Как купить квартиру? Правила торга. Ч.1

Автор: admin  //  Рубрики: Азбука недвижимости, Городская недвижимость

Как можно купить квартиру. Правила торга

 Торг при покупке квартиры

Сегодняшний наш разговор пойдет о торге.  Да - да, о том, как надо торговаться при купле-продаже недвижимости.

Причем,  моя задача существенно усложняется: я должен сформулировать «универсальный» совет и для покупателей квартиры и, соответственно, для ее продавцов. Трудно. Но попробуем…

К сожалению, далеко  не все покупатели понимают, что торг уместен  не с любым продавцом. Некоторые спокойно воспринимают факт торга, а другие встречают ваше стремление поторговаться с откровенной агрессией.

Здесь самое время показать свои навыки психолога и понять, стоит тратить на торг время, или – нет.

Навряд ли кому-то необходимо растолковывать, что такое торг. В первую очередь - это ваша выгода, а за нее обязательно надо серьезно побороться.

Разумеется, всегда необходимо четко понимать, где допустим торг, а где – нет. На продаже все время появляются квартиры «эконом-класса», к каковым слово торг попросту не подходит.

Как это понимать?  Для примера, если жилье стоит,  3 млн. руб., а торг подразумевает уменьшение цены на 10-15 %, то какую сумму  получит на руки владелец?

Верно, от 2,5 млн. руб. до 2,7 млн. руб. Обычно, те продавцы, которые выставляют недвижимость за допустимый минимум, никогда в жизни не пойдут на существенный торг, потому что знают настоящую стоимость своей квартиры и не хотят нести убыток еще и от торга.

Не провоцируйте понятную резкость со стороны хозяев недвижимости, торг в данном случае практически неосуществим.

Торг становится реальным и, что самое главное, чувствителен, при приобретении квартиры (дома) ценой от 10 млн. руб. и более.

В данном случае и продавец, и покупатель знают свои выгоды: продавец, уступая определенную сумму, быстрее реализует свою квартиру, а покупатель, соответственно, получает скидку.

Безусловно, потенциалом для торга выступает не только заявленная стоимость жилья. На самом деле, главный фактор для торга – как быстро собственник  квартиры собирается получить деньги.

Если выясняется, что деньги владельцу нужны неотложно – не торговаться просто грех. Неплохую скидку можно выторговать и при покупке жилых объектов, давно выставленных на продажу, но никак не реализовывающихся - такой «залежалый» товар продавцы предлагают, уступая внушительные суммы.

Другая крайность: жилье, выставленное за внушительную сумму, не продается довольно долгое время, а вот цена на нее не опускается.

Объяснение, скорее всего,  тривиальное - продавец подыскал или параллельно ищет себе квартиру, и ему нужна строго обусловленная сумма денег. «Альтернативщики» просто вынуждены намертво держаться за свою цену, и абсолютно непреклонны.

Даже и не стоит вступать с таким владельцем в долгие дискуссии и указывать на массу аналогичных вариантов, подешевле: нервов вы потратите много, но ничего не достигните.

Многие специалистыы знают, что такое «торгопригодность». Все люди безусловно разные, со своим, индивидуальным, характером, складом ума и проч. Очень часто только от индивидуальных качеств конкретного человека зависит, будет  ли он торговаться.

Не все будут слушать логические аргументы и просьбы, когда дело идет о деньгах. Многое будет зависеть от покупателя и риелтора, целью которых должно быть не «передавить» на человека, от которого собираются получить скидку.

Встречаются люди, с которыми заведомо бессмысленно торговаться, их тоже необходимо вовремя увидеть – и не тратить напрасно время и силы.

С чего завязывается торг?

Вроде бы, что здесь особенного – торговаться? Заявляй себе необходимую цену, да и настаивай на ней…

Однако, не все так просто. Нельзя лезть в драку, не взвесив свои силы. Для удачного торга нужно скрупулезно выверить каждый свой шаг до начала торга.

В нашем случае это значит, что перед тем как начинать  торговлю, необходимо серьезно подготовиться: выяснить море информации о продаваемом жилье и аналогичных объектах недвижимости в этом районе, а также тот минимум информации, которую удастся узнать о собственниках.

Конечно, Вы понимаете, что речь идет не о шпионаже, а о элементарных умозаключениях.

Если собственник продает свою недвижимость срочно – само собой разумеется, что такой человек довольно охотно пойдет на конструктивный торг, чем будет ждать бог знает сколько другого покупателя.

Отнюдь не всегда собственник расположен правдиво сообщать о срочности – вот тогда и надо осторожно выяснить его жизненные обстоятельства. А именно – что его вынуждает продавать квартиру.

Те, кто внес задаток за другое жилье – точно наши клиенты. В особенности, если у них уже наступает срок сделки, а денежных средств все еще нет.

Граждане, выезжающие на ПМЖ за границу и распродающие собственность – тоже, у них горят «визы» и сроки, им не до торговли.

Другими «клиентами» на эффективный торг выступают владельцы, недвижимость которых обладает отдельными юридическими дефектами.

Здесь важно отчетливо понимать, какие именно «юридические нюансы» имеются в документах. «Проблемное» жилье вообще нельзя приобретать, себе дороже.

Громадную помощь вы сможете оказать себе, если еще до торга изучите реалии рынка недвижимости, и сможете свободно владеть цифрами, метражами и т.д.

Уделите особенное внимание квартирам аналогичной площади и в том же районе. А в разговоре с хозяином намекните ему на то, что, где и по какой цене продается. Особенно это необходимо сделать, если в квартире присутствуют дефекты: отсутствие ремонта, неисправная сантехника или неопрятный подъезд.

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Стратегии торга при покупке квартиры

 

 

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139 комментариев к записи “Как купить квартиру? Правила торга. Ч.1”

  1. Александр сказал:

    Если есть на чём сбить цену,то можно и по торговаться,а так пустая трата времени,продавец тоже не дурак.

  2. Алла сказал:

    Даже в эконом-секторе можно сбросить цену, особенно если есть несколько новостроек.Количество покупателей падает,и продавцы готовы немного уступить.

  3. Алёна сказал:

    Не все продавцы уступают , если ему необходима эта сумма, но поторговаться можно.

  4. Всеволод сказал:

    Мне кажется, что элементарные навыки психолога нужны в любом деле, а в вопросах покупки недвижимости особенно. Спасибо за статью!

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