Zhuoyuan Iskandar Training Course
What a Sales Staff
or an Agent needs
to do when she/he
close a sales ?????
Reserve Online
Bank
Loan?
Booking
Apply for Loan
Follow up loan approval
Loan approval
Sign Bank’s Letter of Offer
Sign the SPA
Sign the loan agreement
Mr. ABC is interested in our 3 bedrooms
condominium. The build-up area is
1,475 square feet (137.02 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-33-02
Reserve Online
Bank
Loan?
Booking
Apply for Loan
Follow up loan approval
Loan approval
Sign Bank’s Letter of Offer
Sign the SPA
Sign the loan agreement
Login into
www.zhuoyuaniskandar.my/portal.php
Reserve Unit No.
A-33-02
www.zhuoyuaniskandar.my/portal.php
Click here
Reserve Online
Bank
Loan?
Booking
Apply for Loan
Follow up loan approval
Loan approval
Sign Bank’s Letter of Offer
Sign the SPA
Sign the loan agreement
Booking
Sales
Admin
Customer
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
• 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 1st 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. 2213 0000 49
 or CIMB Current Account No. 86 01522 629
Cheque
 bank into UOB HDA Account No. 2213 0000 49
Credit Card
 forward the credit card slip and settlement
E-mail Accounts Depart (e-mail: lipengfei@zhuoyuaniskandar.my)
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
(rosliza@zhuoyuaniskandar.my)
(eda@zhuoyuaniskandar.my)
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
Bank
Loan?
Booking
Apply for Loan
Follow up loan approval
Loan approval
Sign Bank’s Letter of Offer
Sign the SPA
Sign the loan agreement
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
Bank
Loan?
Booking
Apply for Loan
Follow up loan approval
Loan approval
Sign Bank’s Letter of Offer
Sign the SPA
Sign the loan agreement
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
Year
Interest rate*
Margin Point
Effective interest
rate
Instalment
Period
Factor
Repayment p.a
1
BLR-2.20%
2.40%
4.20%
-RM3,129.71
360
12
-RM37,556.52
2
BLR-2.20%
2.40%
4.20%
-RM3,129.71
348
12
-RM37,556.52
3
BLR-2.20%
2.40%
4.20%
-RM3,129.71
336
12
-RM37,556.52
4
BLR-2.20%
2.40%
4.20%
-RM3,129.71
324
12
-RM37,556.52
5
BLR-2.20%
2.40%
4.20%
-RM3,129.71
312
12
-RM37,556.52
6
BLR-2.20%
2.40%
4.20%
-RM3,129.71
300
12
-RM37,556.52
7
BLR-2.20%
2.40%
4.20%
-RM3,129.71
288
12
-RM37,556.52
8
BLR-2.20%
2.40%
4.20%
-RM3,129.71
276
12
-RM37,556.52
9
BLR-2.20%
2.40%
4.20%
-RM3,129.71
264
12
-RM37,556.52
10
BLR-2.20%
2.40%
4.20%
-RM3,129.71
252
12
-RM37,556.52
Thereafter
BLR-2.20%
2.40%
4.20%
-RM3,129.71
240
240
-RM751,130.38
Total Repayment
-RM1,126,695.57
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%
Less: Car Loan
Max Instalment Amount Allow :
RM 6,480
RM 1,000
_________
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
(rosliza@zhuoyuaniskandar.my)
(eda@zhuoyuaniskandar.my)
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
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
Stage 8
Stage 9
Stage 10
Stage 11
Stage 12
Stage 13
Stage 14
Immediately upon signing of SPA
Piling and foundation
Structural framework
Walls, doors and windows frames
Roofing/ceiling, electrical wiring & plumbing
Internal plastering
External plastering
Sewerage works
Drains
Roads
Vacant possession (hand over house keys)
21 working days after vacant possession
8 months after vacant possession
24 months after vacant possession
10%
RM 162,980
10%
RM 162,980
15%
RM 244, 470
10%
RM 162,980
10%
RM 162,980
5%
RM 81,490
5%
RM 81,490
5%
RM 81,490
5%
RM 81,490
5%
RM 81,490
12.5%
RM 203,725
2.5%
RM 40,745
2.5%
RM 40,745
2.5%
RM 40,745
_____
__________
Total
100%
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
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
Stage 8
Stage 9
Stage 10
Stage 11
Stage 12
Stage 13
Stage 14
Immediately upon signing of SPA
Piling and foundation
Structural framework
Walls, doors and windows frames
Roofing/ceiling, electrical wiring & plumbing
Internal plastering
External plastering
Sewerage works
Drains
Roads
Vacant possession (hand over house keys)
21 working days after vacant possession
8 months after vacant possession
24 months after vacant possession
Total
Purchaser Save: RM
10%
5%
15%
10%
10%
0%
5%
5%
5%
5%
12.5%
2.5%
2.5%
2.5%
_____
90%
====
162,980
Net Sale Price: RM 1,629,800 - RM 162,980 =
RM 1,466,820
RM 162,980
RM 81,490
RM 244, 470
RM 162,980
RM 162,980
RM
0
RM 81,490
RM 81,490
RM 81,490
RM 81,490
RM 203,725
RM 40,745
RM 40,745
RM 40,745
__________
RM1,466,820
==========
Buyer’s Portion (20%)
RM
Stage 1
Stage 2
Immediately upon signing SPA
Piling and foundation
Less: 5% credit note
10%
10%
-5%
Add:
Misc charges
0.5% stamp duty on loan amount (RM1,303,840)
Stage 6
Internal plastering
Less: 5% refund when received payment from bank
Total Out of Pocket:
162,980
(81,490)
6,519
RM
162,980
81,490
________
244,470
6,519
________
250,989
-5%
____
(81,490) (81,490)
________ _________
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 Price
1,629,800
Less: Loan Amount (80%)
1,303,840
________
Differential Sum (20%)
325,960
========
How does purchaser pay his buyer’s portion?
