catalogue
Preface 1: Please ask Dean Jin to make a preface (scheme) (vice president of Beijing Normal University Real Estate College, Zhuhai)
foreword
Incentive article
0 1, to build the fourth generation of sales elite.
02. The greatest sales method in the world.
03. Sales-
Great career.
04, looking for a sales champion compass
05. What is the reward for sticking to the end?
In 2006, the sales performance was exhausted.
07. Create the spiritual granary of the sales champion.
08. Integrity is more important than selling real estate.
09, how to use a minute for a lifetime of trust?
10, Seven Lies to Become a Sales Champion
Prepare an article
1 1, sales person Decathlon
12, the nth discipline of salespeople.
13, sales staff of eighteen weapons
14, the fall of modern sales bole
15, how to reserve your home buyers?
16, how to create a "fairyland" for home buyers to buy a house?
17, cross-selling is just a tour.
18, Ten-fold Return Rule of Sales Champion Success
19, brand-new sales model, dual performance
Etiquette article
20. Build your absolute trust in sales.
2 1, successful dress makes people more successful.
22. Details of picture packaging
23. How to increase the "face value" of sales staff?
24, mouth shut is not the last word
25. Charm of tone in sales.
26. How to convey your sales enthusiasm to customers?
27. How to enhance your confidence in buying a house by contacting customers?
I must make the customer like me, otherwise he (she) won't buy a house.
Demand goods
29. Unique global sales grammar
30, explore the potential purchasing power of the three principles
3 1, master the radish vegetables that home buyers like.
32. Housing purchase demand assessment
33. Upper limit of enthusiastic promotion
34. Find the hot spots of buyers' demand
35. the magic of listening
36. Ask about sales performance.
37. There are differences between men and women in housing sales.
Looking at building 40, how to interpret customers with intuition
4 1, how to capture the signal of buying a house?
42, the practice is to distinguish between true and false against buying a house.
43, interactive real estate promotion rules
44. Real estate transactions begin with rejection.
45. Strong rules to prevent trampling/snooping.
46. Personality analysis of property buyers
47. Effective communication with customers.
48, the magical use of experiential sales
49. How to raise the temperature of home buyers?
50. Details of persuading buyers to buy a house.
5 1, the buyer is the suspect.
52. Use the sales relationship.
Talk about price
54. The second-hand building opens low and walks high.
55. A good card is better than knowing your opponent's cards.
56. How to extract sales negotiation notes?
57, the effectiveness of frank bargaining method
58. Don't tell the truth if you take advantage.
59. The number game in sales negotiation.
60. Dancing with wolves often results in being eaten by wolves.
6 1, the second bargaining method
62. The sales charm of comparative law
63. Second-hand building price principle
64. Marginal utility of preferences in sales.
Trading goods
65. Advantage Sales Rule
66. How to promote the houses for sale by the railway?
67. Silent sales
68, how to enter the customer's "channel"
69. How to improve the turnover rate of telephone sales?
70. Refine the mystery of sales.
7 1, Seven Common Excuses for Creative Response
72, the power of "why"
73. The "pressure-relationship" curve in sales.
74. Provisional sales rules
75. Use the customer's eyes to promote the building.
76. The art of inducing a deal in good faith
77. How to eliminate competition in sales?
78. When is the best time to sell?
79. Buy and sell in an instant.
80. Win the "heart" strategy to achieve perfect sales
Service goods
8 1, put on wings to sell the building.
82. The service revolution that makes buyers crazy.
83. Effectively resolve the "grinding" of sales.
84. The customer is always right
85. How to effectively remember the customer's name?
86, seven steps to establish a good customer relationship
87. Let buyers know what you are doing for them.
88. Face and money
89. How to establish the fund pulse of sales business?
Authentic Shop Weapons Deng Xiaohua and Shen Zhiwei's Shop Weapons Guangdong Tourism Publishing House is a reference book for real estate agency shop management. This book systematically sorts out the systems, standardized manuals and related advanced management modes of more than ten elite real estate agencies in Guangzhou and Shenzhen, and collects the latest, current and standard key contract templates of large, medium and small real estate companies, covering real estate agency contracts and related legal documents, daily work forms of relevant stores, real estate agency business and administrative management system, and real estate. The contents of the book collection condense the essence of Hong Kong-style management of real estate agents. Various contract templates are still used by more than ten elite real estate enterprises in Guangzhou and Shenzhen, and their contents are the essence of these elite enterprises. It is practical and can be directly copied and used. This book is suitable for managers, directors and CEOs of real estate agencies and those who are interested in the management mission of second-hand real estate agencies.
