What basic knowledge should a real estate salesman master?
As a real estate salesman, I'd like to give you some advice:
1, know all the data of the project you sell.
2. Grasp the meaning of "terminology" and "professional vocabulary" in the real estate industry.
3. Don't make promises beyond the sales policy or promises that you can't make a decision.
4. In business, ask your boss and sales manager "Why".
5. Never ask "why" to the command in execution.
Are you a girl? Remember to keep a beautiful smile at all times.
Do the above six points first, but these six points are the foundation. Good sales come from "master's guidance, feel for yourself", and there is no good sales taught by hands. 95% of the excellent sales staff are not brought by the master, and they rely entirely on their own experience. There are so many old salesmen in the sales team around you that you should "eavesdrop" more when they talk about things.
If you are smarter at work, you have the possibility of getting good grades. Come on, sister.
Basic knowledge of real estate sales
What real estate sales people generally need to know:
1. Basic information of the project: surrounding conditions, development, planning, transportation, facilities, business, schools, etc.; The specific situation of the project, the direction of the project, the four directions, the units sold, the average price, discounts and so on. Contact with new projects, there will be project understanding, project solutions, sand table model explanation, regional model explanation and so on. Read the material and recite the content.
2. Bank mortgage knowledge: a series of knowledge related to bank mortgage, such as bank interest rate, mortgage ratio, mortgage term, calculation of monthly mortgage amount, definition of mortgage number and how to handle mortgage.
3. Real estate policy: purchase restriction policy, loan restriction policy, tax policy, documents for obtaining pre-sale of real estate, how to apply for real estate license, etc.
4. architectural knowledge: Basic knowledge of real estate construction, such as the definition of usable area, the calculation and explanation of utilization rate, the influence of storey height, and various methods to increase usable area.
5. Real estate sales knowledge: How to sell a house is a science. There are different sales words, various sales techniques and various sales methods. You need to listen, see and think more!
In the real estate sales, customer management is an important indicator to measure whether the sales staff work is planned and efficient, and it is also the key for the sales staff to improve their sales skills.
Most salespeople are not good at customer management in the sales process, the turnover rate can never be improved, and the sales efficiency fluctuates, not to mention finding their own shortcomings in time. The sales manager will not even use the "indicator" tool to find and correct the bad work habits of the sales staff and improve everyone's sales efficiency. Many people are confused about how to improve their sales performance or how to improve the sales rate of their teams. In fact, the method is very simple, and everyone knows it, but everyone has not found a way to use it. ABCD classification of customer management is one of them, and it is also the most basic and effective method to improve the sales rate. Here I will explain in detail how to use ABCD classification to manage customers:
I. ABCD classification
When a customer comes to the door for the first time, according to the comprehensive situation of the first reception, the salesperson judges that more than 80% to 100% of the transaction probability is classified as Class A, more than 60% to 79% of the transaction probability is classified as Class B, more than 40% to 59% of the transaction probability is classified as Class C, and less than 40% of the transaction probability is classified as Class D. I call it 8644 for short.
Second, classify customer follow-up technologies.
① After a class A customer leaves the sales center for the first time, the sales staff should send a message to the customer at the first time, mainly introducing themselves and thanking the customer for visiting. The first return visit should be conducted within 24 hours, and the content of the return visit is mainly to sincerely express the request of inviting customers to return visit again. According to the return visit, the salesperson uses the 8644 classification method again to make a judgment again;
After class B customers leave the sales center for the first time, the sales staff should send a message to the customers before the end of the day. Other follow-up methods are the same as those of Class A customers, and the 8644 classification method will be used again after the return visit.
After the customers of Class C and Class D leave the sales center for the first time, the sales staff should pay a return visit for the first time according to the return visit method of Class B customers, and at the same time, when using the 8644 classification method to identify customers, the customer management level and follow-up method should be adjusted in time according to the customer feedback information.
② The follow-up density of Class A customers should be the most frequent. Basically, the first return visit does not exceed 24 hours, and the customer's return visit time is locked within 3 days, and the customer will return visit within one week. If the return visit time cannot be agreed or there is no return visit within the agreed time, the customer can be automatically downgraded.
