10 consejos para sobrevivir a la crisis inmobiliaria
Si fuese director de una agencia inmobiliaria haría lo siguiente para intentar sobrevivir a la crisis:
(No están en ningún orden en particular.)
- Hablar con mi banco para intentar refinanciar mi deuda. Intentaría obtener más dinero a través de un préstamo o una póliza para disponer de liquidez en los próximos meses.
- Me volcaría en internet para obtener clientes, compradores, propiedades, etc. Por norma general, el perfil de usuario de internet en España es de un nivel económico medio-alto (gente con dinero) con un buen trabajo y unos ingresos considerables. En definitiva: la persona idónea para comprar una casa. Si no lo has hecho ya, actualiza tu página web y empieza a promocionarla en todas partes.
- Buscar compradores con mucho dinero. Ahora mismo se me ocurre un grupo de personas que disponen de dinero para comprarse una casa y que son bastante fáciles de encontrar: los que acaban de vender su propiedad. Para una inmobiliaria es muy fácil encontrar este tipo de clientes – ¡trabajas con ellos todos los días!
- Me centraría en lo que mejor se hacer, como ya he explicado aquí, aquí, aquí y aquí.
- Colaboraría con otras agencias y formaría una asociación de inmobiliarias en mi zona.
- Estaría mucho más en contacto con los vendedores de propiedades y les aconsejaría que si quieren vender antes, deben de bajar el precio de su propiedad. Ahora mismo es la única manera.
- Recortaría gastos y solo invertiría en lo que me funciona y da resultados.
- Aumentaría el gasto la inversión en las publicidades que me dan resultados. Si no te anuncias, entonces sí que te dejaran de llamar y cerraras tu agencia inmobiliaria antes.
- Escribiría un blog con noticias relacionadas al sector inmobiliario y a todo lo que ocurra en mi zona. De esta manera, me convertiría en el primero en hacerlo y seré más conocido. Además es una manera excelente de que tu página web aparezca en las primeras posiciones en los buscadores cuando alguien busque algo en tu zona.
- Llamaría a todos los clientes a los que les he vendido una propiedad y les pediría que me recomendasen a sus familiares, amigos y conocidos para intentar conseguir más clientes.
Una aclaración (no exenta de interés personal). En el punto 8, dices: “Aumentaría el gasto en las publicidades…”, y la publicidad no es un gasto, sino una inversión.
Un ejemplo cercano (que tú conoces Jean-Paul, y del que podrás comprobar lo que digo):
Hay clientes que han contactado conmigo para que le hiciésemos una propuesta de inversión publicitaria de campaña, por tener colas de ventas de viviendas (hay viviendas -las más exclusivas- cuyo precio de venta está cerca del millón de euros).
Una de las partidas que recomendamos fué hacer documentación de ventas nueva por estar suministrando actualmente carpetas + fotocopias (sí hay hechas infografías, y buenas) como información comercial; esta partida ascendía a algo más de 4.000€ (creo recordar), y sin embargo el cliente (que está en su derecho) ha considerado que no era necesaria.
Lógicamente las propuestas de inversión publicitaria se hacen a máximos y el cliente decide qué quiere invertir y qué no (en base a sus criterios económicos, personales, profesionales, etc…), pero a estas alturas -y con los datos del ejemplo en la mano- me temo que discutir una partida de 4.000€ ó 5.000€ (entre otras) frente a un presupuesto potencial de ventas (sólo de 2 de las unidades de venta en cola de promoción) de cerca de 2.000.000 € (Dos millones de euros), es sencillamente que no hemos sabido transmitir al cliente que no es un gasto, sino una inversión.
Hace poco que armé mi blog, tengo una inmobiliaria en Córdoba, Argentina y es increible pero sin leer esta nota, estaba realizando cada uno de estos pasos… Muchas gracias por tu claridad conceptual y desde ya me convierto en un asiduo lector de tus publicaciones.
Te saludo y te agradezco!
Hola a tod@s,
Os dejo un link a una serie de post relacionados con este tema, quizás os sirvan de ayuda complementaria a este estupendo post:
¿Por qué cierras la inmobiliaria?
Saludos!!
http://www.elalpende.es
Para ampliar esta información que nos da el amigo Jean, pongo a vuestra disposición lo que en la agencia vinimos a denominar
10 Consejos para hacer Buen Marketing Inmobiliario
10 Consejos para sobrevivir a la crisis Inmobiliaria.
Primero dice que si fuera Director de una Inmobiliaria. Lo cierto es que no lo es. Resulta sencillo opinar y dar la solución a una problematica desde afuera. Digo desde afuera porque quien puede dar una opinión de como se siente estar en el puesto sorteando todo es el que está en el puesto.
