Zhuoyuan Iskandar Training Course

What a Sales Staff or an Agent needs to do when she/he close a sales ?????

Reserve Online Booking Apply for Loan Follow up loan approval Sign Bank’s Letter of Offer Loan approval Sign the loan agreement Bank Loan? Sign the SPA

²) Mr. ABC is interested in our 3 bedrooms condominium. The build-up area is 1,475 square feet ( m²). He has chosen level 33 as this unit has a beautiful Singapore panorama view especially at night. The SPA price for this unit is RM1,629,800 Unit No. A

Reserve Online Booking Apply for Loan Follow up loan approval Sign Bank’s Letter of Offer Loan approval Sign the loan agreement Bank Loan? Sign the SPA

Login into Reserve Unit No. A-33-02

Click here

Reserve Online Booking Apply for Loan Follow up loan approval Sign Bank’s Letter of Offer Loan approval Sign the loan agreement Bank Loan? Sign the SPA

Booking A copy of sales form A copy of OTP (attach Appendix – package) Temporary receipt, if any A copy of sales form A copy of OTP (attach Appendix – package) Temporary receipt, if any Original Sales Form duly signed by purchaser Original OTP duly signed by purchaser Appendix (package) A copy of NRIC or passport Original cheque or copy of credit card slip or copy of remittance slip Temporary receipt, if any Original Sales Form duly signed by purchaser Original OTP duly signed by purchaser Appendix (package) A copy of NRIC or passport Original cheque or copy of credit card slip or copy of remittance slip Temporary receipt, if any Customer Sales Admin

Sales form Offer to purchaser (OTP) with stakeholder (if collect RM10,000 as part of down payment) without stakeholder (if collect 10% of purchase price) Promotional package (Appendix) A copy of NRIC (if Malaysian) or A copy of Passport (if foreigner)

RM10,000 as part of down payment 10% of purchase price Cash Credit Card or Union Pay Card Cheque in Ringgit Malaysia Wire transfer or T/T

If payment by cash or credit card

Go through with the purchaser to make sure that you have done the full presentation / explanation to the purchaser

1. A copy of sales form 2. A copy of OTP (attach Appendix – package) 3. Temporary receipt, if any

Pay the balance 1 st 10% of purchase price within 14 days Sign of Sale & Purchase Agreement (SPA), Deed of Mutual Covenant (DMC) & Trust Deed (if more than 2 buyers) within 14 days Apply loan - brief the purchaser on our panel banks and bank packages, if purchaser intended to obtain financing from bank Cash buyer State consent application (if foreigner)

Cash  bank into either UOB HDA Account No  or CIMB Current Account No Cheque bank into UOB HDA Account No Credit Card  forward the credit card slip and settlement Accounts Depart ( and forward the original copy to Johor Bahru’s main office in Medini within the same day or next day via courier or by hand

i. Original Sales Form duly signed by purchaser ii. Original OTP duly signed by purchaser iii. Appendix (package) iv. A copy of NRIC or passport v. Original cheque or copy of credit card slip or copy of remittance slip vi. Temporary receipt, if any

In-Charge Tower A – Liza Tower B – Eda

Sales Admin Staff to issue Letter of Acceptance Appendix – Package to inform purchaser to sign SPA / DMC / Trust Deed (Joint Buyer ) within 14 days. c.c. SPA Lawyer & Sales Person

Reserve Online Booking Apply for Loan Follow up loan approval Sign Bank’s Letter of Offer Loan approval Sign the loan agreement Bank Loan? Sign the SPA

Follow up & monitoring Keep track of the due date or expiry date Signing of SPA payment of balance 10%, if any Loan application – submission of loan documents Loan approval Signing of loan agreement & other relevant documents

Pay within 14 days from date of letter of acceptance

Sign SPA / DMC / Trust Deed (if joint buyers) within 14 days Make arrangement with the SPA Lawyer

Reserve Online Booking Apply for Loan Follow up loan approval Sign Bank’s Letter of Offer Loan approval Sign the loan agreement Bank Loan? Sign the SPA

Advise purchaser our panel banks and loan packages. Assist purchaser to forward loan documents to bank if he/she is unable to do it. Follow up with the loan officer for approval or any shortage of documents.

