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Newcomer training materials

The first chapter introduces the basic knowledge of real estate.

From today on, your words and deeds not only represent yourself, but also show the image of the whole property and company in front of customers or peers, so you should ask yourself to be a high-quality real estate professional, especially for a newcomer, learning professional knowledge is very important, and understanding professional common sense is the first step for you to become an expert.

Section 1 Technical Terms

1, real estate can be divided into:

(1) The primary market refers to the land market monopolized by the state, and the land acquired by developers from the state is called the primary market.

(2) Secondary market: The houses built by developers on the acquired land are sold and rented for the first time, which is called secondary market.

(3) Tertiary market: resale, lease and mortgage after being sold to individuals.

2, raw land, just a piece of land, did not meet the requirements of building a house (water, electricity, coal).

3. Rehmannia glutinosa is called Rehmannia glutinosa, which only meets the construction requirements.

4. What is "three links and one leveling"

"Three links" refers to electricity, water and access, and "three links" refers to land leveling.

*5. What is "seven connections and one leveling"

Meet the requirements of population residence. "Seven connections" refers to electricity, water, gas, telecommunications, sewage, water and service roads, and "one leveling" refers to land leveling.

6. What are domestic housing, export housing and affordable housing?

The fundamental difference between domestic housing and export housing lies in the characteristics of land.

(1) If the land for export houses is leased or sold, the floor price shall be calculated according to the floor area ratio. The target customers are foreigners, Hong Kong, Macao and Taiwan or locals, and the land is fixed.

(2) Domestic housing land is not limited, and the target customers are locals or foreigners. Since 1998, land lease has also been implemented in domestic housing. Generally speaking, the lease term of residential land is 70 years. Domestic housing types include foreign domestic sales, domestic domestic sales and high-standard domestic sales (remittance).

*(3) Affordable housing, with cheap land and low price, is used by the government to solve poor households and may not be listed and traded for five years.

From August 200 1 year/day, the land use right of the above three types of residential houses will be 70 years, and the restrictions on domestic and foreign sales and other trading objects will be lifted.

7. Calculation formula:

Floor area ratio: total construction area/land area.

Building density: building area/land area × 100%

Greening rate: total greening area/land area × 100%

Centralized greening rate: centralized greening area/land area × 100%

Housing rate: interior construction area/construction area × 100%

Construction area = interior construction area+sharing area = interior construction area × sharing coefficient.

Public sharing area includes: small public area (floor public area) and large public area (ground floor lobby and equipment floor).

Interior construction area = enclosed area+interior wall area+partition wall area /2

= Building area/distribution coefficient

Closed balcony: area calculation 100%

Open balcony: 50% of the area.

The attic, terrace and garden on the first floor are generally given away.

Requirements for residential delivery

(1) Delivery of use permit and occupancy permit

(2) Quality assurance

(3) Product instruction manual

Premise, all qualified (including water, electricity, coal, communications, etc. )

8. What are agents and intermediaries? The difference between the two

Agent: Serving the secondary market is a bridge between developers and buyers. The business volume accepted by the agency is large and systematic. In addition to participating in market research, land selection and construction planning departments in the early stage of development, it also includes advertising packaging and sales implementation after the completion of the real estate, with emphasis on cooperation, which is a collective behavior and active marketing.

Intermediary: Serving the tertiary market, it is a bridge between small business owners, buyers and lessees. The recipients are scattered and unsystematic, and only strengthen the implementation of sales and provide a lot of information. It is independent operation and passive marketing.

Section 2 Current Policies on Mortgage, Provident Fund and Blue Seal Account

Foreword, the content of this section changes irregularly according to the changes of relevant national policies and the changes of real estate in the stage of market economy development. The following is a summary of the basic contents of the current mortgage, provident fund and blue-printed account policy.

I. Mortgage (individual housing commercial loan)

1, mortgage conditions

(1) At present, real estate mortgage is divided into local household registration mortgage and national mortgage. Generally, buyers who can provide local identity cards and household registration can get a large amount of mortgage loans, mostly 80% of the total house price.

