What do you want to talk to the real estate consultant when you

1.

Question 1: price

question 2: characteristics of housing supply

question 3: surrounding facilities

question 4: Sales control table

question 5: occupancy time, property and parking space

in addition to asking the above five questions, we should also pay attention to the "five certificates" publicized by the sales office, namely "state owned land use certificate", "construction land planning permit" and "construction land use permit" Construction project planning permit, construction project construction permit and pre-sale permit. This is related to whether the legitimate rights and interests of house buyers can be protected, so we should also pay enough attention to it

2. 1. Please briefly introce yourself
this question is to clarify two things: some meaningful background information about the candidate and the candidate's ability to organize the background information into specific situations. By examining his / her strategies in explaining his / her experience, we can see the strategies he / she can adopt when describing our company's procts vividly. Exaggerating, making mistakes, or repeating the past without any connection with the current work are all dangerous information. Job seekers should be careful to avoid< How do you plan to apply your previous experience to the sales work of our company
this question depends on the examples you use to prove your ability. These examples may have some direct or indirect relationship with sales activities. In addition to these obviously related plots, sales personnel should also highlight their ability to set goals and achieve them
3. Why did you decide to apply for this sales job in our company< To solve this problem, employers do not want candidates to stare blankly and shrug their shoulders, and then say vaguely, "if you advertise in the newspaper, I will apply."
enterprises hope to find evidence to prove that you have some basic knowledge of the following situations: what is the company you are applying for? What are the sales targets? Why is it a professional challenge to sell a company's procts or services to those people? When answering, try to express your inner enthusiasm for the sales job.

3. Real estate consultant is a comprehensive talent who guides customers to purchase through on-site service at the sales office, promotes real estate sales, and provides customers with professional and advisory services for investment and real estate. The real estate consultant should be proficient in the basic knowledge of real estate; In addition, we should be familiar with the circulation process of sales. We should master sales skills, such as negotiation skills, verbal skills, proct sales language skills, telephone follow-up sales skills and sales persuasion skills. We should also quickly analyze customers' purchase behavior decision-making and psychology, and skillfully apply many application skills such as sales comparison and so on! Now there is no traditional salesperson in the sales office. The title of salesperson is replaced by "real estate consultant" or "sales consultant". In the change of this title, the single sales function of salesperson is also extended to the comprehensive service function of "real estate consultant". The real estate consultant can act as a bridge between the two sides in the housing transaction. Real estate consultants can not only deeply convey the quality of real estate, but also reflect the quality of corporate culture and development strength. The welfare treatment of real estate consultants mainly depends on their performance. They all get basic salary and project commission. They are very creative and have a sense of achievement.

