Seek sales experience

In 2006, people accustomed to hundreds or even thousands of sets of real estate opened suddenly found that the attitude of developers to sell real estate suddenly became "stingy": the government website showed that the pre-sale certificate of the real estate had already been obtained, but it was too late to open. Even if the property is opened, it will sell for more than 100 square meters at most. Some properties have even been pushed for a long time, only a dozen or several units at a time. Visiting the real estate market, I often hear the words of the sales girl: "The last batch has long been sold out, wait for the next batch." As for when the next batch will be sold, no one knows! Why do developers suddenly make such a big turn, even if they have goods to sell? Is it because they don't want to collect any more money?

Of course, that's not the case at all. Therefore, many developers "hoard houses" are simply optimistic about the rising market and deliberately extend the delivery period, in order to sell the property more expensive, earn more and earn more. Since 2004, the real estate price has been rising sharply, rising by 65,438+08.8% in 2005 and even more in the first year of 2006. Many properties are getting more and more expensive, and the average price of commercial housing in the city rose by 1.200 yuan/square meter from the beginning of the year to the end of the year. Many projects started at a price of only about seven or eight thousand yuan/square meter, and by the end of the year, the price exceeded 1 ten thousand yuan/square meter. Such soaring property prices, coupled with the lack of new projects in urban areas caused by successive "land shortages" in previous years since 2006, coupled with problems such as capital, weather and rising prices of building materials, have led to the slow progress of many projects. Developers generally have few new products and limited products, and all want to make greater profits. Therefore, after obtaining the pre-sale permit, they still "cover up" their units or only push a few units at a time. Like Grandet, "property hoarding" is very popular in the property market, which makes consumers miserable.

Don't disclose the house price.

Xiao Li bought a suite in a real estate last year, when the salesperson told him that it was the cheapest and most favorable unit. After moving in happily, Xiao Li found that the three-bedroom apartment bought by his neighbor at the same time was better than his home in orientation, ventilation and lighting, but the unit price was cheaper by more than 200 yuan/square meter. Xiao Li once considered buying a neighbor's apartment, but the price of each unit was not disclosed in the real estate at that time. He was just told by the salesperson that the price of his neighbor's apartment was much higher than his house, so he chose his current unit. Xiao Li shouted that he was cheated by the sales staff, because the real estate price was not open, and he suffered a big loss.

Although, Guangdong Province has already asked all cities in the province to clearly mark the prices of pre-sale properties, and announce the prices of each unit in the sales department. However, since 2004, property prices have soared and property sales have been booming. Non-disclosure of housing prices has become the practice of most real estate projects. Some properties only issue the price list of the unit on the opening day, and collect all the price lists the next day; Some properties don't even announce the price list on the opening day, but only inform the price of the selected apartment before the citizens really make up their minds. Usually, all the price information of the building is only in the hands of the sales staff. Only by asking the sales staff can residents know the prices of several units in a limited way, and the prices of other units cannot be known. Because of this, people who buy a house can't really understand the real selling price of the property, and they are often easily misled and buy expensive houses. Things like Xiao Li often appear in real estate sales.

It is understood that developers are reluctant to announce property prices, hoping to sell houses at the highest price when property prices rise sharply. A few years ago, real estate sales liked to send price lists. Whether the same real estate price has gone up or down is clear to the public. There is no price list now, so the public can't know the price level of the same property in different periods. Instead, every time I look at the real estate, I am told that the price has increased, misleading the public to buy a house early, which is also a major factor leading to the rise in housing prices. Since the end of last year, the Municipal Bureau of Land and Housing Management began to crack down on the behavior of unclear pricing of real estate, but the phenomenon of unclear pricing of real estate is still extremely common. The public hopes that this disgusting way of selling houses can be completely banned.

3 developers encourage real estate speculation

Now citizens go to some real estate to look at the building. When they show great willingness to buy, some salespeople will tell you that you can buy the ideal unit at a price lower than the developer's 20 thousand yuan or tens of thousands of yuan, but only if you have to pay the salespeople a handling fee ranging from 1 10 thousand yuan or tens of thousands of yuan. This situation is obviously met with real estate speculators. Although many citizens know that the fee income of sales staff is often more than tens of thousands of yuan, and it is very likely that there will be a difference of several hundred thousand yuan, they still bite their teeth and agree to save tens of thousands of yuan and choose the ideal unit. With the soaring housing prices, this phenomenon of real estate speculation organized by internal sales staff is more common in real estate. What makes the public most dissatisfied is that some developers take the initiative to provide employees with real estate opportunities, and some even use this as a common way to reward employees.