The follow-up density of Class B customers can be kept normal, and the first return visit is basically kept within 24 hours. If the first return visit can reach the return visit time with the customer, it can be changed to class A customer to follow up. If you can't transfer the customer to Class A for follow-up, you will maintain normal contact and maintain contact intensity at least twice a week. If two calls can't achieve the purpose of returning to the customer, the customer can be demoted for follow-up treatment;
The follow-up density of Class C and Class D customers should be kept normal, and the first return visit should be kept within 24 hours. If there is an opportunity to change to Class A or Class B, it shall be handled in this way. Instead, you can keep occasional phone calls and text messages. Usually, we don't know much about the reasons that affect this kind of customer's purchase, so there are only two purposes to pay a return visit: first, to show politeness, to deepen the impression and pave the way for the next purchase; Second, tap the potential customers around you.
No matter what kind of customers, as salespeople, they should show the professionalism and positive self-image of professionals and enrich their contacts and thoughts.
Third, classify the trading opportunities of customers.
① Customers who return to the sales center within a short time after the first return visit or within the agreed time should be regarded as the key follow-up customers of Class A customers and can be regarded as A+ customers. The pattern is: Class A+Class A+Class A. ..
A+ customers belong to a group of customers who have a strong demand for buying houses and will definitely make a purchase decision in a short time. Basically, when the customer pays a return visit for the first time, the time has come to clinch a deal, so the salesperson should take the initiative to signal the deal and seize the opportunity. For example, the final transaction of A+ customer shows that the salesperson has a more accurate grasp of the customer and a clearer thinking, and the judgment of the customer can reach 80 points. On the other hand, if there is no transaction in the end, the salesperson should record the real reason of the transaction in the work log, check whether the reason of the transaction is himself, the product, the price or other reasons, and at the same time use the 8644 classification method to downgrade the customer.
(2) After the first return visit, class B customers will be automatically upgraded to class A customers for follow-up if they return visit as required. Otherwise, the customer should be downgraded and followed up. Class B customers are basically people with purchasing needs, but it is difficult to make a purchasing decision because of some factors. Therefore, at this stage, our follow-up focus is how to find out the main reason that interferes with their purchase decision, and then help customers solve this problem, turn it into a class A customer, and make a transaction request quickly and directly without giving customers too much time to consider. The ability of salespeople to find and solve problems is particularly critical when B-type customers are transformed into A-type customers, so the ability to find customers' doubts in this process is the opportunity to clinch a deal.
(3) Among Class A customers who visit for the first time, a class of impulsive customers can also seize the weakness of customers' impulsiveness at the first time, put forward the intention of closing in time, and create closing opportunities.
Fourth, use ABCD classification to find the direction
Most salespeople are blind and have no direction when following up with customers.
The so-called blindness refers to picking up the phone or facing the customer, not knowing what to say or communicating with the customer. Blind communication will make customers feel that you are unprofessional and easily lead to failure, so how to solve this problem?
Suppose a customer is visiting for the first time, and you use the method of 8644 to judge that it is a class A customer. What are the reasons to support what you think is a class A customer? If you think this is a feeling, it proves that you are blind. Solving this problem is to turn feelings into data or reasons. The data is the result of comprehensive analysis, and the reason is the true expression of customers' own wishes.
The so-called no direction means that you don't know what to do next. No direction means no goal. Without goals, it is impossible to achieve them. So how can we find the target?
Actually, the goal is simple. If it is a class A customer, how to get the customer to close the deal and how to propose the transaction is the direction; If it is a class B customer, how to turn it into a class A customer as soon as possible is the direction, then this direction is actually to find out and solve the interference factors that affect the customer's purchase decision; If you are a C-class or D-class customer, how can you deepen the customer's impression of you and help you find interested customers? This is your direction.
③ What is the probability of our success in applying ABCD classification? How to improve the success rate of distinguishing and classifying customers is an effective way to make up for the "short board", and the success rate is also an index to measure work efficiency.
Five, sales managers use ABCD classification.
(1) Require sales staff to record each customer in their own customer tracking management register according to the 8644 rules;
(2) Follow up the progress according to the classified customer follow-up method, and at the same time effectively grasp the specific situation of each salesperson's Class A and Class B customers, and guide them to follow up the customers;
(3) By monitoring and improving the customer classification accuracy of each salesperson, help the salesperson make up for the "short board";
④ Take the 8644 rule as the executive index to measure the working efficiency of salespeople.
