地产常用短语

房地产作为一个长久不衰的行业，一直吸引着很多年轻人。无论是想了解一二，还是投入其中，总要迈出关键的一步。

这里，我们汇编了一些业内的常用短语，帮你更轻松地打入（商业）房地产圈！

Build-to-suit：定制建造

作为房地产界的高定系列，就如成衣高定一般，天生自带贵族光环。开发商按照企业的功能需求而进行设计，打造完全符合企业要求的独一无二的总部大厦。

Cap Rate：资本化率

房地产投资领域一切都以数字来说话，和字面意思稍有不同，Cap rate是指在发生交易时，净收益与资产价格的比值。需要注意的是，收益可包括购入后股价的变动，并且需要减去项目产生的税费。

CBD：中央商务区

这个概念最早出现在美国，现在已经扩展至形容全球城市、区域乃至国家的经济发展中枢。在仲量联行的众多项目中，无论是办公楼还是综合体，有很大一部分都处在人杰地灵的CBD。聚集了一个城市最优良的资源的结果就是（C）车（B）必（D）堵了。

NAV：资产价值

Naive的简写？Ummmm，真这么理解可就太“拿衣服”啦。Net Asset Value，即资产价值，在投资领域是总资产减去总负债的一个绝对数字。就公司而言，资产价值通常按资产及负债的帐面值计算得出。需要注意的是资产本身在购入后的增值部分也需要被计算进去。

CV：资本价值

资本价值（Capital Value）。这是衡量物业价值的一个估值。同学们可能会模糊NAV和CV这两个术语。其实CV更多是用在买卖估价的时候，用明年的预计收入除以资本化率，得出的估值和NAV之间的差异，便是可供买卖双方谈判的溢价空间。

DD：尽职调查

Due Diligence，尽职调查。也就是对企业的历史数据和文档、管理人员的背景、市场风险、管理风险、技术风险和资金风险做一个全面深入的审核，以确保投资者的每一分钱都没有白白（D）丢（D）掉的可能性。

GFA：建筑面积

Gross Floor Area 建筑面积。包括净作业楼面面积以及楼宇内其他公用地方的实际使用面积，例如大堂，天井，楼梯，墙身厚度，垃圾房，洗手间等。在实战中，一般会以GFA来表示办公楼可供应和使用的面积。

NLA：实用面积

Net Lettable Area实用面积。顾名思义，NLA会小于GFA。去除掉那些公用部分，NLA就是具体可使用的面积。一般零售物业用于计算租金的面积多用NLA而非GFA。

Efficiency Rate ：得房率

在各种项目的基本数据里，少不了各种“率”，它们是衡量项目的重要指标。比如这个得房率，就是NLA与GFA之间的比值。多么重要的知识点，融会贯通了有没有？

TR：租户代表

Tenant Representation， 租户代表。我们的工作就是为客户找到最理想的办公场所，最大限度地确保租赁合同的灵活性。作为一名租户代表，最重要的职责便是（T）疼（R）人，需要在物业选址、搜索及研究、商业条款谈判、租赁/购买策略调整、财务分析及定性分析、租赁/购买战略评估与总体规划等一系列活动中作为代表，处理一切。

LR：业主代表

Landlord Representation, 业主代表。与（T）疼（R）人的租户代表不同，LR意味着身负收益（L）流（R）入的责任。通过积极并有策略性的房地产营销，为业主锁定租户或买家。除了服务上乘，更要在提高产出率和财务上有所表现。

Vacancy Rate：空置率

空置率是指某一时刻空置房屋面积占房屋总面积的比率。当一个发展成熟稳定的区域内空置率超过20%时，就有供应过剩的可能。根据仲量联行的统计数据表明，中国主要二线城市在过去一年的新增甲级办公楼市场需求呈爆发式增长，空置率有所降低。

Net Take-up：净吸纳量

净吸纳量。有空置率就有净吸纳量。他们简直就是相爱相杀的一对CP。对于办公楼而言，出租的净吸纳量的计算方法为某一段时间内，相同级别市场内：新租面积+扩租面积-退租面积。而出售吸纳量是指新出售面积。当净吸纳量低迷，供应不减的情况下，必然造成空置率的上升。

