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Cngtycphno to v Kinh doanh dch v BS Gold Land 0
MC LC
NI DUNG Trang
Chuyn 1: Tng quan v dch v mi gii bt ng sn
a) Gii thiu v dch v mi gii bt ng sn 1b)Vai tr mi gii bt ng sn trong th trng bt ng sn 2c)Nguyn tc hot ng mi gii bt ng sn 6d)iu kin kinh doanh dch v mi gii bt ng sn 6
v yu cu chuyn mn ca nh mi gii bt ng sn.e)Nhng yu tnh hng n s pht trin ngh mi gii bt ng sn 11f) Kinh nghim ca cc nc v dch v mi gii bt ng sn 13g)o c ngh nghip trong mi gii bt ng sn 26Chuyn 2: Qui trnh v k nng mi gii bt ng sn
a) Thu thp thng tin v cung cu bt ng sn 27b)Xc nh i tng v cc bn tham gia thng v mi gii bt ng sn. 30c) Lp h sthng v mi gii 32d)Thi hn v nhng bc thc hin thng v mi gii bt ng sn 32e) Marketing bt ng sn 35f) K nng giao tip v m phn trong giao dch bt ng sn 37g)T chc v qun l vn phng mi gii bt ng sn 49
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Cngtycphno to v Kinh doanh dch v BS Gold Land 1
Chuyn 1
Tng quan v dch v mi gii bt ng sn
A. Gii thiu v dch v mi gii bt ng sn
Mi gii BS l lm trung gian trong giao dch mua bn bt ng sn
Hot ng mi gii phi cng khai trung thc v tun th php lut
1. Ni dung mi gii btng sn bao gm:
a. Tm kim i tc p ng cc iu kin ca khch hng tham gia m
phn, k hp ng.
b. i din theo u quyn thc hin cc cng vic lin quan n hot ng
kinh doanh bt ng sn.
c. Cung cp thng tin, h trcho cc bn trong vic m phn, k hp ng
mua bn, chuyn nhng, thu, thu mua bt ng sn.
2. Nh mi gii btng sn:
- Nh mi gii thuc nhm cung cp dch v bt ng sn (nhm gip chu t c th chuyn cc tng ca h thnh hin thc cng trnh c gi tr kinh t
cao hn t bt ng sn)
- Nh mi gii bt ng sn: chu trch nhim cho thu hoc bn cc loi bt
ng sn cho khch hng, h ch yu tham gia vo cc d n ln v l ngi phn
cn i cc nhu cu khch hng vi cc phng n ti chnh ca chu t. Cc nh
mi gii bt ng sn ng vai tr ch cht trong k hoch tip th, h gi cc vin
cnh, trnh by cc c im ca sn phm, cc chc nng v li nhun, thng tho
hp ng, ng thi cung cp cc thng tin phn hi v cho cc nh u t kp
thi iu chnh d n.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 2
B. Vai tr ca mi gii bt ng sn trong th trng bt ng sn
Trc khi c Lut kinh doanh bt ng sn th vai tr ca c nh t khng
c tha nhn trong x hi. Khi ni n c nh t l ngi dn thng n o
tm l sb la o. Chnh v vy h khng mun khi tham gia giao dch bt ng
sn trn th trng li phi thng qua c nh t. Tuy nhin cng c nhng giao
dch thnh cng khi c s tham gia ca c vi vai tr trung gian. Chnh tm l lo s
v vai tr ca nh mi gii khng c x hi tha nhn, iu ny hn ch cc giao
dch trn th trung, lm gim s lng cc cuc giao dch, dn ti km hm s pht
trin ca th trung bt ng sn. R rng mi gii bt ng sn c nhng mt tch
cc v tiu cc, chnh nhng ngi tham gia nhiu khi bin cho th trng ny mo
m, nhng khng th ph nhn vai tr ca nhng nh mi gii h chnh l cht xc
tc a cc giao dch ti thnh cng, ng thi thc y s pht trin ca th trng
bt ng sn. Vai tr ca dch v ny th hin qua cc mt sau:
1. Cung cp thng tin cho cc ch th tham gia vo hotng giao dch
hng ho btng sn:
Do tnh c th v ca hng ho bt ng sn v th trng bt ng sn. N
l mt th trng khng hon ho, thng tin v th trng, v hng ho khng tht
y v khng c ph bin rng ri nh cc hng ho khc v tiu ch tham gia
nh gi bt ng sn cng khng chnh xc nh cc hng ho khc. Chnh v vy h
thng thng tin ng mt vai tr quan trng i vi s vn hnh ca th trng bt
ng sn, l ton b cc thng tin lin quan n bt ng sn, bao gm cc thng
tin v: lut php, chnh sch t ai, quy hoch k hoch s dng t, v tr ca bt
ng sn, mi trng, nhu cu, mc cung tm l tp qun bt ng sn l mthng ho c bit, khan him, chu s tc ng ca rt nhiu yu t v l b phn ti
sn quan trng ca cc doanh nghip, t chc kinh t, t chc chnh tr x hi v ca
cc h gia nh v c nhn. Khi trn th trng thng tin v cc giao dch y
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Cngtycphno to v Kinh doanh dch v BS Gold Land 3
ng b s a th trng bt ng sn vn hnh thun tin hn, ngi mua v
ngi bn u hiu bit v nhng thng tin , h s d dng quyt nh la chn th
trng tham gia giao dch. ng thi ta bit rng th trng bt ng sn nc ta
mi skhai hnh thnh cc giao dch cng khai trn th trng t ch yu l giao dch
ngm, v s lng ngi tham gia giao dch trn th trng l s lng nh khng
trthnh cnh tranh hon ho. T dn ti gi c cnh tranh cng l khng
hon ho v ngi bn c nhiu li th hn trong vic quyt nh. Nh th r rng
gi cy khng phn nh ng mi quan h cung cu. H thng thng tin khng
hon ho thiu chnh xc s dn n bin ng mnh, th trng ln cn st gi hoc
l sp , ngi tham gia giao dch nhiu khi phi chp nhn nhng gi qu cao, c
nhu cu mua nhng li khng c kh nng thanh ton.. Cc t chc mi gii l mttrong cc ch th cung cp thng tin quan trng trn th trng bt ng sn. H
thng cc t chc nay cng pht trin, hot ng cng chuyn nghip th mc
hon ho ca thng tin bt ng sn ngy cng cao, hn chc rt nhiu ri ro
cho cc i tng tham gia trn th trng bt ng sn
2. Thc y thtrng btng sn pht trin
Do th trng bt ng sn ngi mua v ngi bn khng c chi v y lng thng tin cn thit la chn th trng ph hp vi mnh. Th trng
bn cnh s hot ng chnh thc di s qun l ca nh nc l th trng hot
ng khng chnh thc ngoi s kim sot ca nh nc. Th trng pht trin mt
cch t pht, tnh trng u cvo t th nhiu, t dn ti gi qu cao khin tt
c mi ngi khng th bit c gi l thc hay l gi o. V th khi m th
trng lnh s lng cc giao dch bt ng sn t s dn n nhiu nh u cng trc bph sn. ng thi do khng nm bt c thng tin nn vic nh
gi cng thiu chnh xc xy ra tnh trng u ctrn lan nhng khng phi ai cng
c li nhun. iu ny km hm s pht trin ca th trng. R rng th trng cn
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Cngtycphno to v Kinh doanh dch v BS Gold Land 4
phi c t vn trnh cao, mt trong cc loi t vn l dch v mi gii bt
ng sn. Thng qua cc t chc mi gii nhng ngi qua o to c kinh
nghim v kin thc chuyn mn nm c thng tin th trung, am hiu php lut
v bt ng sn, gip cc i tng c nhu cu giao dch bt ng sn tho mn iu
kin ca mnh, gip cho h tnh ton klng trong vic mua bn quyt nh ph
hp nht. ng thi thng qua t chc mi gii, vic cung cp thng tin sc
hon ho hn, vic u chay u t bt ng sn ca cc c nhn t chc s c
cn c xc thc hn, gi c bt ng sn trn th trng s phn nh ng mi quan
h cung cu, a cc giao dch vo hot ng cng khai minh bch, hn ch tnh
trng u ct trn lan, p gi. V vy, hot ng ca t chc mi gii c vai tr
kh quan trng, gp phn thc y th trng bt ng sn pht trin
3. Khai thc ngun thu cho ngn sch nh nc.
Th trng bt ng sn ngy cng mt pht trin th nhu cu giao dch s ngy
cng tng c v s lng v cht lng. Nhng do c tnh v bt ng sn l thng
tin thng khng hon ho, giao dch ch yu l giao dch ngm nh nc khng th
kim sot c cc giao dch , nn vic thu thui vi nhng ngi c thu nhp
cao khi tham gia giao dch trn th trng nh nc khng th thc hin c. Theothng k c trn 70% cc giao dch bt ng sn c thc hin thng qua cc t
chc mi gii khng ng k kinh doanh, gy tht thu ln cho ngn sch ca nh
nc. M thu l ngun thu chnh ca nh nc trang tri cho mi hot ng, chi
ph ca c nc. V vy khi cc t chc, c nhn mi gii ny c cng nhn cho
php hnh ngh v c ng k kinh doanh s gip cho h hot ng c hiu qu hn
ng thi thng qua cc giao dch nh nc tng thu nhp v thu.4. Gp phn n nh trt t, an ninh x hi
Bt ng sn l ti sn quan trng i vi mi quc gia, cng ng v ngi
dn. N l ti sn c gi tr ln, chnh v vy bt k mt quan h giao dch bt ng
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Cngtycphno to v Kinh doanh dch v BS Gold Land 5
sn no trn th trng cng c tc ng mnh n cc hot ng kinh t x hi khc
nhau. M th trng bt ng sn ph thuc v chu s chi phi ca iu kin t
nhin, kinh t x hi, tp qun ca mi vng, mi a phng, mi cng ng khc
nhau. Thng tin v cc yu t cu thnh th trng thng khng hon ho. Nguyn
nhn l do bn thn hin vt ca ca tng bt ng sn ch phn nh c tnh trng
vt cht m khng phn nh dc tnh trng php l v quyn shu ( quyn s
dng) ca bt ng sn. l nhng thng tin, yu t m ngi mua, thu, nhn th
chp, nhn gp vn cn nm bt, am hiu. Th nhng hu ht ngi mua, thu
nhn th chp li khng am hiu hoc khng c iu kin tm hiu kcc
thng tin v bt ng sn. Mt khi th trng hot ng khng lnh mnh, gi c ln
xung tht thng, s tc ng trc tip n x hi, xo trn t tng, ngi dnhoi nghi v chnh sch php lut lm cho x hi thiu n nh .