A real estate, a few months before the opening, organized employees to subscribe internally, and all low-level and medium-priced units subscribed. When the real estate was officially put on sale, the buyers found that there were no units that met the psychological price, and they could only get the units from the sales staff by paying tens of thousands of fees. After buyers buy these units, they often find that the amount on the invoice is tens of thousands less than the amount they paid in full. Obviously, the invoice price is the "internal subscription price" of the salesperson, and the difference falls into the pocket of the salesperson. Some developers have gone too far, reserving two or three buildings for internal staff to digest directly a few months before the opening of the property. The staff price is 1,000 yuan or 2,000 yuan lower than the official opening price per square meter, allowing employees to earn a difference of more than 100,000 yuan per set. Some salespeople even laughed and called it "bonus".

In the past, due to the hype of internal employees, the interests of developers were damaged to some extent, and the sales staff earned the money that the developers should have earned. Therefore, some large groups have introduced some measures to prevent internal employees from speculating in buildings. For example, once the subscription book is signed and the contract is formally signed, the original internal discount of employees will be cancelled immediately. However, individual real estate projects openly encourage employees to speculate in real estate due to various factors such as interest consideration and risk control, which definitely hurts the interests of consumers, disrupts the market order of real estate, and causes bad consequences of driving up property prices and intensifying speculation, which makes all citizens disgusted.

4 attract guests in the name of VIP

Most properties will be VIP customers as long as they are related to the staff of developers or agents before the opening. In order to win more VIPs, some agents also pulled aside to greet people who walked into the sales department to look at the building: "Our real estate will have a VIP special session before the opening, specifically for VIP customers to choose the building in advance, and there are special offers. The number is limited, so register quickly. "

Not only can you choose the building in advance, but there are also special discounts. With such a generous temptation, of course, the housekeepers will register first, and there is a kind of "I have someone" in their hearts, thinking that they have inadvertently made a fortune. Moreover, compared with the snobbery and coldness of some real estate sales staff, such a "people-friendly" real estate is really touching and impulsive.

Finally, I look forward to the phone call from the sales staff: the big day for VIP customers to choose a special building has arrived. I came to the real estate site with great excitement and pride. I thought I would enjoy the hot tea and warm the stool, but I found that people had been blocked by the surging crowd. What hot tea, warm stool, sales staff can't even say hello; Why choose the building in advance? Standing in the queue, I didn't even see where the building area was chosen. What special discount? You have shouted hooray three times before you got the number and chose the building! There are more than 1000 VIPs looking forward to the scene. Some of them are crazy, some are crazy to call for help, and some take the opportunity to be caring and attentive, but none of them can "choose the building in advance". Alas, after a long time, everyone is a VIP, 1000+VIPs compete for 100 sets of VIP customers. Why bother? In fact, everyone is a VIP. To put it bluntly, the developer wanted to test the psychological price of the market, but took pains to "cheat" 1 1,000 people to join in the fun, which hurt the VIP's heart and made people hate it.

The preemptive right should be exchanged at a high price.

At the end of June last year, Building A was put on public sale, and more than 0/00 sets of Building A/KLOC were launched in the first phase. Miss Sun, who works at the airport, and her husband arrived at the real estate site early in the morning. Due to the good location of the building, the novel design of the apartment, and the fact that there are not many buildings for sale around, Miss Sun ran to register as early as May Day when the plate had just set up a reception desk on the roadside. But to Miss Sun's surprise, she could hardly get into the sales department on the morning of the sale. As a result, she finally found that many units were selected early in the morning. "Want to choose a satisfactory unit?" The colleague who took her into the sales department told her, "You had to pay 500,000 yuan a few months ago, and the developer will give you the preemptive right at the opening."

Last year, it was not uncommon for Miss Sun to "have money but can't buy a house". Some hot-selling buildings in this city have some unfair practices such as "preemptive right", "internal digestion" and "employee price".

For these practices of developers, the biggest feeling of ordinary citizens is the lack of fairness. Although on the surface, the real estate is only preferential to individual customers, in fact, when the real estate is engaged in activities such as "internal employees have the priority to buy" and "getting the priority to buy at a high price", it is often started before the real estate has obtained the pre-sale certificate. At present, the government has repeatedly applied that it is not allowed to sell publicly without obtaining the pre-sale certificate, and it is not allowed to collect any form of sincere money. However, this specialized internal subscription has great potential for spread.

