How to deal with real estate speculation by property consultants

Recently, some colleagues occasionally discussed with me the problem of real estate speculation by property consultants, which reminded me of a very interesting story. We can think about the motivation of real estate speculation according to the theory of this story, but it is not the lowest motivation (the lowest one is to earn more money). In the 19th century in Texas, there was a foreigner named Jose, who tried to flee to his hometown after robbing a bank in Texas. However, the Texas police were notoriously tough, chasing after him and crossing the border, and finally arrested him in a small Mexican town. However, after the police brought Jose back, they didn't even find a coin in his pocket. He must have hidden the money and fled somewhere. The police decided to interrogate him so that he could tell where the money was hidden. However, there was a big problem during the trial. Jos was interrogated in American English, but Jos only understood Spanish, so they asked a local citizen who had a little knowledge of Spanish to act as an interpreter. The policeman first gave Jose a good beating and asked, "Where is the money hidden?" The translator said to Jose in Spanish, "The police asked you where the stolen money was hidden?" Jose struggled and said, "Tell the police, I won't tell them!" " The translator told the police: Jose said he wouldn't tell you. Impatient policemen drew their brushes and guns on Jose's head, and said to the translator, "Tell him, if he doesn't say where the money is hidden, we will shoot him ...", but the translator did not dare to neglect it and translated it to Jose truthfully. Jose didn't expect the police in Texas to be so inhuman. He looked up at a row of dark guns and prepared to save his life first. He said to the translator dejectedly, "Tell them that I hid the money on the bridge over the river." The translator turned to the policeman and said, "Jose said that if you killed him, he wouldn't tell you where the money was hidden!" " Next, it is conceivable that the translator must have got on the fast horse and went to the bridge to find Nabi's great wealth. This long joke tells us that everyone's behavior will be guided by maximizing their own interests. When you entrust others to do something for you, if their interests are inconsistent with yours, then don't expect this thing to be done as you wish. This phenomenon is called "incentive incompatibility" in economics. According to this principle, the police should tie the interests of the people who work for you to themselves, and should say to the translator in advance, "We will take some of the money as a reward for this successful trial, but! Don't play tricks. If we smell something wrong, we will arrest you and punish you more than the criminals! " Under the interests and fears, this translation will certainly do the right thing well. In any sales incentive mechanism in any sales office, have we really evaluated its "incentive compatibility"? It should be incompatible. Because the appetite of property consultants can't be easily satisfied compared with previous years, after all, everyone has the desire to make more money, and the means have emerged in an endless stream. At the same time, the price of a large number of projects in the market is expanding rapidly, and the difficulty of their transaction is much asymmetric with the actual commission. The edification of a large number of investment customers and the frequent "irregular" profits of Party A's internal personnel make the original huge incentive become small. Furthermore, the cost forced us to lower the sales commission points and increase the penalty amount of real estate consultants. These are very practical problems, and there is nothing to avoid. The slick real estate consultants have to use the advantage of proximity to make money by speculating in real estate. For a 1 million house, the commission is less than 2, and the accumulated commission for many years is invested. It is very eye-catching to get tens of thousands or even hundreds of thousands of months. In terms of sales volume, what they buy is the same as that of customers and developers' insiders. They have to find a way to sell it themselves. As for the general price trend, it is determined by the price system of the project itself, and the minimum price will not be lower than the price they buy. As for how to buy it, they have to find a way. Some people are not completely bad for the project. However, if such a thing is too indulgent, it will affect the normal sales and control of the project housing, and affect the customer's reputation of the project. 1. Too many internal real estate speculation will affect the sales and control, often because of the advantage, good housing and cheap housing will be left by themselves first, often without aboveboard handling, which will affect the normal sales of housing and easily lead to disharmony in the relationship between colleagues; 2. If you find a lower discount through internal relations, or buy it earlier, the price itself is low. In order to get a good hand, the price is often lower than the current sales price, which also affects the sales of other houses and has an impact on the project price system; 3. As an employee of Party B, the salesman of the agency company often feels that the team management is lax and the house is sold cheaply when he asks for a discount from Party A or changes the name of the financial contract. In serious cases, Party A will punish the agency company by compressing or deducting the agency commission, creating disharmony between Party A and Party B; 4. Real estate speculation is to earn the difference (more than Party A's). When real estate speculation is renamed and sold, it often involves huge money transactions. The most common way is for the salesperson to pay a better down payment, first set the house, and then find an opportunity to sell it, so that the buyer can sign the contract again. The unit price is still filled in according to the price bought at that time. After calculating the current price difference, coordinate with the customer and give the difference to the salesperson (or other body double). In addition, according to the process, the house purchase contract is signed, the bank mortgage is handled, and a contract is changed to make a lot of money by refinancing or prepayment. How bad! Once you are disgusted by customers and break the news, it will have a huge personal image for the project. However, now that the name change has requirements for the Housing Authority, they will take risks again (in fact, they don't want to be too specific and understand these ways). In the current sales system, there are often incompatible interests, or that is, everyone has the desire to make more money. If it is too limited, it will be difficult to do it. For example, if you can't rename it, it's not good! How about this? 1. First of all, senior officials above the sales manager level should be self-disciplined and fire other people's houses, not their own! Or use your head and don't blatantly speculate! Better not fire! Otherwise, it's a crooked shoe, and it's difficult to manage and convince employees. 2. Party A must be persuaded to avoid the phenomenon of real estate speculation within Party A's relationship as much as possible, let alone give preferential rights easily, let alone accept the preferential application of Party B's personnel! Declare that Party B will not bear any responsibility for the problems arising from this! It's best to promise to buy houses for Party A's employees (and it's best to tell the salesperson), and the discount will be cashed by Party B (it is estimated that there is no agency to send this nerve, in fact, it is recommended to do so to increase employees' feelings, after all, it is estimated that there are not many employees who actually buy houses). We once gave a 1.5% commission discount to a married employee who bought a house. The comrade knew that the discount was not given by Party A, but the sales manager gave so many tears and worked hard! Very obedient! 3, the sales manager should do a good job of sales control, it is best to be strict and more confidential! For example, good houses are sold and controlled in twos and threes (just find an excuse, that is, Party A kept them and gave them to a leader), and the remaining open house customers can't grab them, so there are fewer opportunities for real estate speculation. Good houses are flowing (comrades, the leaders of a good house don't want it, they can sell it). If there is a good house, the price is high, the customers will rob the head, and the salesman will not speculate foolishly. 4. Real estate speculators don't take the commission on the house. If the sales manager doesn't know about it, he won't pay the commission (if he doesn't know, it means that the salesman is clever and flawless, so there is nothing that affects sales, but most of them can't be discovered). If necessary, he will be punished! Sales managers have the right to sentence (sales managers who set an example are often very prestigious)! 5, the company should have punishment regulations for the sales manager, and it can't form the behavior that the sales manager collects benefits, colludes with and shields real estate speculation! 6. When the sales staff of real estate speculation sell the house, the sales price shall not be lower than the current price of similar houses (avoid looking for discounts and buying early and selling at a lower price), thus affecting the work of other salesmen and the promotion of other houses. Setting a threshold so that the price they sell is flat or slightly higher can also drive the project. Put all the above ideas into rules! There is only punishment if there is a problem! In addition, cultivate their hidden consciousness! Not encouraging them! But real estate speculation is inevitable, and they dare to take risks and are willing to fight. Don't make too much trouble!