Basic knowledge of real estate sales!

Real estate real estate and real estate (also known as real estate).

Real estate and houses and their rights (possession, use, income, disposal, etc.). ).

Real estate land and its rights (use, income, transfer, etc.). ).

The real estate industry is engaged in the development, operation, management and service of real estate. Including: land development, housing construction, maintenance and management, paid allocation and transfer of land use rights, sale and lease of housing ownership, real estate mortgage loans and real estate market.

Real estate development refers to the infrastructure and housing construction activities that are carried out according to the nature and requirements of land use rights obtained according to law. It includes the whole process from fixed-point site selection to delivery, and consists of land acquisition, demolition and resettlement, planning and design, water supply, drainage, power supply, power communication, service road, greening and housing construction.

Land development will develop undeveloped land (refers to land that has not been developed and has not been developed into construction land conditions) into usable land.

For housing development, developers who have obtained land use rights will level the land, build roads, lay water pipes and heating networks, and then build various houses and public facilities.

The energy system includes power supply, heating and gas supply (gas, natural gas, liquefied petroleum gas) and other facilities.

Water supply and drainage system includes water intake project, water conveyance project, water purification project, water distribution pipe network (sewer), drainage pipe network (sewer), sewage treatment and discharge project.

Affordable housing is sold to low-income families at low-profit prices (commercial housing with social security nature is economical and applicable). Not everyone can buy it, but they must meet the conditions stipulated by the local government and wait in line before they can buy it.

The real estate developed and constructed by the commercial housing developer after obtaining the land use right at the market land price and circulated in the market with the approval of the Land and Resources Bureau is a fixed asset that can be transferred, leased, inherited, mortgaged and exchanged by itself after obtaining the real estate license.

"Five Certificates, Two Books and One Form" for Commercial Housing

Five certificates: state-owned land use permit, construction land planning permit, construction project planning permit, construction permit, and commercial housing sales (pre-sale) permit.

Two books: Commercial Housing Quality Guarantee and Commercial Housing Instruction.

Table 1: Record Form of Commercial Housing Completion Acceptance.

An unfinished building refers to a building that fails to complete construction and stops construction halfway. The main reasons for the unfinished property are: insufficient funds, serious problems in design and construction quality, etc.

Buildings and houses that have been started but not yet completed. That is, the building on the map is in the early stage of construction, with long delivery time and favorable price. After buying it back, you can resell it to earn the difference.

Commercial housing with pre-sale conditions that has not been completed and delivered for use (low price, large choice space, complete apartment type and supervised building materials quality).

The existing house has passed the acceptance of the engineering quality supervision department and obtained the quality certificate, and can be delivered to the commercial house (that is, buy and live, the price is high, the apartment type is outdated, and there is not much room for choice).

The second-hand house has completed the title certificate and the house has been transferred.

The starting price, that is, the "starting price", refers to the lowest selling price of all the houses in the property (generally refers to the price of buildings with poor apartment type, orientation and pattern, and the price difference of each floor ranges from tens to hundreds of yuan).

The base price is the "reserve price", which refers to the basic price per square meter of commercial housing determined through accounting. The base price is aimed at the pricing method of real estate, and has nothing to do with the starting price (different floors and orientations lead to different prices).

The average price is the average selling price of the property. The average price per square meter can be obtained by dividing the sum of the selling price of each house in the property by the sum of the construction area of each unit.

Land ownership The right of land owners to possess, use, profit from and dispose of land according to law.

State land ownership The state has the right to possess, use, profit from and dispose of land owned by the whole people.

Collective land ownership Rural collective economic organizations have the right to possess, use, benefit and dispose of the land legally owned by them.

Transfer of Land Use Right As the land owner, the state transfers the land use right to the land users according to the service life, use and urban planning of the designated plots, and collects the land use right transfer fee from the land users.

The owner of the house enjoys comprehensive control over the house, including possession, use, income and disposal.

Property management is entrusted by a professional company or institution by the owner (or user) to professionally manage the property and provide efficient and thoughtful services for the owner (or user).

The content of property management is to manage and maintain the house and its ancillary equipment, manage the cleanliness, safety, public facilities and roads in the house area, and provide other comprehensive or special services for the owners. Property management belongs to the category of community management.