Thng qua cc t chc mi gii chuyn nghp, cc ch th tham gia giao
dch bt ng sn sc cung cp y , chnh xc cc thng tin v bt ng sn
hn ch tiu cc pht sinh, gp phn n nh trt t, an ninh x hi.
5. Gp phn thc y i mi chnh sch qun l btng sn.
Mt th trng pht trin vng mnh khi n c mt hnh lang php l hon
thin. L cn c quan trng cho Nh nc trong vic iu tit vm v kim sot
cc hot ng ca th trng, ng thi gip cho mi i tng tham gia hot ng
kinh doanh bt ng sn tun thng php lut. Mi mt bt ng sn th bn thn
n cng cha ng cc thng tin v php l, c tnh Chnh v vy thng qua cc
giao dch trn th trung bt ng sn nhng iu kin khng ph hp thc t trong
chnh sch qun l t ai ca nh nc sc bc l. l mt trong cc csNh nc i mi, b sung, hon thin cng tc qun l t ai qun l bt ng sn
thit lp h thng, quy trnh ng k t ai, ng k ti sn, lp bn a chnh
cp giy chng nhn quyn s dng t nhm to iu kin cho cc quan ht
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Cngtycphno to v Kinh doanh dch v BS Gold Land 6
ai c thc hin ph hp vi cc quan h kinh t- x hi, t mrng v pht
trin th trng bt ng sn, khc phc tnh trng giao dch ngm, tnh trng hnh
chnh ho cc quan h dn s vt ai. Nhu cu giao dch bt ng sn ngy cng
phong ph v a dng ca cc doanh nghip, cc t chc kinh t- chnh tr - x hi
v ca cc tng lp dn c c thp ng c cc giao dch trn th trng bt
ng sn, thng qua cc t chc trung gian mi gii v bt ng sn. S hnh thnh
v pht trin ca cc t chc mi gii l tt yu khch quan. Dch v mi gii cng
l mt ngh cn c cng khai ho coi ngnh ny nh bao ngnh ngh khc v to
khun kh php l cho dch v mi gii pht trin ng hng.
C. Nguyn tc hot ng mi gii bt ng sn
Theo quy nh ti iu 44 Lut Kinh doanh bt ng sn th nguyn tc hot
ng mi gii bt ng sn bao gm 3 nguyn tc sau y:
1. T chc, c nhn c iu kin quy nh sau th c kinh doanh dch v
mi gii bt ng sn, lm trung gian trong vic m phn, k hp ng kinh doanh
bt ng sn v hng th lao, hoa hng theo hp ng mi gii bt ng sn:
- i vi tchc kinh doanh dch v mi gii btng sn phi c t nht
mt ngi c chng chmi gii btng sn;
- C nhn kinh doanh dch v mi gii btng sn c lp phi ng k
kinh doanh theo quy nh ca php lut v c chng chmi gii btng sn.
2. Hot ng mi gii bt ng sn phi cng khai, trung thc v tun th
php lut.
3. T chc, c nhn mi gii bt ng sn khng c ng thi va l nh
mi gii va l mt bn thc hin hp ng trong mt giao dch kinh doanh bt
ng sn.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 7
D. iu kin kinh doanh dch v mi gii v yu cu chuyn mn ca nh
mi gii bt ng sn
1. Vi tchc kinh doanh dch v mi gii, nh gi btng sn:
a. Viu kin php l:a1- T chc khi kinh doanh dch v mi gii bt ng sn phi thnh lp
doanh nghip hoc hp tc x, ng k kinh doanh dch v mi gii bt ng sn
theo quy nh ca php lut;
a2- Trng hp t chc kinh doanh dch v bt ng sn c t cch php
nhn khi b sung ng k kinh doanh hot ng dch v mi gii th ch cn m
bo iu kin quy nh ti im b Khon 1 iu ny.
b. Vnhn s:
b1- T chc khi kinh doanh dch v mi gii bt ng sn phi c t nht 01
ngi c chng ch mi gii bt ng sn;
Trng hp t chc kinh doanh dch v sn giao dch bt ng sn phi c t
nht 02 ngi c chng ch mi gii bt ng sn.
b2- Ngi qun tr, iu hnh ca b phn hoc cng ty trc thuc thc hin
mi gii bt ng sn (Trng, ph Phng, hoc Trng, ph Ban, hoc Gim c
Ph Gim c) c trnh chuyn mn v kinh t, ti chnh, ngn hng ph hp vi
hot ng mi gii bt ng sn, c kin thc v kinh nghim v kinh doanh trn th
trng bt ng sn;
C. Vtr shotng:
C1- C a ch giao dch n nh.
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C2- C csvt cht, h thng k thut tin hc v phng tin thng tin lin
lc (in thoi, thit b ghi m, my vi tnh v cc thit b khc) p ng yu cu ca
hot ng mi gii bt ng sn.
2. Vi c nhn hotng mi gii btng sn:
Trng hp l c nhn kinh doanh dch v mi gii bt ng sn c lp: th
phi ng k kinh doanh theo quy nh ca php lut, lp Vn phng mi gii bt
ng sn v phi c chng ch mi gii bt ng sn.
2. Yu cu chuyn mn ca nh mi gii bt ng sn:
- Yu cu chung:
+ Khng phi l cn b, cng chc nh nc.
+ C nng lc hnh vi dn sy ; khng b cm hnh ngh theo quyt
nh ca c quan c thm quyn; khng ang trong tnh trng b truy cu trch
nhim hnh s, chp hnh n pht t;
+ Trnh hc vn ti thiu t tt nghip PTTH trln.
+ Phi c chng nhn hon thnh kho hc v mi gii BS do t chc
o to theo chng trnh khung ca B Xy dng ban hnh .
+ C chng ch mi gii bt ng sn do cquan c thm quyn cng nhn
v cp.
- Yu cu c th:
+ Nm chc php lut kinh doanh bt ng sn, mi gii bt ng sn.
+ Hiu bit cbn v th trng bt ng sn v cc vn lin quan n hot
ng mi gii trn th trng bt ng sn.
+ Nm r ni dung trnh t quy trnh ca dch v mi gii bt ng sn.
+ C kin thc cbn v tip th kinh doanh bt ng sn.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 9
+ Tun th nghim tc trch nhim v o c hnh ngh mi gii bt ng
sn ph hp vi o c x hi ni chung v o c kinh doanh ni ring.
- Ngoi ra cn c mt s yu cu sau i vi nh mi gii bt ng sn
chuyn nghip:
+ tr thnh nh Mi gii chuyn nghip u tin phi c kh nng chu
ng: sc ch, bc xc nhng vic ny lun lun xy ra khi tip xc khch hng
-> phi bit chu ng, nhn ni. -> phi tm c li thot khi xy ra cc tnh trng
trn.
+ Phi bit cch i x, ng x vi nhiu loi ngi khc nhau.
+ Phi rn luyn tnh kin nhn, phi ho ng, c chnh xc nhng tn hiuca khch hng, phi hc cch chai l trc nhng ci d lm tn thng, phi hc
cch nhanh chng ng ln sau tht bi.
+ Phi c k nng to bu khng kh thn thin.
+ Lin tc rn luyn thc hnh tinh thn, kh nng nm bt tm l v rn luyn
thn th.
- Nguyn tc: cho cc bn di n tho thun.
+ Xc nh thin cm ngay ln gp u tin.
+ C gng thc hin nhng li ha vi khch hng, thm ch thc hin
nhiu hn nhng li ha mt cch t m v cn thn. ng thi thng bo
thng xuyn tin trnh s vic vi khch hng.
+ Gii quyt cc cng vic gia cc bn mua v bn theo hng bn l ngiMi gii ca hai bn, cn x cng bng vi hai bn theo nguyn tc fairplay.
- Hnh nh l tng ca nh Mi gii chuyn nghip.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 10
+ i su vo nghip v chuyn mn: bt buc s dn thn ca mnh vo vng
quay ca bt ng sn l s nghip ch khng phi l cng vic kim sng
Tnh chuyn mn su v ng lc ngh nghip s lin hip cc nh Mi gii
li.
+ S kin nhn: chn thnh vi khch hng, bit lng nghe k c khng lin
quan trc tip.
+ Trong qu trnh giao tip quan h vi khch hng cn gy nim hng khi
cho khch hng.
+ Tinh thn trch nhim:
Nhn trch nhim v mnh v c thc tnh to thc hin trch nhim .
Ngh Mi gii khng thch hp vi ngi thiu nng lc, lu c, khng tn
trng lut chi
- Tnh chuyn nghip:
+ Chuyn mn ngh nghip cao; cn hiu bit nhng ng ngch, vng ti
trong ngh nghip,bit cch x l nhng tnh hung nhy cm.
+ C kh nng son tho hp ng khc nhau trn th trng quc gia v quc
t
- o c ngh nghip:
+ Ngi Mi gii lm vic di sc p ca d lun x hi, bo ch ->cn xc
nh.
Khng nn nghrng khch hng bit t bo v mnh v php lut bo v h.
Khng nn nghkhch hng ph thuc hon ton vo Mi gii.
+ Phi tuyt i tun theo o c chung:
- tin cy:
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Cngtycphno to v Kinh doanh dch v BS Gold Land 11
- Thng tin: vic trao i thng tin gia cc nh Mi gii l vn cbn nhtVit Nam vn l vng trng, cn h trcc cquan iu tra cbn cung cp
thng tin cbn v th trng bt ng sn.
- Nng lc: C thng tin y lnh vc lin quan, kh nng vn dng vothc t, bit cch t vn
- Phong cch: nhanh nhn, phong cch ring.+ S nhanh nhn: cng vic lun yu cu s nhanh nhn. di chuyn tranh th
thi gian. Nhanh nhn c v vt l v tm l.