LOAN CALCULATOR Loan Amount (RM)640,000 Tenure (Months)360 Current BLR (%)6.60% PBB Bank YearInterest rate*Margin Point Effective interest rateInstalment PeriodFactorRepayment p.a 1BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, BLR-2.20%2.40%4.20%-RM3, RM37, ThereafterBLR-2.20%2.40%4.20%-RM3, RM751, Total Repayment-RM1,126, Total Interest payable-RM486,695.57

Margin Of Finance (MOF) Calculation: Can only allow 80% of (Gross Salary x 81%) e.g. Gross salary RM10,000 X 81% = RM8,100 (Net Salary) So, can only get max 80% of RM8,100 = RM6,480 inclusive all other existing loan. If paying car loan RM1000, so this housing loan only allow up to max RM5,480 (installment amount). RM 8,100 x 80%RM 6,480 Less: Car Loan RM 1,000 _________ Max Instalment Amount Allow : RM 5,480 ======== Note: Different bank may have different condition set. So, the MOF may be lower.

Once the loan is approved, get purchaser to sign bank’s letter of offer. Make arrangement with the lawyer to prepare loan agreement for purchaser’s signing.

Forward a copy to Sales Admin staff Tower A – Liza Tower B – Eda

If purchaser is a foreigner, he/she needs to pay State consent fee is 2% of purchase price or RM20,000 whichever is higher Legal & Disbursement fee of RM2,381 (single buyer) or RM2,389 (joint buyers)

If purchaser applies loan, he/she needs to pay Estimate stamp duty for loan facilities agreement of 0.5% on loan amount e.g. 70% loan (RM1,140,860) is RM5,704

Stage 1 Immediately upon signing of SPA 10%RM 162,980 Stage 2 Piling and foundation 10%RM 162,980 Stage 3 Structural framework 15%RM 244, 470 Stage 4Walls, doors and windows frames 10%RM 162,980 Stage 5Roofing/ceiling, electrical wiring & plumbing 10%RM 162,980 Stage 6Internal plastering 5%RM 81,490 Stage 7External plastering 5%RM 81,490 Stage 8 Sewerage works 5%RM 81,490 Stage 9Drains 5%RM 81,490 Stage 10Roads 5%RM 81,490 Stage 11Vacant possession (hand over house keys)12.5%RM 203,725 Stage working days after vacant possession 2.5%RM 40,745 Stage 138 months after vacant possession 2.5%RM 40,745 Stage 1424 months after vacant possession 2.5%RM 40,745 _______________ Total100%RM1,629,800 ============== * Estimate Architect Certificate for stage 2 – piling and foundation will be out by Nov 2014 ** Due date for progressive billing – 21 working days

Malaysian – Cash Buyer Malaysian – Bank Loan Foreigner – Cash Buyer Foreigner – Bank Loan

Stage 1 Immediately upon signing of SPA 10%RM 162,980 Stage 2 Piling and foundation 5%RM 81,490 Stage 3 Structural framework 15%RM 244, 470 Stage 4Walls, doors and windows frames 10%RM 162,980 Stage 5Roofing/ceiling, electrical wiring & plumbing 10%RM 162,980 Stage 6Internal plastering 0%RM 0 Stage 7External plastering 5%RM 81,490 Stage 8 Sewerage works 5%RM 81,490 Stage 9Drains 5%RM 81,490 Stage 10Roads 5%RM 81,490 Stage 11Vacant possession (hand over house keys)12.5%RM 203,725 Stage working days after vacant possession 2.5%RM 40,745 Stage 138 months after vacant possession 2.5%RM 40,745 Stage 1424 months after vacant possession 2.5%RM 40,745 _______________ Total 90%RM1,466,820 ============== Purchaser Save: RM 162,980 Net Sale Price: RM 1,629,800 - RM 162,980 = RM 1,466,820

