After talking with realtors, go to the area that interests you. Very soon you will realize that the market you are interested in is not at all what the realtors told you about.
It is especially effective to conduct personal searches in privately built areas. Talking to locals is the most effective way to find homes for sale. Many of them are outside the market. As a rule, this housing is sold inactively, with one or two advertisements per year. Usually this is done by people who are far from real estate speculation.
In other words, you need to get acquainted with the offers of realtors. But after this, regardless of the result, you need to explore the market of interest yourself. Even if an offer you like has already been found, perhaps you will find an even more interesting property.
Realtor stands over buyer and seller
Intermediaries defend their interests without taking the side of the buyer or seller. This significantly reduces the likelihood of concluding a profitable deal, since communication between the two parties to the transaction is often built under the guidance of the intermediary himself.
When communicating with a realtor, you need to get him to follow your conversation plan and provide you with the information that interests you, and not the information that he has.
At the same time, you should not make the typical mistake of rushing to meet with the seller before independently inspecting the property and surrounding area. As a rule, if you conduct an external inspection of the property without a realtor and seller, you will be able to form a more unbiased impression of the offer.
The negative characteristics of the lot are especially valuable in this case. They become the basis for a reasoned price reduction when talking with the owner. At the same time, do not hesitate to ask the realtor atypical questions. For example, who is the seller, how long has this property been on sale and whether its value has decreased. Information about the seller is perhaps the most valuable information that a realtor can provide to a buyer.
Many buyers do not conduct research and are completely unprepared to communicate with homeowners. Those, knowing the strengths of the offer, emphasize them, confirming the price. Guests, not knowing absolutely anything, at best improvise, at worst - agree with the arguments voiced. And all because they followed the mediator’s lead and agreed with his dialogue script.
Who is a realtor?
A realtor is a specialist who mediates real estate transactions. He helps the client sell or buy a home, rent an apartment or rent it out. A realtor brings the buyer and seller together, helping to complete the transaction in the shortest possible time and on favorable terms.
What are the responsibilities of a realtor?
The job of a realtor includes a wide range of responsibilities. First of all, you need to find a customer base; you can call or place advertisements in newspapers and the Internet, or post advertisements on the streets.
Often real estate agents resort to tricks: they post advertisements for the sale of non-existent apartments, and when a person calls the specified number, they say that the apartment has already been sold and offer to consider other options.
Negotiating competently is one of the most important responsibilities of a realtor. It is necessary to interest the client and convince him that he needs the help of a professional. An experienced specialist should be able to recognize the needs of his client, even when he himself finds it difficult to answer what exactly he wants.
A competent real estate agent must be able to organize and conduct transactions from start to finish. For example, if a client wants to purchase an apartment, the realtor must select suitable housing options, taking into account all the client’s wishes. He arranges for inspections of apartments and advises the client on all issues.
When a suitable option is found, the realtor negotiates with the seller, the main task is to agree on the most favorable terms. If the price suits both parties, then the agent begins checking the “legal purity” of the property, whether there are any prohibitions or arrests on the apartment; not only the apartment itself is checked, but also its owner.
After everything has been checked, a purchase and sale agreement is drawn up and all the necessary registration documents are collected in the Unified State Register, after which the agreement is signed, the realtor helps organize the process of payment and transfer of property.
By the way, it is equally important for the client to know how to check a real estate agency.
A realtor is not a substitute for a lawyer
The security of the transaction depends only on you. Stories about black brokers, unfortunately, have long become an integral part of Russian reality.
Therefore, when purchasing any real estate, enlist the support of an experienced lawyer.
They can not only expose the seller and intermediary, but also save a lot of money on taxes. Of course, the lawyer himself should not be recommended by one of the parties to the transactions. It would be very good if he invites the intermediary to sign a cooperation agreement providing for financial liability for various reasons.
Let's get acquainted with the rules of telephone contacts:
- Greetings. Regardless of who you are calling, a client you already know or a new one, be sure to introduce yourself. It is a big mistake to proceed to find out the identity of the interlocutor without introducing yourself, because YOU called him (“Good afternoon/morning/evening! Alexander is bothering you”).
- Clarification of the interlocutor, exclusively after your introduction (“Ivan, is that you?”). If it is not your client who answers the phone, but someone else, you need to correctly invite the person you need (“I need to talk to ...,” “Excuse me, who am I talking to?”).
- Finding out the possibility of talking with you (“Are you comfortable talking?”, “Do you have time to talk to me?”).
- Firmness, confidence in the voice. You must be positive, friendly, attentive and polite with your interlocutor.
- “Don’t forget to offer your real estate services!”
- Preparing everything you need. Before making a call, you need to put the necessary documents, pen and notepad on the table.
- Creating a business mood. Keep your room quiet. Don’t let your client think that you are calling him from public transport or a train station.
- Maintaining subordination. Don't make jokes, don't tell ridiculous stories, and don't distract the client from the topic you need.
- Taking the interlocutor seriously. It is necessary to be able to hear and listen to the client, maintain mutual understanding, not interrupt, but also not be silent. Keep the conversation going with short phrases like “yeah,” “of course.”
- Expression of surprise - “What are you talking about?”, “Wow?”
- Stimulating conversation – “and...”, “what’s next...”.
- Expressing your emotions - “Great!”, “Wow,” “Wonderful!”
