1. What is the key to the success of real estate projects?

Exodus: the key to the success of ball games.

Basic skills-teaching practice-tactics (skills and coordination)

(Basic) (Core) (Key)

What is the reason for the success of a movie?

Script director and actor

(Basic) (Core) (Key)

Project planning and sales (both are indispensable) ※

(Basic) (Core) (Key)

The purpose of doing real estate is to exchange rooms for money.

2. There is no unsold property, only unsold marketing.

It means: as long as the marketing is done well, then the house will be sold.

What is marketing?

Marketing: business is management, management is planning, and sales is sales. ※.

Second, product planning, responsible for marketing.

1, real estate sales are planned sales, called real estate marketing.

General Manager-Engineering Department-Sales Department

2. Planned marketing has two advantages:

(1) can increase the value of the product itself or the product. (higher than similar products)

② Planned marketing may create miracles.

Example: The story of a Persian cat and a Song Dynasty bowl.

3. When did marketing start to enter the state?

It should be said that from the time I looked at the land, I had already entered the state.

4. The marketing of real estate includes not only sales, but also all marketing activities around marketing: market research, participation in decision-making, planning and design, establishment of market channels, advertising, marketing and so on.

Marketing runs through the whole process of real estate development.

Banks help the rich, not the poor.

Why do so many non-performing loans in the country become mortgage companies after bankruptcy?

Before doing a project, every detail should be considered thoroughly.

What are the brakes for real estate projects? It's marketing: one is planning and the other is sales.

5. What if the house can't be sold? What is the reason? Be sure to think carefully and consider maturity.

Lot, supporting facilities, apartment type, price, planning and design (fa? ade, gate, fence)

Third, how to defeat the enemy at the scene? (to kill one)

Ten tips

1, exercise is the preparation before the war.

Simulation is the realization of the battlefield.

2. The flare rises from here, the setting of the battlefield and the location and layout of the sales office.

3. Steel is made in this way, including the eight qualities of salespeople, the composition of marketing organizations and the weapons used by marketers.

An expert will know which part it is as soon as he hears the voice, and he will also talk about the skills of answering the phone.

5, four or two pulls a thousand pounds, small medicine cures a serious illness, talk about how to conquer, and negotiate with customers.

6, brain teasers, how to accompany customers to see the house.

7. What should I pay attention to when signing a contract?

8. Be the People's Liberation Army first, then the People's Liberation Army, and manage customers.

9. Clean the battlefield and deliver the house.

10, the first advertisement of real estate.

It takes three years for a salesperson to be competent for this job.

Create momentum: it is to create a momentum and create a dream that people can see and touch.

A: It is divided into two parts:

1) soft advertising activities: some activities (information conference, press conference, etc. )

2) Hard advertising: TV, newspaper, radio, car body, neon lights, collecting advertising slogans, collecting room types, collecting advertising agency rights, etc. )

Create momentum: expand influence and momentum.

B: image building: it is divided into two parts.

Hardware hype: brand, concept, club and environment.

Software activities: promote brands (balloons, leaflets, banners, slogans).

Delivery: With the improvement of the grade of real estate, delivery can not reflect the grade.

Selling the house: it is necessary to mention the activities in the first three months. If there is no campaign function, then the marketing function will decline and the sales time will be long.

(2) The setting of the sales office (32 words)

Visible and tangible (the sign should be obvious)

Remember to live (refers to a customer who has been here once; I haven't been here to listen to what others say, so I should admit it when I come)

It's close to walk (there is a parking lot near the station)

Up and down.

Reasonable size and appropriate size (if the property is large and expensive, it should be elegant, spectacular and simple)

One person can't sell a house, he must work as a team.

It is very important that the sales office gives a good overall impression:

The grade of the hotel, the formalities of the bank, the warmth of home and the service of the stewardess.

(3) Weapons

Sand table is an important weapon, which embodies ecology, sports and modernization.

Ecology: environmental protection, green and fresh air and living space.

Model house: Huxing, the form (customer resume, preferences) is prepared by the customer management department.