Mejor cuando sea Director que le platique a la comunidad si llevó a cabo todo lo que dijo que ” haría “. Probablemente sería provechoso su comentario.
Por último, como asesora inmobiliaria creo que gran parte de los “10 puntos” que menciona, no requiere ser director para llevarlos acabo. En este negocio como en otros, no podemos esperar a que los demás actuen para que las cosas nos salgan bien. Nuestros acciones son las que van a marcar la diferencia en los resultados de nuestro trabajo.
Hola Lucero,
Quería agradecerte que leas el blog y que ayudes a enriquecerlo con tu punto de vista.
Primero de todo, afirmas que no soy director inmobiliario y por lo tanto no puedo opinar. Quería que sepas que casi la mitad de mi vida profesional la he desempeñado como director de una agencia inmobiliaria y ahora mismo estoy más ligado al sector que nunca. Es mi pasión y trabajo con directores inmobiliarios todos los días. Hablo con ellos, les comento, les ayudo y les asesoro. Me dicen que es lo que les funciona y lo que no, y en base a toda esta información que he acumulado, les cuento la experiencia en este humilde blog.
Segundo, con mis artículos y posts, jamás he pretendido tener la verdad en la mano. Solo doy mi humilde opinión y enfoco las cosas desde mi punto de vista. En ningún momento he afirmado que lo que escribo es la verdad absoluta. Simplemente trato de enfocar los temas desde otro punto de vista para intentar ayudar a los lectores.
Aún así, los diez puntos para sobrevivir a la crisis son cosas que sin duda llevaría a cabo si siguiese al frente de la agencia inmobiliaria.
Un saludo y gracias por seguir leyendo el blog.
el punto nº 10 está genial
:D
II. NARCÍS SERRA I SERRA
Cifras para la CRISIS
Rafael del Barco Carreras
En Internet, por las más célebres de las inmobiliarias que han renegociado sus créditos, solicitado “concurso de acreedores” o un simple “portazo” (en la manzana donde vivo dos chiringuitos), uno se percata que el tema es de una dimensión nunca jamás alcanzada. Las cifras que las CAJAS Y CAIXAS han prestado sin posibilidad de cobrar son de vértigo, y si este verano o año el consumo no se resiente la única explicación es que el turismo hace de colchón a la crisis (como en tiempos de Franco) o que el dinero esparcido en tan peculiar DESARROLLO INMOBILIARIO permite irse de vacaciones…!y Dios dirá!, y a rezar para que el BCE siga inyectando euros.
¿Y qué ordena el hombre que se empeñó en mis TRES AÑOS DE PRISIÓN PREVENTIVA? Ver http://www.lagrancorrupcion.com
1ª, muestra. El pasado año, 2007, al estilo DE LA ROSA (con quién tan buenos negocios hizo su Partido en el 80), pero multiplicando las cifras, su CAIXA DE CATALUÑA vende RIOFISA a Luis Portillo, al que con créditos su Caixa y la CAIXA han convertido en efímero, dicen, propietario de la mayor inmobiliaria de Cataluña INMOBILIARIA COLONIAL SA… disparando (artificialmente) su valor en BOLSA para al poco el sonado descalabro…BILLONES DE LAS ANTIGUAS PESETAS. Un billón es un millón de millones, 6 MIL MILLONES DE EUROS. En esa sola operación cualquier FISCALÍA que no dependiera del Poder Ejecutivo encontraría varios delitos.
2ª, la CAIXA DE CATALUÑA, declara unos beneficios de 447 millones de euros de los que 300 provienen de la operación RIOFISA, los restantes 147 con solo…. “provisionando” Martinsa-Fadesa o cualquier otra… se queda bajo cero…pérdidas… un enjuague contable…delictivo…
3ª, el 2008, despide al director general y se anuncian más despidos y prejubilaciones. Se me ocurre que liquidar los cargos “clave” es una excelente operación para borrar la “memoria histórica”, porque si las prejubilaciones de los 90 (varios de mis compañeros del Instituto Bancario), en la BANCA, las entendí como una renovación por las “nuevas tecnologías” además del reajuste de plantillas tras las macrofusiones, en las CAIXAS no tienen explicación.
