Sprzedaż z wieloma biurami – warto czy nie warto?

No dobra…
decydujesz się sprzedać swoją nieruchomość i czasem od razu (bo nie masz czasu, wystarczającej wiedzy w temacie, nie wiesz od czego zacząć), a czasami po nieudanej próbie samodzielnej sprzedaży decydujesz się zatrudnić agenta do pomocy.

Co dalej?
Możliwe, że znajomy z pracy / z rodziny polecił Ci biuro, inni pośrednicy zadzwonili do Ciebie na ofertę, która jest w sieci. Niektórzy brokerzy zaoferowali przyjęcie swojej oferty przez internet (musisz tylko wysłać zdjęcia i informacje i umowę na maila), niektórzy „skusili” się na spotkanie…

Więc…
Spotykasz się z kilkoma lub kilkunastoma przedstawicielami, każdy z nich opowiada o swoich unikalnych metodach, o tradycji i zasadach jakie panują w firmie. Oprowadzasz ich wszystkich po nieruchomości, uwydatniając zalety oferty. Siadacie do stołu: podpisujecie umowę w której wyrażasz zgodę na dwustronną reprezentację, agenci robią zdjęcia „z ręki” kolejno wychodząc a Ty na samym końcu jesteś zadowolony, że wszyscy zgodzili się przyjąć ofertę nieruchomości w cenie jaką założyłeś – Morale do góry!

Pozostało jedynie czekać na telefony od zatrudnionych pośredników, którzy mają zamiar przyprowadzać klientów, a tu…. Cisza.

Od momentu podpisania umowy, nikt się z Tobą nie skontaktował, jedno z biur przyprowadziło klienta, po którym ślad ostatecznie zaginął bo coś mu tam nie odpowiadało. Nikt nie daje Ci odpowiedzi zwrotnej co jest nie tak- czy może cena jest za wysoka, czy może należałoby odświeżyć mieszkanie, coś zmienić…
Sprzedaży jak nie było – tak nie ma…

Dlaczego tak się dzieje?
Pracowałem na umowach zwykłych – uwierz mi, nigdy bym do tego nie wrócił. Nie twierdzę, że jest to złe i jedyną opcją na współpracę jest wyłączność – absolutnie. Nie mam też na celu oczernić biur pracujących w ten sposób bo znam ludzi, którzy nieźle sobie radzą w takiej formie.
Skoro miałem okazję działać w ten sposób, wiem na czym to polega- STATYSTYKA.Pozyskuje się jak najwięcej ofert sprzedaży nieruchomości, często nawet ich nie odwiedzając po to, aby baza była jak najobszerniejsza, żeby w końcu zadzwonił klient kupujący. Gdy już potencjalny kupujący zadzwoni (załóżmy, że na Twoją właśnie ofertę) to najważniejsze jest utrzymanie go przy sobie poprzez pokazanie mu nie tylko Twojej nieruchomości, ale zaprezentowanie dodatkowych 5 w okolicy – bo liczy się efekt – nieważne czyje mieszkanie sprzedam, najważniejsze, że sprzedam.

Znam agentów nieruchomości, którzy mają jednocześnie nawet 150 ofert sprzedaży nieruchomości. Tak, 150 ofert!, połowy z nich nawet nie widzieli na żywo. Najgorsze jest to, że taka osoba nie zna podstawowych parametrów tej nieruchomości – bo jak to spamiętać !? Sam raz byłem świadkiem, jak umówiłem się na prezentację z klientem kupującym, a agent prowadzący ofertę nie wiedział w który blok wejść. Klientka, która była z USA, gdzie pośrednictwo jest rozwinięte na wysokim poziomie skwitowała to wprost- to jest nie do przyjęcia. Niestety tego typu pracy często towarzyszy chaos, niska jakość oferty, brak wiedzy odnośnie produktu, a przecież agent jeszcze chce w ramach swojej pracy podpisać umowę przed oglądaniem, w której kupujący w przypadku zakupu zobowiązany jest zapłacić 2% od ceny sprzedaży.

Do czego może to doprowadzić?
W końcu zmęczenie i brak efektów może spowodować, że zdecydujesz się na pierwszą lub kolejną obniżkę ceny nieruchomości. Wyobraź sobie, że wtedy część agentów, która się z Tobą kontaktuje zmieni ją, natomiast Ci, którzy tego nie robią będą ją promować „po staremu”. Spowoduje to, że w sieci Twoja oferta będzie krążyła z różnymi cenami, opisami – przez co stanie się krótko mówiąc opatrzona i nieatrakcyjna.
I tak dalej i dalej, aż w ostatecznym rozrachunku okazuje się, że więcej straciłeś niż zyskałeś
Brzmi znajomo? Dlatego zanim przystąpisz do zatrudnienia kilku lub kilkunastu biur do sprzedaży Twojej nieruchomości zadaj sobie kilka pytań:

Czy chcę aby moją nieruchomością „opiekował” się pośrednik, który w swoim portfolio zajmuje się 40, 50 lub większą ilością ofert i proponuje mi współpracę bez oględzin?
Czy logiczne jest „inwestowanie czasu” w kilka lub kilkanaście spotkań, podpisywanie tych samych umów z pośrednikami, którzy robią to samo? – wrzucają oferty na portale
Czy potrzebując usługi idziesz do kilku firm i ostatecznie nie zapłacisz nikomu lub jednemu z nich za wykonaną prace. Jak myślisz kto się na to zgodzi lub przyłoży się do takiego zadania?
Czy sprzedając często znacząca cześć lub majątek swojego życia chce zlecić to przypadkowym osobom?

A może chcę czegoś innego?
Jeśli myślisz o punkcie 5, umówmy się na niezobowiązujące spotkanie- wszystko Ci wyjaśnię.

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