+ Lun sn sng phc v: hot ng trong mi hon cnh, thi gian khng
phi ca chnh h m ph thuc v khch hng.-> bn thn v gia nh phi chpnhn.
- c quan st: Kt ni s vic, c tr nh tt, cn nhmt h tn s thch cakhch hng.
- Vn ho c nhn: Cn chng t l ngi c vn ho c nhn cao, th hintrong quan h vi khch hng, vn ho ng x trong cng vic
- Din mo bn ngoi:+ n tng u tin: Khch hng ngay u tin n nh Mi gii
khong 30 n 60 giy u tin c th nhn din mc trung thc , trnh vn
ho, tnh cch, cng vic ca h c thun li hay khng.
+ Hnh thc quan trng hn ni dung: n tng u tin to nn bi hnh thc
50 %, 38 % ngn ng cth, ni dung cu chuyn 7 %. => u t cho hnh thc
bn ngoi c th lm tng thu nhp cho nh Mi gii
+ Con ngi ca thnh t: hnh thc cng th hin con ngi thnh t ->
phi chng t thnh cng i vi khch hng ngay c khi thc t ngc li.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 12
+ V sinh c nhn: thng xuyn phi tip xc khch hng phi gi gn v
sinh tt v v sinh vn phng Mi gii.
+ Tn trng thi gian ca khch hng.
- ngha ca k thut mi: ngi gi khng thch hp, ngi tr nng ng tipcn k thut mi: vi tnh
- in thoi di ng:- Trnh xa ngha tiu cc: trnh gy tm l tht bi trong mi trng..- Quyt on v trung thc: cn quyt on v hnh ng theo nhm.- S hi lng v tin bc: cm gic t ho tin th lao xng ng- Tnh hiu bit v chu k: Kinh doanh bt ng sn c tnh chu k, c nhng
lc ng bng, lc nng, nh Mi gii cn ngh ngi lm vic ng lc
khng nn lm vic lin tc dn n cng thng kit sc.
. Nhng yu tnh hng n spht trin ngh mi gii bt ng sn
1. Nhng yu ttrc tip:
- Lut Kinh doanh bt ng sn cng nhn ngh mi gii bt ng sn v
quy nh khi kinh doanh dch v mi gii bt ng sn phi c chng ch mi gii
bt ng sn;
- Mt s giao dch phi qua sn giao dch;
- Cc B lut lin quan to iu kin cho ngh mi gii pht trin nh Lut
Nh , Lut t ai, B lut dn s;- Hi nhp quc t: nhiu cng ty nc ngoi u t kinh doanh vo Vit Nam
to sc p cnh tranh cho cc cng ty trong nc phi chuyn nghip dch v mi
gii bt ng sn;
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Cngtycphno to v Kinh doanh dch v BS Gold Land 13
- Li nhun hp dn t dch v mi gii bt ng sn chuyn nghip.
2. Nhng yu tgin tip:
- Nhng tc ngn nhu cu vbtng sn lm tng nhu cu mi gii bt
ng sn:+ S tng trng v dn s v cc nhu cu pht trin: Tng trng dn s lm
lm tng mi nhu cu ca x hi v theo cu v nh t tng ln. Lng cu BS
l mt i lng t l thun vi yu t dn s, c bit khi t l tng dn s chc
cng cao s gy ra nhng t bin v cu BS.
+ Thu nhp ca dn c: Nhu cu v nh l nhu cu cbn thit yu khng
th thiu vi mi ngi dn. Do vy, cu v nh ti thiu s tng ln tng ngvi tc tng ca thu nhp khi mc thu nhp vt qu mc gii hn v cu
lng thc v thc phm.
+ K hoch pht trin kinh t-x hi ca Chnh ph: Vic pht trin mnh cc
khu cng nghip v tng mc thu ht u t bn ngoi vo cc th cng s lm
tng mc cu v BS ni chung. Ngoi ra, cc d n gii to cc khu nh chut
dc theo cc knh rch cng s lm tng mc cu v BS.+ Ti chnh ngn hng pht trin, to iu kin cho vay u t bt ng
sn, dn n cu bt ng sn tng.
Ngoi ra, cn phi kn mt s yu t khc nh hng khng nh ti quy
m v tnh cht ca cu v BS l trnh pht trin sn xut, s chuyn i c
cu nn kinh t, tc ng ca qu trnh hi nhp kinh t khu vc v quc t v.v..
- Nhng tc ng n kh nng cung cp hng ho btng sn trn th
trng btng sn:
+ Th trng xy dng pht trin.
+ Chnh sch t ai, u t v ti chnh
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Cngtycphno to v Kinh doanh dch v BS Gold Land 14
+ S pht trin h thng kt cu h tng
+ Chin lc pht trin kinh t - x hi quc gia v a phng
E. Kinh nghim ca cc nc v dch v mi gii bt ng sn
1/o to v giy php cho mi gii BSXing-ga-po:o Qu trnh pht trin:
- Trc nm 1980, khng c khung o to cho mi gii v i l BS
Xing-ga-po. Vo nm 1982, ERA Singapore thnh lp cng ty u tin v bt u
pht trin mt h thng o to m ERA hc hi c t nc M. Chnh ph
Singapore thng qua cquan t ai Singapore (IRAS) chp nhn h thng o
to ca ERA l mt h thng tt o to cc nh mi gii v cc i l BS.Trc khi IRAS cp mt giy php mi gii BS cho bt k ai, h phi hon thnh
kho o to u tin c cung cp bi ERA. Ngy nay, chng ch CEHA l rt
cn thit cho vic cp giy php hnh ngh mi gii BS:
- Trc khi giy php mi gii BS c cp, cc ng vin phi tri qua mt
k thi chung cho cc i l BS (CEHA)
CEHA c cung cp bi Ban thi tuyn CEHA thuc cquan IRAS (Chnh ph)
o Cc iu kin tham dk thi CEHA: t nht 21 tui k t thi im ng k kho hc Ti thiu phi tt nghip cp 3
o K thi CEHA: Cc ng vin phi tri qua 3 bi kim tra:
Bi 1: Lut BS Bi 2: Marketing BS Bi 3: Qun l hnh ngh BS
Cc ch ca bi kim tra 1: Lut BS
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Cngtycphno to v Kinh doanh dch v BS Gold Land 15
Lut v hp ng v k kt hp ng Lut BS Lut i l Lut cc quyn v BS Lut v shu v Lut Doanh nghip Lut Quy hoch v bo tn Lut Thu BS
Cc ch ca bi kim tra 2: Marketing BS: Cc nguyn tc marketing BS Marketing cc BS cng (thuc HDB) Marketing cc BS t nhn v u t BS Marketing BS cng nghip Marketing BS u t xy dng (nh v thng mi)
Cc ch ca bi kim tra 3: Qun l hnh ngh BS: Th trng BS Phn tch ti chnh BS u t BS v cc hnh thc u t khc Quy tc ng x/ Qun tr kinh doanh, Qun l vn phng
v pht trin kinh doanh
Hnh thc k thi CEHA: K thi CEHA c 3 bi kim tra, mi bi c thi gian 2,5h qua c k thi CEHA, ng vin nht thit phi t 3
bi kim trao Mi bi kim tra c 6 cu hi lun v 2 cu hi
trc nghim
o ng vin phi tr li c 5/8 cu hi
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Cngtycphno to v Kinh doanh dch v BS Gold Land 16
o im phi l 50/100o Bt cng vin no thi trt mt bi kim tra u
phi ng k thi li bi kim tra trong vng 2
nm (khng nht thit phi lm 3 bi kim tra 1 lc)
Ai c cung cp o to cc i l tham gia k thi CEHA: ERA Singapore Cc cquan chuyn ngnh nh:
o Hc vin nh gi Singaporeo Hc vin cc i l BS
Hc ph nh th no? Mt kho hc CEHA (16 bi): 300 la Singapore/-+ 5
GST
L ph thi (cho 3 bi kim tra): 300 la Singapore/-+ 5GST
2/ Hotng mi gii btng sn ca M:
Dn s M c 290 triu ngi. C nc c khong 74 triu h gia nh v c
t l shu nh ring l gn 70%. Trung bnh 1 h gia nh chi ph 20-40% thu nhp
cho nh . Gi nh trung bnh M l 100.000 USD. / Cn h
Th trng BS M hin gm c xp x 50.000 doanh nghip mi gii BS
Chng khc nhau kh ln v quy m v hot ng. 80% trong s c bit ch
trng vo vic bn BS khu dn c trong khi 8-10% ch trng vo BS thng
mi. Cn li l pht trin cc nh cao tng, nng trang v t ai, qun l v nh gi
BS. 90% cc nh mi gii M tt nghip trung hc, 45% c bng c nhn
Chuyn ngnh cbn ca h l nh dn c. 59% c n b vi 1 t l hoa hng
c chia cho doanh nghip ca h trong khi 31% trn 100% tin hoa hng phi tr
hng thng chi ph cnh cho doanh nghip. Phn cn li 10% c coi l lng
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Cngtycphno to v Kinh doanh dch v BS Gold Land 17
v/hoc 1 tho thun chia li. 20% s dng 1 cng tc vin, 97% shu hoc thu
my tnh, 95% s dng in thoi di ng, 75% s dng thin t v 50% c 1
trang web c nhn.