The owners' congress is composed of all owners in the property management area and has the right to decide the property management in this area.

The owners' congress is composed of owners' representatives in the property management area, and it is the organization that has the right to decide on the property management in this area.

The owners' committee is composed of owners' representatives in the property management area, and the organization that implements property autonomy management on behalf of all owners is elected by the owners' congress or owners' representatives.

Year-on-year refers to the ratio of the nth month of this year to the nth month of last year. For example, this February is better than last February, and this June is better than last June. Year-on-year growth rate = (current period-same period last year)/same period last year × 100%.

Comparison between the ring comparison and the previous statistical segment. For example, the comparison between July 20 15 and June 20 15 is called ring comparison. Chain growth rate = (current period-previous period)/previous period × 100%.

Basic knowledge of architecture

Water supply, power supply, access and land leveling during land development.

Water supply, drainage, electric power, telecommunications, gas, heat, service road and land leveling are all connected to each other.

The horizontal width of the house.

The actual length of the deep house.

Height from upper floor to upper floor, including floor thickness, in meters.

The net height minus the net residual value of the floor thickness is the distance from the upper surface of the floor to the lower surface of the upper floor.

The balcony is covered with rain and tread, and there is no protruding part of the windshield outside the building.

The terrace is not covered by rain, and there are tread marks.

The bay window protrudes from the window of the wall, and the size of the bay window is about 40 ~ 60 cm.

Shear wall A wall in a building or structure that mainly bears horizontal load and vertical load (gravity) caused by wind load or earthquake.

The place where the first door of the porch enters, the area where the door is opened.

A building with more than two floors for many families to live in.

Pure office building is a building that provides office activities for the daily operation of various companies.

The comprehensive building is a building integrating home, office and shopping mall.

SOHO commercial and residential dual-use house, which integrates home office.

SHOPPINGMALL is a business district integrating shopping, entertainment and leisure, which originated in the United States and is also called the sixth business format.

The house with a jump floor occupies two floors and is connected by internal stairs.

The compound thermocline originates from thermocline and is superior to thermocline. Generally, the living room or dining room is connected with the upper and lower floors, and the upper and lower floors are separated in other locations, with internal stairs.

The attic (mezzanine) is actually a one-story building, but its height is higher than that of a single-story building, generally between 3.5 and 4.5 meters. The biggest difference from the duplex building is the height difference. Structurally, it is a single-story building, and the building area is only one floor.

The height of a staggered standard single-storey building (2.8m high) is lower than that of duplex, mezzanine (attic) and duplex type buildings. It is only necessary to raise the ground and top surface of some functional partitions by tens of centimeters, and then connect them through several steps, so as to achieve the effect of enriching vertical space forms.

Brick-concrete structure is a load-bearing wall composed of brick and concrete, and its four sides and beams and columns cannot move.

The frame structure is cast into load-bearing beams and columns with reinforced concrete, which is suitable for large-scale industrial construction and has high efficiency. The load-bearing wall is in the beam and column, and the wall can be opened freely.

Durability of a house The number of years a house can maintain normal use is related to design standards, building materials, construction quality, use conditions and maintenance. Generally speaking, reinforced structure: 60 ~ 80 years; Brick-concrete structure: 40 ~ 60 years; Brick and wood structure: 30 ~ 50 years; Other structures:/kloc-less than 0/5 years.

Housing classification

According to functional purposes: residential buildings (residential quarters, high-grade houses), industrial buildings (factories, warehouses), commercial buildings (facades, shopping malls), office buildings (office buildings) and administrative buildings (military, schools and other units).

According to building structure: steel structure, reinforced concrete structure, brick-concrete structure, brick-wood structure and other structures.

According to ownership: public houses (directly managed public houses and self-managed public houses, etc.). ) and private houses.

Land classification

According to the degree of development and utilization: raw land and cultivated land.

According to the building function: construction land and non-construction land.

By use: residential land, commercial service land, industrial land, storage land, municipal public facilities land, traffic land, green land, special land, etc.

land use right

The right of land owners to use land according to land classification (that is, the right to operate, use and benefit from land according to law).