Off-market Deal：非公开市场交易

主要指卖方的某项房地产交易意向并未大规模披露给市场知晓，而是单独寻找到特定的少数买家直接交易。

Public Tender（Open Tender）：公开招标

就是传说中的公开招标了。是指采购人按照法定程序，通过发布招标公告，邀请所有潜在的不特定的供应商参加投标，采购人按标准，从所有投标供应商中选出中标供应商，并与之签订合同的一种采购方式。

SPA：买卖协议

精油按摩？别想歪了啊~在房地产投资领域，SPA更泛指 Sale and Purchase Agreement 买卖协议（在股权份额购买层面，也可以表示为Share Purchase Agreement）即买卖双方最终签订的大宗物业成交的约束性契约，是卖方转让标的物的所有权于买方，买方支付价款的合同。在SPA中，双方会就交易价格、付款方式、交割节点、双方的特殊权利等各方面内容进行约定。协议签订之后，再去舒服地做个Spa吧。

Turn-key Solution：交钥匙模式

逢年过节现在流行送钥匙了？回答错误！在商业房地产领域，交钥匙是一种特定的交易模式，是特指购买方在收购土地使用权和在建工程项目时，对出售方提出一定的要求，而出售方根据要求完成建筑建造之后，连同土地使用权一起给到购买方。