Answer the phone: service (price) buys psychological balance.

Shops are the driving force for everyone to create together.

The sales department can play music (recruit people) and grasp the rhythm.

(4) Telephone answering skills

Voice: it is the business card of the enterprise, the voice of the boss, and the true portrayal of the attitude, taste, age, education, mood and company grade of the recipient. (headquarters)

Four words: too many customers, make a long story short, make the address clear, and meet tomorrow. (on-site)

(5) Big weapons: Must answer questions (unified statement)

It is formed by the cooperation of three major departments: marketing department (development department), sales department and planning department.

Such as: who is the developer, what real estate has been developed before, price, supporting facilities and engineering problems.

Two functions of the boss: 1) pilot 2) logistics minister.

Customers kill each other when they meet: answering questions is not afraid of customers' questions.

How to negotiate with customers (the garden is big, but things are good)

Principle: A greeting makes you happy.

A cup of hot tea dispels doubts.

Don't talk about the house, talk about friendship.

Listen first and then speak, and understand each other.

Know yourself and know yourself, and he will be suitable.

When it comes to comparison, it is irrefutable.

First it was, then it was but.

Make friends with customers, praise is the pioneer.

No bragging, no shouting.

Even, man to man. (Come to the Fourth Hospital, six people, focusing on those who can make decisions)

(6) Signing contracts

Sign the contract by special person, quickly, don't delay.

Customers with complaints must go to the "VIP room" to avoid other customers.

Four points: thank you first, then consider tomorrow (try not to let customers read the contract carefully)

Write and calculate quickly. See you later (after signing the contract, don't keep him)

Customers hesitate: ① housing quality ② price.

Accompany the customer to see the room type, no more than two sets at most.

Mandatory reservation: the manager has no right to discount (depending on the situation). The quality of our property is here. What we do is brand, not popularity. (Then give an example)

Must have team spirit and cooperation spirit.

Fourth, product planning.

Product customization is based on the whole market positioning, through accurate market research, analysis and research, to understand the needs, acceptance and purchasing power of consumers, and then to shape tailor-made products and achieve the result of comprehensive sales.

① Overall economic analysis: political, economic and trade, capital, stock market, real estate and other related disputes.

Capital situation: mainly depends on where the bank puts the loan this year. For example: infrastructure or energy infrastructure, mastering this information will have an impact on the whole real estate. After entering the market, trade will certainly benefit. The price of real estate will definitely go up, and a lot of foreign funds will come in. At that time, it was necessary to open factories, and there were many people who opened companies. When the real estate transaction is over, it will definitely go up.

Stock market: the rise of the stock market has a great impact on real estate.

Time; The central government advocates that the basic growth point of real estate must be cultivated, because only real estate projects can drive industrial development above 130 to 150. After buying a house, such as TV, refrigerator, decoration and so on.

Location: The market in this country needs people to spend their bank deposits. In other words, if the people's 60 million deposits are withdrawn, the national finance will be obstructed and there is no way to reverse it. It is necessary to ensure the balance of the national economy. So if the money is deposited in the bank again, the bank will go bankrupt, and if it is not put, it will not be put. Banks rely on interest originally. Therefore, it is very safe to mortgage the house.

Harmony with people: after the reform and opening up, everyone has gone to a higher place and their living standards are good: they have a good house to live in, a car to drive, money to travel, a villa to live in, and tens of thousands of yuan in deposits every year. Another problem is the problem of children: entering key schools.

A. cultivate the quality of the whole nation.

B. You can take out other people's money.

C. Children's problems can be solved.

② Analysis of community environment:

Solve the location of a business circle:

For example, the municipal investment in a park near the community determines the appreciation of the community. We should make good use of these aspects: traffic problems, market problems, various business districts, public transportation problems and so on. , which will be restricted, the community environment must be fully considered.

③ Analysis of major investment plan of the base:

Building lots: traffic construction, park development, large-scale joint venture cases. It should be noted that in terms of house planning, you must have friends from the Planning Bureau who know that it is good for improving the grade of the house, otherwise it will give you a large-scale joint venture case.

