First, in the marketing strategy, pay attention to the "overpayment" from sales signing, and customers with poor payment conditions would rather not. Just like the real estate enterprise that Sister Hong said. Link the sales strategy and preferential policies with the payment terms of the buyers. By setting special concessions, encourage buyers to pay down payment as soon as possible, increase the down payment ratio, and even pay in full; You can also set a certain discount for prepayment by installment.
But we should also grasp the discount range, otherwise it will affect profits. Both R&F and Evergrande have relevant measures.
Secondly, in internal management, we should adjust the KPI assessment system, improve the payment reward and punishment measures, establish a payment team, coordinate and closely track the payment progress across departments, and cultivate the awareness of all employees.
For example, Xuhui's collection rate in these two years is above 90%. President LAM Raymond once revealed that Xuhui has set up a special collection team, and all regions focus on collection, and all resources and actions are inclined to collection.
Another example is Country Garden. As early as 20 16, it formulated a reward and punishment plan for sales rebates, and the sales rebate rate reached or exceeded 90% for five consecutive years.
Third, strengthen foreign cooperation and speed up the withdrawal of funds.
First, maintain active communication with banks, especially in the current situation of tightening bank loans, to ensure the progress of mortgage lending; Second, maintain active communication with government departments to ensure the pre-sale progress and increase the online signing quota.
In addition, some housing enterprises are approaching the data collection node of semi-annual or annual reports, and will use cooperative underwriting companies or other means to realize early payment, but this is an emergency rather than a long-term solution.
Fourth, pay attention to financing innovation, issue ABS, purchase the final payment, and realize the early withdrawal of mortgage loans.
After the buyer pays the down payment, the approval process of bank mortgage or provident fund loan will take about 3-6 months, and this year will be longer. Housing enterprises can realize the early withdrawal of this part of loan funds by issuing ABS.
For example, Vanke continued to issue ABS, the final payment of house purchase, this year. According to relevant media statistics, Vanke has issued 9 ABS bonds in Shenzhen Stock Exchange this year, involving a total amount of about 1 184 billion yuan.
Fifth, pay attention to the application of digital technology, improve the efficiency of housing selection and contract signing, do a good job in customer maintenance, reduce the default rate and improve the efficiency of late dunning.