来源：地产小白

地产行业陷入寒冬, 地产行业有哪些显著的特征？那什么样的人适合地产行业？

应届生求职竞争惨烈，拿不到offer的心急如焚，而拿到offer的则常常困惑——应届生是否应该进入地产行业？

我将其拆解为两个话题去谈：

命题一：地产行业有哪些显著的特征？

命题二：什么样的人适合地产行业？

抛开理性、抛开数据、抛开得失，我想用自己的地产经历，从纯粹感性的角度试着分析。希望今日的答案对未来求职的应届生有所帮助。

命题一

地产行业有哪些显著的特征？

特征1：技能傍身，而非依附体制

中老年地产人去了哪、行业裁员怎么办、地产人未来的出路、地产人如何转型……

如今谈到地产人，“焦虑”成了绕不开的话题，仿佛大家都如热锅上的蚂蚁，不知所措。

其实，这并不是地产行业的唯一属性，在大多数人才充分竞争的行业，都存在这样的困惑。

而隐藏在焦虑背面的，则是这个行业最大的优势——自由。

大多数祖辈、父辈钟情于“体制内”，渴望子女一生安稳。

他们沉浮于莫之能御的时代洪流，历尽坎坷、饱尝风霜，“体制内”犹如最安全的保障，可以保护孩子一生。

可是，跳入时代背景中，如今的大学生则要警惕“体制内”带来的巨大的风险。

当个人技能依附于体制、当员工身处垄断组织之中、当面对变局“跳无可跳”之日，为时晚矣。

职业生涯不长，若在中后期才发现自己被禁锢于痛苦处境，恐怕就不是焦虑，而是绝望了。

地产是个人才充分流动的行业，自由无非是有“说走就走”的权利。

大浪淘沙，能力出众的地产人从不担心逆市顺市。我想，在职场，没有比“自由”更加宝贵的优势了。

特征2：聚焦于事，努力与回报相对成正比

对于地产人来说，为工作拼命加班、通宵奔波再正常不过，是职业经理人起码的责任和担当。

尽管压力山大，年轻人依然选择进入地产行业，甚至很多员工为了收获更多，愿意透支青春主动“加餐”。

为什么？

我们先来看看另外两种情况。

一种情况是，在很多产品充分竞争的快消品领域，行业利润已经被压缩的极其微薄，人员成本控制也相当极致。就算天天加班，也拿不到多少收入。

另一种情况是，在很多成熟度较高的行业，人浮于事、论资排辈，处关系、拉帮派、办公室政治成为工作日常。于是善于逢迎的人居于高位，认真做事的人艰难苟且。

地产行业产品的天然差异性、人才市场的充分流动性、资源整合的工作特点，一定程度上规避了上面两种极端情况的出现。

机会相对公平、收入相对体面。

大多数地产人遭过多少罪，就享过多少福。有时候遭了过多的罪，也是因为自己想要过多的福。

当然，部分要靠长年熬夜加班才能完成工作的房企，说明运转机制或人员配置或企业文化有较大问题，也呼吁大家谨慎规避。

特征3：技能综合、抗风险能力强

很多同行喜欢感慨地产进入了下半场，怀念曾经的激情岁月。

那快速膨胀的十五年，让一批人的财富和职位迅速飞升。

我反而更喜欢如今的地产行业，紧绷而理性、专业而务实。

这个资本密集、链条宽广、甲乙方成熟的大型第三产业，让每个从业者被动地习惯整合资源、关注节点、善于沟通、习惯改变。

回首再看，那些或因个人爱好、或因生活所迫离开地产行业的朋友，如今在其他圈子也都混的风生水起。

我想，这是地产行业赋予人的价值，也是最强大的抗风险能力。

特征4：年轻多元，职场氛围轻松

自房地产市场化运作开始，这个行业才刚刚21岁。犹如一个初出茅庐的小伙子，身强体壮、踌躇满志。

在这飞速发展、持续创新的背景下，地产从业者的年龄也普遍偏小。在地产公司，平均年龄30岁是常见的现象。

工作除了“赚钱”，也需要“开心”。

每天与高素质的年轻人一起打拼，收获的是进取的心态、多元的思想、欢乐的氛围。

以我自己为例，职场收获的友情极大的提升了人生幸福指数。

特征5：民生行业，适合长久发展

我们常常听到很多唱衰地产行业的声音，我想那只是希望房价下降夙愿的扭曲表达。

放眼全球，即便是经历过房地产衰退期的美国、日本，地产行业在国民经济中依然担任重要角色。

无论起起伏伏，人类总是需要居住的、人类也总是需要持续升级居住环境的，有人类存在，这个行业便不会消亡。

如果再说一点题外的好处，在地产行业工作，无论是信息获取还是购房优惠，也很容易惠及自己的家人和亲朋，毕竟买房也是人生一件大事。

命题二

什么样的人适合地产行业？

是不是所有人都适合进入地产行业？我想，并不是。

优点也是缺点。自由意味着动荡、努力意味着辛劳、能力综合意味着低门槛、年轻意味着竞争和淘汰……

地产行业的特点都有着硬币的两面性，选择行业和职业其实是选择人生。

如果依照我的感性观察及同行交流，我认为想要进入并长期服务于地产行业的人，至少有三个特质：

特质1：热爱地产行业，渴望在工作中获取成就

说薪酬，地产远不及金融；说未来，地产远不及科技。那为什么进地产？

你会发现，在地产行业长久、愉快、笃定工作的人有着一些类似的初衷。

他们或带着对“居住品质”的执念、或带着对某家房企文化的深度认同、或带着对行业浩瀚知识的好奇，归根结底是源自内心的热爱。

我想，这是在地产行业长久立足的根基，不是在“硬撑”，而是在“行走”。

假如你只是因为较高的薪酬、高大上的工作环境、新奇的工作内容而短视的来到地产行业，那未来的路将充满不确定，在遇到困难时也容易不淡定。

特质2：能力综合，思路开阔且喜欢“折腾”

地产行业在意“综合能力”，如果要解读这个宽泛的概念，我认为是“高情商+高智商+快速反应+多项工作同时推进”。

如果投射到学生阶段，应该是那些善于社交、勇于承担管理工作、思路开阔喜欢“折腾”、具有高影响力的人。

地产公司遇到问题时，喜欢组织同事头脑风暴，一群年轻人天马行空、各抒己见，便能想出解决问题的独特思路。

假如你是精专于某个研究领域、性格相对安静沉寂，那么头脑风暴有可能会变成“头脑沙尘暴”，进入地产公司也很难感受到快乐。

特质3：向往自由，对人生充满期待

我仍然记得前领导的嘱托——拥抱改变。

不动产、项目制、人才流动等特征，让地产工作充满变数。地点、项目、岗位的变动十分普遍。

行业发展迅速，甚至随时有被机器取代的风险，前几天同事还在说“为什么我们没被机器取代，可能只是因为现在机器还比较贵，而我们比较便宜而已。”