6 randomly report the average price of real estate.

Last year, the reporter went to a mansion to look at the building. The sales staff of the sales department who received the reporter said that the average price of the property would be 1. 1 1,000 yuan/square meter. This can scare the reporter, because the property price announced to the media before is only about 8,000 yuan/square meter. Did the property price suddenly rise by 3000 yuan/square meter? Then the reporter visited the model house. A salesperson introduced the real estate to the building watcher in the model room. The salesperson said: "The price of the property is around 9,000 yuan/square meter, which is much cheaper than the property next to it." The reporter was surprised again. How did the quotation of the sales department and the sales staff of the model house differ by 2000 yuan/square meter? On the way back to the sales department, the reporter heard the people watching the building say, "This building is for sale 1.3 million yuan/square meter." Not counting the average price of 8,000 yuan/square meter that the reporter knew before, the reporter actually heard the average price of three completely different properties that day, with the biggest difference of 4,000 yuan/square meter. The average price of this property is really hanging!

Facts have proved that this is a "unique" marketing tool for developers. A person familiar with the matter told reporters that the property was very cautious about pricing before the opening, trying to set the highest price, but it could sell the house, so it is necessary to know the buyer's acceptance of the price before the opening. In fact, the practice of offering different average prices to buyers depends on their acceptance of different property prices. Although the real estate originally sold for 8,000 yuan/square meter has earned money, if the buyers accept the average price of 1. 1 1,000 yuan/square meter, the price of the real estate will be raised when it opens.

In fact, the average prices announced by most real estates are false, and the general public simply cannot understand the real property prices from the average prices. Some properties say that the average opening price is 7,000 yuan/square meter, but only two or three units are priced at 7,000 yuan/square meter in actual sales, and others are higher than the average price. Some properties deliberately raise the average price. First, they quoted an average price of 8,000 yuan/square meter, but the building only sold for more than 7,000 yuan/square meter. However, this illusory average price has made buyers confused. The information asymmetry between developers and property buyers makes people buy houses at high prices only following the pace of property prices set by developers, which is also one of the reasons for the rise in property prices.

7. Extended pre-sale certificate.

Although the state stipulates that the sale of real estate must be started within 10 days after obtaining the pre-sale certificate, there are policies on the top and countermeasures on the bottom. In the property market, there is a long-standing way of Gai Lou's opening without pre-sale certificate and disguised Gai Lou. Mr. Liu, a citizen, took a fancy to a real estate in Haizhu District and a three-bedroom apartment, which was very exciting. When he asked the salesgirl what the price was, he always got the answer: "Our price has not been finalized. You can register now and let you know when the price comes out. " However, this property has been capped for several months, but it has not been put on sale. The developer also said that the pre-sale certificate could not be sold until it was completed. Originally, the first phase of this property was about 7,000 yuan/square meter, but now there is no news about the second phase. In this way, it is estimated that the opening price in the future may reach 9000 yuan/square meter.

This is the developer's typical longevity opening mode, which has been in the registration stage and has been preparing for the opening, and the price has never been fixed. In fact, developers can't get the pre-sale certificate after the capping, and strive for more publicity and time for the preliminary housing market investigation. Some buildings are even more outrageous. They have been officially opened for nearly a year, and advertisements can be seen everywhere, but the sales staff can also tell the building owners that the building has not yet opened.

Now some properties are more intelligent. In order to prolong the market research time, find out the psychological price of buyers and seize the best sales opportunity, simple projects can be delayed again and again. The building has been capped for a long time, but the garden and decoration are not ready, and the conditions for the boss to open the market have not yet been met. Therefore, the pre-sale certificate has been put in the Housing Authority. For example, a plate in Panyu is a typical case. The offer was capped as early as last year, but it was delayed until the eve of National Day to get the pre-sale certificate, so as to catch up with a good opportunity. According to the analysis of the insiders, in fact, developers delay the pre-sale certificate and always open for a long time, that is, they evade the requirement of starting sales within 10 days after obtaining the pre-sale certificate, seize the opportunity to cover up the market and hoard housing to raise housing prices. This kind of behavior is very offensive to ordinary property buyers.

There is no model room for selling the building.

