Our advice - and for those who formed part with his surplus of housing, and for those who started the exchange, for example, to expand living space. The vast majority of transactions on the secondary market is an exchange transaction, only drawing up contracts for the sale.

The exchanges - in the old sense of the word - now lost its relevance: the majority of housing stock is owned. Operational space appears when you put your property for sale and immediately start in finding a buyer to choose accommodation according to your needs and opportunities. So, today's recommendations relate to and participants in the exchange - in the part where they act as sellers ...

Fedot, but not the

In each transaction the seller is afraid of several things. First of all, he is afraid of a bad bargain. Citizens tend to overestimate their homes - a well-understood psychological factors. One of them - the natural selectivity of perception, it is in our optimistic expectations, especially if the previous period prices are actively growing.

And when you try to self-evaluate his apartment, relying on the data contained at least in this issue of `BN`, you are risking much to miss.

Suppose you have a two-bedroom apartment in one of the sleeping areas. I wonder what it `successful` maximum price? Looking into the relevant section of `BN`, you can easily find the most expensive of the located in your area dvushek ``, similar to your on a number of parameters.

The cost of housing is perceived as a pleasant surprise. `This is how flat a risen!` - Inspires you and rubs his hands, anticipating the moment calculations. But it completely ignores that you have discovered the high cost of apartments, most likely due to many reasons. Living area, may be approximately the same as yours, but overall - considerably more. Located in a brick apartment (and not in the panel, how are you) home. The building is located in a more comfortable and environmentally friendly sector of your area - very large and very uneven in character building.

In most model homes (building 60-90-ies of the last century), located in sleeping areas, living area two-bedroom apartments varies between 27-30 square. m. The difference is insignificant. As the total area, which determines the cost of housing, - the picture is different. The size of the standard `` dvushki depending on building a series of homes can vary from 42 to 53 kv. m. In addition, the apartments in the brick high-rise buildings are usually more expensive than similar housing in 'sockets'. And, of course, plays an important role infrastructure (and engineering, and social) of the surrounding area.

It is also possible that the advertised apartment from the owner - an incorrigible optimist, overprice in the hope of a miracle. Ask for their mansions, we can any amount. That's just not get over the fact that the buyer agrees to pay.

It is worth remembering and that in the era of market relations all work must be paid. Most of the advertising in the media comes from the agencies. Hence, the seller receives at the hands of a few less, because the amount in advertising and agency fees included.

Therefore we advise: do not attempt to assess their property, creating for themselves a rack, but is not installed properly. It can prevent the normal mutual understanding between you and the professional. And making the inevitable (Oh, this inquiring mind interested customer!) Estimations `similar ', specify all the parameters of their homes, do not forget about the series, the material of the walls of buildings and other factors.

This sweet, sweet lies ...

Another reason for our worries - lack of confidence in the objectivity of Realtors. There is suspicion of it: wretch, they say, underestimates the value to assign the difference. And the services of the very people who are trying to be objective, often refuse in the first place, unconsciously guided by the other - was ready to justify the most optimistic expectations.

Dobrenky agent will appear in your home with a smile on his lips, lavishing praise everything he sees. From your assessment of the real treasures he fully agrees. `Yes, of course! Do not worry, we'll sell it in the best shape! That sign a contract right now and start the object in advertising! `- He assures us.` At last we were lucky! `- Do you think, remembering the visit of the previous specialist.

After she citizeness-agentsha too at first smiled. And then he began to criticize: the windows on the busy street, and sound insulation so that you could hear all the nuances of family life, neighbors, and repair was not long ago, and the layout is not entirely successful ... How to price came so soon waved his hands: `What do you - for such a sum does not count!` Rolled out of the portfolio leaves a lot of tables, graphs, they began to shake, something to try to argue on the Internet to refer to, talk about a lull in the hitherto turbulent market. Barely managed to say goodbye. New realtor - quite different. With such a pleasure to deal with. Not another like a true professional.

So you happily sign a contract, not particularly in it vchityvayas. Here you `and` the custom of sweet words and sweet promises ... And more than once may meet with his pious agent to discuss lowering the cost. Because suddenly it turns out that for such amount your apartment nobody is interested. And much more you learn about the market and hear the same criticism of your apartment. Now you can work on the `real` - anywhere you're not going to go away.

Since the text of the heat of the moment you signed the contract may well be provided and sanctions for refusing to work with the company - until the arrest of an apartment in case of your apostasy. And the sale will be held at the end of that same market value (taking into account all the strengths and weaknesses), which you once proposed to establish `infamous` skeptic - that the first agent that you do not like. Here are just really expected you to lose time? Yes, and the precipitate was left a bad ...

Marketing order?

To avoid this unpleasant situation, on the one hand, and not a bad bargain - on the other hand, demand from the agent proof of adequacy of its professional evaluation, in particular - the analysis of market situation. Skilled Workers turn to the Inter-Agency computer databases and the Internet, clearly demonstrate to you the statistics of similar sales and price dynamics, together with you analyze the market situation. And the competitiveness of the cost of your living space among similar objects, when adjusted for the influence of a number of additional, well-known specialist of factors. And also give detailed advice on the preparation of pre-sale apartment - that she began to play ``, has acquired the appropriate presentation.

It is possible that the final determination of adequate price be less optimistic than one would like. But the main thing - you'll be able to objectively assess the situation and did not become a professional opinion questioning the realtor, to support his assessment of the serious calculations, comparative analysis and statistical material. Then - safely trust him to represent your interests at all other stages of the transaction.

Or, conversely, make sure that this man understands nothing of marketing (market research), and quickly declined his services: most likely, and everything else he, too, does the old-fashioned. The professionalism of the agent most often presents and the level of the agency, which he represents. So, it is necessary to continue the search for a true specialist and trustworthy company.

`Railway` logic

Some vendors, making sure that the competence of the agent, with enthusiasm configured to cooperate. Especially if they turned to realty on the recommendation of friends who have already been successfully decided to use it to their housing problem. However, when the communication reaches the stage of the contract, sellers often begins as a huddle and equivocate, saying: `First, find me a buyer, and then I'll sign!`

Well, in logic and `common sense 'here can not refuse:` Dear Agent! You have already detailed and, moreover, free consulted me on many issues. Continue further in the same spirit. Commit themselves to do, again, in advance, and further work. Spend a great deal of money to organize an advertising campaign, then a certain number of their time - answering calls are interested. Ride on my views with potential buyers. Well, when there is only one who will say that its all happy, then I, if the mood, the weather and the global political situation, so be it, something to sign! If only for this time I did not change my mind to sell the apartment ... `

It is unlikely that a serious and appreciating their work and time specialist agree to these terms. And whether you need other helpers? Therefore, without a contract to organize a normal relationship with the company of decent and honest agent is likely to fail. Nobody likes to play with only one goal.

Another thing is that before entering into a contract to become acquainted with the company where he works will meet you on the path of life realtor and which will continue to represent your interests. It is also necessary to study carefully the proposed contract and you get answers to all of your questions.