What are the most basic knowledge that a new real estate salesman should master?

Commercial housing-a house with secured property rights that can be freely mortgaged for sale and inheritance.

Commercial housing-housing that can be used for living and working.

Residential-functional house for living.

Villa, an independent building for high-level leisure and entertainment, has gone beyond the function of a single house, generally three floors.

Factory-a specific place where products are produced and manufactured.

Tiancuo-a single-family house with a lower grade than a villa, usually located in the suburbs, with a larger plan.

/kloc-elevator-style high-rise building (with elevator) above 0/0 floor/kloc-below 0/00 meter.

A multi-storey building with no elevator below ten floors.

/kloc-super high-rise building over 0/00 meters.

Skirt building-a huge part of the bottom of a building used for shopping centers.

Flexible cubicle-an indoor space with movable cubicle walls, usually used for office.

Open design-non-partition design is beneficial to a wider space, such as dining room and living room.

Public pool-the public parts directly or indirectly used by every household, such as elevators and power distribution rooms.

Mortgage loan-using real estate license and land use certificate as collateral to borrow money from financial institutions.

Mortgage loan-a loan from a bank based on the pre-sale contract of commercial housing.

Land use certificate-a certificate that allows the use of a piece of land.

Pre-sale permit-a document that allows the sale of commercial housing.

Construction project planning permit-

Deed tax 3.8% (including handling fee)

Property certificate-a house certificate used to prove the ownership of a house.

Construction permit certificate-used to prove that the construction conforms to the regulations and allows the construction.

Delayed payment-liquidated damages caused by Party A's project delay or Party B's payment delay.

Engineering drawing-architectural engineering scheme drawing

Ink line diagram-building internal structure diagram

Sit facing south-the hall faces south.

Zuo Qinglong-green and auspicious on the left.

Right White Tiger-The white tiger is on the right side of the house, which is a sign of the fierce side.

One-time payment-pay the money in one lump sum.

Installment-quasi-payment should be made in several installments.

Shear wall-the wall that bears the gravity of the house. You can't knock at will, but you need to apply if you want to knock.

Fire elevator-elevator specially used for fire fighting, including smoking elevator and exhaust elevator.

Bathroom three big pieces-basin, bathtub and sitting toilet.

Five kitchen supplies-washbasin, cupboard, stove and range hood.

Market segmentation-upgrading different types of products to avoid crowding out market supply and demand.

Insurance-Total principal and interest ×5.5‰× total service life (mortgage)

Floor area ratio-the ratio of total building area to floor area (usually excluding basement)

Two copies-1, instructions for the use of commercial housing 2, house quality guarantee.

Building density-the ratio of building area to total area. The bigger the building, the denser the houses.

DM- mailing advertising supplies.

MP- newspaper advertisement

CP- TV advertisement

Pop outdoor billboard

Mg magazine advertisement

SP-False language and false actions that prompt customers to buy when selling.

Coverage area-the land area of the project (including buildings)

The ratio of building area to actual building area.

Greening rate-the proportion of green area to the total area.

Utilization rate-the ratio of usable area to building area.

Standard height -3 meters.

Plane price difference-the price difference (position) caused by different plane directions.

Target price difference-the price difference caused by different floors.

Bargaining space-bargaining price difference

Pipe room-space for accommodating various pipes.

Technical risk-technology can't keep up.

Main requirements for customers to purchase houses:

1. A lot

2. Architectural appearance

3. the layout of the city (the living room is better, don't face the door to the living room. The bathroom door does not point to the hall, it is square and easy to decorate.

4. Ventilation and lighting (main principles, selling points)

5. Surrounding environment

6. The marketing focus of real estate: A. Times (seize the gap in the market) B. Life C. Safety D. Comfort E. Convenience

7. Consumers' motivation to buy a house A. Emotional motivation B. Rational motivation: convenient, practical, reliable, economical and practical benefits. Purchase desire C. Location motivation D. Intuitive motivation: At first glance, I like price intuition.

Judgment of body language;

I don't know what to say.-I might lie.

Shake your feet-you may be impatient.

Pen in mouth.-Need information

Dare not look straight-guilty.

Hold hands tightly-anxiety

Shake your feet-I don't care about your opinion.

Rubbing hands-expecting something.

Actual combat: team spirit: there is no super individual, only super team spirit (such as lion king style)

Strategy: ignore the enemy

Tactics: Watch out for the enemy 1. Control gas 2. Control the mind, attack the mind: let the customer lose slightly in the war. Control power: continuous learning 4. Control change: improvise.

The law of otherness: the skill of invitation, how to find the extraordinary from the ordinary.

Judge the quality of the house: see how many foreigners live in it.

Risk factors affecting real estate: 1. Policy risk.

