If the seller expects to use support broker or agency, and the majority of transactions now done this way, you should make the right choice. How and by what criteria to select assistant? Should I resort to the help of several specialists? Can we rely on the contract with the agency agreement and all trusted realtor, or is it better to carefully track each step? How, finally, to protect themselves from communion with negligent and dishonest agents?

Where to find the ideal?

The choice of agency - one of the key. As shown by observations, most often the problem solved by good old way - on the advice of friends, has already had experience with any company. It is estimated that over 60% of transactions in agencies committed to the recommendations, 10% of clients coming into the office to consult and decide to use the services of this particular agency, and only the remainder is drawn from advertisements.

It appears that this state of affairs contributes to the low degree of trust agents in Russia. This is no accident. They sometimes have not only special, but simply a serious education, as the profession of estate agent is very young, and the need for such staff is great. So we may seek the assistance of the established and proven professionals and companies. However, recently the situation started to improve. The real estate market appeared firm, which guarantee the rights of clients and seriously concerned about the professional growth of its employees. Leaching of low-quality personnel and contributes to the current situation in the real estate market with a distinct syndrome, overproduction of specialists.

Some sellers decide to apply to multiple companies or to multiple agents. This is hardly justified, since the Realtors are working on open databases, and seeing the same object in different directories of agencies, they will lose interest in him. In the case of the exclusive cooperation agency rather be interested and try to sell it to the fullest extent.

Correctly determine the price

Another condition for the success of the transaction to the definition of value. Man who wants to sell an apartment in the first place it should be properly assessed. Overestimated the cost, he risks losing time, misjudging - lose money. But many sellers are reluctant to seriously assess the value of the apartment, which is real only after a thorough examination, because no correspondence consultation over the phone will not allow to determine the price of real estate.

Properly evaluate your object is recommended as a `pure 'sellers, and` alt `. The latter are restrained in the circumstances, by definition. In this case, of course, the smaller units - the stronger the chain. With the value it is important to define very precisely: ask a lot - you simply will not take a `dance` little - you will not find an alternative. So you want to find a middle ground.

Typically, the price of 'shake down' in the process of negotiating the deal. In complex cases that require serious justification for the price, we must seek the assistance of experienced appraisers. These specialists are in great demand in the West, but not in honor in Russia - because of the lack of development of our market. But the `free` seller may set a higher price and wait for the buyer who will appreciate the benefits of the proposed flats.

The charm of the place: a genuine and reconstituted

Market professionals say that the charm of the owner and his place of residence often plays a decisive role in the choice of purchase. Modern man, living in a hard rhythm, not nearly as utilitarian as it seems. Cramped in the possibilities of creative expression, our contemporary looks for comfort, quiet haven, which would correspond to his concept of comfort. Of course, all prefer different, and the taste of the potential buyer never guess. In preparing the apartment to view it is impossible to create exactly the environment that is fun for anyone. Yes, and difficult to change the furniture, furnishing, etc.

But without that really do, armed with some tips. For example, landlords fail to light or view from the window is better not to take potential buyers in the daytime. Suit the darker hours, when the possibility of curtain off the window blinds and include beautiful lamps. In fact, the evening begins to reign over the premises have to communicate the situation.

Often a bad idea flats is due to the alienated and the repulsive behavior of the hosts, which generally unacceptable. You have to understand that the housing comprises a particle of the host, as if `dissolved 'in the aura of the surrounding space. In some families, there are solitary or unpleasant in communicating family members. In this case, better to exclude their presence during the display.

Sad but true: the majority of buyers do not like the flat, where previously lived on the old, long bolevshie, and worse still dying in suffering people. The arguments are different: it may be faith in the `stray 'souls and ghosts, poltergeist, or so-called` death ray'.

Interest in otherworldly topics is very large, because in addition to the natural curiosity fueled by numerous esoteric books and broadcasts. If you sell the apartments can somehow cause the association referred to, is to try to avoid it. Apparently, it is better to agree with relatives who agreed to host at the time of viewing the patient or an elderly family member. Change seems to help the inclusion in the interior distractions interesting details. Services of this kind provide designers, consultants, master of feng shui.

How does advertising techniques

Sometimes, watching the transfer of 'Housing Problem', I noticed how carefully designers play up the dignity of the renovated facilities: flowers, candles, music, gifts, pictures, draperies, etc. I'm always mentally tidy up a decoration, and sometimes unexpected ideas occur. For example, that the dignity of repair is controversial, because the old interior was interesting.

Or take the example of advertising done on the principle of `it and it was`. The picture is the same woman, but in two different contexts. In the first case she is not pretty: it distorts the wart. Second - 'miracle' happened, she became a beautiful woman, allegedly because a terrible flaw removed wizards-beauticians. Do not jump to conclusions! Look closely at the picture again, and it's clear that the real problem is not only and not so much in the wart.

