¿Cómo sacarle partido a la desaceleración de precios del mercado inmobiliario?
El otro día un cliente que es dueño de una agencia inmobiliaria me hizo el siguiente comentario: “Algunos propietarios prefieren que les embarguen la casa antes de bajar el precio.” Me quede alucinado.
Con la reciente subida de tipos de los tipos de interés, a muchos propietarios le han subido la cuota mensual de la hipoteca y tienen muchas dificultades para poder pagarla. Ante esta situación están obligados a vender su propiedad.
El problema es que muchos de ellos pretenden ignorar la desaceleración de precios que esta ocurriendo y quieren vender su propiedad a un precio irreal.
Para un agente inmobiliario, no solo es su deber informar a los propietarios de la situación actual del mercado inmobiliario sino también es una excelente oportunidad para ayudar a personas así encontrándole un comprador que pague un precio razonable por la propiedad.
La clave es hacer ver al propietario que es mejor vender barato y rápido que intentar alargar la venta esperando por una oferta que jamás llegara. Después viene el embargo y ahí esta todo perdido.
Con esto se me ocurren dos ideas para sacarle partido a la situación actual del mercado inmobiliario:
- Informa a los propietarios que están vendiendo su propiedad de cómo esta evolucionando el mercado. Hazles saber que quizás sea prudente bajar el precio para vender más rápido ya que esto puede evitar muchos problemas en el futuro.
- A tus clientes compradores, informales que ahora es un buen momento para encontrar oportunidades en el mercado. Les puedes explicar porque es un buen momento para comprar ahora. Hazles un seguimiento y envíales propiedades interesantes.
Estoy de acuerdo totalmente, los propietarios no hacen más que “inflar” el precio de las viviendas ya que según ellos les da igual el tiempo que tarden en venderla si se llevan el “pico”.
Por ese motivo deberían los comerciales inmobiliarios, según nos comenta Jean Paul ,el informar puntualmente de los precios razonables de las viviendas, y para ello, además , están los tasadores inmobiliarios, para fijar un precio “real” de la misma.
No obstante, es una lucha insufrible si los propietarios no se conciencian de este tema. Es algo que tenemos que soportar.
El problema llega cuando los propietarios, que como es natural intentan vender por lo máximo posible, fijan precios que no se ajustan a la realidad. El motivo es que están desinformados y no tienen un asesor fiable (aquí podrían jugar un papel muy importante las agencias inmobiliarias) que les informe de cómo se mueven los precios en su zona.
Lo mismo me comentó el agente inmobiliario que recientemente me vendió mi piso, que está teniendo el mismo problema con vendedores que ponen precios irreales. Lo que me comentó él es que intenta hacerles entrar en razón y si no llega a un acuerdo para poner un precio factible lo deja para no perder el tiempo. Me explicó que una buena estrategia es la de hacerles ver a los vendedores que si hay un comprador interesado pero con un precio algo más bajo, vender sería conveniente ya que así deja de pagar hipoteca inmediatamente. De lo contrario, sigue perdiendo dinero mes a mes. Parece ser un argumento bastante definitivo. Pisos en Las Palmas
A nadie le gusta bajar precios y pocos serán los que lo hagan por si solos. Es responsabilidad del Agente Inmobiliarios “SABERLE” explicar bién cual es la situación real y “ASESORAR” correctamente. Hasta que no comprendan que cada dia su vivienda vale menos y asumen mayor riesgo para venderla, NO LO HARÁN.
En la escuela de Negocios Noteges.com, disponen de cursos sobre negociación de precios grabados en vídeos para verlos a través de internet. Mientras el comercial no aprenda ésto, NO HAY NADA QUE HACER. Mientras sigan esperando a que el propietario tome la iniciativa de vernir a bajarnos el precio, NO HAY NADA QUE HACER. La buena noticia, es que todo depende de Vd.
José Luis Jimeno
Director Formación
Noteges.com
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