2. Economic risks (market supply and demand)

3. International risks (financial turmoil)

4. Technical risk (quality of bean curd residue project)

5. Natural risks (natural and man-made disasters)

To answer the phone:

1. Determine the company name.

Express greetings

3. Provide assistance (intervene in product selling points and enter scenic spots)

4. Confirm whether customers come to see it together and whether other business personnel follow.

5. Introduce the project, make a general explanation with the model, and only push two units at a time.

6. Show the scene to the customer and introduce it while walking.

7. The salesperson does not sell the house to the customer, but buys the house for the customer.

Coping skills of different types of customers:

1. Arrogant type: first stabilize the other party and find out the weakness through the characteristics of the product.

2. Joke Sales Staff Types

3. Impulse variability: buying or not buying is the difference between the two, highlighting the characteristics and selling points of the product, suggesting that the product has demand and leverage.

4. Push three and spit four types: no objection to the sales staff, but no position. Coping method: carefully trace back to the real reason why they can't decide.

5. Golden House: Going with a woman to a man shows silence. Coping methods: courting the woman with a steady attitude and paying attention to the man in time.

6. Mature and steady type: It is not easy to convince sales people when negotiating with them. Coping methods: treat each other with a normal heart and ensure product quality, company reputation and corporate image.

7. Inexperience: I want to buy a house but I can't make a decision. Coping method: cut the gordian knot, have some reservations, and let customers feel that you are a real estate expert.

8. There are all sizes of food: delicate mind, like to find faults and bargain hard. Coping methods: not soft-hearted, adapting to leverage, and pressing against the atmosphere.

9. geomantic divination type: don't care about materials, don't care about structure, only care about orientation and orientation. Coping method: modern point of view, properly matched with Feng Shui.

Wrong methods to avoid in sales practice:

1. Encountered unstable, impatient and eager customers.

When customers ask the price, they think they want to buy a house.

3. Call customers in a low-key way.

4. I don't consider the details when buying, and I am very narcissistic.

5. Answer whatever the customer asks.

6. The customer took the notebook as soon as he arrived, eager to write down the contact information.

7. Attack other real estate companies, so that customers' trust in you is greatly reduced.

8. Deny customers' opinions

9. If you don't fully understand the customer's mentality, let him leave.

10. Emotion is not allowed.

How to calculate the real estate area?

covered area

The building area of a house is very important to buyers, but the calculation range is complicated, so buyers need to know it carefully. The scope and method of the required building area for residential buildings are:

1, single-story residence, regardless of height, is calculated as one floor, and the construction area is calculated as the horizontal area of the periphery above the corner of the external wall of the building. Part of the floors (such as the attic) of the single-storey residential building area should also be calculated.

2. For residential buildings with more than two floors, the construction area shall be calculated according to the sum of the construction areas of each floor, and the construction area of the ground floor shall be calculated according to the first method mentioned above. Therefore, the building area is also called the "building development area" of multi-storey and high-rise buildings.

3. The construction area of the basement, semi-basement and equivalent entrance shall be subject to the horizontal area of the external wall (but excluding the lighting well, damp-proof layer and protective wall, etc.). ).

4. Stairwells, elevator shafts, garbage passages and ventilation passages in multi-storey and high-rise residential buildings are included in the total construction area according to the natural floors of the building. If the height of the technical floor (for placing pipeline equipment and maintenance) of a high-rise building exceeds 2.2m, the construction area shall be calculated as 100%.

5. Doors protruding from the wall include corridors, eaves and awnings with pillars, such as "arcades" in cities such as Beijing and Tianjin, and handwriting corridors in quadrangles. The construction area is calculated as 50% of its projected area.

6. In multi-storey or high-rise buildings, stairwells, water pump rooms and water tanks, elevators, etc. Outstanding roof envelope, the construction area is calculated according to the horizontal area of the periphery of the maintenance structure.

Not included in the construction area of residential buildings are:

1, mezzanine, mezzanine, technical layer and basement and semi-basement with height less than 2.2m..

2. Highlight components, accessories, decorative columns, decorative off-duty curtain walls, cribs, footings, column-free awnings, etc. The walls of the house.

3. An overhead corridor with no cover between houses.

4. The roof, terrace, garden on the roof and swimming pool of the house.

5. Use the space of the building and use the * * in the building as a platform, an inclined plane and a platform for placing boxes and cans.

6. Arcades and crossing strata are used as lane traffic parts of roads.

7. Houses with approach bridges, elevated roads and sidewalks as roofs.

8. Movable houses and temporary houses.

9 independent chimneys, pavilions, towers, tanks, pools, underground civil air defense trunk lines and branch lines.

10, expansion joint between houses with different rooms.

Utilization area

The concept of usable area in a residential suite is the sum of all net areas except the wall thickness of each residential entrance. Including bedroom, living room, hall, corridor, kitchen, bathroom, storage room, wardrobe (excluding hanging cabinets) and indoor stairs (according to the projected area). When the space in the sloping roof is used as a room, the clear height of half the area is not less than 2. 1 m, and the minimum clear height of the rest is not less than1.5 m. Those that meet the above requirements can be included in the usable area, otherwise they will not be included in the usable area.