Ngh mi gii BS Mc quy nh rt cht ch. phn ln cc quy nh
ny c son tho nhm bo v quyn li ca khch hng trnh cc hnh vi la
o, bt quy tc. Quy nh p dng trong phm vi cp bang do hi ng cc thnh
vin-nhng ngi c thng c bang b nhim- son tho. Nhng thnh vin ny
b sung cc quy nh trn cht ch v BS cho ngi mi gii thi hnh. Nhiu
quy nh bm st vi cc nguyn tc hot ng ca NAR (Hip hi bt ng sn
quc gia M). Thm na, hu ht cc nh lp php ca bang thng qua cc o
lut b sung, sa i v ngi hnh ngh; nhiu bang khng c cc o lut ny
lut chung c chnh quyn dng lm cn c php l trong vic thc hin.
hnh ngh BS M, phi c 1 giy php BS do chnh quyn bang cp
Cc yu cu bao gm o to, tri qua 1 k thi v tr ph cp php. C 1 vi trng
hp ngoi l, giy php cho php ngi c cp php hnh ngh bt c loi bt
ng sn no bt cu trong phm vi ranh gii ca bang. Ch c 1 ngoi l l cc
nh nh gi mun hnh ngh th phi c giy php lin bang (giy php do chnhquyn lin bang cp) v sau giy php ny c chnh quyn bang gim st (gim
th). Tr 1 vi nh nh gi, tt c cc giy php BS u do chnh quyn bang iu
chnh; tuy nhin, nhiu bang dnh cho cc c quyn hnh ngh gia cc bang v c
1 xu hng r rng tin ti c giy php lin bang (giy php do chnh quyn lin
bang cp).
Cc yu cu ti thiu ng k k thi cp php mi gii BS:c cpphp, ng vin phi vt qua k thi vit u tin. Nhng ng vin thi sc cp
php bi cquan DRE (Department of Real Estate).
ng k xin cp php, phi m bo cc iu kin sau:
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Cngtycphno to v Kinh doanh dch v BS Gold Land 18
- Vtui: phi t 18 tui trln- Vni thng tr: ti bang no do bang cung cp- Vlng trung thc: phi trung thc v tht th, khng c tin n tin s..- Vkinh nghim: Ti thiu 2 nm kinh nghim lm full-time cho nhng ngi
bn BS c cp php c 5 nm kinh nghim l yu cu bt buc
- Vo to: Cc ng vin phi hon thnh 8 mn hc sau:o Hnh ngh BSo Lut php v BSo Ti chnh BSo nh gi BSo Kinh t BS v k tono V 3 mn hc na c la chn trong s cc mn hc sau:
Cc nguyn tc BS
Lut kinh doanh
Qun l BS
Escrows (Khc- Giao ko)
Qun l vn phng BS
Mi gii vay v cho vay th chp BS
Lut BS nng cao
Ti chnh BS nng cao
nh gi BS nng cao
Tin hc BS
Pht trin li ch chung
Tin mi gii BS c kim sot bt c lc no ngi mi gii b buc ti
l c hnh vi khng tun theo cc quy nh v tin mi gii. Nu 1 ngi hnh ngh
mi gii b co buc l c hnh vi vi phm php lut, ng ta/b ta c th b kin ra
to n a phng hoc to n bang, i khi to n lin bang s lng nghe v xt x
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Cngtycphno to v Kinh doanh dch v BS Gold Land 19
trng hp vi phm ny phin to. Cc hnh pht i vi cc hnh vi khng thch
ng, tri vi lun thng o l, hoc cc hnh vi phm php c thi t cc hnh
thc cnh co n gio dc ri cui cng l tng giam vo t.
Phn ln cc thnh ph ln Mu c mt hi ngh nghip gip cho
nhng ngi mi gii bt ng sn hnh ngh c hiu qu hn, l MLS (Multiple
Listing Service). MLS ngun cung cp y mi thng tin chi tit v tnh trng
mua bn bt ng sn trong khu vc khi nhng thng tin ny c s dng thnh
cng. Nhng ngi mi gii phi chia mt phn th lao cho ni cung cp thng
tin gc.
H thng MLS mra qua nhiu nm khi 1 ngi hnh ngh nm c rng
chia s thng tin ngha l c thu nhp nhiu hn cho tt c mi ngi. Vo nhng
nm 1880, c 1 hi ngh ca cc thnh vin hip hi, nhng ngi ny trao i
thng tin v cc BS ng k (nim yt) ca h. Vo nhng nm 1950, c nhng
trang thng tin c in n do hip hi a phng phn pht. Vic ny c
cng ngh ho cao hn vo nhng nm 1980 cng vi vic pht minh ra my tnh
c nhn (computer) v thit b vi x l. Vo nhng nm 1990, MLS c 1 danh
mc lit k c in n hng tun v ngy nay l trang in t trn mng InternetHu ht cc MLS u thit lp trang web cng cng ni c cc ng k ca cc
thnh vin. Cc bn c th xem (c) cc ti liu ti trang web sau: www
realtor.com.
Hu ht tt c cc giao dch bt u bng vic 1 ngi bn ng k nim yt
BS ca ng ta hoc b ta vi 1 i l theo 1 mc gi v thi gian c th. Nh l 1
phn ca vic nim yt, ngi bn ng (tho thun) tr tin hoa hng, thng lvi 1 t l phn trm ca gi ngi bn, n sc chia gia doanh nghip ng k
nim yt v doanh nghip bn. Nh l ti va m t, vic nim yt i l c trnh
duyt sau , thng tin v BS ng k nim yt sc gi ti MLS a phng
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Cngtycphno to v Kinh doanh dch v BS Gold Land 20
qua mng in t. Cc i l i din cho ngi mua lin tc tm kim trn MLS v
cc BS ph hp vi nhng g ngi mua ca h mun v c nhu cu. Cui cng l
1 i l ca ngi mua ch cho ngi mua ca ng ta/b ta thy BS ca ngi bn
ngi mua thch BS v i l ca ngi mua s phc tho 1 hp ng mua bn.
Ngi bn v ngi mua sau m phn 1 hp ng mua bn cui cng vi s h
trca cc i l ring ca h. Cc m phn ny thng c thc hin bng cch
vit ln cc COUNTERPROPOSAL. Sau khi hp ng c dn xp, trong khong
4-6 tun, ngi mua t c 1 cam kt th chp, 1 cuc kho st v 1 cuc nh
gi. Ngi mua kim tra BS bng thanh tra chuyn nghip v cung cp cho ngi
bn vi bt c l do phn i no trong vn bn khi n c a ra m phn sau
nh l 1 gii php. Ngi bn trong thi gian cho thu 1 giy tbo him cng ty xem xt giy tphp l cho BS v cung cp cho ngi mua vi 1 cam kt ban
hnh quyn hp ng sau khi kt thc. Trong giai on cui cng, ngi bn k
chng th; ngi mua k th chp v a cho i l cui cng 1 khon tin th chp
v gim bt thanh ton ca ng ta/b ta. i l cui cng ny sau s tr tt c cc
ho n, bao gm tin th lao cho ngi bn v hoa hng ca i l, t tin ca
ngi mua v c ghi vo chng th v vn t cm cvn phng ghi chp h s
s sch v vn tha phng.
Tin hoa hng chc tr khi v ch khi giao dch kt thc. Cng vy, tin
hoa hng c tr cho doanh nghip BS v khng trc tip ti cc i l. Tin hoa
hng sc tr ngoi giao dch v n c thc xc nh bng phn cng thm
ca ngi bn vo tin ca ngi mua (tin mt v/hoc vn t cm c). Ngy nay
mc du hu ht ngi mua v ngi bn trnn kh am hiu v th trng BS
v gi tr ca BS, nh mi gii vn l 1 phn thit yu ca giao dch. l kin
thc, k nng v cc kinh nghim ca nh mi gii m bo kt qu giao dch thnh
cng.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 21
Tm li, h thng mi gii BS hot ng c hiu qu. C 3 thnh t ch
yu. u tin, h thng MLS l h thng lin kt tuyt vi cho php cc i tc cnh
tranh chia s thng tin; Th 2, xc nh kt cu tin hoa hng mi gii ring l bao
gm c ph ng k nim yt v ph bn trong 1 hp ng. Tng ph c m phn
gia ngi bn v i l nim yt theo t l bn c ghi trn MLS. Th 3, cc nh
mi gii phi thc hin vic lp ra cc quy tc tng t, lp ra cc quy tc m bo
trnh nghip v ca nh mi gii.
3/Tham kho ca Trung Quc:
+ Ngi mi gii BS l ngi mi gii c th, ngi mi gii hp doanh v
cng ty mi gii nhm mc ch ly tin thu, lm dch v gii thiu trung gian, i
l nhn tin th lao t ngi ng s kinh doanh, chuyn nhng, cm c v
cho thu nh.
+ c im ca ngi mi gii BS:
1.Nhm mc ch ly tin thu2. Thc y 2 bn giao dch, ch bn thn khng trc tip giao dch3. Hot ng mi gii BS ch yu l trung gian gii thiu v i l bn nh
t.
4. Phi phn bit r gii hn hot ng ca mi gii BS v t vn thun tucung cp thng tin v nh t.
S cn thit ca t chc ny c chng minh trn thc tin l cc giao
dch c tin hnh mt cch nhanh chng, trnh c nhiu phc tp khng cn
thit (v ngi trung gian trc tip dn xp cc xung t...). Nhiu khi, bn mua
v bn bn, bn thu v cho thu... khng nm c r rng, chi tit v cc thng tin
c lin quan v BS bng trung gian mi gii, h thc s cn n nh mi gii nh
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Cngtycphno to v Kinh doanh dch v BS Gold Land 22
mt trung gian tin cy v chuyn nghip thc hin cc dch vp ng yu cu
ca c 2 bn.
