El cambio de paradigma inmobiliario
Pulsar sobre gráfico para ver más grande.
El gráfico resume la situación actual del sector y los tipos de agente inmobiliario que existen hoy en día.
Antiguamente el único rasero básico que se empleaba para catalogar a un agente inmobiliario era si era bueno o malo. Un buen agente tenía experiencia, formación, honestidad, profesionalidad, una trayectoria reconocida. Muchos de estos agentes trabajaron durante muchos años y mientras todo seguía igual, seguían teniendo éxito y vendiendo mucho.
En el otro lado de la balanza están los chorizos. Esos oportunistas que con un teléfono móvil y un cartel de se vende manchaban la reputación del sector. Engañando, estafando y sin tener escrúpulos.
Hasta aquí todo bien.
Sin embargo es evidente que el sector inmobiliario ha cambiado y seguirá cambiando rápidamente. Nadie lo discute. ¿Pero qué ha ocurrido exactamente? Pues la respuesta es muy simple: Con la llegada de internet y las nuevas tecnologías han cambiado dos aspectos fundamentales:
- La manera de tomar decisiones ha cambiado y la mentalidad de los compradores y vendedores es distinta que hace cinco años.
- Las nuevas tecnologías permiten comunicarse de una manera más eficaz, potente y de una manera muy barata (Gratis).
Esto ha puesto patas arriba todo el sector inmobiliario y ha revolucionado la compraventa de propiedades. Este cambio de paradigma ha desestabilizado el sector y añadiendo el agravante de la crisis financiera mundial, se ha convertido en una hecatombe.
Durante meses, no he dejado de preguntarme, ¿Quiénes son los auténticos profesionales del sector hoy en día? El gráfico ayuda a contestar esta respuesta. Existen cuatro tipos de agente inmobiliario. Por una parte mantenemos la distinción entre los Profesionales Sofisticados y los Chorizos de turno (agente inmobiliarios buenos y malos). Sin embargo he añadido la variable del nivel de conocimiento tecnológico siendo un Dinosaurio alguien que no sabe ni lo que es una página web y un Bill Gates que está a la última en todas las nuevas tecnologías siendo el primero en implementarlas.
Descartando por completo a los Chorizos de Turno de la parte baja del gráfico, tanto si son Dinosaurios Tecnológicos o son Bill Gates, es evidente que los únicos que podrán sobrevivir en el futuro serán los Profesionales Sofisticados que vayan tirando hacia la parte superior derecha del gráfico y empleen las nuevas tecnologías para comunicarse, captar y vender propiedades.
Por lo tanto, un profesional sofisticado que no se haya formado, renovado e implementado nuevas tecnologías para vender más propiedades, difícilmente podrá ser considerado un autentico profesional del sector hoy en día. Aún incluso teniendo una trayectoria de muchos años y una experiencia acumulada. Eso ya no sirve de nada por sí solo.
Otro factor que afecta a este tipo de agente inmobiliario es que toda la experiencia y conocimientos que ha ido acumulando durante tantos años ya no le sirven de mucho porque le ha salido un competidor muy duro: Google. Con tan solo pulsar el botón del ratón un comprador de vivienda tiene toda la información necesaria para tramitar una la adquisición de una propiedad. Gracias a internet y a Google, la información y el conocimiento ha dejado de ser un bien escaso y de alto valor y ha pasado a ser un bien ilimitado y gratuito.
Sin embargo, una persona incluso con menos experiencia, que haya sido capaz de interpretar el cambio y adaptarse a él tiene muchas más probabilidades de tener éxito hoy en día.
Es fundamental que todos los agentes inmobiliarios sean conscientes de esto. Su futuro depende de ello. Tarde o temprano les acabará pasando factura (evidentemente, no todo el mundo usa internet para comprar vivienda, siguen habiendo personas que miran en la prensa dominical pero cada vez son menos) y cuando se den cuenta será demasiado tarde.