A detailed description of a contract, which is too detailed, may make buyers and sellers hesitate to sign the contract and miss the opportunity to close the deal; Being too rude may lead to unnecessary disputes in the future. How to urge customers to sign quickly and avoid unnecessary disputes? Various contracts related to elite real estate agencies in Guangzhou and Shenzhen have been preserved through thousands of lessons, making you "competent".
0 1 second-hand building sales contract (tripartite agreement)? Reference template ⅰ? Agency escrow house payment /0 10
Second-hand building sales contract (tripartite agreement)? Reference template Ⅱ/015
Second-hand building third-party agreement? Reference template Ⅲ/022
Tripartite agreement on second-hand buildings? Reference template ⅳ? Transfer of pre-sale contract agreement? Temporarily unable to transfer ownership /028
What is the model of intermediary sales contract of Guangzhou Brokerage Service Management Office? Sub-buyers and sellers /033
Letter of Commitment from the Buyer on the terms of the transaction? Sample I/041
07 Letter of Commitment from the Buyer on the terms of the transaction? Sample Ⅱ/043
08 Letter of Commitment of Seller's Trading Conditions? Sample I/045
09 Letter of Commitment of Seller's Trading Conditions? Sample Ⅱ/047
10 lease agreement? Sample I/049
1 1 lease agreement? Sample Ⅱ/052
12 lease agreement? Sample Ⅲ/056
13 lease agreement? Mode four? Store Lease Contract /059
14 lease agreement? Model v？ Chinese and English Lease Contract /064
15 lease agreement? Model ⅵ? English lease contract /069
16 model house custody contract (lease contract) /077
Guangzhou Broker Service Management Office 17 Model Intermediary Lease Contract? Sub-buyers and sellers /086
18 (Tenant) Model Lease Commitment Ⅰ/094
19 (Tenant) Lease Commitment II/096 Model
20 (lessee) lease commitment letter model ⅲ? Chinese and English version /098
2 1 (Lessor) Model Lease Commitment Ⅰ/100
22 (Lessor) Model Lease Commitment II/ 102
23 (Lessor) Model Lease Commitment Ⅲ? Charterer's Letter of Commitment/104
24 look at the pattern of the building ⅰ? Rent a house/105
25 Look at the construction paper sample Ⅱ? Buy a house/107
26 model power of attorney Ⅰ? Entrusted by the buyer/109
27 model power of attorney Ⅱ? Entrusted by the seller/1 10
28 model power of attorney ⅲ? Power of attorney for housing reform/1 1 1
29 model power of attorney Ⅳ? Power of Attorney for House Payment (underwriting)/1 12
30 exclusive power of attorney/1 14
3 1 house handover confirmation/1 16
32 Letter of Confirmation from Owner/1 17
Statement of consent to sell * * * own property/1 18
Claim for commission/1 19
35 Confirmation of transaction price declaration (the declared price is inconsistent with the transaction price to avoid disputes in the future)/120
36. Sample employee contract I/ 12 1
37 model contract signed with employees II/ 125
38 model contract signed with employees Ⅲ? A large real estate agent/127
39 Confidentiality Agreement signed by a large real estate agent and its employees (sales staff of the property department)/133
40 Confidentiality Agreement between Medium-sized Real Estate Agency and its employees (above the supervisor)/137
Part II Related Work Forms
How to effectively copy real estate intermediary stores? "Standardization" is the key, and the detailed management list of elite real estate intermediary enterprises in Guangzhou and Shenzhen will make you bigger quickly! Be strong!
0 1 new disk registration form template/142
02 Customer Registration Form Model (Purchase)/143
03 Model Customer Registration Form (Lease)/144
04 Loan Key Debit Template/145
05 key receipt template/146
06 receipt/147
07 Transaction Budget Table Template/148
08 List of Furniture and Electrical Appliances (Lease Handover)/150
09 Answers to Value-added Tax, Business Tax and Personal Income Tax on Personal Transfer of Real Estate/15 1
10 transaction report template/155
1 1 key box list/157
12 work application form/158
13 bamboo board declaration form/160
14 rebate application form (mostly in office buildings, shops, etc. Cooperate with the management office. )/ 16 1
15 branch cost accounting statement/162 "Let the cat see the fish". When you are here, it doesn't eat fish. Will the cat stop eating fish when you leave? Cats eat fish, the first is the defect of the system. How does the real estate agency management system reduce or avoid the phenomenon of brokers' private orders and frisbee? How to effectively motivate business people? The system is the key!