对于向往自由、追求新鲜感的人来说，这些都是挑战和机遇。

对于热爱安稳、习惯规律和规范的人来说，这些则是噩梦。

地产行业很难简单地用“好”或“不好”来评价，也并非每个人都适合，感性分析也许更有利于理清人生的方向。

如果你想好要来，请拼尽全力去努力；如果想好了不来，也恭喜你提前绕过了自己的雷区。

来源: 木又寸变成树

The Winning Traits All Real Estate Agents Must Have

The Winning Traits All Real Estate Agents Must Have


If you’re a real estate agent reading this, you must be wondering what sets the successful agents apart from those who don’t do as well. Of course, being a successful agent involves a lot of hard work and patience to reach the top. Furthermore, success doesn’t come overnight and many agents spend years building up their contacts and self-image. Having all the experiences and characteristics below will help boost your journey in becoming the best agent at what you do, putting you a few steps ahead of the competition.

It will help you stand out as you’ll be viewed as pleasantly different:

Have Thick Skin 
In Chinese, thick-skinned people are often thought of as very arrogant and stubborn as they seem to be insensitive to insults and scolding. However, being a real estate agent means you have to be thick-skinned during the right times, especially when it comes to meeting people and promoting yourself. Being shy and reserved is a potential threat to your real estate career as this line of work requires you to be outgoing all the time. You’ll have to make the first move in introducing yourself and get the conversation going. If you’re easily embarrassed and scared of making mistakes all the time, you’ll have to work at improving this aspect before you can succeed.

Be the Master of Time Management
The real estate business is extremely time-consuming as you will have to travel from one place to another meeting clients and showing them around a certain property. This may not take place during conventional office hours and can involve you working until late at night. Additionally, you’ll also be occupied with taking care of the paperwork for a property purchase. Therefore, you’ll have to be smart and make time for your family and friends or risk losing touch with the people you love.

Avoiding Burn-Out and Stress 
Being in the property market is an extremely unstable and stressful job as you’ll often not make any money unless you actually close a sale for that month. There will also be pressure to compete for customers with other agents. The uncertainty is so dangerous that many agents have to sacrifice family and personal time just to sell enough property for that one month. Therefore, it’s absolutely necessary to manage this stress well. As an agent, you have to adopt a strategy to release pent up pressure. This can be in the form of traveling and sight-seeing, doing regular exercise, having a hobby and more.

Keep That Professional Vibe
Being professional means you treat everyone with respect, especially buyers, even if they eventually don’t buy the property; you need to maintain that polite and warm relationship. Professionalism also means quick and efficient communication and keeping the promises you make.

Resist that Greedy Temptation
Taking the easy route will make your life better but at the expense of others. This is why you should never push a higher than market price on your customers and keep every deal within legal and ethical boundaries. If you misbehave, you’ll end up giving a bad name, not only yourself but to the entire community of agents to which you belong.

source: durianproperty

房地产经纪日记

房地产经纪日记

房地产代理必须拥有的5大致胜特质 小编相信，如果你是一名房地产代理，当你阅读此文章时，你一定想知道如何可以定位为成功的代理，而如何才是没那么好的代理。 无可否认，一名成功的房地产代理需要付出很多的努力和耐心才能达到巅峰，还有要知道，成功不是一夜之间就成的，许多成功的代 理可是花费了多年的时间来设立自己的联系网络和自我形象！ 在这里小编准备了房地产代理的5大致胜特质，小编相信，通过拥有以下的经验和特点将有助你成为最好的房地产代理，更让你在房 地产这旅程中拥有领先的竞争力。这些特质和经验将帮助你脱颖而出，因为你会被视为一名与众不同的代理哦！