Buyer’s Portion (20%) RM RM Stage 1 Immediately upon signing SPA 10% 162,980 Stage 2 Piling and foundation 10% 162,980 Less: 5% credit note-5% (81,490) 81,490 ________ 244,470 Add:Misc charges 0.5% stamp duty on loan amount (RM1,303,840) 6,519 6,519 ________ 250,989 Stage 6Internal plastering Less: 5% refund when received payment from bank -5% (81,490) (81,490) _____________________ Total Out of Pocket: 10% 169,499 ============ Purchaser Save: RM 162,980 Net Sale Price: RM 1,629,800 - RM 162,980 = RM 1,466,820

Differential sum means the amount between the purchase price and loan amount which purchaser needs to pay. RM Purchase Price1,629,800 Less: Loan Amount (80%)1,303,840 ________ Differential Sum (20%) 325,960 ======== How does purchaser pay his buyer’s portion? Buyer’s Portion (20%) RM RM Stage 1 Immediately upon signing SPA 10% 162,980 Stage 2 Piling and foundation 10% 162,980 Less: 5% Rebate - Credit Note-5% (81,490) 81,490 ____ ______________ Buyer’s Portion 15% 244,470 ============

RM Stage 1 Immediately upon signing of SPA 10% 162,980 Stage 2 Piling and foundation 5% 81,490 Stage 3 Structural framework 15%244, 470 Stage 4Walls, doors and windows frames 10% 162,980 Stage 5Roofing/ceiling, electrical wiring & plumbing 10% 162,980 Stage 6Internal plastering 0% 0 Stage 7External plastering 5% 81,490 Stage 8 Sewerage works 5% 81,490 Stage 9Drains 5% 81,490 Stage 10Roads 5% 81,490 Stage 11Vacant possession (hand over house keys)12.5% 203,725 Stage working days after vacant possession 2.5% 40,745 Stage 138 months after vacant possession 2.5% 40,745 Stage 1424 months after vacant possession 2.5% 40,745 _____________ 90%1,466,820 Add:2% State Consent Fee of Purchase Price (RM1,629,800) 32,596 Legal & disbursement fee for State Consent Application 2,398 34,994 _______________ Total Out of Pocket: 1,501,814 ======= Purchaser Save: RM 162,980 Net Sale Price: RM 1,629,800 - RM 162,980 = RM 1,466,820

Buyer’s Portion (30%) RM RM Stage 1 Immediately upon signing of SPA 10% 162,980 Stage 2 Piling and foundation 5% 81,490 Stage 3 Structural framework 10% 162,980 _____________ 25% 407,450 Add:0.5% Stamp Duty on Loan (RM1,140,860) 5,704 2% State Consent Fee of Purchase Price (RM1,629,800) Legal & disbursement fee for State Consent Application 2,398 40,698 ________________ 448,148 Stage 6Internal plastering Less: 5% refund when received payment from bank -5% (81,490) (81,490) ____________ Total Out of Pocket: 20% 366,658 ============ Purchaser Save: RM 162,980 Net Sale Price: RM 1,629,800 - RM 162,980 = RM 1,466,820

Differential sum means the amount between the purchase price and loan amount which purchaser needs to pay. RM Purchase Price1,629,800 Less: Loan Amount (70%)1,140,860 ________ Differential Sum ( 30% ) 488,940 ======== How does purchaser pay his buyer’s portion? Buyer’s Portion (30%) RM RM Stage 1 Immediately upon signing of SPA 10% 162,980 Stage 2 Piling and foundation 10%162,980 Less: 5% Rebate-Credit Note -5% 81,490 81,490 Stage 3 Structural framework 10% 162,980 ___________ Buyer’s Portion 25% 407,450 ===========

Submit your commission claim when 1. 10% payment made 2. SPA signed 3. Loan agreement signed (if cash buyer, letter from buyer to prove) 4. State consent approved

Net Price Calculation RM Purchase Price1,629,800 Less: 5% Rebate 81,490 5% Rebate 81,490 2% (Legal Fee + 32,596 Service Charge) ________ Net Price for Commission Claim 1,434,224 ======= Commission0.5% x 1,434,224 = RM 7,171.12

Happy Selling !!!!!