4ª, en las genialidades de la compra a ACS de Florentino Pérez (un multimillonario de la última hornada como Luis Portillo) del 45% de UNIÓN-FENOSA para la OPA de TRES BILLONES con la CAIXA y GAS NATURAL…la tele nos muestra el geniecillo Serra cargado de maletines… de documentos…
5ª. Los despidos y prejubilaciones vienen seguidos de nuevos CARGOS. El nuevo director general Adolf Todó remodela la cúpula directiva. Es curioso que necesite reforzar su área de COMUNICACIÓN E IMAGEN, con alguien de la CAIXA, la Grande, y la de los SERVICIOS JURÍDICOS con un ex juez, Juan Rafols, si por los 80 su presidente Narcís Serra dominaba la prensa y juzgados a la perfección.
Y siguen las operaciones de maquillaje para que las “nuevas generaciones” no tengan ni idea de por ejemplo como se creó el PLAN DE LA RIBERA (Narcís Serra con Samaranch, su gran amigo Pedro Durán Farell de GAS, ver su web, Miguel Roca, Maragall, Pujol…y pelotazos donde se encuentra hasta Pascual Estevill, el fugado y muerto en Panamá John Rosillo, etc…), y como hipotecas y sociedades con los terrenos y PISOS MÁS CAROS DE LA CIUDAD pasan de un balance a otro, pues a nadie se le ocurre comprar en el Besós por UN MILLÓN DE EUROS… aunque sé de un narco soñando con piso y amarre para el yate. “¿Cómo lo hago Rafael?”. “Primero tendrás que salir de BRIANS y de los ocho años te faltan varios”. El desgraciado me lo decía embobado ante las construcciones del FÓRUM, en una de las “salidas programadas” para que admiráramos la gran obra, y en que se “fugó” uno de los del grupo. La única industria de Barcelona capaz de esas ventas y cifras, el narcotráfico y su blanqueo.
Pues si pues si…
http://www.portunista.com
Aquí se encuentran desde restaurantes con descuento, hoteles para escapadas, compras, etc…
He visto desde un plan renove para relojes de una joyería (traes el reloj antiguo y te descuentan del nuevo), Hasta cupones a imprimir de descuento en buenos restaurantes, pasando por Spas, etc…
lo bueno es que no es cutre en plan Chollolandia, sino que las ofertas son dirigidas para el sector medio alto.
Perdón, es http://www.oportunista.com
hola jean paul, me encanta tu blog, pondre en marcha tus consejos !
vivo en bogota, de profesion administradora turistica pero el tema de la finca raiz me gusta , tengo mucha facilidad para las relaciones publicas, buena presentacion, buen nivel economico,y de veras q estoy pensando en cambiar mi actividad economica.
mi pregunta, x donde comienzo?
Hola que tal Jean Paul,soy Antonio Suarez, del Puerto de la Cruz, tengo
una inmobiliaria en en centro, y ahora estoy cambiando mi pagina Web
y ne necesito algunos consejos.
He asistido a muchos cursos en la Peninsula y he aprendido algo, pero
veo que tu eres gran experto en el
negocio inmobliario, tu blog esta muy bien hecho y das muy buenos consejos.
Aqui en el Norte de Tenerife, ya te
puedes imaginar, se vende poc0,y ahora se alquila mucho mas.
Atentamente
antonio Suarez
Hola Jean, te comento que sigo en argentina a full con los negocios inmobiliarios, por suerte acá en la cuidad nacieron algunos loteos bastante accesible por la gente de clase media y se esta vendiendo. Aunque los departamentos están parados!
Mi pregunta es que método de publicidad masivo, puedo usar para llegar a la gente. Ya utilice diarios, revistas, Internet a full, referidos, cadenas de mails!
Que mas puedo usar, cualquier idea viene bárbara para analizarla. Muchas gracias Martín
The action taken to national disaster is great but it’s a real shame that so many people take advantage of the negative situations.
I mean everytime there is an earthquake, a flood, an oil spill – there’s always a group of heartless people who rip off tax payers.
This is in response to reading that 4 of Oprah Winfreys “angels” got busted ripping off the system. Shame on them!
http://www.cbsnews.com/blogs/2009/08/19/crimesider/entry5251471.shtml
Estimados,
El mercado va a repuntar en el 2011 a niveles parecidos a antes de la crisis. Estar liquidos en ese momento va a ser crucial.
Gracias por el post.
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