There are two forms of public ownership of land, namely collective ownership and state ownership. Rural land takes the form of collective ownership and belongs to farmers' collective ownership; Urban land takes the form of state ownership and belongs to the whole people. No individual can acquire land ownership.

Land use acquisition mode

Transfer: Free use, such as schools, hospitals, military land, airports and other municipal construction projects.

Transfer: obtaining the right to use from the state for compensation. Including agreement transfer (such as 2 million ~ 2.5 million/mu), bidding transfer (putting forward the reserve price, which is obtained according to the use and price) and auction transfer (the highest bidder obtains it, and it is obtained through formal channels without breaking the law).

Real estate market

The real estate market is divided into the following three levels:

Primary market: land is the main body (also known as land market and land transaction market).

Secondary market: after the developer obtains the land use right, he invests a certain amount of money in the construction and resells the property right to the demander in the form of compensation or gift (the buying and selling market of new commercial housing).

Tertiary market: the re-circulation of houses in the consumer market, including sale, mortgage, transfer and lease (second-hand houses).

Land use years

When the state transfers the land use right to the land user, the fixed number of years that the land user can use as agreed by both parties.

Transfer period of land use right: 70 years for residential land; Industry, education, science and technology, culture and health, sports and comprehensive or other land for 50 years; Commercial, tourism and entertainment land for 40 years. The difference between the land price and the number of years that need to be changed shall be implemented in accordance with state regulations.

What to do after the expiration of the land use period: the state has the right to recover the land unconditionally; The main body of the building has been tested by the quality supervision department without danger, and the existence of the project will not affect the urban planning and appearance of the city. As long as the land transfer fee is paid to the government, it can continue to be used, that is, the service life is purchased at the current land price, and the service life is stipulated by the government, otherwise it will be unconditionally recovered. Article 149 of the Property Law stipulates that the right to use residential construction land will be automatically renewed when it expires.

Provisions on the division of residential floors

Low-rise residence: 1 ~ 3 floors; Multi-storey residence: 4 ~ 6 floors; Middle and high-rise residence: 7 ~ 9 floors; High-rise residence: 10 ~ 30 floors; Super high-rise residence: more than 30 floors.

Various fields:

Basement area The horizontal area around the footstool at the bottom floor of the building is the building area of the first floor of the building.

Total construction area The sum of the horizontal projection area of the outer wall (or column) of each floor of the building.

Household construction area The construction area owned by each household (or unit). Customers often say "construction area" or "sales area" when buying a house, that is, "household construction area"

The full name of the interior area is the interior construction area, which consists of three parts: the usable area of the interior house, the interior wall area and the interior balcony construction area.

The usable area of an indoor house is the usable area of an indoor house, which is calculated according to the following provisions based on the horizontal projection area: the usable area of an indoor house is the sum of the space areas of the indoor bedroom, living room, hall, aisle, kitchen, bathroom, storage room and closet, and the internal stairs in the indoor house are included in the usable area according to the sum of the natural floor areas, excluding the internal chimneys, ventilation pipes and pipe wells in the indoor house.

The wall area in the suite refers to the area occupied by the wall around the use space in the suite. There are two kinds of walls: public walls and non-public walls. The public wall includes the partition wall between each set, and this set of wall and public building space are included in this set of wall area according to half of the horizontal projection area. Non-public walls, such as indoor free walls, are included in the interior wall area according to the horizontal projection area.

The building area of the balcony in the suite is calculated according to the horizontal projection area between the balcony periphery and the external wall of the house. Among them, the closed balcony is calculated according to the total horizontal projection, and the unsealed balcony is calculated according to half of the horizontal projection.

Usable area and usable area

Usable area = building area-structural area. Structural area refers to the area occupied by building concrete, brick masonry and other structural members. The usable area is also called carpet area, net area or effective area, and the usable area in the suite is the area after the carpet is laid on the ground.

Usable area = building area-structural area-auxiliary area. Auxiliary area refers to the area occupied by kitchen, bathroom and other auxiliary rooms. Therefore, usable area >; Available area.

Public * * * building area and pool area

The public * * * construction area refers to the usable area inside and outside the main building, including the public * * * construction area that should be shared and the public * * * construction area that cannot be shared.