(2) For another kind of national mortgage and overseas mortgage that developers strive for, buyers must provide ID cards, household registration and proof of working in this city for about two years, and some even need to provide proof of investment in this city or temporary residence permits. In this way, ordinary banks can provide mortgage loans of 50-70% of the total house price.

(3) Both of them should provide proof of income to prove their repayment ability. The monthly income must be greater than or equal to twice the monthly repayment amount of the mortgage loan, and the certificate of overseas income must be notarized by the local embassies and consulates in China.

(4) The mortgagor's age is generally not more than 65-70 years old, the annual quota is limited to 65-70 years old, and the age difference is the longest loan term, which is not more than 30 years.

2. Expenses related to mortgage loans.

(1) The notary office collects notary fees.

(2) Insurance companies charge insurance premiums according to the number of loans and the loan period.

(3) Mortgage contract registration fee in the trading market: 200 yuan.

3. The mortgage must be purchased by an individual, not a company.

The second is personal housing provident fund loans.

1. Conditions for handling provident fund loans:

(1) must be a local household registration.

(2) Accumulated provident fund deposit for more than two years before application and normal deposit for six consecutive months.

(3) There is no default on provident fund loans.

2, provident fund loan amount

(1) Maximum 65438+ million, 30 years.

(2) Calculation formula: balance of provident fund account ×20

3. Advantages of provident fund loans

(1) Low interest rate

(2) Some buyers.

Third, the policy of applying for Shanghai Blue Seal Account (suspended from April 2002 1)

Four. Other policies

1, personal adjustment tax refund for house purchase

Buyers who bought commercial housing in this city from June 2003 to May 30, 2003 1998 can apply for tax refund. The time limit for tax refund begins (the down payment is registered by the tax bureau after the house is signed) and ends (May 30, 2003).

2. Preventive measures

The high-paying class should pay attention to tax refund, and the tax base of the total tax refund is less than or equal to the house price.

Chapter II Basic Qualities and Requirements of Sales Staff

The content described in this chapter is extremely important. It outlines the basic qualities that must be possessed by an excellent and extraordinary salesman. Some come from the body, and some are cultivated. Seriously study and feel its connotation and extension, and experience it from the bottom of your heart, and you will dig out infinite wealth from it, reach this realm, and then step into the hall of successful people.

The first section salesman quality

First, innate quality

From the analysis of successful salespeople, they basically have the same innate character. Consider the following five points:

1, confident

Always think that you are the greatest miracle in nature, and firmly believe that your self-worth is infinite. Have the belief that the goals you set will be achieved, don't set traps for yourself in advance, and don't give up halfway ("it's impossible, only you are willing or not"). Have confidence in the real estate you sell, and different products meet the needs of different people ("transaction is market").

2. Sponge thinking

Good at asking questions, hungry for knowledge, like a sponge, constantly absorbing water and nutrients that are dozens of times heavier than themselves in the ocean of knowledge. Always be good at discovering the source of new knowledge, from professional training, colleagues, customers and life ("three people must have a teacher, and three moments of thinking will gain something")

3. Regard faith as life.

Be able to strengthen your beliefs, concentrate on realizing your ideals, eliminate any distractions and difficulties, and resolutely follow your own path. If you don't succeed, you will die.

4. Thought and spirit are like sea and the sky.

Generous, inclusive, honest, open-minded, never haggle over every ounce, love life, benevolent people are invincible, and anyone is your friend ("to lose is to take advantage").

5. Exercise of physical quality

As the saying goes, the mind is willing, but it is not enough. Whether you have extraordinary physical strength and brain power is the standard related to the size of your development space.

To sum up, if you have these three characteristics, you can decide that you will succeed. If you have all five, you can achieve your life.

In the final analysis, successful people are always very few, so to be one of these very few people, you must have something extraordinary in character, thinking and ability. In any environment, we should ask ourselves to be superior to others and avoid following the crowd and being smart.

Second, acquired quality.