0 1 Management System of a Small Real Estate Agency/164
02 management system of a medium-sized real estate agency/169
03 management system of a medium-sized real estate agency/184
04 management system of a medium-sized real estate agency/199
05 Job Description of Secretary of Medium-sized Real Estate Agency /227
Job Description of Intermediary Company /23 1
07 Guide for Branch Managers to Start a Business in XX Company /248
Part IV Training Guide for Real Estate Consultants
Many enterprises always limit the number of branches because they regard people as costs. The function of training is to turn people from cost into resources. What we lack is not talents, but methods of selecting, educating and retaining people.
0 1 Introduction to the training content of new property consultants (Otis Management Consultant) /256
02 Introduction of Otis Management Consultant's New Employee Growth Training Course /257
03 Training materials for new property consultants of medium-sized real estate companies /260
04 A guide for new home buyers of a large real estate company /290
Information required for receipt of various real estate transactions /299
06 Collection of Transaction Mortgage Knowledge /303
07 Housing Provident Fund Knowledge Collection /309
128, pretending to be the landlord to sell a house for fraud 1 10,000 yuan, and the intermediary company was fined 300,000 yuan.
129, the establishment of a strict examination and approval system belongs to the company's behavior after the official seal.
130 is regarded as the signature of duty behavior, and the company will bear corresponding legal responsibilities.
13 1. A broker should write a receipt when collecting money on behalf of the company.
132, important transaction data should be submitted.
133. How to refund the extra tax of 58.58 yuan?
134, the last invoice was lost, so the tax refund cannot be made.
135, the money for buying and selling a house should be calculated face to face.
136, when the tenant dies, why should the owner and the intermediary company compensate 500,000 yuan?
137, what are the consequences of securities companies opening private orders?
middle
Template and application guide of common format legal documents for real estate agents
00 1. lease/sale power of attorney (exclusive/non-exclusive/limited)
002, key deposit book
003. Confirmation of House Inspection (latest practical version)
004. Tripartite Intermediary Agreement
005, deposit receipt
006, passbook
007, certificate of custody
008, * * * Someone agreed to sell this book.
009. Letter of Commitment from the Lessee to Waive the Preemptive Right
0 10, power of attorney of the property owner
0 1 1. Collection Commitment Letter
0 12, price confirmation prevents the landlord from going back on his word after the price is reloaded.
0 13, confirmation of breach of contract
0 14, dunning letter (signing contract \ canceling mortgage registration \ loan \ cooperating with house inspection \ delivering house \ delivering house, etc.). )
0 15, notice of termination
0 16, lease contract
0 17, mobile orders for furniture and household appliances
0 18, commission confirmation
0 19, House Handover Letter
020. Agreement with the observant party on the distribution of liquidated damages.
02 1, tripartite settlement agreement
022. Lease transfer agreement
023. Agreement on transfer of large deposit for faster delivery.
024, no labor relations commitment.
025, comprehensive labor contract
026, resignation application
027, please leave.
Lower part
Excerpts from common laws and regulations of real estate agents
00 1 From General Principles of Civil Law of People's Republic of China (PRC).
Excerpts from General Principles of Contract Law and relevant clauses of real estate agency
Excerpts from People's Republic of China (PRC) Property Law
Excerpted from Provisions of the Guarantee Law on Statutory Payment of Liquidated Damages
005 People's Republic of China (PRC) City Real Estate Management Law
Excerpted from "Provisions of Criminal Law on Crime of Embezzlement and Fraud by Legal Persons and Natural Persons"
Excerpted from Regulations of the Ministry of Construction on the Administration of Urban Real Estate Intermediary Services
Excerpted from the Measures for the Administration of Brokers issued by the State Administration for Industry and Commerce in 2008.
Notice of the State Planning Commission and the Ministry of Construction on the Charge of Real Estate Intermediary Services
0 10 is taken from the Measures for Housing Registration of the Ministry of Construction.
Excerpts from the Measures for Land Registration of the Ministry of Land and Resources