Buyer’s Portion (20%)
Stage 1
Stage 2
RM
RM
Immediately upon signing SPA
Piling and foundation
Less: 5% Rebate - Credit Note
10%
10%
-5%
____
162,980
162,980
(81,490)
81,490
______ ________
Buyer’s Portion
15%
244,470
====
========
Stage 1
Stage 2
Stage 3
Stage 4
Stage 5
Stage 6
Stage 7
Stage 8
Stage 9
Stage 10
Stage 11
Stage 12
Stage 13
Stage 14
Immediately upon signing of SPA
Piling and foundation
Structural framework
Walls, doors and windows frames
Roofing/ceiling, electrical wiring & plumbing
Internal plastering
External plastering
Sewerage works
Drains
Roads
Vacant possession (hand over house keys)
21 working days after vacant possession
8 months after vacant possession
24 months after vacant possession
10%
5%
15%
10%
10%
0%
5%
5%
5%
5%
12.5%
2.5%
2.5%
2.5%
_____
90%
Add:
2% State Consent Fee of Purchase Price (RM1,629,800)
Legal & disbursement fee for State Consent Application
32,596
2,398
______
Total Out of Pocket:
Purchaser Save: RM
162,980
Net Sale Price: RM 1,629,800 - RM 162,980 =
RM
162,980
81,490
244, 470
162,980
162,980
0
81,490
81,490
81,490
81,490
203,725
40,745
40,745
40,745
________
1,466,820
34,994
_________
1,501,814
=======
RM 1,466,820
Buyer’s Portion (30%)
RM
Stage 1
Stage 2
Stage 3
Immediately upon signing of SPA
Piling and foundation
Structural framework
10%
5%
10%
_____
25%
Add:
0.5% Stamp Duty on Loan (RM1,140,860)
2% State Consent Fee of Purchase Price (RM1,629,800)
Legal & disbursement fee for State Consent Application
5,704
32.596
2,398
_______
RM
162,980
81,490
162,980
________
407,450
40,698
_________
448,148
Stage 6
Internal plastering
Less: 5% refund when received payment from bank -5%
Total Out of Pocket:
Purchaser Save: RM
____
20%
====
162,980
Net Sale Price: RM 1,629,800 - RM 162,980 =
RM 1,466,820
(81,490)
(81,490)
________
366,658
========
Differential sum means the amount between the purchase price and loan amount which purchaser needs
to pay.
RM
Purchase Price
1,629,800
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
Stage 1
Stage 2
Stage 3
Immediately upon signing of SPA
Piling and foundation
Less: 5% Rebate-Credit Note
Structural framework
Buyer’s Portion
10%
10%
-5%
10%
____
162,980
81,490
RM
162,980
81,490
162,980
_______
25%
407,450
====
=======
Submit your commission
claim when
1.
10% payment made
2.
SPA signed
Loan agreement signed (if cash buyer,
letter from buyer to prove)
4. State consent approved
3.
Net Price Calculation
Purchase Price
Less: 5% Rebate
5% Rebate
2% (Legal Fee +
Service Charge)
Net Price for Commission Claim
Commission
0.5% x 1,434,224 =
RM
1,629,800
81,490
81,490
32,596
________
1,434,224
=======
RM 7,171.12
Happy Selling !!!!!