¿Captar propiedades en exclusiva es ser idealista o no?
Jesús Encinar, el CEO de el portal inmobiliario idealista.com publico un post que desencadeno una discusión interesante acerca de las inmobiliarias y su relación con los portales inmobiliarios de pago.
Echevarri ha escrito un excelente resumen en su blog que ha originado otra discusión conmigo acerca de si las inmobiliarias deben captar propiedades en exclusiva o no.
¿Ustedes que piensan? ¿Debe una inmobiliaria apostar por la propiedad en exclusiva o captar propiedades compartidas con otras inmobiliarias? Espero sus comentarios…
Hola Jean,
Ya he dado mi opinión en el blog de Echevarri pero aún así me gustaría puntualizar que las propiedades en exclusiva beneficiarían a todos los profesionales del sector, ya que, a mi entender, se puede especializar más la venta de una propiedad de esta forma, tanto para el profesional como para el vendedor.
No obstante, al cliente lo que le interesa es venderla, y le da igual quién lo haga, por ello tanta diversificación de propiedades repartidas en multitud de inmobiliarias.
Es triste pero cierto, los clientes creen verse limitados a la hora de dar una propiedad en exclusiva ya que piensan que de este modo están limitando su venta.
Es mi humilde opinión.
Saludos!! y felicidades por el blog, es muy interesante.
Lo que ocurre es que los propietarios se piensan que al dar su propiedad en exclusiva, la inmobiliaria se confía y se esfuerza menos por vender esa propiedad. El problema aquí radica en la incapacidad de los agentes inmobiliarios de diferenciarse de los demás y hacerle ver al propietario las ventajas de trabajar de esta manera.
Bueno desde mi punto de vista y es como normalmente procuro trabajar, las propiedades en exclusiva no tienen demasiado sentido.
Una buena propiedad con un buen precio, bien gestionada y bien promocionada al menor coste posible no debería tener problemas de venta. Pero ahí entra juego la capacidad del agente para rentabilizar todos los recursos a su alcance y conseguir propiedades a buenos precios.
Si sabes que tienes una propiedad a un precio razonable y que no eres el único que la vendes siempre estarás más motivado a moverla que si la tienes en exclusiva o es por lo menos lo que me ha pasado a mí. Ahora vendo más y mejor.
Mi opinión sobre captar propiedades en exclusiva es que también depende mucho de la relacción que tengamos con el vendedor. No es lo mismo pedirle una exclusividad a un cliente que contacta contigo por primera vez, que a uno con el que ya has hecho alguna otra operación, o con un amigo o familiar.En Estados Unidos está más extendido el concepto de exclusividad pero no de agencia, sino de agente, es decir, una persona o familia trabajan con el mismo agente a lo largo de todo el recorrido inmobiliario, con el que además les une una estrecha relacción de amistad. El agente por tanto, adquire un compromiso con el vendedor muy diferente al que se adquiriere con un cliente desconocido. En ese caso la exclusividad tiene cierto sentido.
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