Last year, property prices continued to climb, and the units launched by major real estate projects seemed to be not worried about selling. In the past, the model room, which was essential for real estate sales, seemed to be a dispensable thing, a little more and a little less. Many buyers around the reporter said: "These days, developers are all cows. The government here only issues pre-sale certificates when the real estate reaches a certain construction progress. Developers who don't worry about selling there don't even do model houses. They began to sell their property through paintings and cakes. A pair of you love to buy or not, I will raise the price tomorrow after today. "

In fact, Laoguang, which has always been famous for its rationality and pragmatism, still pays the most attention to reality. Compared with fancy packaging and gimmicks and concepts of various real estate design, when citizens inspect the real estate itself, they are most concerned about the design of huxing. After understanding the basic situation in the sales department, I was planning to visit the model room with great interest, but I was told that there was no model room in the property. Last year, some buildings were too busy to meet the pre-sale conditions as soon as possible in order to catch up with the main project, and some developers thought that there were not many goods and the buildings sold quickly, so there was no need to spend money on the model rooms. Many citizens were treated unfairly when buying a house.

In the past, most buildings were equipped with model rooms located in the construction site, which is also the difference between buildings in big cities such as Beijing and Shanghai. The model room is one of the reference specimens for product characteristics and quality. I believe that most people who pay attention to substance are accustomed to "seeing is believing" and visit the model rooms on the spot as a hard indicator of real estate development. But last year, the weather vane seemed to turn. In addition to selling the building without a model room, what's more, there is no decent sales department. A single building in Tianhe District was sold without a model room. The sales department is also temporarily located outside the gate of the real estate site, with an area of only four or five square meters at most. A salesman sat at a table in a bar and tiptoed to promote the building.

Buying a house is a major event in many citizens' lives. Therefore, it is understandable that citizens want to get as detailed real estate information as possible, which can make consumption more transparent and have more right to know about products. However, developers sell houses without a model room, which is a bit bullying.

9 raise the threshold for building inspection

Making an appointment to inspect the building is not a "local specialty" originally, nor is it the "initiative" in 2006. However, since 2006, more and more real estate projects, especially luxury projects, have raised prices one after another, and the threshold for viewing buildings has been raised higher and higher, rudely blocking ordinary buyers from the door.

These properties stipulate that only the so-called "VIP guests" registered by the developer can see the building after making an appointment. To become a "VIP" of real estate, in addition to the old owners of developers, of course, it is inseparable from the inspection of the identity and wealth of the housekeepers. Without bank deposits and credit certificates and excellent status, you can't be a VIP naturally.

At the beginning of this year, a Mr. Lin heard that a real estate in Tianhe opened a model house, and took advantage of the weekend to drive to the real estate with his wife and children to open his eyes. It may be that the property security guard thought his car was too bad, so he blocked their family at the door and claimed, "Sorry, only VIP guests can see the property." Do you have an appointment, sir? " Being blocked out of the business department for no reason makes Mr. Lin lose face in front of his wife and children, but he can only comfort himself: he can't afford it anyway, but he doesn't care!

Developers do everything possible to raise the threshold of house inspection, with only one purpose-"the door of the sales department is open, and you can't get in unless you are rich!" It is said that on the one hand, this practice is to make truly "powerful" "real customers" feel respected, and at the same time, it can also reduce the reception pressure of sales staff. Citizens are disgusted and disgusted with this "snobbish" attitude of developers, but they are helpless.

10 A small quantity of goods will be shipped quickly.

A few years ago, the supply of the property market exceeded demand, and developers rushed to sell houses before they got the pre-sale certificate. The sooner they sell the house, the more they can sell. However, there was not much supply of primary housing last year, especially in the downtown area. In order to further create the illusion that there are fewer properties, more buyers and demand exceeds supply, developers have changed their previous practice of eager to open sales. After obtaining the pre-sale certificate, they continue to collect subscription funds, and only open sales after receiving hundreds or thousands of chips. At the opening, only dozens to hundreds of sets were launched, thus forming a hot sales situation in which thousands of buyers competed for those dozens of sets, resulting in a herd effect, which made buyers rush to buy a house regardless of the price.

This is only the first step for the developer to sell the building. Next, because the citizens who subscribe with sincerity money before the opening of the real estate market will have certain additional concessions, it is only applicable to dozens to hundreds of units that have just been launched. Next, developers will have an excuse to raise the price of the unit. After the unit is sold out, people who want to buy a house can only buy a house whose price has risen by a few points.