厚脸皮 在华人圈内，厚脸皮的人通常被认为是非常傲慢且固执的，因为他们似乎对侮辱和责骂不敏感。 然而，作为房地产代理，意味着你 必须在正确的时间保持厚脸皮的形象，特别是当涉及到会议和促进自己的时候。 羞涩和保留是你房地产事业的潜在威胁，因为在这领域，你必须一直外出面对陌生人。你必须踏出第一步向陌生人介绍自己并让对话 继续。 如果你很一位容易尴尬，总是害怕犯错误的房地产代理，那么你就必须努力改善这方面才能达到成功。


成为时间管理的专家
房地产业务非常耗时，因为你必须开车从一个地点到另一个地点去会见客户和展示他们某个房产。这可能不会在常规办公时间发生， 并可能导致你必须工

避免精疲力竭和压力
房地产市场是一个非常不稳定和压力的工作，因为你会经常面对不赚钱的窘境，除非你实际上达成一个月的销售。另外，你还需面对与其他代理一起竞争客户的压力。这种不确定性是非常危险的，为此，很多代理不得不牺牲家庭和个人的时间只为了在当个月售卖足 够的房产。 因此，在房地产领域，你绝对有必要很好地管理这种压力。 作为一个代理，你必须采取一种策略来释放压力。 这可以是通过旅行和 观光，做定期运动，有爱好和更多的形式。

保持专业氛围
专业意味着你尊重每个人，特别是买家，即使他们最终选择不够买房产，但你还是需要保持这种礼貌和温暖的关系。敬业精神也意味 着快速，高效的沟通，并实现你做出的承诺。

抵抗贪婪诱惑
走简单的路线会让你的生活更好，但被逼牺牲别人。 这就是为什么你不应该推高客户的市场价格，且必须将每个交易保持在法律和 道德的界限。 因为如果你的行为不端，你会得到一个坏名字，不仅是自己，而是你所属的整个代理社区。

作至深夜。 此外，你还须花费大量的时间来处理产业购买的的文书工作。 因此，你必须聪明的管理自己的时间，尽可能腾出时间给你的家人和 朋友，否则有可能失去与他们的接触哦。

资讯转自：durianproperty网

Tracking illegal real estate agents in Malaysia

Tracking illegal real estate agents in Malaysia

Loh said there are reported cases of foreign agents from countries such as Singapore, Hong Kong and Japan advertising Malaysian properties for sale, both locally and abroad; and foreign developers selling properties to Malaysians without getting BOVAEP approval.

He said buyers using the services of unregistered brokers are at risk of losing their money.

"Not only are these illegal and unregistered real estate agents and negotiators

profiteering through various fraudulent activities, they are also jeopardizing the

professionalism and accountability of the real estate industry," he said.

Estate agency practices in Malaysia are governed by Valuers, Appraisers, Estate Agents and Property Managers Act 1981 (Act 242) where real estate agents must be registered while real estate negotiators must be certified by BOVAEP.

Recent legislative amendments to Act 242 (Part VIII, Section 30) states that any person who acts as an estate agent whether the primary or principal object of his business is estate agency or impersonates a registered estate agent is regarded as committing an offense and is liable on conviction to a fine not exceeding RM300,000 or to imprisonment for a term not exceeding 3 years or both and shall be liable to a further penalty of RM1,000 for each day during the continuance of such off Loh said there are reported cases of foreign agents from countries such as Singapore, Hong Kong, and Japan advertising Malaysian properties for sale, both locally and abroad; and foreign developers selling properties to Malaysians without getting BOVAEP approval.

He said buyers using the services of unregistered brokers are at risk of losing their money.

"Not only are these illegal and unregistered real estate agents and negotiators

profiteering through various fraudulent activities, they are also jeopardizing the

professionalism and accountability of the real estate industry," he said.

Estate agency practices in Malaysia are governed by Valuers, Appraisers, Estate Agents and Property Managers Act 1981 (Act 242) where real estate agents must be registered while real estate negotiators must be certified by BOVAEP.