4. Absolute valuation method (discount method)
1. DDM model (dividend discount model)
2. DCF / discount cash flow / discount cash flow model)
(1) FCFE (free cash flow for the equity / equity free cash flow model)
(2) FCFF (free cash flow for the firm / company free cash flow model)
DDM The dividend discount model can be divided into three types: zero growth model, constant growth model (Gordon growth model), two-stage dividend growth model (H model),
dividend discount model Three stage dividend growth model and multiple growth model
the most basic model; Dividend discount is the strictest definition of intrinsic value; The DCF method borrows a lot from some logic and calculation methods of DDM (based on the same assumptions / restrictions)
1. DDM DDM model (dividend discount model / dividend discount model / dividend discount model)
DDM model
2. DDM DDM model is applicable to companies with large and stable dividends and non cyclical instries
3. DDM model is not applicable to companies with few or unstable dividends and cyclical instries
DDM model is not applicable in mainland China
e to the instry structure of the mainland stock market and the capital hunger of listed companies, the proportion of dividends is not high, and the proportion and quantity of dividends are not stable, so it is difficult to predict the growth rate of dividends< DCF valuation method is the most rigorous method for the valuation of enterprises and stocks. In principle, the model is applicable to any type of company
free cash flow instead of dividend is more scientific and less susceptible to human influence
there is no difference between FCFE model and DDM model when all equity free cash flow is used for dividend payment; But in general, dividend is not equal to free cash flow of equity, which is high and low for four reasons:
stability requirement (uncertain whether it is able to pay high dividend in the future)
the need for future investment (it is expected that future capital expenditure / financing will be inconvenient and expensive)
tax factors (when the cumulative personal income tax is high)
signal characteristics (dividend rise / good prospects; Advantages and disadvantages of DCF model: compared with other commonly used evaluation models, DCF model covers more complete evaluation models and has the most rigorous but relatively complex framework. It needs more information and a more comprehensive perspective, considering the long-term development of the company. It is more detailed, takes a long time to forecast, and considers many variables, such as profit growth, capital cost, etc., which can provide a model for proper thinking
disadvantages: it takes a long time and requires a deep understanding of the company's operation and instrial characteristics. A complete evaluation model considering the company's future profit, growth and risk, but its data estimation is highly subjective and uncertain. The complex model may not be adopted because of the difficulty of data estimation. Even if it is estimated reluctantly, the wrong data can not be fitted into the perfect model, and the correct results can not be obtained. Small changes in input can lead to big changes in the value of the company. The accuracy of the model is greatly affected by the input value (it can be used for sensitivity analysis)<
FCFE / FCFF model difference
free cash flow for the equity equity:
cash generated by the enterprise, remaining after meeting the reinvestment demand, on the premise of not affecting the sustainable development of the company, and available for distribution by shareholders
free cash flow for the film:
Alfred Rappaport, an American scholar, put forward the concept of free cash flow in the 1980s: the cash flow generated by an enterprise, which is surplus after meeting the reinvestment demand, and which does not affect the sustainable development of the company Cash available for distribution by enterprise capital supplier / various interest demanders (shareholders, creditors and creditors)< Key points of FCFF model
1. Determination of free cash flow in the base year: Determination of free cash flow in the base year:
2. Estimation of growth rate in the first stage: estimation of growth rate G in the first stage: (which can be divided into two stages) and two stages)
3. Determination of discount rate:
discount: weighted average of investment analysis / evaluation of apple tree Cost of capital (WACC)< 4. The determination of natural growth rate in the second stage:
compound growth rate of resial value (CAGR), which is generally replaced by long-term inflation rate (CPI)< 5. Calculation of capitalization interest rate of resial value in the second stage:
WACC minus long-term inflation rate (CPI)
calculation of free cash flow of the company
the formula written according to the original definition of free cash flow:
free cash flow of the company = (net profit after tax + interest expense + non cash expenditure - working capital supplement) - capital expenditure
applicable formula in mainland China:
free cash flow of the company
= net cash flow from operating activities - capital expenditure
/ >=Net cash flow from operating activities – (cash paid for the purchase and construction of fixed, intangible and other long-term assets – net cash recovered from the disposal of fixed, intangible and other long-term assets)
capital expenditure
capital expenditure: investment used for the purchase of fixed assets (land, plant and equipment) Intangible assets investment, long-term equity investment and other cash expenditures with long-term benefits such as capacity expansion and process improvement< The forms of capital expenditure are as follows:
1. Cash recovery from cash purchase or disposal of long-term assets,
2. Acquisition of long-term assets through non cash transactions such as issuing bonds or stocks,
3. Acquisition of long-term assets through mergers and acquisitions
