¿En exclusiva o sin exclusiva? Esa es la cuestión.
Ayer escribí un post en el que decía que en vez de bajar la comisión, una inmobiliaria debe centrarse en ofrecer un mejor servicio y atención al cliente. De esta manera puede justificar la comisión que cobra. Puedes leer el post aquí.
Ben me respondió con el siguiente comentario: “Estoy de acuerdo con esto, lo único es que si otras inmobiliarias están bajando sus comisiones, entonces tenéis la misma propiedad en venta a precios diferentes.”
El problema que plantea Ben tiene una solución realmente sencilla: captar las propiedades en exclusiva. De esta manera sabes que no hay otras inmobiliarias que puedan vender la propiedad a un precio inferior.
Soy consciente de que tener todas las propiedades en exclusiva no es del agrado de todos y hay tantos agentes inmobiliarios a favor como en contra de este método.
Incluso hay muchos propietarios que no quieren ni oír hablar de la exclusiva ya que han tenido malas experiencias o han escuchado historias de otras personas que las han tenido.
Me gustaría fomentar un debate entre todos ustedes para ver que opinan. Como habéis leído, yo me decanto claramente por el sistema de captar propiedades en exclusiva. Explicaré mis motivos en un próximo post.
hehe thanks for the mention
Please forgive my Spanish….
De este debate puedo ver los dos lados del argumento – y creo que ambas tienen razon.
Captar una propiedad en exclusiva tiene ventajas por el inmobiliaria, y tambien por el propietario. Por el propietario, pues que no tiene que estar todo el dia teniendo la misma conversacio con Juan de este agencia, Jaime de esta, y Miguel de otra. Cuando tiene una agencia la exclusividad, pueden tener un servicio mucho mas personalizado (o deber de ser asi) – el Agente conoce bien el propiedad, y tambien conoze bien al propietario (igual de importante) – ayuda que el proceso de vender su casa sea mucho mas fluido.
Ventajas por el Inmobiliaria – pues que nadie mas tiene el producto, y si usted no la vende, nadie la vende – El precio que pone usted, es el precio, y nunca vas a tener una situation dificil donde veas que otra agencia lo tiene a un precio diferente (lo que menciono ayer) – y el cliente se confunde.
Lo unico es (y tambien pienso asi algunas vezes):
Si el agente realmente cree que va a vender la casa el mismo – porque necesita tener lo en exclusiva?…
En mi opinión, captar propiedades en exclusiva, debería funcionar para el grupo de gente con el que te mueves (amigos, familiares, etc.), o también antiguos clientes que han tenido buena experiencia contigo. En otro caso, creo que plantear la exclusiva no tiene mucho sentido, porque puedes perder mucho tiempo y energías en tratar de convender al cliente cuando en la mayoría de los casos se termina tratando su producto como el resto de producto que no está en exclusiva.
Lo que si se debería de tratar, es de conseguir la “exclusiva de cliente”, es decir, que nuestro cliente haya tenido tan buen sevicio, que vuelva a nosotros en el futuro para darnos de nuevo a vender su vivienda, y que además le pueda dar verguenza decirnos que también se la ha dado a otros. Hay que tener en cuenta que en el mercado inmobiliario, las relacciones son un factor determintante. Creo que el futuro del mercado va mas bien por pequeños grupos de clientes que se hacen “exclusivos”, donde la relacción con ellos va mas alla de una simple intermediación.
Hola Ben,
Acerca de la pregunta que haces al final, pues creo que tú mismo te respondiste con todas las ventajas de captar en exclusiva. Las ventajas son muchas como puedes ver en mi siguiente post: 10 razones porque hay que captar en exclusiva.
Hola a tod@s,
Estoy de acuerdo con Jesús en que las propiedades en exclusiva funcionan con gente cercana a nosotros, y clientes próximos mejor que con otros propietarios.
A muchos les echa para atrás el firmar un contrato de exclusividad, en mi opinión, por falta de información en primer lugar, y en segundo lugar, porque la cuestión que se plantean es la siguiente:
“¿Por que dárselo a un solo agente y no a todo el que me lo pida para así multiplicar mis posibilidades de venta?” , “… me da igual quien la venda mientras me paguen lo que pido por el inmueble..” .
Estos casos los he vivido en presona, y muchas veces no se puede luchar contra la obstinación de los propietarios, es dificil captar una propiedad en exclusiva, a menos que generemos la confianza que el propietario necesita para dar el paso.
A favor tengo que decir que apoyo totalmente las ventas de propiedades en exclusividad, ya que para el agente inmobiliario o intermediario, es mucho más ventajoso, debido a las razones que nos da Jean Paul, por ejemplo, y para el propietario, aunque él no lo crea, siempre y cuando se publicite bien su propiedad.
Bueno, este tema se perfila para debate, ya que me estoy alargando en el post, y más que podría extenderme, no obstante, mi reflexión superficial sería:
Si puedes captar propiedades en exclusiva, HAZLO!!, obtendrás muchas ventajas a la hora de ofertarla, y si no puedes, saca las uñas y lucha con las 100 inmobiliarias que también la vendan, pero ten en cuenta que el camino en este caso se complica, pero no es imposible.
En el caso de Familiares y amigos….. por descontado que hay que luchar por la exclusividad.
Con respecto a la exclusividad de clientes, creo que estas en lo cierto Jesús, siempre hay que dejar “buen sabor de boca”, ya que ese mismo cliente , o cualquier persona de su círculo cercano podría acudir a nosotros por medio del “boca a boca”.
Un Saludo Jean Paul.
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