Basic knowledge of real estate
The real estate industry refers to; It is a comprehensive industry that deals with land and buildings and engages in real estate development, construction, operation, management, maintenance, decoration and service. It is a pioneering, basic, driving and risky industry. I have compiled the basic knowledge of real estate for you, I hope you like it.
Basic knowledge of real estate
1, real estate market
The primary market refers to the trading market where the state, as the land owner and manager, transfers the land use right to real estate operators and users;
The secondary market refers to the market where real estate operators engage in real estate transactions such as house sale, lease, land transfer and mortgage after the transfer of land use rights is completed;
The tertiary market refers to the real estate trading market that is re-transferred or leased on the basis of the secondary market.
2. Bureau of Land and Resources
A government department that exercises the functions and powers of land owners on behalf of the state and manages the real estate market and real estate industry.
3. Commercial housing
Refers to the real estate that the developer obtains the land use right at the market land price, develops and builds with the approval of the Bureau of Land and Resources, and circulates in the market. It is an independent real estate license, which can be transferred, leased, inherited, mortgaged, donated and exchanged.
4. Developers
Enterprises specializing in real estate development and management.
5. Agent
An intermediary service agency established with the approval of the government to engage in real estate consulting, brokerage and evaluation, and an enterprise entrusted to provide paid services for the sale, lease, lease, property consulting and evaluation report and sales planning of real estate.
6. Land type
According to the nature of its use, it is divided into residential, commercial, industrial, warehousing, comprehensive land, public facilities land and free fund-raising and low-profit housing land.
7. Land use years
It means that the government transfers the right to use state-owned land to land users within a certain period of time through auction, bidding and agreement. After the expiration of the land use right, if the comprehensive utilization of land meets the requirements of urban planning at that time, it may apply for renewal. Does not meet the requirements, the comprehensive land use right by the government to recover free of charge. The current government stipulates that the land use period is 70 years for residential use, 50 years for industrial, educational, scientific and technological, cultural, health, sports and comprehensive use, and 40 years for commercial, tourism and entertainment use.
8. Land use fee
Land users pay annual fees to the government according to the regulations on land use.
9, real estate property rights
Refers to the property owner's ownership of the house and the land use right occupied by the house. Housing, like real estate and land, is an inseparable whole. When property rights change, housing must be carried out as a whole, and it is impossible to separate housing from land. In the sales of specific real estate projects, developers own the property rights of houses and garages and sell them independently, but the public buildings belonging to the green space in residential areas do not have the concept of purchasing property rights.
10, how to handle property rights?
The title certificate of each commercial house can only be divided after the developer obtains the title certificate of the big house in the whole building where the house is located. The buyer and the seller shall handle the deed tax formalities only after holding the house sales contract, house purchase invoice, identity certificate and relevant documents of the enterprise. You can also entrust an intermediary or a developer to do it for you.
1 1, real estate property registration
It means that all real estate rights within the prescribed scope, no matter who owns them, must apply for registration with the real estate management authority where the real estate is located in accordance with the provisions of the registration method. After the examination and confirmation of property rights, the real estate management authority shall issue a real estate title certificate. Property right registration is the main administrative means of real estate right management. Only through the registration of property rights can we effectively manage all kinds of real estate rights and determine real estate rights. When registering real estate, the owner, nature of rights, source of ownership, acquisition time, changes and the area, structure, use, value, grade, location, coordinates and shape of real estate should be recorded. The registration institution shall set up a real estate registration book, and comprehensively record the registered items of real estate by number.
12, property right certificate
It refers to the combination of "house ownership certificate" and "land ownership certificate", which is the legal certificate of real estate rights. Housing property certificate includes: property right category and property right proportion. Provide location and address, source of property rights, building structure, number of houses, building area, interior area, ownership summary, summary of other rights and supplementary explanations, and floor plan of individual houses of real estate survey department.
13, pre-sale permit for commercial housing
According to the regulations, this certificate must be applied before the house is built. The developer will send the relevant information to the Land and Resources Bureau for application, and the uncompleted residential flats can only be pre-sold after approval.
14, real estate sales contract
It is an agreement compiled by the Land and Resources Bureau to clarify the rights and obligations of buyers and sellers. All commercial housing sales must sign this contract, the domestic real estate contract can be notarized, and the export real estate contract must be notarized.