among them, the main body is the capital expenditure of "cash recovery from cash purchase or disposal of long-term assets"
the part of "cash flow from investment activities" in the current cash flow statement has listed "cash paid for the purchase and construction of fixed, intangible and other long-term assets" and "net cash recovered from the disposal of fixed, intangible and other long-term assets"< Therefore: capital expenditure = cash paid for the purchase and construction of fixed, intangible and other long-term assets net cash recovered from the disposal of fixed, intangible and other long-term assets, The amount of "free cash flow" determines the survival of an enterprise to a certain extent. If an enterprise can not proce "free cash flow" for a long time, it will eventually exhaust all the original capital provided by investors and go bankrupt
1. When the "free cash flow" is abundant, the enterprise can use the "free cash flow" to repay interest, repay principal, distribute dividends or buy back shares, etc< When the "free cash flow" is negative, the enterprise can not even earn the interest expense, but can only use the original capital provided by the remaining investors (shareholders and creditors) that has not been put into operation (including investment) activities (assuming that there is no "free cash flow" surplus in previous years) to repay the interest, repay the principal, distribute the dividend or repurchase the stock, etc
3. When the original capital provided by the remaining investment is not enough to pay the interest, repay the principal and distribute the dividend, the enterprise can only rely on "breaking the east wall to pay the west wall" (borrowing new debt to repay the old debt, or equity refinancing) to maintain the operation of the enterprise. When there is no "east wall" to be dismantled, the enterprise's capital chain breaks, and the final result is to seek merger and reorganization or apply for bankruptcy< Free cash flow is positive: free cash flow is positive:
the company has low financing pressure and the ability to pay cash dividends and old debts
not all of them are positive, implying that the expansion of the company is too slow
the higher the free cash flow, the better. The higher the free cash flow, the lower the reinvestment rate and the lower the earnings growth rate
the free cash flow is negative: the free cash flow is negative:
indicates that the reinvestment rate is high, the earnings growth rate is high, and the implied company expands too fast
the company is under great pressure to raise funds, so it is most important to obtain cash, so we should be careful of the land mine stocks
it is difficult to borrow, financial innovation may be large, and convertible bonds may be issued to avoid financial burden
when the excess return rate is positive, the negative free cash flow is persuasive
the determination of the company's free cash flow in the base year
the free cash flow is positive:
take the value of the year as the base year value
take the arithmetic mean of N years as the base year
take the weighted average value of N years as the base year value (the weight is self-determined, the closer the year is, the greater the weight is.)
the free cash flow is negative:
if the arithmetic mean is positive, the arithmetic mean of N years is the base year
if the weighted average value is positive, the weighted average value of N years is taken as the base year value
if the previous year is positive, take the previous year value as the base year value
if the previous year is negative, take the normal value of a certain year as the base year value (self determined)<
estimation of growth rate G in the first stage
using past growth rate: using past growth rate:
arithmetic average (simple average / giving the same weight in different years / ignoring compound interest effect)
weighted average (giving the growth rate in recent years a larger weight / subjectively determining the weight in different years)
geometric average (considering compound interest effect / ignoring intermediate interest effect) Years change)
linear regression method (also ignoring the compound interest effect)
conclusion: there is no final conclusion
note: when the profit is negative
arithmetic mean (simple average / giving the same weight in different years / ignoring the compound interest effect)
weighted mean (meaningless)
geometric mean (considering the compound interest effect / ignoring the intermediate years change)
linear regression method Regression method (meaningless)
the role of historical growth rate
the role of historical growth rate in the predicted future growth rate depends on the historical growth rate. The role of historical growth rate in the predicted future growth rate depends on:
the fluctuation range of historical growth rate (negatively related to the usefulness of prediction.)
the scale of the company (with the increase of the scale, it becomes more difficult to maintain sustained high growth.)
cyclical economy (the value of cyclical company may be very high or very low.)
fundamental changes (business, proct structure, restructuring, etc.)
the quality of earnings (the reliability of growth caused by accounting policies / M & A activities is poor.)<
subjective prediction is better than the model
researcher's conclusion: researcher's subjective prediction of G is better than the model's prediction: only based on the past data
researcher's subjective prediction: past data + all the information in the current period, including:
(1) information in all the company's irregular announcements after the last periodic report
(2) macro and instry information that may affect future growth
(3) the price policy of the company's competitors, that is, the prediction of the future growth rate
(4) inside information obtained through interviews or other means
how to accurately predict g
will be based on researchers' understanding of instrial development and corporate strategy