Recent legislative amendments to Act 242 (Part VIII, Section 30) states that any person who acts as an estate agent whether the primary or principal object of his business is estate agency or impersonates a registered estate agent is regarded as committing an offense and is liable on conviction to a fine not exceeding RM300,000 or to imprisonment for a term not exceeding 3 years or both and shall be liable to a further penalty of RM1,000 for each day during the continuance of such offense.

This also applies to any person who aids and abets in the commission an offense under this Act.

"MIPEAC urge the public to come forward and lodge reports with BOVAEP and the police on any activities undertaken by illegal real estate brokers to effectively curb the problem."

This also applies to any person who aids and abets in the commission an offense under this Act.

"MIPEAC urge the public to come forward and lodge reports with BOVAEP and the police on any activities undertaken by illegal real estate brokers to effectively curb the problem."

source: nst

Becoming a real estate agent

Becoming a real estate agent

ONE of the most frequent questions I am asked is: “How do I become an estate agent?” And my usual tongue in cheek answer is “Why?”

There is a perception that estate agents are all highly successful multi-millionaires. The perception is that they make money easily, and the job is easy. Just go around showing houses - how difficult can that be?

There can be nothing further from the truth than this perception. Estate agency is a difficult job. The hours are long, the income uncertain and the heartaches plenty.

So sometimes, when I see a middle-aged person intending to switch careers to become an estate agent, I am always taken by surprise and a lot of curiosity.

What could have gone wrong with their job, career or life for them to consider a switch to a completely new career, one for which they neither have the training, nor the experience? What would make a person contemplate such a paradigm shift in their lives?

Times are tough. And things are expected to continue to get harder in Malaysia. The prices of goods and services seem to be on an uncontrolled uptrend. Salaries and incomes do not seem to be able to keep pace with this rise.

It is perhaps this set of circumstances that have driven some people to contemplate a switch in career.

Someone must have told them that as an estate agent, you will have the opportunity to have unlimited income. You would be your own boss, decide your own hours and chart your own destiny.

In my younger days, I have had this sales pitch thrown at me by numerous people, usually those in the insurance and direct marketing industry. They tell me how rich I can get, show me examples of people who have made it and pictures of the rich and successful people next to their private planes and yachts.

But I refused to be influenced by promises of quick and unlimited riches. Throughout my entire life, I have been taught that success can only be attained through hard work and continuous dedication to your craft.

But the question remains - can you make it big as an estate agent? The answer is a resounding YES.

I can give you many examples of ordinary people who have made a tremendous success of themselves in the world of real estate agency.

The real estate agency does give you all those things promised. But let’s make it clear here that this level of success comes at a price.

There is no easy path to riches. It comes with a certain level of sacrifice. You will need to be prepared to compromise time with your family, your evenings and weekends and your social life.

On the flip side, you are your own boss and your success and failures are entirely your own.

So how do you get into the world of real estate agency? Practitioners in this business are classified into two categories:

a) Real estate negotiators; and,

b) Real estate agents.

Real estate negotiators are salespeople who work for and under real estate agents. The difference between them principally is that estate agents have the necessary academic qualifications and have met the minimum experience, expertise, and standards set by the governing board for the industry, the Board of Valuers, Appraisers & Estate Agents, under the purview of the Finance Ministry.

Real estate negotiators, on the other hand, need not have the academic qualifications required for getting registered as estate agents. What they need to do before they can start practicing is to get themselves registered with the board as registered real estate negotiators.

Before they do that, they have to attend a two-day course called the Negotiator’s Certification Course.

In this course, they will be taught the basics of estate agency, touching on law, the Valuers, Appraisers & Estate Agents Acts, the Estate Agency Standards, etc.

At the end of the two days, they will be awarded a certificate of attendance, which they will need to present to the board before being registered.

Once registered, they will be given a practicing tag, which they will have to display prominently during the course of their workday.

To those contemplating a career in real estate, welcome to my world. The challenges are tough, but the rewards and satisfaction more than makeup for it. Choose the right agency, choose the right mentor and half the battle is already won.

Good luck and may the force be with you.

source: nst