The shared public building area includes indoor and outdoor stairs, stair cantilever platform, internal and external corridors, foyer, elevator room, stairs protruding from the roof structure in multi-storey buildings, etc. , that is, the shared construction area. In daily use, it is also commonly known as the pool area or pool.

Unallocated public * * construction area refers to the public * * construction area that was not included in the floor area ratio when the building was reported for construction and the public * * construction area that was not allocated according to the relevant documents. Except as mentioned in the preceding paragraph, it includes motor vehicle garages, non-motor vehicle garages, fire shelters, basements, semi-basements, equipment rooms, overhead structure transfer floors with beam bottom elevation not exceeding 2m, and overhead places for public rest or transportation.

The public * * * construction area (including the part that should be shared and the part that should not be shared) shall be managed by the housing property management department in a unified way, and its property rights shall be owned by all the owners who share the public * * * construction area in the building, and the property management department shall not change its use function or rent (sell) it with compensation.

The definition of each area above the formula is written language. In order to facilitate understanding, the relationships between various fields are arranged as follows:

It is often said that the building area = the average building area per household.

It is often said that the interior area = the interior construction area = the usable area of the interior house+the interior wall area+the interior balcony area.

Total construction area = sum of average household construction area = single floor construction area × number of floors.

Actual calculated construction area = interior construction area+pool area.

Various ratios

Floor area ratio Floor area ratio = total construction area ÷ usable area.

National plot ratio: villa: 1 ~ 0.8, generally 0.8; High-grade residential area: 2 ~ 2.5; Mid-range community: 3; Low-grade community: 4.

Building density (coverage rate) Building density = building area/usable land area.

Green rate and green coverage rate

Green space rate refers to the sum of all kinds of green space within the scope of residential land and the ratio of residential land. The land within/0.5m from the external wall of the building and within/0/m from the roadside and the land with a surface coverage depth of less than 3m, regardless of whether there is greening on it, are not included in the green area.

Green coverage rate refers to the ratio of the sum of green vertical projection areas to residential land. Shadows and square bricks planted with grass in the middle of the open-air parking lot can be included in the green coverage rate, so the green coverage rate can sometimes reach more than 60%. The greening rate promoted by real estate developers when selling real estate is actually a lot of greening coverage.

Detergent rate (sales rate) In the field of marketing, detoxification rate refers to the sales rate within a certain period of time, which comes from Taiwan Province Province. In the field of real estate, it is called sales rate, which mainly refers to the percentage of sales of a certain product in total sales in a certain period. The amount of chemicals, that is, sales. Off-shelf rate = number of sets sold ÷ total sets.

Allocation coefficient Allocation coefficient = public * * * building area ÷ building area to be allocated, that is, pool area ÷ building area.

Utilization rate (occupancy rate) and utilization rate

Utility rate (occupancy rate) = interior area ÷ construction area = (interior area+wall area+balcony area) ÷ construction area = 1- sharing coefficient.

Utilization rate = usable area ÷ building area.

Extended data

About real estate sales skills

1, the important selling points are put in front.

According to sales psychology's theory of first cause effect, the selling points introduced to customers earlier will get effective results and be deeply impressed. Therefore, it is necessary to put the obvious selling points of real estate in front.

2. Form the trust psychology of customers?

Only trust can be accepted, and trust is the basis of real estate sales skills. Trust can be divided into trust in real estate and trust in people, and both cannot be neglected. You should learn some skills to prove product sales.

3. Trust your house?

Every house has its advantages and disadvantages. You must not distrust your own house because of its shortcomings. If you don't trust your house, your confidence will be insufficient and customers will notice. Treat the house as your own child, and the child is always good. With this kind of mood, you will do well. This is an important real estate sales skill. ?

There should be a bright spot at the end

We should put the important things at the beginning, but don't ignore the end. We can't be anticlimactic, because there is recency effect, and customers will be impressed by what they hear later. You can put some unimportant things in the middle and leave some bright spots at the end, which will suddenly make customers full of fragrance and excitement. After your introduction, customers should have the passion to buy.

reference data

Baidu Encyclopedia-Sales Skills