5. If you want to help, you can create a tense atmosphere at the sales site by yourself or cooperating with the SP of other colleagues, such as answering a fake phone call, and telling the customer on the phone in a loud voice that the house he looked after last time has just been sold, and asking him to visit the house again
of course, there should be the cooperation of the real estate consultants who receive customers, and make use of the on-site atmosphere to sell, and so on.
in a word, there are many skills, which should be applied flexibly

6.

The relationship between nominal interest rate, real interest rate and IRR (internal rate of return):

(1) the real interest rate is the number that subtracts the inflation rate from the surface interest rate, that is, the formula is: 1 + nominal interest rate = (1 + real interest rate) * (1 + inflation rate), or the formula can be simplified as nominal interest rate inflation rate (which can be replaced by CPI growth rate)

(2) when the interest period is one year, the nominal interest rate is equal to the real interest rate, and when the interest period is shorter than one year, the real interest rate is greater than the nominal interest rate

(3) the nominal interest rate can not fully reflect the time value of funds, but the real interest rate can truly reflect the time value of funds

(4) if R is the real interest rate, I is the nominal interest rate and P is the price index, then the relationship between the nominal interest rate and the real interest rate is r = I-P when the inflation rate is low

(5) the larger the nominal interest rate is and the shorter the period is, the larger the difference between the real interest rate and the nominal interest rate is

effective interest rate / real interest rate refers to the real interest rate that depositors or investors get the interest return after excluding the inflation rate

nominal interest rate is the interest rate announced by the central bank or other institutions that provide funds and loans without adjusting the inflation factor, that is, the ratio of the monetary amount of interest (reward) to the monetary amount of principal. It refers to the interest rate that includes the compensation for the risk of inflation (including deflation)

the internal rate of return (IRR) is the discount rate when the total present value of capital inflow is equal to the total present value of capital flow and the net present value is zero. Internal rate of return (IRR) is the rate of return desired by an investment and the discount rate when the net present value of an investment project equals zero

There are two important implications of Fisher's concept of real interest rate. First, sacrifice is to achieve balance by acquiring a series of consumer goods and services at a certain date in the future. These consumer goods and services depend on the assets created by investment financed by current savings. Second, real interest rates determine the proportion of resources used to proce capital goods and consumer goods

Both implications mean that what people think of real interest rates has a significant impact on savings and investment and their use. In the minds of those who make decisions about saving and investment, long-term real interest rates are most closely related, because capital goods have a long service life

since these decisions depend on what people expect to happen in the future, it is not the past or present inflation rate that should be used as an adjustment factor of nominal interest rate, but the long-term inflation rate that people expect

7. 1. The price of stock can be divided into five categories: face value, net value, liquidation price, issue price and market price. The formula for estimating stock value is: share price = face value + net value + clearing price + issue price + market price. For a joint-stock company, its annual earnings per share should be returned to the shareholders in the form of dividends, which is the so-called dividend. Of course, with the consent of the general meeting of shareholders, earnings can be converted into assets to continue to invest, which leads to the so-called distribution shares. Or, after the decision of the general meeting of shareholders, earnings will not be paid dividends temporarily, that is, there can be undistributed earnings per share (usually in the currency of the country as a unit, for example, in China, yuan as a unit)
2. For example, if a company makes a long-term profit, the annual earnings per share is 1 yuan, and according to the agreement, all of them are used as dividends to shareholders, then the holders can get 1 yuan per share every year by virtue of their equity. In this case, the stock price should be an astronomical number, because once held, the wealth will be enjoyed indefinitely. However, money is not gold, nor can it be used in kind. It has no use value in itself. In reality, money always increases in value through continuous exchange with the material object. For example, without considering inflation, you can buy a piece of iron ore (investment) for one yuan, process it into a blade for one year and sell it for 1.1 yuan (asset appreciation). After one year, you have 1.1 yuan of currency and can buy 1.1 yuan of iron ore. In other words, it still only has 1 yuan, or it can only buy 1 piece of iron ore. in fact, the currency has depreciated
3. The same is true for stocks. Although the annual dividend per share is 1 yuan, assuming that the social average profit rate is 10%, the current value of 1 yuan of dividend after one year is 1 / (1 + 10%), which is about 0.91 yuan, and the current value of 1 yuan of dividend after two years is 1 / (1 + 10%) / (1 + 10%), which is about 0.83 yuan, The current value of dividends per share in this place is an equal ratio sequence. According to the previous assumption, the company's long-term profit is 1 yuan per share every year. The current value of these dividends is the sum of an equal ratio sequence, which converges to dividend per share / (1 + social average profit rate) / (1-1 / (1 + social average profit rate)) = dividend per share / social average profit rate, That is to say, if the annual dividend is 1 yuan and the average profit margin of the society is 10%, then the current value of the stock is 10 yuan per share, and different investors will constantly exchange their shares at the price of 10 yuan. In this case, the price of the stock will not change.

8. It is suggested that you go to the real estate agency first to absorb experience, because if the developer has a sales system, they still have high requirements for the salesperson (that is, the real estate consultant as you say)
there is another thing to remind you: the question you ask does not involve a certain area, so it is difficult for the person who answers it to introce the situation to you

9. Yes, if you trade with a new real estate consultant, the Commission is calculated by the person who makes the deal. You won't say that you don't work hard
secondly, if someone else takes you, even if he doesn't get a commission, he won't say that he provides false information, and you will answer your questions.

10. Essential oil is really amazing. It can cure many problems. But how is it possible to push the sand out of the body. Do you see how big the sand is? I don't know. You'd better ask a professional. The owner of Yaxiang family essential oil is very good. Maybe I can help you.