Sales area

Commercial housing is sold as "suite" or "unit", and the sales area of commercial housing is the sum of the interior or interior construction area (hereinafter referred to as interior construction area) and the public construction area to be shared. The formula is: sales area of commercial housing = interior construction area+shared public construction area.

1. The interior construction area consists of the following three parts: interior (unit) usable area, interior wall area and balcony construction area. The calculation principle of each part of the interior construction area is as follows:

(1) usable area in the suite (unit)

The residence is calculated according to the method specified in the Code for Design of Residential Buildings. Other buildings should be calculated according to the method specified in the Code for Design of Special Buildings or with reference to the Code for Design of Residential Buildings.

(2) Internal main body area of interior wall

The partition wall between sets (units) of commercial housing, the separation between sets (units) and the projected area of public building space, and the external walls (including gables) are all public walls. Half of the horizontal projection area of the public wall is included in the interior wall area.

The horizontal projection area of non-public walls is all included in the wall area.

(3) balcony construction area

Balcony refers to the space where residents enter outdoor activities and dry clothes.

Balcony can be divided into convex balcony, semi-convex and semi-concave balcony, concave balcony, balcony with columns, platform and other structural types according to design and structural types.

Balcony can be divided into closed balcony and non-closed balcony according to the requirements of building area.

The balcony area calculation icon "Code for Property Survey" stipulates that no matter the building type, it is only fully enclosed or not. The construction area of the fully enclosed balcony is calculated according to half of the horizontal projection area of its periphery.

(4) Interior construction area = interior usable area+interior wall area+balcony construction area

2. Shared public building area

The shared public building area consists of two parts:

(1) Construction area of elevator shaft, stairwell, garbage chute, power distribution room, equipment room, public hall or corridor, etc. Serve the whole building.

(2) 50% of the horizontal projection area of the partition wall and external wall (including gables) between each unit and the building space.

The public building area does not include any basement, carport, etc. As an independent space for rent, the basement as a civil air defense project is not included in the public building area.

Calculation method of public building area: the sum of the building area of each set (unit) of the whole building minus the building area, and then minus the building areas such as basement, carport and civil air defense works that have been sold or rented as independent use space, which is the public building area of the whole building.

Divide the public building area of the whole building by the sum of the building areas of the suites of the whole building, and get the sharing coefficient of the public building area of the whole building.

Salespeople must do their homework.

Now, the sales staff business has begun to decline, as can be proved from the commission situation. Two or three years ago, the commission of sales staff in Beijing generally reached three to four thousandths, but now it is only one thousandth to two thousandths. Some properties simply do not recruit formal salesmen, and the boss finds relatives to replace them. But an excellent salesperson can still play a great role. "Market Adjustment" is a compulsory course for all real estate sales staff. The so-called "market adjustment" means that sales staff visit the sales offices of surrounding real estate with problems that need to be investigated and do market research. This kind of visit does not need to hide your true identity, because the sales of any real estate must go to other real estates to "adjust the market". The finer the result of "market regulation", the better. The purpose is to receive customers in the future and understand the real estate around them. After all, customers are reluctant to buy a house from a "fool".

People with sales experience are very different from those who are new to the market. Mr. Xu majored in property management in college. After graduation, he worked in an upscale office building for two years and became a sales manager. It has been four years now, and now I am the sales manager of a building in Xizhimen, Beijing. In his words, successful salespeople are very careful. "Men look at shoes, women look at bags. When an old salesman meets a customer, he will know if the other person is his potential customer. For the first contact with customers, sales should try to understand each other's real intention to buy a house. Good salespeople generally keep a work diary to record customers' intentions, physical characteristics and even car brands. If you only remember the customer's name and phone number, you won't remember it in two days. "

The biggest taboo for salespeople is not to speak ill of the surrounding buildings. There is a simple reason. Maybe any customer is a buyer of a nearby building. If the salesperson says that the building has shortcomings, then the customers will definitely not like it and may turn around and leave. The most irritating thing is to find another salesperson. In this case, experienced sales staff will first affirm the customer's statement, and then turn to tell where the outstanding advantages of their own real estate are, so that customers can believe that it is more wise to buy the real estate they sell. There are many types of customers, including owner-occupiers and investors. There are many impulsive customers who live in their own homes, which is also the favorite customer of sales staff. Without saying much, the customer paid the deposit cleanly. If you meet investors, it will be more difficult. Such people have rich experience in buying houses, which requires salespeople to have more superb sales skills. At this time, the salesperson will play the role of a financial planner to help customers calculate the complex return on investment. In the salesperson's own words, "it's all nonsense. Now everyone knows that investing in housing does not make money. " Most of these investors are women, and they are basically in no hurry. Many people just regard finding a house as their hobby. Therefore, for such people, salespeople need great patience. For example, if the project promotes new offers, or if there are any preferential activities, you must call. Maybe one day the customer will pay the deposit.