Muy esclarecedor el análisis la verdad. Yo recién me estoy iniciando en todo esto y todo el material que estoy encontrando en Internet realmente me ayuda mucho. Gracias por el aporte!
Estimado Jean-Paul:
Que interesante es este artículo que tú publicas y que parecidos son los mercados que tenemos en Chile como en España…cambian solo los nombres para caracterizar a los “chorizos”…acá les decimos “rifleros” pues nos “roban” literalmente la información y los clientes.
Pero lo más interesante es el análisis que tu haces del mercado y su evolución, el cual yo comparto plenamete y es eso lo que ya se está viendo acá an Chile aunque no fue necesaria la crisis económica para que se estableciera este fenómeno.
Soy Corredor de Propiedades desde hace 28 años y además soy un fanático de la TI y el márketing inmobiliario y he ido creciendo junto con mi empresa en este aspecto hasta llegar a prescindir completamente de la prensa escrita para dar a conocer las propiedades que tengo en mi cartera.
Las comunicaciones con mis clientes las realizo casi por completo a través del Email y en un mínimo a través del celular.
Mi oficina es practicamente virtual ocupándola solamente para las reuniones de cierres de negocios con mis clientes. El resto de mi trabajo lo realizo en un tercio en la calle, un tercio econectado y un tercio realizando la labor administrativa de redacción de los cierres de negocios, promesas de compraventa y coordinación de firmas en Notarías tanto para las promesas de compraventa como para las Escrituras definitivas.
Es muy poca la gente que usa el diario hoy en día. Como tu dices, quedan aún pero cada vez son menos y la mayoría son personas mayores que no saben y no quieren aprender a usar la internet.
A modo de comentario final de esta intervención mía, en Chile, nuestro valuarte del periodismo, el Diario El Mercurio, hace apenas unos tres a cinco años atrás, vendía una gran cantidad de avisos económicos destinados al mundo inmobiliario como compra, venta y arriendos de propiedades. Hoy su venta en este ámbito debe representar no más de un 30% de lo que se publicaba hace poco tiempo atrás.
Disculpa lo extendido de mi comentario pero siempre me ha llamado la atención lo similares que son los mercados español y chileno en nuestra área de trabajo.
Estimado José Manuel,
Me alegra mucho saber que sigues el blog desde Chile. También me sorprende lo parecidos que son los dos mercados. ¿Quizas esto pasa porque en ninguno de los dos países está regulado el sector por parte de nuestros gobiernos?
SIn duda sería un gran paso que el sector inmobiliario esté regulado debidamente para evitar intrusismos y malas prácticas.
Efectivamente, la prensa escrita está muriendo poco a poco. A no ser que se reinventen y se adapten a los nuevos mercados y las nuevas tecnologías, tienen poco que hacer.
Te animo a que sigas contribuyendo con tus conociemientos en el apartado de comentarios de este blog. Tu experiencia y conocimientos pueden aportar mucho a los demás lectores de este blog.
Un saludo y si quieres ponte en contacto conmigo para cualquier cosa.
Jean-Paul
Estimado Jean-Paul:
Si, los mercados inmobiliarios español y chileno se asemejan mucho y en muchos aspectos, entre ellos el de la falta de regulación.
No obstante, no creo que sea solo por la falta de regulación.
Me explico. Hace unos 30 años atrás los chilenos que queríamos abrir una oficina de propiedades debíamos cumplir con muchos requisitos, entre ellos no estar con deudas de ninguna especie en morosidad, no haber sido declarado en quiebra, no haber sido procesado por algún juzgado civil y mucho menos criminal, etc. para, finalmente cuando nos aprobaban nos inscribían en el Registro de Corredores de Propiedades de Chiledel Ministerio de Economía Fomento y Reconstrucción (yo fui inscrito con el número 6063 del año 1983) mediante un Decreto con Fuerza de Ley promulgado y firmado por las más altas autoridades del país incluída la del Ministro de Economía Fomento y Reconstrucción de la época.