15, house ownership
Housing ownership is the sum of the right of possession, management, enjoyment, exclusive right and disposal of the house. Having the ownership of a house means having all the rights to the house within the scope permitted by law.
16, house use right
Refers to the right to enjoy the house. The transaction object of house leasing activity is the right to use the house.
17, bank mortgage
It refers to an economic behavior that property buyers reach a mortgage loan with the bank when purchasing commercial housing. The owner pays part of the house price, and the rest is paid by the bank on behalf of the buyers. The property owner mortgages the house in the bank, and the buyer repays the bank loan and interest in installments. After repayment, the ownership of the house will be owned by itself.
18, seven connections and one leveling
Refers to water supply, sewage discharge, sewage discharge, roads, communications, gas supply, power supply, heating and site leveling.
19, public maintenance fund
Public * * * maintenance fund refers to the maintenance fund for public * * * parts of buildings and public * * * facilities and equipment.
20, the cost of housing sales.
Mortgage fee:
A. Property insurance premium: total house price × 1‰× loan period.
B Mortgage registration fee+fee: house 90 yuan, business 1 10 yuan.
C. Notarization fee: based on the loan amount applied by the borrower, it is charged1-30,000 yuan and 100 yuan; 30,000-50,000 yuan 150 yuan; 5-65438+ 10,000 yuan to receive 200 yuan; 10-200,000 yuan for 300 yuan.
Registration fee
A deed tax: 3% of the total house price is charged for the house and 5.5% for the shop.
B. Transaction costs: 0.3% of the house price in 3 yuan/_ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _ _
Property maintenance fund:
2.5% of the total house price.
Matching cost
Including telephone, natural gas, cable TV, broadband and other facilities access or initial installation fees, the specific charging method is determined when the property is delivered, and the fees are collected and remitted by the developer.
2 1, the structure of the house
Mainly according to the materials used in its load-bearing structure, it can be generally divided into brick-concrete structure, brick-wood structure and reinforced concrete structure.
Brick-concrete structure means that the walls and columns of vertical load-bearing structures in buildings are built with bricks or blocks, and columns, beams, floors, roof panels and trusses are built with reinforced concrete structures. Generally speaking, brick-concrete structure is a structure supported by a small part of reinforced concrete and most brick walls. Due to seismic requirements, brick-concrete houses are generally below 6 floors.
Brick-wood structure: refers to buildings in which walls and columns of load-bearing structures are built with bricks or blocks, and floor structures and roof trusses are built with wood structures.
Reinforced concrete structure: refers to the main load-bearing structures such as columns, beams, slabs, stairs and roofs of houses, which are made of reinforced concrete and the walls are filled with bricks or other materials. This structure has good seismic performance, strong integrity, strong corrosion and fire resistance, durability, large room width and depth, and free space division. At present, this structure is used in many high-rise buildings. Its disadvantages are complex process and high cost.
22. Housing construction area
It refers to the sum of the plane area of each floor measured according to the peripheral line of the external wall of the building, and is an economic index indicating the size of the building. The construction area includes the usable area of the house, the area of wall columns, the area of stairs and walkways, and other common areas.
23. Sales area of commercial housing
The sales area of commercial housing refers to the sum of the construction area of the suite or unit purchased by the purchaser and the shared public construction area. That is, the sales area of commercial housing = interior construction area+shared public construction area.
24. Calculation of construction area.
It is the expansion of the peripheral area of the building, which refers to the sum of the peripheral areas of all levels of the building. Due to the use requirements, different structural forms and many decoration factors, the house is irregular. According to the different degrees of use of houses, the state formulates corresponding rules for calculating the building area. The main provisions for houses and buildings are:
As a permanent structure, the house is calculated according to the horizontal projection area of the periphery. Single-storey houses are calculated according to the construction area of one floor, and multi-storey houses are calculated according to the sum of the construction areas of each floor.
The height of all permanent buildings in the building exceeds 2.2 meters, including mezzanine, interlayer, technical floor, stairwells and elevators exceeding 2.2 meters, and the construction area is calculated as one floor. Stairwells, water tanks, elevator rooms and buildings with sloping roofs exceeding 2.2 meters in height, basements, semi-basements and corresponding entrances and exits, which are more than 2.2 meters in height, shall be calculated according to the horizontal projection area of the periphery.