Tham kho bi hc Trung Quc- Nhngiu cn bit khi mua nh
1. Tm kim thng tin vngun nh thno?Chn nh mua nh l mt vic ln trong cuc sng ca con ngi. Mi
ngi mua nh khng th trthnh chuyn gia v ti sn nh, cng khng th
vic g cng phi t lm ly, cho nn tm ngi trgip r rng l v cng
quan trng. Mua nh, trc tin phi tm ngun nh. Hin nay, cc knh ch
yu ngi mua nh c th tm c thng tin v ngun nh l:a. Hi thm bn b ngi thn: Hi thm bn b ngi thn c h gip
l cch m ngi mua nh thch nht v t cho l c hiu qu nht, ng
tin cy nht. V ngi ta vn thch nhng ngi c kinh nghim sng, mc
thu nhp gn nh mnh, cng mt khu vc, ng thi bn b ngi thn
l i tng ng tin cy, h lun lun c tha ra nhiu kin chn thnh,
thit thc, truyn th nhng kinh nghim mua nh ca h. Ni chung, cth hi thm bn b ca mt tiu khu nh no , hoc hi thm nhngngi bn mua nh thng phm, cn c th hi kin bn b lm ngh
bt ng sn, nhh gip gii thiu nh mua. Cch ny tnh ch quan
mnh, lng thng tin t, phm vi chn la c gii hn. Nhng c khi c th
t c kt qu v thun tin bt ngv cc mt ngun nh, kiu nh, gi
c, gii quyt chng nhn... Mua nh theo cch ny trong giai on hin nay
khng th xem nh.b. Lu qung co bn nh: Cc loi qung co bt ng sn l phng thc
truyn t thng tin tiu th bt ng sn trc tip nht, hiu qu nht, cng
l cch mua nh va tn sc m nhanh chng. Hin nay, c th c c
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Cngtycphno to v Kinh doanh dch v BS Gold Land 23
thng tin v nh qua cc phng tin ch yu sau:Qung co bo ch. a s cng ty BS thch chn bo ch l phng tin d
c i c li, gn gi sinh hot ca nhn dn qung co. c bit l vi
nm gn y, cc bo ngy, bo tun ca mt s thnh ph m chuynmc, chuyn san, a tin v gii thiu kin thc v BS c th gip ngi
mua nh rt nhiu, cng trthnh phng tin ch yu c la chn ca cc
cng ty pht trin BS qung co. Theo iu tra, qung co BS trn bo
ch ca mt s thnh ph ln phi chim ti 90% lng qung co ca cng
ty pht trin BS a ra.Qung co in t; truyn hnh, pht thanh, internet. Qung co truyn hnh
c c im din ngi xem rng, tnh trc quan mnh, nhiu i truyn hnh
u c cc chuyn mc khc nhau v BS l nhng tit mc m ngi mua
nh cn ch . Qung co thng tin v BS trong pht thanh t b hn ch v
thi gian v khng gian, tu lc c th mnghe, cng l mt cch c c
thng tin.Gn y, internet tr thnh phng tin truyn b thng tin, xem nh trn
mng mua nh trn mng ngy cng ph bin. Khng t vic chuyn nhng
BS cc ni ln mng, mt s cng ty internet chuyn nghip cn thit
lp nhng trm mng BS chuyn nghip, khng ra khi nh cng c
th nm bit tnh hnh mua bn nh trong thnh ph mnh, thm ch cc ni
trn ton quc.Qung co trn ph. Qung co trn ph bao gm bin qung co, hp n,
c, bng, truyn n...,loi qung co ny ni chung phn b cc con
ng, cc cy cu, qung trng, chung quanh bn thn BS, ngi qua li
nhiu, tng i bt mt, rt d gy s ch ca ngi mua. Xem qung co
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Cngtycphno to v Kinh doanh dch v BS Gold Land 24
BS phi ch phn bit tht gi ca ni dung qung co trnh b mc
la. Quy nh tm thi v qung co BS B Xy dng ban hnh quy
nh qung co phi c: tn cng ty pht trin BS, tn cquan i l tiu
th, s giy php tiu th BS.Ngoi ra, quy nh qung co BS khng c mang cc ni dung m tn
phong kin, thuyt minh tnh hnh BS khng c tri vi o c, phong
tc tt p ca x hi, v tr d n ni trong BS phi biu th bng khong
cch thc t giao thng hin c t BS ny n mt mc c th no ,
khng c ly thi gian cn biu th khong cch; bn v v tr qung co
BS phi chun xc, r rng, t l thch ng; qung co BS khng c
nu cc ni dung ti chnh v nhng vn lin quan khc, nu qung co
lm tri cc ni dung trn, khi la chn nh phi rt lu .c. Trc tip tm cng ty pht trin tho lun. Trong tnh hnh i l BS
khng c hon thin, nhiu cng ty pht trin sau khi nh thng phm
c iu kin tiu th th giao cho b phn tiu th ca cng ty bn.
Trc tip tm ni trc tip bn ca cng ty pht trin mua nh, nhn vin
bn nh c th gii thiu cho ngi mua cc loi nh ca cng ty, ngi mua
c th c c t liu gc, trao i gi c trc tip vi cng ty pht trin, c
th c c gi cu i nht, v bt i chi ph mi gii trung gian. Cch
trc tip, nhanh chng, r rng, chn thc ny trong tnh hnh uy tn ca c
quan mi gii khng cao hin nay l s la chn l tng ca nhiu ngi
mua nh.Bn bc cch ny nn tin hnh nhiu ln vi cc nhn vin khc nhau. Nu
c nhiu im bn nh khc nhau, cn c thi ti cc ni tm hiu
trao i, t nghim chng tnh hnh thc t ca nh thng phm.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 25
d. Thng qua i l ca cquan mi gii hoc ngi trung gian. i l mi
gii v cng ty t vn thng tin l cquan trung gian gii thiu cho hai bn
mua bn BS giao dch vi nhau v thu tin hoa hng, chng c tc dng
quan trng trong lu thng v giao dch nh thng phm.i a s nh thng phm lm xong th tc mua bn u thng qua cng ty
i l mi gii thc y thc hin. Lng thng tin ca knh ny ln, tin
cho vic la chn, li mt thi gian, mt sc, thch hp vi ngi mua
nh, nhng cha c kinh nghim.Ngoi ra, tm ngi trung gian hoc lut s chuyn nghip gip mua nh
cng l mt con ng ngn mua nh mi xut hin gn y mt sthnh ph. i vi nhng ngi cng tc rt bn, c th u thc ton quyn
cho ngi trung gian v lut s thay mt, hiu qu kh tt. nc ngoi, y
l mt phng thc mua nh rt ph bin. Khuyt im l khng tin
so snh, tm hiu th trng khng y . V vy, phi tm ngi trung gian
hoc lut s tin cy, c kinh nghim thay mt.Mi ngi trung gian hoc mi gii thay mt mua bn nh th phi tr chi
ph trung gian mi gii. Cquan hu quan ca Nh nc c quy nh r rng
i vi thu ph dch v mi gii BS, ni dung v tiu chun nh sau:Ph t vn BS theo yu cu ca ngi u thc, cung cp dch v t vn v
chnh sch, php lut, quy nh, k thut, thng tin BS c lin quan, c th
thu ph t vn BS, c th chia ra 2 loi ph t vn ming v t vn bng vn
bn.Ph t vn ming theo thi gian m dch v t vn cn, kt hp ng cp k
thut chuyn mn ca nhn vin t vn, do hai bn tho thun tiu chun thu
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Cngtycphno to v Kinh doanh dch v BS Gold Land 27
di ca cng ty phi php.Ngoi ra, nn tm hiu uy tn v qu trnh cng tc trc nay ca cng ty i
l trung gian ny, nh bt lin lc vi ngi mua nh qua cng ty ny th
cng ng tin cy.e. Ch S giao dch v trin lm BS. Theo s quan tm pht trin th
trng BS ca cc cp chnh quyn, sgiao dch v th trng giao dch
BS do c quan ch qun ca chnh quyn hoc hip hi ngnh ngh, t
chc mi gii thit lp ni chung c quy m nht nh, ngun nh kh nhiu,
h c th cung cp mt loi dch v t vn, mua bn, nh gi, np thu, gii
quyt cc th tc lin quan. Loi trung tm ny l knh mua nh kh ltng, v yn tm ca ngi mua nh.
Nhng nm gn y, cc c quan ch qun ngnh BS, hip hi ngnh
ngh, t chc mi gii v n v bo ch t chc mt s trin lm cc cng
ty pht trin BS tp trung cng nhau thc y vic bn nh. Cc cuc trin
lm v giao dch ny, thng tin bn BS kh tp trung, c gi cu i hoc
thi nhau gim gi thc y tiu th, ngi mua c th thoi mi la chn.
Khuyt im l thnh phn tuyn truyn trin lm nhiu, chu k trin lm
cch nhau lu, khng th mua tu theo mun.Ngoi ra, cc t chc giaodch, trin lm hoc mi gii cn nh k t chc cc hot ng xem nh
cui tun, mt ngy c th i xem nh nhiu ni, cng l mt knh m
ngi mua nh c c cc thng tin cn thit.4/c:
Khong 25% cc v bun bn BS gia nhng ngi mua l do vn phng
mi gii BS thu xp; Cc vn phng ny thng thu 3,5% gi bn; Thng th
ngi mua tr th lao cho vn phng mi gii, ngi bn cng c trch nhim v
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Cngtycphno to v Kinh doanh dch v BS Gold Land 28
hp ng vi vn phng. Tuy nhin trong a s cc trng hp th ngi mua tr
tin th lao cho vn phng thay cho ngi bn.
5/ Phi-lp-pin:
Mi gii BS cp n lnh vc kinh doanh dch v BS, trong ngi
kinh doanh l nh mi gii- ngi ng vai tr i din cho 1 ngi khc trong vic
cho bn, qung co, ln danh sch, qung b, m phn hoc tc ng n s nht
tr gia cc bn v vic bn, mua, trao i, th chp hay thu hoc cng hp tc hoc
cc giao dch khc v BS, hay bt k hot ng no trong lnh vc ny c chay vi mong mun thu c 1 khon ph; Nu c 10 nm mi gii BS s tr
thnh nh t vn BS; Nguyn tc v quy nh iu chnh vic cp php v gim st
hot ng ca nhng ngi kinh doanh BS, nhng nh mi gii, cc chuyn gia
nh gi v t vn, cc t chc BS do Cc Qun l thng mi v Bo v khch
hng thuc B Thng mi v Cng nghip ban hnh;
G. o c ngh nghip trong mi gii bt ng sn
1. Phi trung thc trong khi thc hin dch v mi gii ,khng dng cc th
thut khng c php mu li cho mnh, cn c tinh thn trch nhim khi mi
gii gia ngi mua v ngi bn lm sao cho cuc mua bn thnh cng nhng an
ton cho c cc bn .
