a friend with a license from home inspector, Texas, and asked him to inspect the house. The next day, the inspection was completed. He sent me the inspection report and took photos of all the problems with a digital camera. Let me have a look. There is nothing serious, only a few minor problems.

(ten) require the seller to repair.

Give the buyer an inspection report and write a list to the seller in order to correct the problems. The buyer said I could do it at will, and then sent the test report and maintenance list to the seller's agent. A day later, the seller agreed to all the terms except one, and finally the buyer agreed, and the contract went smoothly. If the buyer terminates the contract, the seller shall return the deposit within 7 days after the contract comes into effect.

(eleven) loan approval

The buyer's credit score is very high, more than 800 points, which is the third one I have ever seen (the average score of Americans is 680 points). The appraisal of the appraisal company has also come out (the loan company is responsible for it), the survey map is good (the property right company is responsible for it), the property right is fine, and the property right insurance is good (the property right company is responsible for it), so the loan is approved, which usually takes about 15 days.

(12) Transfer of ownership

Because the buyer was on a business trip, the transfer date was postponed from February 23 to March 2, that is, last Friday, the seller went to sign it at 1 pm. Because the buyer was very busy, the property right company was far away from her office, and the address was unfamiliar to her, so I went to her office to meet her, signed with the buyer at 2: 30 in the afternoon, paid the down payment and loan, and then completed the ownership transfer. The seller also paid the rent and sent her back to the office. When the seller's new house is built, it will be about March 25, and the house will be handed over to the buyer. The seller paid a 3% commission and earned $4,305. The whole process went smoothly and the buyer was very happy.

In the end, neither the buyer nor the seller and their brokers have met, nor have the buyers met the people from banks and loan companies, but everyone has personally met the people from property rights companies. At the same time, the property right company itself is a notary office, and most of the transfer documents need to be notarized, while the sales contract does not need any notarization.

Real estate commission system

Commission in real estate transactions has always been the most concerned issue for buyers and sellers and every real estate agent. The differences between China and the United States in the real estate commission system can be said to be worlds apart. Because the author is familiar with the commission system in the United States, he only learned it from the domestic media. If there is any incompleteness, please criticize and correct me.

(1) Entrustment is related to the agency system.

In the United States, because most real estate agents are exclusive agents, that is, the seller only signs an agency agreement with a brokerage company, and this broker (company) has to serve the seller, and the seller mainly pays the labor remuneration-commission, so it is impossible for the seller to find a broker to sell the house. The agency relationship here is also an employment relationship. I help you sell the house, you pay me, I can't sell it, and you don't have to pay me (only get a commission after selling it), which is fair. Government laws stipulate that all real estate agreements must be in writing, which is binding on both parties.

In China, it is generally not an exclusive agent but a number of agents, that is, the seller sells the house to several brokerage companies at the same time, and whoever sells it counts. This situation is good for the seller and bad for the broker. In this multi-agent model, there is no employment relationship between the seller and the broker. At the same time, it is difficult to understand that the seller does not pay any remuneration to the broker who helps him sell the house, but the buyer pays the commission.

Real estate agents are also members of our broad masses of people, not all of whom are morally corrupt. But this kind of real estate agency system is obviously unfair to brokers. In an unfair state, how can there be a favorable reason to put all the responsibility on the broker? Have we analyzed the cause of the incident and looked at it from a fair standpoint? Those brokers are also forced by life. Are their hard work worthless in the eyes of sellers? If they are their own children, why not give them an exclusive agent? Why pay attention to a few ships?

(B) the reasons for the high commission in the United States

As many people know, in the United States, the commission of real estate agents is relatively high, about 70% is 6% of the house price. There are two reasons. One is that the United States is the sole agent, and 95% of the transactions are completed by two brokers-one representing the buyer and the other representing the seller. So a broker only gets 1-3%, often the buyer's agent gets 3%, and the housing agent who owns the house may get less.

Another reason is that in the early days (1900- 1950), the United States, contrary to China, was vast and sparsely populated. The population of San Francisco was only 400,000 in 1906. At that time, the house price was very low, the population was small, and the house was not easy to sell, so the commission was relatively high, and the seller could only find a broker to sell it. At that time, there was no website, and it was difficult to buy and sell houses without the help of brokers, which was also one reason why sellers paid brokers' commissions.

Houses in America have always been very cheap. First, the population growth is not fast, and second, the land price is not high. Only in the last ten years, house prices have gone up in many places, so the United States began to say that the commission is too high, but the commission is negotiated between the seller and the broker, and there is free competition. In the high-priced area, the commission is also low.

Real estate commission ratio

It is often said that the commission is too high in China, but it is only 0.5%-3% in China and 6% in the United States. Why? Here, let's see what determines whether the commission is reasonable.

(1) Whether the commission is reasonable or not is determined by the income of the seller or the buyer.

Let's look at the situation in the United States first. Take the author's Texas as an example. For selling a house of $200,000, the commission is 6%, and a * * * is1.20,000. The two brokers split it equally, with one person paying $6,000, and it takes an average of 60 to 90 days to sell a house. A broker sells an average house every month (a commission, in Texas, the average house price140,000 USD).

At first glance, 6% is a high proportion, and the seller mainly pays the broker $65,438+02,000. But let's look at the income of families who can afford a house of $200,000. Generally, their annual income is above 70,000 dollars, so their monthly income is 6,000 dollars. The commission paid by the seller is only two months' salary. He buys and sells houses once every six to seven years on average (no commission is needed to buy a house), so.

Let's look at the domestic situation. At present, the state stipulates that the commission is 0.5-2.5%, the sole agent is 3%, there is only one broker, and the buyer pays the commission.

In Beijing, a house of 100 square meter costs 800,000 RMB. The family income of buying this house is RMB 100 for one year and RMB 8,000 for one month. When buying a house, the commission of 3% is 24,000 yuan, which is three times the monthly income of the buyer. If you buy in a short time, the buyer will feel that it is too easy for the broker to make money, and his psychology will be unbalanced, and he will have the idea of running away.

If the commission is 1%-2%, it is 8000- 16000 yuan, which is equivalent to the buyer's salary for one or two months. Maybe the buyer thinks it is reasonable.

However, if the buyer's monthly income is not high, only 5,000 yuan, and the house payment is saved by himself for many years or given by his parents, then the buyer will feel that the 1% commission is high.

Because the gap between domestic housing prices and people's income is too large, resulting in high housing prices but low income, so everyone's psychological acceptance of commission is different. Many times buyers will think that brokers have done nothing and it is unacceptable to earn so much commission. Therefore, it is often difficult to get rid of brokers and deal directly with sellers, which is one of the reasons why many companies focus on the high-end market because of the operational difficulties of intermediary companies.

Generally speaking, whether the commission is reasonable is not determined by the price of the house, but by the income of the buyer. The majority of brokers should also know this. When it comes to commission, it is wise to look not only at the price of the house, but also at the income of the buyer.

(2) The commission ratio is inversely proportional to the number of brokers.

For example, there are currently 6.5438+0.5 million real estate agents (full-time, part-time, five thousandths of the population) in the United States, with an average commission of 6%, and the average commission income of brokers is $50,000 per year. If the commission is reduced to 3%, it is possible to leave half of the brokers, the business volume of each broker will increase, and the commission income will remain at around 50 thousand dollars. In other words, if the commission ratio is low and the house price is low, no one wants to be a broker. When the commission ratio is high and the house price is high, the brokerage industry will be very hot, which is why there are brokers everywhere in Beijing, Shanghai and Shenzhen.

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