If you are a new realtor , schedule the necessary phone conversation first. Then you will not miss the goal that you are going to achieve with a telephone call - agree to meet in person or receive feedback from the client, agree on concluding a contract.
The realtor must report to you
Realtors, when signing contracts, strive to receive compensation not for the final result, but for the efforts to achieve it. That is, no one guarantees you that the deal will be concluded, but they promise that they will do certain work for this, which is worth the advance payment. Often the work itself is an imitation of activity, without hope for the final result. To avoid this, accompany the contract you sign with a clause stating that the realtor must report to you in writing. If you are a seller, then you must be provided with inspection reports of your apartment by potential buyers signed by them. If you are a buyer, ask your realtor for weekly updates on the updated offer of properties with the characteristics you are interested in. And ask in advance for the same database for the previous six months - a year. This will immediately give you the opportunity to understand the realtor's potential. It is quite possible that he has no base.
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Don't pay your realtor money in vain
Any advance payment to a realtor can be considered meaningless, since it does not give you any guarantee that the realtor himself will achieve the result you need. The same can be said about various kinds of deposits presented as mythical buyers or apartments. Usually the deposit is guaranteed to become an advance from the realtor himself, again without any benefit to you. A reasonable payment is only the payment of a commission to the realtor upon the conclusion of the transaction itself. This allows the realtor to be interested in the actual result, and not in manipulations on the way to it. Another thing is that there are very few agencies working under such conditions. But be confident in yourself. In the case of realtors, nothing is better than something.
What could go wrong
When coming to a viewing, you need to be prepared for different developments. So, the owner may refuse to show documents or will not allow you to take photographs or videotape. A separate discussion is the condition of the housing, it can unpleasantly surprise and shock. In addition, the apartment may have hidden shortcomings, and the package of documents will have to be finalized for more than one day. All this needs to be understood so as not to fall into a stupor.
Verify the authority of the intermediary
Even without paying anyone money, you need to be sure that your interests in the market are represented by a person you can trust. To do this, the intermediary must be identified. If you communicate with a private realtor, check his passport and enter this data into the contract being concluded. The activities of this person must be confirmed by registration with the tax service to pay taxes.
When working with agencies, the situation is somewhat more complicated. The interests of the company can be represented by both representatives and direct executors. Representatives must have a power of attorney to conduct activities on behalf of the real estate agency. The power of attorney can be printed either on plain paper or on agency letterhead. However, it must necessarily contain the following information:
1. Date of issue. 2. Name of the organization. 3. Taxpayer Identification Number. 4. OGRN. 5. Signature of the manager and possibly a seal. 6. List of actions that the agent is allowed to perform. For example, “has the right to endorse any documents on behalf of the principal.”
Stages of work of a successful realtor
08/01/2018 An agent’s work consists of mandatory steps that cannot be skipped or postponed. Finding a client is a large separate topic, but the process of successful work is not limited to it. On the contrary, when a client is found, the next important step begins.
Potential client analysis
Until a service agreement or other agreement has been signed, the client is only a prospective one. You need to get important information from him:
• Is the task realistic? It is impossible to buy a two-room apartment for a million rubles. • Is it possible to sell the property: how many owners are there, are there any serious encumbrances. • Payment for services must be agreed upon. • The client is not ready to pay a commission for a full range of work - you can offer support.
Doubts must be resolved before signing the contract. The real estate company’s lawyers will help take into account the client’s objections and adjust the agreement with him to the extent possible*.
Which properties are selling poorly - read the article for more details>>
Exclusive agreement
By signing such an agreement, the seller undertakes not to use other intermediaries. Points required in the contract:
• price of the object; • the cost of the agency's services and the deadline for receiving the specified amount; • the advance or deposit when purchasing a new building is paid in full; • validity.
Sellers usually do not require an advance payment. Money for payment is included in the price; the buyer will pay it when making an advance payment.
When concluding an agreement, it is better to take the originals of title documents for storage; they are needed in preparation for the transaction.
The property is put up for sale
For an advertising campaign you need:
• take high-quality photos; • create an advertisement; • include the apartment in the agency's database; • place advertisements on specialized websites and services. Here it is worth taking into account the preferential placement conditions that the services provide to the real estate agency.
Pre-sale preparation
If there are obvious defects in the apartment, they need to be removed by cosmetic repairs. Several techniques for showing an object at its best:
• Make the shortcomings of the entrance and local area invisible in order to meet buyers at the end of the house, which looks better.
• Before each showing, bring the apartment into its best appearance.
• If there are many inhabitants in the apartment, it’s good to send them for a walk - it’s best to all together.
Advance agreement with the buyer
You have chosen an apartment - it’s time to take an advance. At the same time, papers are signed that stipulate:
• time and place of the transaction; • method of calculations; • price agreement; • deadline for transferring the apartment.
Preparation and execution of the transaction
The features and nuances of conducting a transaction and actions after it deserve a separate discussion. The work with the client is completed, it's time to look for the next one.
In the work of a realtor, it is extremely important to take into account all possible nuances, and it can be difficult for novice realtors to follow consistent steps to prevent unforeseen situations. At the OGRC agency, beginning specialists undergo training in groups and individual training in the profession. From the first days, training is combined with work, and an experienced mentor helps the novice employee at every stage of work.
Read more about working at the OGRC agency>>
You can find out about the vacancy of a realtor in Moscow from our agency by calling +7 or +7 926 960-02-60 .