2. Khng c cho ngi khc mn, thu chng ch hnh ngh;
3. Hnh ngh khng ng vi ni dung ghi trong chng ch;
4. Nu c du hiu vi phm th phi tun th quy nh ca php lut v x l
vi phm hnh chnh trong kinh doanh dch v bt ng sn.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 29
5. Tun th Quy tc o c ca Hip hi bt ng sn Vit Nam.
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Chuyn 2
Quy trnh v k nng mi gii bt ng sn
A. Thu thp thng tin v cung, cu bt ng sn
1. Thu thp thng tin v bt ng snNgun cung btng sn
- Cc dng cung:+Bn.
+ Cho thu, cho thu li.+ u t lin doanh lin kt.
+ Khai hoang, khai ph: bn t cha s dng thnh s dng c
- Thng tin ngun cung+ Vn phng mi gii
+ T khch hng.+ T cc phng tin thng tin i chng.
+ Cc cng ty u t kinh doanh xy dng, cc d n.
+ Cc cquan u gi t v bt ng sn, ngun hng phy mi.
+ Cc cquan qun l: a chnh, tnmt. skin trc, squy hoch.
+ T thc t : nhng nh b trng, khu t trng, nhng bt ng sn mi
pht trin, t dn ca phng.
+MLS: h thng nim yt a chiu.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 31
Thng tin vbtng sn
- Kinh t k thut:+ V tr: mi trng xung quanh.
+ Loi, kch thc, hnh th, khng gian, hng.
+ Trang thit b: csvt cht k thut
+ Tnh trng k thut: xem tng th nhue th no, chi tit, cht liu, thi gian
s dng, kin trc, bo dng
+ H tng k thut : ng, in, nc,
+ Gi c ton b v tng phn ca bt ng sn.
- Php l:+ Giy txc nhn quyn nng i vi bt ng sn: s, s hng. quyt
nh giao t, giy php xy dng, phn chia ti sn,,,
+ Quy hoch: s dng t, khng gian, cc cng trnh lin quan khc.
+ Cc giy tlin quan n tranh chp: u ban nhn dn.
+ Quyn nng v s hn ch v quyn nng: v d: hn ch cao
- X hi, lch s:+ Thi gian s dng, ngi s dng, xy dng v qu trnh pht trin cu bt
ng sn.
+ Mi trng x hi, dn c: c b nhim khng
+ Phong thu v cc yu t c bit khc: v d trc y c tai bin g
khng.
- Ngun thng tin v phng php thu thp:
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Cngtycphno to v Kinh doanh dch v BS Gold Land 32
+ Tm hiu t ch shu: giy tphp l lin quan n bt ng sn, cc loi
ho n.
+ Cquan qun l nh nc: phng qun l nh t, squy hoch, nh t.
V d: Squy hoch: xem quy hoch hin ti v xu hng trong tng lai.+ T dn ph v hng xm.
+ Tiu tra v thm d.
+ Csd liu c nhn v kinh nghim kin thc.
+ Bn : v d bn quy hoch t ai, quy hoch tng th pht trin kinh
t x hi, bn in t.
+ Cc ti nghin cu, hi tho. v d: nh hng ca cht thi i vi
mi trng i sng dn c.
+ Trao i kinh nghim: gia cc nh mi gii -> rt quan trng.
2. Thng tin v cu bt ng sn
2.1 Phn loi i tng cu btng sn
- Ngi mua:
+ tiu dng: nh , sn xut nh xng, kinh doanh dch v.
+ u t: nhng ngi kinh doanh bt ng sn, u ctin nhn ri/
+ bo ton vn.
Phn loi cu bt ng sn bit mc tiu ca khch hng -> p ng nhucu tt hn ca khch hng.
- Ngi thu:+ Vn phng, chi nhnh, phng giao dch.
+ kinh doanh dch v.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 33
+ sn xut kinh doanh thu mt bng.
+ Nh : i vi sinh vin, ngi ngoi tnh, ngi nc ngoi, nh cng v.
- Tn dng, th chp v bo him: cu gin tip2.2. Phng php thu thp thng tin v cu bt ng sn
- Chng:
+ Tm kim qua cc phng tin thng tin i chng.
+ Gi th trc tip ti khch hng: ch yu l khch hng tin nng (ngi
thu), khch hng ca cc vn phng mi gii khc, khch sn, vn phng, cng
s, thng mi in t, sn bay, du lch, c nhn hoc nhm khch hng mc
tiu.
+ Tip cn tn ni: n hoc gi in
+ Khch hng c: h sc, gii thiu khch hng, n trc nhu cu.
- Thng:+ n ti vn phng.
+ Ph thuc qung co
Thi gian u: chng, sau - thng.B. Xc nh i tng v cc bn tham gia thng v mi gii bt ng sn
1. Xc nh i tng ca thng v:
a. Ngi cung:
+ L do nguyn vng ca h ; nhanh hay chm
+ Nm c thng tin v bt ng sn nh th no.
+ Cc iu kin km theo.
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+ Khung ga c ph hp, cc iu kin v kinh t ( thu hoc ph).
+ Nng lc bn ca khch hng: c iu kin php l.
- Ngi cho thu:+ u t.
+ Sinh li: thu nhp hng thng khng quan tm gi bt ng sn.
+ Trng coi: bo v.
+ L do: v d: cho thu ngi i thu u t trang thit b cho bt ng
sn.
- Ngi bn:+ T nguyn.
+ B p buc.
b. Ngi cu:
- Ngi mua:
+ Quan tm n c tnh ca bt ng sn.
+ Ga c bt ng sn: xc nh kh nng ti chnh.
+ Mc tiu ca ngi mua.
+ Cc rng buc khc: v di vi ngi nc ngoi: vn mua nh
- Ngi thu:+ C th chnh xc ngay ban u.
+ Rt nhanh gn.
+ Ch tnh n nh bt ng sn.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 35
+ Ch shu quan tm n ngi thu: quan tm thu nhp ngi thu, hon
cnh ngi thu, n nh
2.Xc nh cc bn tham gia thng v:-
Phn loi khch hng+ Hiu mc tiu ca vic mua bn phi r rng.mua du chay s dng
+ Ngi bn l chu t cp 1 hay cp 2, l c nhn hay doanh nghip
+ Tm hiu tui ca khch hng: v nh hng n tm sinh l
V d: gi - n o; trung tui to bo;
+ Ngh nghip.
+ Thu nhp: sthch ca h, tim nng.
- Xc nh cc bn tham gia:+ Thng tin c nhn, t chc .
+ Mc tiu tham gia thng v.
+ Cc k vng: mua , chtng gi, gn trng
+ Mc sn sng.
+ iu kin php l.
C. Lp h sthng v mi gii
- Thng tin c nhn.
- Giy tlin quan n bt ng sn.
- Giy tkhc lin quan n thng v.
- Hp ng dch v mi gii.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 36
- Nhng ghi chp v khch hng: a ra nhn xt v khch hng -> phc v tt
hn.
Ch : Khng nhn bn gc giy tca khch hng, ch dng photo. Trong
sut qu trnh din ra thng v phi tip tc thu thp giy tlin quan.
- Dng h s: vn bn, file vn bnD. Thi hn v nhng bc thc hin thng v mi gii
Bc 1: Tm thng tin chung
- Thng tin mua, bn, cho thu -> thng tin ngun cung, cu.- Phi xem xt bt ng sn bn mt cch t m, cn thn v y .- iu tra phn tch mi trng, h tng xung quanh, tnh trng k thut ca bt
ng sn.
- Tnh trng php l ca bt ng sn.- Chia s cung cp cho ch shu nhng thng tin v giy tcn thit cho vic
bn.
- Tm khch hng mua ( bn ).Bc 2: Xl thng tin
- Xc nh c gi ca ch shu mun bn: phi t vn cho khch hng xemgi c hp l khng. Phi bit khu vc gi bt ng sn bao nhiu, loi bt
ng sn gi bao nhiu.
- Phi tp trung ghi chp miu t bt ng sn, ch n c tnh ca bt ngsn : bt ng sn nm trong khu vc , c bt ng sn ni tri hn lm
gim gi bt ng sn .
- Son tho thng tin qung co.
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- Phi thit lp csd liu ring cho bt ng sn .- Phi thit lp csd liu ring v khch hng mua, bn- Tm hiu phn tch c th, chnh xc nhu cu ca khch hng mua cng nh
iu kin lin quan n thng v.- Tn dng nhng thng tin phn hi ca ngi mua: ng ch mua hng- Chia s v cung cp cho cc bn tham gia nhng thng tin cn thit v kha
cnh php l: thu , ph
Bc 3: Giao dch vi khch hng
- Tho thun vi ch shu nhng iu khon v dch v mi gii -> k kthp ng.
- Ln k hoch hnh ng.- Gii thiu cho khch hng mua nbt ng sn ph hp vi h.- Gip to iu kin cho cc bn trong qu trnh m phn.- Dn dt cc bn k kt hp ng khi im.- H trcc bn trong vic hon chnh h sv chun b k kt hp ng chnh
thc.
- Tham gia thc hin cc hot ng tho thun trong hp ng khi im.- Thc hin cc cng vic lin quan n thng v.- Tham gia vo qu trnh thanh ton t chc cc ln chi tr giao tin.- Phi h trcho cc vn lin quan: v d H tri v t vn php l hp ng
mua bn, dng k sang tn , np thu, ....
Bc 4: Kt thc thng v:
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Cngtycphno to v Kinh doanh dch v BS Gold Land 38
- Giao nhn bt ng sn: v c th c s sai lch lc giao nhn- Kt thc thng v v nhn tin hoa hng: v d: nc ngoi khi n mt
bc no y ca thng v, nhn 80 % hoa hng. Kt thc th nhn phn cn
li.
- Gii quyt cc vn sau thng v: Chuyn tin,s, .. gi th cm nn khch hng v a h sca h vo h skhch hng.
E. Marketing bt ng sn
I. Marketting Bt ng sn.
1. Chin lc sn phm v dch v- a dng ho hng ho- Khc bit ho- i mi thit k- Xy dng thng hiu- Dch v sau bn hng- Doanh s.2. Chin lc gi c Btng sn.
- Gi c l s tin khch hng phi tr cho khi mua hoc s dng dch v btng sn.
- Ni dung:
+ La chn chnh sch gi v nh gi.
+ Nghin cu chi ph sn xut kinh doanh nh gi.