④ When making products, we should consider the recent trend of the real estate sales market. (clear)

Product type: to be a villa, who will the villa in that lot be sold to? Find out the sales rate and sales volume, and find out the strength of the opponent)

⑤ Data analysis of similar real estate (counterparty relationship)

Quantity, type and sales rate of products

⑥ Planning feature: It is a kind of packaging.

Opening price: open higher and go lower.

Open low and walk high.

Drive in the middle and walk low.

After a project is opened, can this price be played? If it is very popular, you can call "Rise". On the fourth and fifth days, prices began to rise from advertisements, and rooms were all bought up and not bought down. "The more popular they are, the more prosperous they will be." If the property falls, no customers will buy it. If it goes up, it will push them up.

Packaged products can be sold at high prices, ensuring profits, and customers can't buy properties at a low price.

All landowners main products, positioning should be 100% accurate.

You can't just make one major apartment.

A good product should have the following functions: demonstration, word-of-mouth and demonstration.

Product positioning: strengths, weaknesses, opportunities and dangers (key points).

Fight an advertising war, fight opponents (similar products) and destroy opponents and main units.

Analysis:

Property profit target: (return on investment)

Set the price low → low property profit → sell quickly.

High price → high property profit → unsalable.

Lost the opportunity to compete with others.

Direction, landscape and level (related to pricing)

A. 1-2 floors, dark in winter and poor in light, must be sold quickly in summer.

B. environment: don't always talk about houses, but talk more about the environment, landscape and green space.

C. a good house can be sealed a little.

1) What is a project? Grasping a project is a case.

It is the general term for creating related index resources.

It is a process of accumulating, establishing, expanding and beautifying resources.

For example, a tattered land has become the most beautiful community in China in a few years, which is a process of beautifying, expanding and creating resources.

Grasp the project demonstration:

① Land: fertile land and poor land; Mountain land peacefully; Large land and small land; Prosperous, fierce and auspicious; Rehmannia glutinosa and rehmannia glutinosa; The whole land, scattered land; Land with high value and low value.

For example, it used to be factory land, so this is cultivated land. It is better to cultivate land. It will not sink, and the cultivated land will sink by 5- 10 cm. After 3-5 years of farmland, the wall cracked and the house tilted.

Be sure to keep a clear head and have a clear understanding of the previous situation. Investigation on local folk customs, local economic situation, consumption and competitors.

Qualitative: image orientation, grade orientation, apartment orientation, price orientation, customer orientation and function orientation.

② Brand:

Quality refers to the advantages and disadvantages, price and environment of the whole planning and design case.

Brand refers to image → layout, landscape, greening, lifestyle, property, quality, security, sports, entertainment, education, public security, medical care, door wall and house facade.

corporate culture

Composition: the concept, slogan and goal of the enterprise, the standards of managers and employees, reward and punishment regulations, the image of the company, the personality charm of the enterprise, the construction mode of class cadres, the training and mechanism of employees, the cultivation of teams, etc.

Team building is the most important thing: a good team is a leader, and the locomotive should be fair, organized and driven, which can drive the enterprise.

"Rich employees, strong enterprises and beautiful homes"-concept

"Let all developers who trust us make profits"-slogan

Diligent and dedicated, able to bear hardships;

Educate people wholeheartedly and lead the team;

Knowledgeable and versatile, knowing tactics.

Three elements of sales staff: don't sell houses in large quantities, don't sign the wrong contract, and don't lose money.

"Customers are friends"-you can't communicate with God, but you can communicate with friends.

Layout of sales offices: from inside to outside

A. Exhibition area

B. negotiating area

C. model area

D. parking lot

E. Gardening and landscaping

Main supporting facilities: large kanban, sales of battle flags, small children's playground.

A. Large logo: the name of the building (except pictures, green maps and community landscape atmosphere maps).

(Sand table model must be used, not less than 20%)

Selling points should be clear: greening, sports, security, door view, traffic ratio and price.