Changed lighting, facial expression, clothing, posture, makeup. And now mentally put a wart in the new portrait, and you will see that there is no ugliness in it. This is nothing more than a fly, glued to the face coquettish beauty. If you consider the advertising brief and inattentive to this (and made the calculation), there is the effect sought by customers. You are mistaken if you think that these tricks do not work. Work, and how!

All the above is directly related to the art show apartment. There are plenty of relatively inexpensive but ingenious ways to turn even `murdered 'housing in attractive and comfortable' nest '. Clean, of course, the first, where to start. If you are unable to repair the most vulnerable plane better zadekorirovat. Suitable ably laid out mats, hanging pictures or drapery.

It is difficult to overestimate the benefits of lighting. Let the color spots lay emphasis not on the grubby corners, and the attractive interior elements: a beautiful coffee table with a vase, souvenirs, interesting knick-knacks and photos. But one needs a sense of proportion, unobtrusive, and the lack of deliberate, otherwise the visitor will suspect a trick, and the effect will be counterproductive.

Soldering

I remember giving my childhood in Abramtsevo. This is a wonderful place near Moscow captivated not only the kind of old trees, charming starodachnyh species, but so subtle smell that had greeted me at the entrance to the terrace. Since then, decades passed, but the feeling of an old house does not leave, causing the same feelings, the same picture ...

It is proven that experience, perceived through the sense of smell - the most powerful and memorable. Of course, a passion for scents, too, individually. But psychologists studying this issue, concluded that among the many flavors there are universal, ie, those who are able to please (or offend) the majority. Moreover, the love of smells can be brought home, because the industry is subject to fashion.

Fortunately, most of the flavors are not as expensive as, for example, the good spirits. Therefore, their use is available, but in recent years and very popular. In order to gain customers aromatic substances used in shops, hairdressers, gyms - in short, wherever located and to create an attractive environment. Noticed the smell of cucumber in a sports club creates an atmosphere of freshness, the smell of leather in an expensive car show highlight respectable environment.

It is believed that coffee aroma is unique in its kind, because like almost everyone and is the best conveys an atmosphere of warmth, caring. But the smell of apples and cinnamon, is now considered the most fashionable. So, meeting customers a cup of coffee or a cake with cinnamon, we not only ties the drinking familiarity, but also creates an image of a cozy house, where want to stay longer, or in which there is a wish to return again.

Apartment starts from the entrance

Entrance even more important than the tab in the theater. Contemplation of the wardrobe - lot of ticket collectors and storekeepers, not spectators, who came to the show. But the type of landing can not escape. How many vital action must make it in the entryway. Here we not only close and open the door, who they in an elevator, smoke, check the mailbox. This site visits, intimate conversations with a neighbor ... Short, can not list all. Because we perceive the entrance as inseparable particle of his own apartment, and, hence, individual psychological space.

When a potential buyer enters into an attractive entrance, it falls flat in positive mood. Experienced Realtors know this, so often offered to correct the shortcomings of modern entrances, especially obvious in the model homes of the old buildings. The volume of such work depends on the condition of the common areas, on the capabilities of the seller. Easy cleaning, easy cosmetic repairs and a few pots of flowers are able to make the corridor more fresh and cheerful look.

Of course, we are not talking about repainting all sites 16-storey building. Suffice to arrange adjacent to the apartment hallways. Even if the buyer and will understand that the condition of the house as a whole is not as good as the space around his apartment, then you probably appreciate everything in dignity, without the negative, as an element of respect, or even (why not?) `Sport` reception in a fair game. It is not naive people like smiling doormen and servants, courtesy of vendors and physicians appreciate the concern of lawyers and teachers, often without thinking about that, helpfulness, care and attention is also paid.

Surrogates take the fight

In today's real estate practice, there are many tricks to help you find and interested buyers. Many of them are a credit to professional observation and the high quality of services provided. But not all of the methods used to attract customers is as follows.

Imagine the picture. You enter through the entrance, climb the stairs, you meet him, as if by chance, leaves a nice lady in beautiful clothes, with a noble gray, moreover, very talkative. Few would deny themselves the desire to talk to potential neighbors. Here you will learn what a nice beautiful house, with wonderful neighbors, quiet, clean, etc. How lucky are those circumstances today, when the choice environment is almost the first place, even in the homes of the elite class!

But hasty conclusions should not be. These lines are not written for sellers, but for the hapless consumers caught on sheer 'bases'. The main advice to them - do not let the initiative of their hands, not to `hang noodles on his ears' do not believe, finally, a happy coincidence. It is better to choose any credible tenant and ask yourself the right questions. In general, should be guided by relevant everyday rule: `Do not be a sheep and the wolf will not eat '.

Returning to the conversation about how to conquest buyers, it is worth noting that the use of various tricks understandable and logical. But from the standpoint of ethics engagement sting is not perfect, it implies an element of deception.