+ Nghin cu gi c sn phm, dch v Bt ng sn cng loi trn th trng.
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Cngtycphno to v Kinh doanh dch v BS Gold Land 39
+ Nghin cu cung cu, sc mua, th hiu ca khch hng c nhng quyt
nh v gi c.
+ Chnh sch b l hp l
+ iu chnh gi theo s bin ng ca th trng.3. Chin lc phn phi
- L qu trnh a hng ho t ni sn xut n ni tiu th bng hai dngphn phi trc tip v qua cc knh phn phi.
- Ni dung:+ Thit k v la chn knh phn phi.
+ Thit k mng li phn phi.
+ Xc nh lng d tr Bt ng sn.
+ T chc hot ng bn hng.
+ Cc dch v sau bn hng: php l, bo dng, bo hnh
+ Tr lng cho nhn vin bn hng.
+ Trng by gii thiu hng ho.
4. Ym trbn hng.- L tp hp nhng hot ng mang tnh th trng nhm gy n tng i vi
ngi mua.
- c thc hin thng qua cc hnh thc: qung co, cho hng, trin lmtuyn truyn, cng, quan h qun chng, khuyn mi
II. Cc nhn tnh hng n Marketing Bt ng sn.
4.1. Uy tn v thng hiu
4.2. Tnh hung th trng.
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4.3. Vng i sn phm
4.4. Tnh cht Bt ng sn v dch v.
G. K nng giao tip v m phn trong giao dch bt ng sn
1. Cc k nng giao tip kinh doanh:
1.1. Khi nim:
Giao tip l qu trnh trao i thng tin qua li nhm to mi quan h. Giao
tip c hiu 4 cp khc nhau:
- Cp 1: Giao lu x hi- Cp 2: Mt mi quan h c th- Cp 3: Mt ln giao tip c th- Cp 4: Tnh hung xy ra cn phi x l1.2.c im ca giao tip trong kinh doanh:
- Giao tip phn nh mi quan h x hi: quan h gia ngi vi ngi trong xhi.
- Giao tip nhm thu thp, chuyn ti, trao i thng tin.- Giao tip l mt qu trnh by t t tng, tnh cm, cm xc v ch gia
cc c th giao tip.
- Mc ch ca giao tip trong kinh doanh l nhm phc v kinh doanh, nu nidung quan trng trong cc thng tin giao tip.
1.3. Cc phng tn giao tip:
a.Phng tin phi ngn ng- Nhng tn hiu phi ngn ng
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Cngtycphno to v Kinh doanh dch v BS Gold Land 41
+ Ging ni.
+ N ci, khun mt, nh mt.
+ Qua s vn ng ca cth.
+ Vn ng ca u.
+ Vn ng ca tay.
+ T th.
+ Trang phc.
+ Khng gian giao tip.
b.Phng tin ngn ng- Li ni.- Ngn ng
Trong giao tip cn ch kt hp c chc nng ngn ng v phi ngn ng.
2. Tng quan vm phnBn cht
- L mt hnh thc giao tip to ra tho thun gia cc bn v mt vn no m cc bn quan tm.
- m phn l mt hnh vi v qa trnh trong cc bn trao i, tho lun, cmt mi quan tm chung v c nhng im bt ng. Qua trao i tho thun
i n tho thun thng nht.
- m phn kinh doanh Bt ng sn l s tho thun gia cc bn nhm to sthng nht v quyn v ngha v ca cc bn trong giao dch kinh doanh.
Cc kiu m phn.
a.Da trn kt qu ca m phn.
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+ C ngi thng, ngi thua.
+ C hai bn cng thua.
+ C hai bn cng thng.
Khng phi mi cuc m phn l mt cuc chin, do vy mc tiu cc bnkhng phi l tiu dit i tc.
Da trn kt qu trn
- Thng thua: nn m phn nh mt trn chin, ch mt bn thng (t cmc ch.
- Thua thua: Khng t c kt qu cho c hai bn, m cn mt thi gian chiph.
- Thng - thng: Cc bn cng quan tm li ch ca nhau vi tinh thn hp tcv u thu c li ch. y l kiu m phn thnh cng nht.
b. Theo phong cch v m hnh.Kiu mc c lp trng.
- m phn kiu mm: Trnh xung t, d dng nhng b, coi trng quan hcoi i tc nh l bn b.
- m phn kiu cng: i tc a ra lp trng cng rn, p i phng phinhng b.
- Tu theo i tc v hon cnh m phn m p dng kiu m phn.
- Vi nhng i tc mnh ta nn p dng kiu m phn cng.
- m phn kiu nguyn tc:+ Nguyn tc 1: ng bm vo lp trng m hy tm hiu li ch thc s ca
nhau.
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+ Nguyn tc 2: Hy a ra nhiu phng n thay th khc nhau.
+ Nguyn tc 3: Hy cng v li ch, mm v quan h.
+ Nguyn tc 4: C TCKQ chng minh cc yu cu.
2.3. Qu trnh m phn
2.3.1. Chun bm phn
a. Chun b ngn ngm phn
b. Chun b thng tin m phn
- Thng tin v hng ho dch v giao dch.
- Thng tin th trng: thng tin cung, cu, gi c ca th trng c lin quann loi hng ho so snh, nm bt xu hng.
- Thng tin vi tc: t cch php nhn, tim lc kinh t, ti chnh, uy tn, h
thng b my qun l, ngi lnh o
- Thng tin vm phn: s lc v tiu s: gii tnh, tui, dn tc, tn gio
qu kh, hin ta, gia nh, thu nhp, nng lc phm cht
c. Chun b nng lc m phn
- T chc on m phn: thnh phn, ccu.
- La chn chuyn gia, ngi trong on m phn v tri thc, kinh nghim
phm cht, k nng m phn v cc phng tn k thut h tr.
d. Chun b thi gian v a im m phn.
- Cn ch n im cht l thi hn cui cng ca cuc m phn in kt qu.
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- a im tt nht l sn nh l ni chun bc ti liu v s liu nhanh
nht. Nu khng chn c sn nh th cuc m phn nn chn sn trung
gian.
- V tr m phn:
e. Thit lp mc tiu m phn
- Ch r mc tiu cn t c: mc tiu ti a, mc tiu ti thiu cn hng
ti.
- Xc nh gii hn ca s tho thun: gii hn cui cng gii php tt nht
ca cc bn khi khng t c s tho thun.
f. nh gi li i tc v im mnh im yu ca mnh.
g. Lp phng n kinh doanh.
h. Xc nh chin lc m phn v m phn th.
2.3.2. Qa trnh m phn:
a. Mu m phn.
- Cho hi, gii thiu cc thnh phn trong on
- Bn yu cu, a ra nghm phn th bn s mu cuc m phn.
- C rt nhiu k nng mu
+ To ting ci vui v.
+ Bng mt cu chuyn lin quan n vn dm phn: Bng mt th d, mt
on sch bo c sn.+ Bng li khen ngi c thin cm -> cch ny d b ngi khc nn mnh
tuy nhin nn chun b bng li khng khen khng ch.
b. Lng nghe
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- lnh hi ton b thng tin m i tc truyn t.- L s th hin tn trng i phng, tho mn nhu cu t trng ca i
phng, bit i phng thc s hiu li ni chch ca ta hay cha
ng thi bit c bi cnh thi gian, quyn li v nhu cu ca i phng
a ra nhng quyt nh c li nht.
- Lng nghe phi c chch, tp trung vo nhng vn trng yu nht. Vanghe va tm hiu, thm d, quan st i phng. -. Tch hi nhng thng
ip cn thit nht.
c.Ngh thut t cu hi.C nhiu cu hi trong m phn.
- Cu hi ng: Khng cho ngi khc sang to thm m ch cho h lachn phng n.
- Cu hi m: Cho php ngi tr li t do theo suy nghca h.- Cu hi gin tip- Cu hi nhm chuyn ch.- Cu hi thm d kin ngi khc.- Cu hi c nh hng: a ra hng tr li cu hi cho i tc.- Cu hi khng nh hng: tm ra nhng suy nghmi ca i tc.- Cu hi trnh by thng tin.- Cu hi kt thc suy ngh.- Cu hi khuyn khch c ra quyt nh.- Cu hi x xin.- Cu hi mp m:
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Cngtycphno to v Kinh doanh dch v BS Gold Land 46
- Cu hi dn dt: mang tnh nh hng.- Cu hi tu t: K thut vn dng ngn t.- Cu hi tht: i thng vo vn .- Cu hi kt lun: Rt ngn cuc m phn.
d/Tr li cu hi:
- Trong trng hp bnh thng: phi tun th nguyn tc: chnh xc, y kp thi.
- Cn ch : Khng nn hp tp, vi vng, c thi gian suy ngh.+ Khi cha r cu hi phi yu cu i tc ni r li cu hi.
+ Hiu cu hi nhng cha r cu tr li, cn bnh tnh ko di thi gian tr li.
+ Ch tr li nhng g m i phng hi.
+ m lng va nghe r rang, lu lot, dt khot.
+ Nhng cu tr li c km theo chng c, s liu thc t thng c sc thuyt
phc.
+ Tr li cu hi khi b tc.
. Ko di thi gian bng vic khng tr li ngay, li cu chuyn sang hng
khc hoc tr li vng vo.
. Tr li mp m, chung chung.
. t li cu hi vi chnh ngi tr li.
. C thnh trng lng hoc tr li phn khng quan trng ca cu hi.
d. t gi v tr gi.- Ch khi t gi
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+ Nu uy tn hng ha cao, khan him trn th trng ln t gi cao hn gi th
trng 15 n 20 %.
+ Nu uy tn hng ho, khan him khng cao, nn t gi cao hn khong t 10
n 15 %.
+ Uy tn thp, khan him thp, t gi cao 5 n 10 %.
+ Khng c uy tn, cung ln hn cu -> t ng gi bn.
- Phng php tr gi+ Nu ngi bn t gi cao, ta tm cch tr thp: tm nhng im bt b buc
h phi h gi.
