Продажа квартиры. Самые распространенные ошибки. Ч.1
Автор: admin // Рубрики: Городская недвижимость
Продажа квартиры. Самые распространенные ошибки. Ч.1
Переоценивать достоинства своей квартиры при продаже склонны чуть ли не все собственники жилой недвижимости. Вместе с тем они часто упускают из виду воистину важные преимущества своего жилья, которые могут стать правомерным поводом для повышения цены.
Давайте попытаемся разобраться с вопросом, за какие характеристики квартиры собственнику придется понизить цену, а за что полагается просить доплату.
Склонность к преувеличению
Специалисты рынка недвижимости отмечают, что собственники жилья как правило преувеличивают стоимость своей квартиры. Доля таких объектов, с необоснованно завышенной ценой, достигает 65-85% от всех , представленных на рынке недвижимости, предложений.
При этом примеров излишне переоцененных жилых объектов достаточно практически во всех сегментах недвижимости – от "хрущевок" до "элитки". А основанием для совершения данных ошибок ценообразования у собственников находится великое множество. Однако специалисты из всего многообразия выделяют три самых распространенных.
Наиболее часто владельцы завышают стоимость жилых объектов, опираясь на аналоговый метод оценки. Получив информацию из печатных изданий или интернет-порталов по вопросам недвижимости, владельцы квартир сопоставляют их с аналогичным жильем, которое уже находится в продаже, и определяют свою цену.
Ну и, разумеется, ориентиром для таких «горе специалистов» выступает верхний ценовой диапазон. В дальнейшем, определяя свою цену, собственники квартир применяют аргумент, что "мое лучше" и прибавляют еще немного сверху.
Затем, посоветовавшись со знакомыми и друзьями, накидывают еще 2-6% к цене "на торг". Так вот и получается, что при продаже квартиры ее стоимость изначально завышается на добрых 8-16%.
В случае, когда потом к делу подключается еще и нерадивый риэлтор, который к исходно завышенной цене прибавляет еще и свои комиссионные, то ситуация только усугубляется.
Точно также владельцы жилья при формировании цены совершают серьезные ошибки, когда в своих рассуждениях отталкиваются не от реального положения дел на рынке и характеристик данного объекта недвижимости, а от собственных потребностей.
"Нужно мне получить 5 миллионов рублей, вот и поставлю на продажу свою квартиру по данной цене" – рассуждают продавцы. Обычно этот вариант выбирают те собственники, кто продает квартиру с прицелом на покупку жилья большей площади.
А в итоге цена квартиры определяется так: стоимость покупаемой жилплощади минус уже имеющиеся у собственника личные средства. Ну а тот факт, что, как правило, полученная сумма на 15-35% больше среднерыночной, горе продавцы не учитывают.
Следующая причина неправильного ценообразования объясняется завышенными надеждами на рост цен. Разумеется, понимание трендов на рынке жилой недвижимости просто необходимо для грамотной оценки квартиры.
И тем не менее, потенциальные продавцы жилья слишком часто действуют на опережение, рассчитывая на то, что цены так или иначе, но все равно вырастут. Однако, как подчеркивают специалисты, вторичный рынок жилья весьма инертен и довольно-таки медленно реагирует на происходящие перемены.
Продавцы квартиры ошибочно считают, что раз за последние 6 лет на некоторых отдельных объектах недвижимости стоимость квадратного метра выросла на 70%, значит и цена предложения в целом поднялась.
Следующей распространенной причиной завышения цены является согласие на ожидание щедрого покупателя. Хозяин квартиры выставляет ее на продажу умышленно по завышенной цене – до 43% выше реальной рыночной стоимости.
В дальнейшем он занимает следующую позицию: продастся – отлично, а нет – так пусть себе стоит. Обычно так действуют те продавцы, у которых выставленное жилье не последнее.
Время от времени, встречаются собственники, которые применяют "особую технику продаж", намеренно позиционирующие свою жилплощадь как дорогой объект недвижимости. При этом они ошибочно рассчитывают, что таким образом оно привлечет к себе больше внимания.
Невостребованная "элитка"
Своеобразная ситуация сформировалась сегодня в сегменте так называемого элитного жилья. В нем тоже оказалось достаточно много переоцененных объектов.
И лучшим тому примером может послужить Рублевка.
На сегодняшний день там находится большое число морально устаревших объектов. А ведь многие из них ведут родословную из 90-х годов. Но все мы помним, как выглядел рядовой коттеджный поселок того времени: уродливые кирпичные замки, высоченные заборы, никакого благоустройства и инфраструктуры.
Для примера: в сегодняшних поселках премиум-класса площади, выделенные под инфраструктуру и рекреационные зоны, приближены к площадям под застройку.
Именно поэтому поселки даже десятилетней давности никак несравнимы с концептуальными проектами сегодняшнего дня. При этом коттеджи на Рублевке, выставленные сегодня на продажу, как правило, переоценены в 1,5-2 раза и более.
Не смотря на то, что спрос на загородную элитную недвижимость достаточно стабилен, у сегодняшней аудитории существенно изменились потребности и вкусы, а следовательно, объекты из 90-х годов вряд ли найдут серьезного покупателя, да еще и по завышенной цене.
При всем при том продавцы резиденций, застрявших в экспозиции, вряд ли будут снижать цену, потому как острых финансовых проблем у них нет, а недвижимость всегда являлась надежным объектом для сохранения капитала.
Низкий уровень ликвидности
В целом ликвидность переоцененного жилья на сегодняшний момент практически "нулевая", к такому грустному для продавцов выводу склоняются все опрошенные специалисты. Сегодня покупатель очень требователен и правильно ориентируется на рынке недвижимости, поэтому и желающих переплачивать очень мало. Наши современники дорожат своими деньгами.
Так на что же могут уповать владельцы переоцененных квадратных метров? Единственное это то, что найдется потенциальный покупатель, стремящийся приобрести жилье именно в том же районе или даже – в том же доме. Только в этом случае предложение будет ограничено, а хозяин продающейся квартиры сможет диктовать свои условия.
Во всех остальных случаях перспектива жилья с завышенной стоимостью сводится всего лишь к двум вариантам: либо цена корректируется до рыночной, либо продавец просто снимает его с рекламы и оставляет попытки продажи "до лучших времен".
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Типичные ошибки при продаже квартиры
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