Lamentablemente este registro de corredores de propiedades fue eliminado a fines de los años 80 si no me equivoco.
Aún así, ya en esa época teníamos una gran cantidad de personas que se dedicaban al corretaje de propiedades sin estar debidamente inscritos en el mencionado Registro.
Creo que no solo es un asunto de falta de regulación el problema de los “chorizos” o “rifleros”…es un asunto en definitiva de falta de fiscalización de los organismos competentes sumado a la falta de prolijidad por parte de los potenciales clientes que entregan sus propiedades sin verificar los datos de quienes dicen van a actuar como corredores y resultan ser, a lo menos, unos ignorantes absolutos de conocimientos para llevar la gestión de una compraventa o arriendo inmobiliario.
Finalmente, al estar insertos en un sistema de libre mercado, no solo nuestra área se ve afectado por la aparición de esta suerte de “mercado negro” de servicios y la incapacidad real de nuestros Estados de proveer de una verdadera fiscalización.
Y en definitiva, quienes están llamados a regular realmente al mercado informal son nuestros propios potenciales clientes.
Gracias Jean-Paul por permitirme opinar en tu Blog y por tu siempre buena disposición a ayudar y compartir.
Como siempre, cualquier cosa que requieras, estoy también a tu disposición.
Desde Chile,
José Manuel
Estimado José Manuel,
Permiteme invitarte a ver en youtube unas intervenciones de Jean Paul, donde comenta precisamente el destino de la prensa escrita entre otras interesantes cosas:
http://www.youtube.com/watch?v=0zMZDj2s7e8
http://www.youtube.com/watch?v=ZS0Ay1nkKDA
Estimado Manuel,
Disculpa no haber respondido antes a tu sugerencia pero he tenido bastante trabajo, gracias a Dios, y no me ha dado el tiempo.
He visto los dos videos de Jean-Paul y nuevamente puedo decir que concuerdo plenamente con su visión de futiro de la prensa escrita.
Gracias por tu comunicación.
Desde Chile,
José Manuel Ortúzar Ugarte
Estimados colegas, les escribo desde Tegucigalpa HONDURAS, un placer para mi el poder saludarles y poder compartir con uds mi opinion sobre ese tema, pOr lo que leo en sus comentarios son personas con una gran trayectori em bienes raices, yo apenas tengo 3 años en el mercado y he venido evolucionando con el tiempo gracias a Dios, y la verdad han habido tiempos muy duros con toda la crisi que ha envuelto en mi pais en los ultimos 2 años pero tanto el mercado Español, Chileno y Hondureño no son muy distintos, aqui tambien tenemos chorizoz y rifleros que no solo no son leales con nosotros sino que tampoco lo son con los clientes, lo que ha llegado crear una malisima imagen de los agentes inmobiliarios en muchas personas, pero es alli donde entra la capacidad de los que trbajamos honrada y profesionalmente en este ambito de poder cambiar esa imagen y lo digo por experiencia porque ya he tenido la oportunidad de encontrarme con clientes que no han querido volver a trabajar con agentes y les he podido alquilar o vender una propiedad y no hay nada mas gratificante para nostros el poder dejar un buen concepto y que incluso te recomienden con sus amigos y familiares…Todo esta en nuestra mente y el poder identificar a tiempo la nesecidad del cliente y poder cubrirla. espero podamos mantener el contacto y poder compartir sus conocimeintos porque nunca se deja de aprender.saludos
Es cierto todo cambia con el tiempo y entre este todo estan las inmobiliarias,pero nosotros Inmobiliaria Llançà nos adaptamos a los nuevos tiempos y necesidades.
Visitanos somos profesionales en el ramo.
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אתר עם מידע על ניתוח לייזר להסרת משקפיים,פורום הסרת משקפיים בלייזר והסרת משקפיים בלייזר מחירים מומלץ!!!
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