Acquired means that what people cultivate slowly through their efforts in their respective environments is changeable.

1, persevere and constantly cultivate your ability to overcome difficulties.

2, positive, unwilling to lag behind, enterprising.

3. Take the initiative, don't rely on it

4, passionate personality, like to communicate with people.

5. Work hard, be conscientious and meticulous.

6, specializing in scientific research, can do the job.

7. Employees who are ambitious and want to be bosses are good employees.

8. Be able to live in harmony with colleagues and become an example for others to learn.

9, like new things, constantly update ideas.

10, follow the instructions and resolutely complete it.

1 1. Don't be afraid to make mistakes. Once you know it, correct it.

12, extrapolate, flexible mind.

13, good at summarizing and improving rapidly.

14, articulate and express freely

15, be a careful person in life and understand the thoughts of human nature.

16, organized and good at arranging.

17, start from small things, start from small things, don't be arrogant.

The latter three are counterproductive, extreme and cautious.

18, regard money as life and fight for it.

19, willing to show, bravely take the lead

20. Attach importance to the enemy ideologically and despise the enemy psychologically and emotionally.

Section 2 Standards for Excellent Sales Staff

I. Self-discipline

1, obey the rules and discipline, achieve high standards everywhere, never arrive late and leave early, do not follow the crowd, and have strong self-control.

2. Get rid of bad habits, develop a good style, pay attention to gfd, talk etiquette, and do a good job of self-cleaning.

3. Finish what you can do today, so that you can work in a planned way and finish your daily work on time and with high quality.

4. Stay energetic, get up early, be full of energy every day, and treat customers with the same enthusiasm.

5, emotional adjustment, so that it is not affected by emotions, good at self-regulation, always smiling at life.

6, do not pick customers, treat all customers, including the market, can be enthusiastic, regardless of good and evil.

7. Interpersonal relationship: get along well with colleagues, never haggle over every ounce, never compete for customers, help others fairly, treat colleagues' customers more enthusiastically than their own customers, and the team spirit is engraved in their hearts.

Second, the business aspect.

1, personalized sales style, open-minded and eager to learn, learn from each other's strengths and form a unique sales style.

2. Study the major, learn to ask good questions, often communicate and discuss with colleagues, be not ashamed to ask questions, often read professional books and newspapers, and devote yourself to the real estate industry.

3. Adjust the market every month, so that no matter how busy you are, you can stick to the rest day to adjust two or more new market properties and make a correct judgment on the properties.

4. Keep a diary diligently, so as to keep a business diary every day and analyze the gains and losses in depth.

5. Cherish customers, cherish time, cherish customers very much, and strive for one in ten thousand hopes. Incoming calls are carefully recorded and tracked, every minute is grasped, and the importance of time is deeply understood.

6. Know yourself and know yourself. You are invincible. You know the environment, transportation and living functions of your real estate like the back of your hand. You personally visit every nuance, carefully analyze and compare the competitive real estate, and experience the best words.

7. Change roles, gain trust, do meticulous service, make customers feel ungrateful, and turn themselves into friends and staff officers, thus generating high trust.

8. Grasp the customer, so as to quickly judge the customer type, adjust the sales strategy in time, and let the customer transfer according to the wishes of the salesman.

9. Effectively solve the real demand, so as to plan the customer's consideration, solve the real demand, and help customers choose the room type and the most suitable payment method.

10, correctly use SP, skillfully use SP (promotion means), integrate and apply it to intangible.

1 1, the ability to tackle key problems has given us rich practical experience, and we can solve customer problems satisfactorily and have strong ability to tackle key problems.

12, guiding newcomers from practice to theory, constantly analyzing and summing up experience, can rise from feeling to rationality, and effectively guide newcomers.

Chapter III Introduction of New Real Estate

Stepping on the street, adjusting the market and sweeping the building are the best and fastest ways to get started in real estate. At the same time, it can cultivate all kinds of qualities that an excellent salesperson should have, which is the first level to test whether a new person is suitable to become an excellent salesperson. Doing it seriously and laying a good foundation will be very beneficial to future sales practice. The following briefly expounds the functions and significance of the three.