Moreover, cases of gross misinformation is a violation of the legitimate rights of consumers. In short, the buyer can seduce and cajole ``, but that's misleading is not necessary.

Tactics show

When the apartment has the objective unconcealed cons, to help the cause of helping a literate approach to the potential buyer. At a meeting should feel that he was looking for - perhaps your version is fraught with precisely those advantages, which he needed. Conduct on viewings are: first - no fuss, stand on dignity, so that guests do not have the impression that they are the only and last chance. Do not say a lot, honestly, provide visitors an opportunity to independently explore everything that interests him.

It is important to understand that the direct and deliberate deception, blatant attempt to disguise weaknesses and work puppeteer `` - repelling qualities that can lead to undesirable results. But the subtle actions might be effective. It is important to wait for a pause when a customer wants to inspect the premises and talk.

Then a chance unobtrusively demonstrate what is truly advantageous: for example, imperceptible at first glance dignity layout or finishing, profitable species, spacious balconies, etc.

For many people without significance the question of how people lived in this house. Wrap this fact in their favor will help the ability to understand people and understand their interests, preferences, tastes. If it turns out that the buyer and seller in something similar, it will play into the hands of the latter, it will provide an opportunity to engage in friendly conversation. Even if the buyer did not decide immediately, it may take time, and viewed from the mass of the objects he chooses the one that is remembered not only formally.

The first meeting - the main meeting

The feeling of a new home comes slowly, but laid it on first acquaintance. If it was a good, comfortable, if associated with pleasant images and associations, it is a happy feeling will continue for long.

It is these circumstances were decisive for me, when the decision on the choice of suburban area. Was the background: for years I have seen these places from the windows of a suburban train. In the predawn haze of fog appeared Ivankovskoe Reservoir, extraordinarily beautiful. `How happy must be the people living next '- I thought.

Shortly after these parts as a piece of northern nature was mine, discovered many things: and poor soil, and the poverty of the surrounding buildings, and stunted stunted trees on the background of a flat landscape. But every time I come here, I do not remember it, and a wide expanse lake, early morning fog, the lights of the surrounding villages, which became a symbol of home for those first meetings. To a large extent because the house - it is not the walls and meters, and the image, woven from the smallest details: smells, tastes, random objects, associations ...

The first meetings with potential buyers of new flats are often unlikely to become as romantic, as in this story. Nevertheless, the feeling of the atmosphere at home will depend on how it was the first time. Agree: this value is not ephemeral, but real, substantial, Whatever one thinks about pragmatists. Cleverly chosen tactics show - good service, kind of deference to the visitors, who should appreciate. But then begins a completely different topic, leading away from the prosaic question of how to find a buyer and sell the apartment.

Natalia Kirpichenko, CEO `MIEL-Brokerage`:

- Capital market residential real estate will remain in the hands of the seller for at least another ten years. What is the rate of growth of prices slowed down a bit, no reason to expect them to decline.

If you are a seller want to sell their apartment property as quickly as possible, there are several useful rules:
- Better if the repairs in the apartment will be universal, ie, without the features and exquisite design;
- Apartment must have a minimum set of furniture;
- It should make a general cleaning;
- Appointed by the price of an apartment you exceed your expectations by at least 10%.

And do not forget that the buyer, as each person, emotional, and setting the friendly relations, you can build a negotiating process in your direction.

Natalia Usova, Deputy Director of the implementation of the company `MIAN-Development ':

- The situation in which developers finally have to really compete and fight for the buyer, you are welcome. In this case, the market will appear better and more interesting projects in various price ranges. From the developers in turn, can be expected that they will pay more attention to those factors that improve the consumer properties of the object.

In addition, the relevance will become another trend - sales of ready flats. It is this format is minimally represented in the market, although demand for it is obvious and understandable. Potential buyers want to avoid a long repair period, and are ready to consider thoughtful developer planning decisions and design projects.

In addition, it is expected and the return of such tools to promote, such as special shares, gifts and customers, etc.

Tatyana Shcherbakova, head of the department `Semenovskoe` control of the secondary market corporations Incom Properties:

- Ideal apartment does not happen. Rather, all of whom represent the ideal accommodation in their own way. For many shoppers, most importantly prestige. This concept does not mean a gorgeous building in the center. Someone buys an apartment when he heard the magic words: `One floor above the lives (lived) well-known actor`. Sometimes a buyer for a prestigious site agree to live far from the center. Let out a long time to get to the office, but an expensive place, and as everybody knows.

Account must be taken as a hobby customers. For example, the Corinthian, prefer a house near the park, which actually run in the mornings. Great importance is the profession of the buyer. If he is a musician, sound insulation for him - a necessity. It took scientists study with a large window, and the hostess - a pantry. For a man who has a car park or garage can be a decisive argument. So sometimes some kind of detail determines the fate of the entire purchase.