The passage through the house, the foyer in the house and the foyer are all calculated as one floor; The hall corridor is more than 2.2 meters high, calculated according to its horizontal projection area.
Stairs, elevator shafts, garbage lanes, pipe entrances, etc. Are calculated according to the natural floor of the house.
The corridor with columns is connected with the house, and the room is a permanently closed overhead corridor. The corridor with columns between two houses is calculated according to the horizontal projection area of its enclosure structure and columns. There is a corridor with a roof and no columns connected with the house, and the corridor is calculated according to half of the horizontal projection area of the periphery of its enclosure structure; The permanent overhead corridor with the top cover not closed shall be calculated according to half of the horizontal projection area of the periphery; The uncovered overhead corridor between houses is not considered as the construction area.
The porches and doors with columns or retaining structures shall be calculated according to the horizontal projection area of the periphery of columns or retaining structures.
Fully enclosed balcony corridor is calculated according to its peripheral horizontal projection area. For the non-enclosed balcony, the corridor is calculated according to half of the horizontal projection area of the periphery of its enclosure structure.
If there is a retractable house, if it is indoor, the expansion joint will calculate the area. Expansion joints between houses that are not connected with rooms are not calculated as construction area.
Stairs with permanent structures and covered floors are calculated according to the horizontal projection area of each floor, and outdoor stairs without covered floors are calculated according to half of the horizontal projection area of each floor.
Components, accessories, decorative columns, decorative glass curtain walls, cribs, footholds, steps, pillar-free awnings, etc. Those parts that protrude from the wall of the house, the part where the arcade passes through the streets, the garden on the roof and the swimming pool are not counted as the construction area.
The above provisions basically cover all the building area of the house and are the basis for calculating each area.
25. Calculation of interior construction area
In order to meet various needs and structural needs, the area of each suite is not necessarily equal, so the area of each suite must be calculated separately. The indoor building area consists of three parts:
Internal use area:
A bedroom, living room, dining room, corridor, kitchen, bathroom, false floor, bathroom, storage room, closet and other household door areas;
B, duplex apartment indoor stairs, according to the total area of natural floors included in the use area;
C chimneys, ventilation pipes and tube wells not included in the structure are included in the usable area.
Interior wall area:
The partition wall between the number of new residential units, the partition wall between the number of units and the public building space, and the external wall are all * * * walls. * * * The wall is included in the interior wall area according to half of the horizontal projection area; The horizontal projection area of the non-* * wall is all included in the interior wall area; The interior wall decoration thickness is included in the interior wall area.
Balcony building area:
First, the original design of the closed balcony, according to its peripheral horizontal projection area to calculate the construction area;
B, the platform is calculated according to half of the horizontal projection area of its bottom plate;
C, concave balcony according to its half of the war area included in the construction area;
D, semi-cantilever and semi-concave balcony, the construction area of the selected part is calculated according to half of the horizontal projection area of its bottom plate, and the construction area of the concave part is calculated according to half of its occlusal area.
To sum up, interior construction area = interior usable area+interior wall area+balcony construction area.
What does the basic knowledge of real estate include?
With the rising house prices, more and more friends are involved in buying houses, which makes the real estate industry flourish and attracts many young people to join the real estate sales team. So what are the basic knowledge of real estate? Study with me.
What are the basic knowledge of real estate introduction?
Basic knowledge of real estate introduction
1. Real estate: it is the general name of real estate and real estate, also called real estate.
2. There are three forms of real estate, namely: simple land, simple houses and the complex of land and houses.
3, the characteristics of real estate:
Because the land is immovable and the house is immovable, the position of the real estate is fixed.
Because the value of each property is different, the property area is different.
Because real estate is expensive and land is permanent, it has high value and durability.
Because of currency depreciation, real estate preservation, currency appreciation and real estate appreciation, real estate has been preserved and increased.
4. Real estate: refers to the house and its related rights, including: possession, use, income, disposal, etc.
5, housing classification:
A. It is divided into residential buildings, industrial buildings, commercial buildings, office buildings and administrative buildings according to functional purposes.
B. According to the building structure, it is divided into steel structure, reinforced concrete structure, brick-concrete structure, brick-wood structure and others.