* Step on the street in the first quarter

First, the concept and significance of stepping on the street

Walking in the street, as the name implies, is walking in the street, feeling the environmental area and recording related things, including public utilities, transportation, commerce, road conditions, education, medical care, real estate and so on. The purpose is to understand the surrounding situation and supporting facilities of the property to be sold, explore the potential and characteristics of the lot, and cultivate a sense of region. First, if you are in it, feel the influence of the environment on your life. From another point of view, as a real estate salesman, it is very important to be familiar with the location of products, because the location of buying a house is the first priority in the eyes of buyers. Only by accepting the location first can you find a real estate that suits you in your favorite location. Therefore, the seller must first learn to step on the street and cultivate his love for this position, so that the explanation will be handy and infectious.

Walking in the street can cultivate the quality of salesmen;

1, persevere; 2. Enduring patience; 3, patient and meticulous work ability

Second, how to step on the street, its methods and precautions

1, preparation before stepping on the street

(1) Take a map and enlarge and copy the tread area.

(2) Draw a map of the street area with a pencil.

(3) Choose the street route

(4) Take a few copies, a pen and a notebook, and get ready to go.

Step 2 record things on the street

(1) Roads and traffic

(2) public facilities, commercial facilities, education, medical care, institutions,

(3) the surrounding buildings, including built, under construction, not built, sold, sold, unsold,

3, step on the street method

(1) Mark various symbols of the items to be recorded on the map and mark them in the notebook;

(2) Multi-graph method

Give each map different content, classify and record, and mark directly.

(3) Diversion and merger method: use a piece of paper to record all the matters of a main road, and then arrange them on a map.

4. Precautions for walking in the street

(1) Walking in the street is very hard, so some salesmen will try to be lazy in various ways, such as riding mopeds and copying others. If this loses the meaning of walking in the street, walking in the street will only be effective if you are tired.

(2) Walking in the street is boring, so walking in the street is often mechanical. If you do this, you will lose the function of walking in the street. You should feel it with your heart, and you will have a sense of region, which will be effective in your future work.

Third, fill in the form and summarize the work after stepping on the street

(1) drawings

When drawing, the position is required to be accurate, meticulous and meticulous.

Suggestion: Draw three maps, namely, commercial supporting map, transportation, education and medical allocation map, and surrounding real estate map.

(2) Fill in the form

The purpose of filling in the form is to refine every place on the map and enrich its content.

(3) Display and full expression.

Section 2 Market Regulation

First, the content and significance of market adjustment

As the name implies, market research is to do market research, investigate the situation of competitive real estate, investigate the real estate situation, market consumption and customer demand in the same area and different surrounding areas, and understand the sales characteristics of competitive real estate. Market adjustment is the best way for a newcomer to get started, and it is also the most direct and effective way for real estate professionals to understand market changes.

Market adjustment is to let sales staff know the position and position of the real estate they sell in the market under the condition of understanding the competitive real estate and market, so as to know ourselves and ourselves.

Second, how to adjust the market, methods and matters needing attention

There are many methods of market regulation, that is, to choose the best one according to the different situations of the investigated cases (including price and location), and at the same time, the selected method should be suitable for oneself (market regulator).

The main methods are: (1) Position yourself as a property buyer.

(2) Position yourself as an employee to look at the house for the company.

(3) Position yourself as an intermediary company.

(1) Position yourself as a property buyer: generally used for low-priced buildings. If the market tone is particularly mature, it can be used anyway.

Psychotherapy: first determine the source of funds.

Language processing: Don't be too organized and professional. Ask more unimportant details, such as whether there is a bar, how to hang clothes on the balcony and so on.

Specific plan: In order to know more details, you can use more than two times to repeatedly market a case, find the same salesman, get a warm reception through communication, and learn more.

Note: To get rid of self-psychological barriers, some difficult contents of the market can be inquired by phone without meeting.