The fact that the economy-market clients often need the guidance of a realtor - well-known fact. The apartment is often the largest (and only) property of the client, it just has no skills, handling large material values. The need to take any decision throws a man into a stupor, he just can not decide. Prodding by the agent, sometimes at a sharp command (`Come on, went and did!`), Is sometimes the only way to stop the endless doubt.

In the segment of expensive apartments clients seemingly quite different. Making a minimum of one million dollars (ie, this amount is estimated Realtors, is today `watershed 'that separates the elite market from non-elite) should be remove from their souls every spineless. But no - and there are some people who need to lead them. Sometimes because people are so immersed in their work, distracted by something that the outsider does not have the time, or because the real choice of housing deals is not the head of the family, and someone from his household, which is more influenced in any way.

`We are both professionals often see that the client does not even notice - explains Alexander Genievsky, Deputy. CEO `new town '. - Situations where a person says that he needs one, and then it turns out that in fact it requires something quite different, occur often. An experienced realtor, as a rule, from the beginning to understand the true needs of the client. And the task is to delicately explain it to myself to the client `.

What we recommend?

What kind of advice given realtors? What exactly are advised to change when choosing an apartment? The answer to these questions will podkupayusche short: everything! `History when people wanted something alone, but on the basis of views and communication with the realtor bought something completely different is not that much - they simply majority, - says Sergey Lupasco, president of the company` Reskor `. - Wish-room apartment in Strogino may well turn into a two-bedroom in Yasenovo `.

One of the most typical cases - the wrong choice plan. Do consumers have a friend who lives in the studio apartment with open plan. Our heroes too `light up 'buy one, forgetting the essential details - each of their lives alone, and they have two small children. How do they all live together in housing in general without interior walls? What happens when these kids grow up a bit?

It says Alexander Genievsky, in his practice was poluanekdotichesky case where the buyer wanted an apartment overlooking necessarily Zoo. No persuasion that the animals did not smell of violets, that many animals during the breeding season yelling at night (and when the mating season ends in one - start yelling others) did not help: The client was caught with a tetchy. Worked with him on the agent quickly realized why: childhood that the buyer has passed in a quiet courtyard near the Moscow Zoo, and in fact he needed was not a zoo, but this is the thing of the past atmosphere of peace and quiet. After much persuasion he almost forcibly dragged into a flat in the Patriarch's Ponds. As expected, the man went to the balcony, looked around and said: `I'll take!`

Another possible abrupt shift in the axis of `city-countryside '. This is especially significant was in the first months of this year, when prices for Moscow real estate have gone up sharply, but not all customers were able to understand this time. Having $ 700 thousand-1 million people came to the agency, knowing that for so much money he is offered something very decent. And we see that nothing of the kind - in the best case, it will be flat with some defect: the second floor, a bad view from my window, an unsuccessful plan, dirty staircase ... If after several weeks of fruitless searches, delicately hinting that client, that the town market he can buy for the available money is quite decent cottage, the probability of agreement is very high. It happens in reverse: a man dreams of a country house, little understanding of what the daily trips to work on the highway near Moscow, how much the monthly maintenance cost of individual homes. Train, talking to those who already live in the country, he may well decide that in fact he needed a flat in town. For real estate agents here the problem is that in most cases the urban and suburban real estate agents working different. Move the client means that they wasted time and effort, and task managers - to settle these questions quietly and painlessly.

`Dap-Dap?`

Another consequence of the realtor and client communication is a marked increase in the budget purchase. In addition to the previously mentioned increase in prices, which resulted in some buyers 'noticeably behind life', there are other reasons. The client may want to significantly increase the footage. In addition, all customers (and the more affluent people, who can earn money and to bargain) often deliberately understate the amount. Hope that `suddenly get the most cheaply?` Always lives in my heart ... But, after rushing for a month, a man realizes that there are no miracles - especially in today's market. And cases where the originally stated $ 900 thousand, but in the end apartment buying, with 2 million, occur frequently.

But we must not forget that the real estate agency can help and save. As Hope said Ramazanova, head of the primary sales Soho Realty, there are cases when after buying a house nearby suddenly begins a new building, erected in industry or the way: `In such matters, consulting a professional broker in demand as never before, as a specialist, every day tracking the market, not only intimate knowledge of their own properties, but also monitors the entire dynamics around. In this connection may be to predict the subsequent development of the area - and, accordingly, changed investment attractiveness of the object `.

Hope Ramazanova also adds that the real estate market today a huge number of proposals, but not all objects are consistent with the declared dear status. Selling `elite` object is a trend today, and many people use this definition solely for advertising purposes - and nothing more. A broker is a very selective approach to the market and successfully solves the problem of `select gold grains from the mass of yellow sand '.

How do they do?

Of course, rudeness and outright pressure affluent buyers do not transfer. The focus of all realtors are doing on that as soon as possible to understand what people really need. What you have to gather as much information about the customer: where he was born and raised, what he has family structure, what is the purpose of buying? The task is complicated by the fact that many rich people do not like questions about his private life.

We must take into account what is called `the problem 'head. `Head '(in different agencies may use different terms) - is the one who actually makes the decision. It happens that the agency calls a man, he is sort of like going to buy an apartment. He goes to auditions, all suits him. And then - to the same address - sent to his wayward wife, which is not so. The next day my husband calls back and apologizes, says that an apartment he will not take. The task of the agent - if not reverse such a `head '(it is hardly possible), then at least time to calculate it and switch to work with it (to understand addiction, try to find it suiting its variants).

`Our customers on average once every three years to buy or sell something of real estate - sums up Irina Mogilatova, CEO of TWEED. - They use the same broker - I honestly do not remember a single case to the agent client to change. Accordingly, our specialist knows his character, temperament, tastes, etc. Our task - not to tire the customer showing all the objects of the market, and save his time, showing exactly what he needs `.

... And is it possible that, despite the best efforts of the agent, to convince the client failed? Too often,! This person either buys an apartment on his own, against all advice (which for a realtor not too bad - a fee plus a greater likelihood that the same client after a year requested a property to sell). Or cooperation may not lead to anything.

There is a form of work - 'a contract of personal service'. The client makes a certain amount (usually $ 10-20 thousand), and the agency begins to look for a flat. And it happens that sometimes the realtor on its own initiative contract breaks and made the money back. Because it understands that the client that, for whatever their reasons, do not want to buy an apartment now. And best of time and effort in vain not to spend.