+ Nu i tc t st gi -> Ta nn t st gi.
e. Khc phc b tc trong m phn.- Khi m phn b b tc cn tnh to phn tch s vic, nhn li mnh v itc. Xem mc tiu ca cc bn v tnh hp l ca chng, xem quan im, lp
trng, tnh cm, tnh hung, ngoi cnh n nh hng n vic m phn b
tc, t tm hng gii quyt. Nu vn b tc c th s dng mt trong cc cchsau.
+ Thng nht li nhng vn t c, gc li hoc gt b nhng vn
bt ng.
+ Chn gii php ng vng: gii quyt nhng vn c th thng nht c
trc, sau cn li mi vo vn b tc
+ Tm thi nh chm phn c thi gian cng suy ngh, v d kin ti
m phn vo dp sau .
f. Kt thc m phn.- Thng nht khng nh nhng vn tho thun.
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- Chun b sn sang hp ng k kt.
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2.4. Mt slu khi m phn
Kim sot tin m phn.
- S dng thi gian, thi hn m phn hp l, bit cch tr hon , gy trngi
nu n c li cho mnh.- Khng i phng a cuc m phn din ra qu nhanh hay iu khin
hoc cun ht mnh.
- Nu i phng mun chm tin , cn hiu r nguyn nhn v gy sc p.
- Cch kim sot tc :
+ Khng nn chp nhn mt li ngh no ngay
+ Cha nn quyt nh ngay
+ Khng m phn nhanh.
a- Khai thc yu t con ngi.- Tranh th ti a quan h tnh cm, tm l.
- Lun t ra mnh c u th v nh vo long tham, tnh ch k ca i phng.
- Nn a ra nhiu tnh hung quyt nh. Do phi bit chia nh mc tiu.
- To v chnh thng v chng c (chng ci khi c th l gi).
- Phi c mc ch cao v nhn ni.
- Im lng l vng.
- Ai cng thch c tng qu -> ch n khuyn mi.
- Nhmt nguyn l: ng rt chn b th nm ru -> Hai bn cng c li.
- Nn a ra phng n n gin i phng la chn.
b-Xy dng cc gii php linh hot v chng.
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- Xc nh mc tiu chnh ca m phn t nhiu gc .
- Bit cn nhc li ch lu di vi hn ch trc mt.
- Phi linh hot vi nhiu mc khc nhau.
- i lc phi bit gi thua.
- Phi phn bit nhng vn nh vi vn ln, sn sng linh hot nhn
nhng vn nh, nhng i hi i phng nhn nhng vn ln
- Phi bit gi thua: a ra yu cu cao, i phng i nhn nhng. Ta gim
yu cu tuy nhin vn l ngi t c mc tiu.
c- Ch tnh k thut tnh k hoch.
- Lng trc nhng cu tr li, vn cbn cn phi phn ng, v nhng
phng n mang tnh nhng b cho i phng.
- Lng trc cch trnh by: m bo tnh thuyt phc v cng bng, ti liu
v t liu l b quyt h trcho m phn mang tnh chnh thng.
- Quan tm ti sm phn: s ghi chp nhng thng tin tnh tit, nhng b
trong m phn.- Ch chin lc trong m phn: Phi th hin mnh l ngi c quyt tm
nht, tr gi cao nht. Va m, va xoa. Ngi ni nhiu, ngi ni t phi phn
nh r rng.
2.5. Mt stnh hungc bit.
a. Chin thut v bin php m phn.
- C th do nt, kch ng lc ra nhng chi mi.
- Phi kin nhn, khng nn sm nhng b, cng khng nn cng thng qu.
- C gng cho ko thm (tiu xo xin thm).
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- Ngn ngm phn cn hng mcho ln sau.
- Phi cng li chin thut: Ch c mt s la chn.
b.m phn vi ngi kh lm vic.
- Vi ngi thch do nt: khng cn cng thng, cn gi vng lp trng khngb p o trc li do nt ca i phng.
+ Khng nht thit phi i u hy mm do.
+ Thn trng khng b sai lm, tranh th s mt cnh gic ca i phng.
g. Vi nhng ngi huynh hoang: Cn n s gip ca i phng: h tnh gi.
c. Nhng ngi thiu quyton:
- Phi t t v nhn ni.
- Hy tng bc h trc ng nghip ca h -> lm h mt cnh gic.
- Phi hn ch nhng b, phi quyt lit.
- V d: Nn hi: Trong bao phng n, ti chn phng n ny ng c ng
khng ? Khng nn hi h la chn.
- Cng quyt khi cn thit: Khi cng rn cn ch :
+ Th hin r quan im, khng gii thch, nhng b phi chng, t mc tiu
cao.
+ Nhng iu nn lm: Phi tin vo s mch bo ca trc gic: khi tip xc
quan st ny sinh v tin cy.+ Hy thng lng theo kiu ca mnh.
+ Khng lim yu, khng c vn ni nhiu, tnh to trc nhng tnh
hung gi.
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2.6. Mt stiu xo trongm phn
1. Tiu xo ch bai: Bm vo ci hn ch ch bai.2. Tiu xo vbi: Vbi khch hng quay li3 Tiu xo cnh tranh cng knh:Dng gi ca i tc th 3, 4 no lm h
gi i phng, to c huch4. Tiu xo hi kin cp trn6. Tiu xo xin thm.7. Tiu xo ca i chnh lch8. Tiu xo sit c.9. Tiu xo lin tng10. Tiu xo a ra bng chng v s liu thng k.11. Tiu xo a ra cc thng l.
12. Chin lc chia ct i phng chinh phc.13. Tiu xo gy nng gin14. Tiu xo y vn vo vic ri.15. Tiu xo mi i tc tham quan cng ty ca mnh.16. Tiu xo nh trng lng khi b cht vn.27. Tiu xo cu gi.
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H. T chc v qun l vn phng mi gii bt ng sn
Vn phng mi gii BS l php nhn hoc l c nhn
Nu l php nhn th phi t nht c 2 nhn vin c chnh ch mi gii BS, Nu l
c nhn hot ng Mi gii BS phi ng k kinh doanh theo quy nh caphp lut
Ngi qun l iu hnh vn phng mi gii phi c chng ch mi gii bt ng
sn.
Vn phng mi gii phi c din tch ti thiu 30 m2 hot ng
Vn phng phi c quy ch hot ng c nim yt cng khai khch hng bit
Vn phng phi hot ng thng qua hp ng vi khch hng , thu ph mi gii
theo tho thun v theo quy ng ca php lut
1. Hnh thnh vn phng Mi gii.Chn v tr vn phng Mi gii.
- Trang b cho vn phng; khng cn i hi nhiu v trang b.
- Thng tin qung co cho vn phng
+ Tn vn phng.
+ Chng trnh qung co ph hp.
- Vn nhn s: s lng, ccu.
+ Chn nhn vin c nng lc : tng cao cht lng cho khch hng, tng
cht lng sng cho ngi Mi gii.
+ Cc dng nhn vin
. iu phi vin v nim yt (MLS)
. Nhn vin v th chp.
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. iu phi vin thc a.
. Nhn vin tm kim khch hng.
- Csb tr nhn vin v tm kim nhn vin
+ Ln danh sch trch nhim ca tng b phn. Lit k cng vic ca tng bphn phi lm.
+ Xc nh cn bao nhiu ngi trong tng b phn?c trnh chuyn mn?
Tnh cch nh th no?.
+ Xem xt trch nhim cng vic ca tng ngi tm ra mc hp l.
- Khi chn nhn s cn ch :
+ Chn ng ngi v t ng ch.
+ Gy dng lng tin.
+ To c hnh nh, s knh trng ca nhn vin bng s chn thnh da vo
ti nng v p c ngh nghip.
+ Phi cng bng khch l nhn vin -> to sc mnh on kt.
+ Da vo ti c ca nhn vin hn l s thn quen.
2. Qun tr vn phng Mi gii.iu hnh vn phng Mi gii.
- Ba cng vic m nh Mi gii phi m nhim:
+ Vch mc tiu v khch hng kinh doanh.
+ T chc v lnh o thc hin cng vic.
+ nh gi v ng vin nhn vin vn phng.
Lp khoch hotng :
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- Xem xt mt s vn cbn sau:
+ S lng thng v bao nhiu t mc li nhun mong mun.
+ Xem chng trnh qung co nh th no?
+ Cn lm g t mc bn theo yu cu .
- K hoch ngn sch hot ng cho vn phng gm:
+ Qung co.
+ Chi ph lin quan.
+ Chi ph bu phm, in thoi.
+ Tin lng nhn vin.
+ Chi ph in nc.
+ Chi ph bo him.
+ Khu hao trang thit b vn phng.
+ Tin thu vn phng.
+ Thu thu nhp.+ Chi ph khc.
- Qun tr ti chnh.
- Qun tr nhn s.
- Lp khch hng nhn s.-
Tuyn nhn vin:+ Xc nh nng lc chuyn mn ca nhn vin.
+ ng cca nhn vin: cch kim tra, trc nghim, vit, phng vn.
+ Hnh thc o to ca nhn vin trc kia.
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+ Thi gian th vic ca nhn vin.
+ La chn ngi qun l vn phng: c nng lc t chc
- o to nhn vin- nh gi mc hon thnh cng vic ca nhn vin.- a ra mc lng thng hp l.
+ Tr lng da trn ng gp cho doanh nghip.
+ Gic tnh cnh tranh trn th trng.
+ m bo s cng bng trong ng gp v hng th.
+ Mc lng phi ng vin c nhn vin.
+ Pho ph hp vi iu kin ti chnh v kt qu hot ng kinh doanh ca
vn phng.
+ Chnh sch tr lng theo phn cng v phn mm.
Phn tch hiu qun kinh doanh.
Cc ch tiu t hiu qu trong kinh doanh.
- Li nhun/tng doanh thu : Mc li nhun so vi khch hng tng giaion t c bin php ph hp.
- Li nhun/ lao ng: cho php ngi qun l nh gi nng sut lao ng cacc nhn vin gia cc thi k trong nm hoc so snh vi cng k trc.
- Li nhun/ mi giao dch: -> Tm quy m giao dch -> Tm kim cc giaodch ln v b tr giao nhim v cho tng nhn vin ph hp vi nng lc catng nhn vin./.
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