C. it is divided into public houses and private houses according to ownership.
6. Real estate: refers to land and its related rights, including use, income, transfer, etc.
7. Land classification:
A. development and utilization: rehmannia glutinosa and rehmannia glutinosa.
B. Building function: building land and non-building land.
C uses: residential land, commercial service land, industrial land, storage land, municipal public facilities land, traffic land, green land, special land, etc.
8. Real estate industry: refers to industries engaged in real estate development, operation, management and service, including:
development of land
Housing construction, maintenance and management
Paid allocation and transfer of land use rights
Sale and lease of house ownership
Real estate mortgage loan
Real estate market
9. Land use right: refers to the right of land owners to use their land according to land classification, that is, the right to exercise management, use and income on their land according to law.
10. There are two forms of public ownership of land, namely collective ownership and state ownership. Details are as follows:
Rural land is collectively owned and belongs to farmers collectively.
Urban land belongs to the state and the whole people. No individual can acquire the ownership of the land.
1 1. Ways to obtain land use rights:
Drawing: 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, bidding and auction.
12, real estate market:
Primary market: land is the main body, that is, the so-called land market and land trading market.
Secondary market: After acquiring land, developers invest a certain amount of money in construction, and then resell property rights to those in need through compensation or gift. This is a common market for buying and selling new commercial housing.
Tertiary market: the re-circulation of houses in the consumer market, including buying, selling, mortgage, transfer and lease.
13. Transfer of land use right: refers to the act that the state, as the land owner, transfers the urban land use right to the land users according to the service life, use and urban planning of the designated plots, and collects a certain amount of land use right transfer fee from the land users. Both parties are generally state and land-using units or individuals.
12. Land property rights specifically include: land ownership, superficies, easements, mortgages, pawning rights and leasehold rights.
13. Land use period: refers to the specific period and expiration time that the land user can use after the state transfers the land use right to the land user.
14, the land use right transfer period is as follows:
Residential land: 70 years.
Industrial land, education, science and technology, culture and health, sports and comprehensive or other land: 50 years.
Commercial, tourism and entertainment land: 40 years.
15. Disposal after the expiration of land use:
The state has the right to recover the land unconditionally.
If the main building is not dangerous after inspection by the quality supervision department, the land use period can be purchased according to the land price at that time, which is stipulated by the government, otherwise it will be unconditionally recovered.
The existence of the project will not affect the urban planning or city appearance, as long as the land transfer fee is paid to the government, it can continue to be used.
Basic knowledge of real estate introduction
16. Commercial housing: refers to the real estate circulated in the market with the approval of the Bureau of Land and Resources after the developer obtains the land use right at the market land price. After obtaining the real estate license, the buyer can transfer, lease, inherit, mortgage and exchange the purchased commercial house.
17. Property type of commercial housing: residence, office building, shopping mall, hotel and market.
18. Five certificates of commercial housing include: state-owned land use certificate, construction land planning permit, construction project planning permit, construction project construction permit and commercial housing pre-sale permit.
19. The second volume of commercial housing includes: quality guarantee and instruction manual.
20. Unfinished residential building: refers to the real estate that the developer stops building in the middle of construction. The main reasons for the unfinished building are insufficient funds, serious quality problems in design and construction, and unconventional construction.
2 1. Forward housing: refers to the commercial housing that meets the pre-sale conditions but has not been completed and delivered for use.
22. Existing house: refers to the commercial house that has passed the acceptance by the engineering quality supervision department and obtained the quality certificate and can be delivered for use.
23. Affordable housing: refers to commercial housing sold to low-and middle-income families at low profit prices. It is a commercial house with social security nature and is economical and applicable. You must meet the conditions stipulated by the local government before you can buy it and sell it five years later.
24. Second-hand house: a house that can be transferred again after completing the property right certificate. For example: public houses, private houses, fund-raising houses, low-rent houses, resettlement houses and other welfare houses.
25. Sincerity deposit: refers to the refundable money collected by the developer from the customer before obtaining the pre-sale certificate, so that the property buyers can get the discount promise from the developer.
26. Deposit: refers to a certain amount of money agreed by the parties to be paid by one party to the other party as a creditor's guarantee, which can be used as a creditor's guarantee, so it cannot be returned.
27. Deposit: It can be returned if it does not act as a secured creditor.
Above.