За что клиент платит риэлтору? Ч.1

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

обязанности риэлтора

 Обязанности риэлтора

На мой взгляд, чтобы полноценно ответить на этот вопрос, потребуется написать целую книгу. Однако, исходя из того, что ответ должен быть по возможности кратким, скажу так: полноценная профессиональная риэлторская услуга обязана решить  жилищную проблему клиента «под ключ».

Безусловно, что для каждой конкретной задачи набор мероприятий, производимых риэлтором, может существенно различаться, исходя из  имеющейся специфики.

И если проблема не решена, то речи о платеже и подниматься не должно: поскольку риэлторская услуга сама по себе для клиента ценностью не является – ее ценность и состоит собственно в том, что имевшаяся изначально проблема благополучно разрешена.

Сегодняшняя действительность такова, что в России не существует фиксированных расценок и обязательного набора услуг, оказываемых риэлтерскими компаниями.

За что отвечает риэлтор, сколько стоит его работа, мыслимо ли получить абсолютную гарантию отсутствия проблем при заключении сделки купли-продажи жилой недвижимости, мы и попробуем сегодня разобраться.

Риэлторские услуги на сегодняшний день недешевы. Почему? Над решением этого вопроса постоянно «бьются» клиенты, представители журналистского сообщества и другие заинтересованные лица. И ответы всегда получаются разные.

Например, заявляют, что риэлторскому агентству платят за надежность (так как оно давно работает на рынке, имеет сертификат и практически исключает судебные перспективы).

А также за профессионализм, высокое качество обслуживания, серьезное юридическое сопровождение сделок, и т. д.

За решением этих вопросов как-то забывают о том  объеме работы, который выполняет риэлтор. Чтобы передать картину его трудозатрат, необходимо рассмотреть этапы подготовки и проведения операции купли-продажи, а также  те задачи, которые необходимо решать.

Думаю, что такой материал будет интересен и риэлтору, и клиенту. Если и тот и другой будут  знать, что нужно делать, то первый будет делать, а второй -  его контролировать.

Для примера возьмем стандартную трехзвенную альтернативную сделку: гражданин продает свою квартиру и покупает другую, владельцы которой, в свою очередь,  приобретают себе свободную.

Первый этап. Поиск покупателя и организация продажи первой квартиры

А начинается этот этап с поиска покупателя первой квартиры. Для того чтобы его найти, агент по недвижимости обязан хорошо себе представлять, что это за квартира.

Изучить ее нужно с помощью специализированного риэлторского просмотра, который включает в себя организацию встречи с владельцем, посещение, осмотр жилья, микрорайона, предварительной оценки и согласование размера комиссионного вознаграждения, организацию встречи для подписания договора.

Но до того как  специалист станет вплотную заниматься сделкой, в офисе агентства подписывается  договор о риэлторском обслуживании.

При этом договариваются о типе договора (эксклюзивный, не эксклюзивный), согласовывают требования клиента к приобретаемому жилью, фиксируют цену продаваемой недвижимости и размер комиссии.

Риэлтор подробно объясняет клиенту технологию проведения сделки. Согласовывается  величина и вид предоплаты (аванс или задаток), вид и размер оплаты рекламных расходов и  срок действия договора.

Проводится анализ, оценка и ксерокопирование все имеющихся документов продавца и реализуемой квартиры. Согласовываются  условия ответственного хранения принимаемых документов на продаваемое жилье и вид штрафных санкций при несоблюдении условий договора сторонами.

И в конце концов, заключается договор на риэлторское обслуживание.

Вслед за тем риэлтор приступает к проведению рекламной кампании продаваемой квартиры. Для этого он разрабатывает рекламные объявления и выбирает схему рекламирования (печатные издания, Интернет, обзвон рекламных телефонов, наружная расклейка и т. д.).

Прием телефонных звонков по рекламе так же ложится на его плечи. Он обсуждает все свойства квартиры с потенциальными клиентами, организует и проводит показы.

Результаты проводимой работы постоянно сообщаются продавцу, а при необходимости, по согласованию, корректируют цену квартиры.

Второй этап.  Оформление отношений с покупателем, поиск альтернативной квартиры

Специалист по недвижимости организует и проводит встречу и  переговоры покупателя и продавца. При этом они определяют величину предоплаты, ее форму (аванс или задаток), сроки проведения сделки, а при необходимости составляют предварительный договор купли-продажи жилья с  определением сроков, расходов на оформление сделки, уплаты пошлин и налогов.

Согласовывают нюансы по  сбору и проверке документов на продаваемое жилье, возможные  согласования в дополнительных инстанциях (налоговая инспекция, органы опеки и попечительства и т. д.) для получения разрешительных документов.

Договариваются о  форме оплаты и выбирают банк (депозитарий) для временного хранения денежных средств, нотариуса, в случае нотариального удостоверение договора.

И только после этого риэлтор приступает к  поиску и просмотрам вариантов альтернативы, то есть квартиры, для владельца продаваемого жилья (первой квартиры).

Специалист проводит анализ объявлений во всевозможных источниках информации, осуществляет собственную расклейку объявлений о покупке жилья в интересующих его районах города.

Ведет переговоры с владельцами рекламируемых квартир, или их доверенными лицами, а также с  собственными клиентами. Все подходящие альтернативные варианты просматриваются, а их результаты обсуждаются с клиентом.

При необходимости согласовывается величина доплаты или изменение требований к приобретаемому жилью. И так — до тех пор пока подходящая  квартира не подобрана.

Затем продавцы первой квартиры передают владельцам второй предоплату, и все это оформляется документально.

Для владельцев альтернативы подбирается свободная («последняя») квартира по рассмотренной выше технологии.

Видео на тему:

Риэлтор 2014, профессиональные услуги

 

 

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