Каждый клиент всегда интересуется и хочет узнать кто и сколько зарабатывает.
Давайте сегодня подробно поговорим на тему оплаты услуг агента по недвижимости, потому как заблуждений по этому вопросу более чем достаточно.
Если вы принимаете решение о продаже дома или только начали задумываться на эту тему, то я очень рекомендую вам прочитать эту статью.
Многие продавцы могут подумать так, что если большинство объектов недвижимости продаются с помощью услуг риелтора, то выбора нет. Приходится за эти услуги платить. Но сразу следующий ход мысли продавца. Если расходов не избежать, то нужно соглашаться на меньшую сумму или просить скидку. Следовательно, надо найти агента, услуги которого обойдутся мне как можно дешевле. Вот почему продавцы, едва встретив агента в первую же минуту спрашивают. “А сколько вы берёте за свои услуги?” И дадите ли скидку? Это вполне понятно, но не совсем правильно и выгодно для вас. Можно продать дом за $700,000 в течении 3-4 недель и заплатить комиссии $25,000. А можно начать продавать дом за $750,000, через два месяца снизить цену на $700,000 еще через два месяца продать наконец за $650,000 и заплатить комиссию всего $15,000. Какой вариант экономит Вам время и приносит больше денег? И что важнее – стратегия или комиссия?
Если опытный агент, который готов профессионально работать на вас, называет размер комиссионных $ 30,000 при стоимости объекта $ 1,000,000.00, то часто можно услышать, что другие компании предлагают нам, например, $ 20,000 или даже ниже. Какой смысл нам работать с вами?
Обращаю Ваше внимание, в погоне за низким процентом комиссии продавцу следует поинтересоваться детально, что входит в набор услуг и какое качество сервиса.
Как расходуются комиссионные?
Чтобы дальнейшая информация была понятна для всех, давайте рассмотрим пример, как идет расход комиссионных. Обычно, комиссионные оплачивает продавец, который выставил объект на продажу. Не думайте, что все эти деньги получает ваш агент (в нашем примере – $ 30,000).
Эта сумма делится пополам, и 50% идут на оплату услуг риелторской компании, выставившей дом на продажу (агентство продавца), и вторые 50% пойдут на оплату услуг компании, которая приведет покупателя-агенту покупателя.
Важно!
Далее учитывайте, что каждый агент по недвижимости имеет свой индивидуальный контракт со своей компанией-агентством, в которой он работает, этот документ оговаривает, какую сумму агентство удерживает с каждой его сделки.
Еще важно учесть, что для начала продажи вашего дома, агенту надо вложить (потратить) весомую сумму своих денег вперед, задолго до продажи и до получения своей комиссии, чтобы эффективно начать маркетинговую компанию на раскрутку Вашего листинга.
Теперь вы знаете, что, продав дом за $1,000,000 долларов, Ваш агент получит половину, т.е. $15,000 из которых его компания удержит свою часть.
О перечне услуг
Часто продавцы считают, что набор услуг при продаже дома почти один и поэтому вопрос лишь в том, чьи услуги окажутся дешевле. На этой ошибке и многие получают свой неудачный опыт.
Идея дешевого обслуживания в том, чтобы выставить дом на продажу с минимальными расходами времени и денег, внести в базу данных, и просто ждать что покажет рынок, или когда мотивированный продавец снизит цену.
Идеология таких компаний с низкими комиссионными процентами в том, чтобы поставить на продажу большее количество домов и брать количеством, а не качеством. Предлагая меньший процент – получаем много домов на продажу.
Вряд ли это то качество сервиса, который вы ищете для себя.
Что же делают профессиональные агенты?
- Сразу следует отметить, что все продавцы хотят продать свою недвижимость максимально выгодно. Но конкуренция на рынке, в большинстве случаев, высокая. Что делает профессионал?
- Решает вопрос с созданием красивых фото, привлекательного описания недвижимости, сбор документации
- Делает замеры, план дома, заказывает брошюры, флаеры
- Организует показы, проводит дни открытых дверей-Open House
- Привлекает внимание покупателей объявлениями в средствах массовой информации и интернете
- Выкладывает информацию на веб-сайтах, публикует посты в социальных сетях
- Готовит информацию с указанием всех преимуществ конкретного дома, освещает его индивидуальные особенности, сопоставление с другими объектами.
- Собирает информацию относительно месторасположения объекта недвижимости, в частности, что находится рядом: школы, парки, магазины и прочее.
Как видно, перечень действий профессионального агента очень широк. А теперь ответим на вопросы. Первый, будет или достигнут успех при продаже дома при таком варианте оказания услуги, или в случае пассивной продажи, как это делают компании, которые предлагают свою помощь задешево? И второй, выгодно ли профессионалу все это делать за небольшую сумму комиссионных? Вполне логично предположить, что при профессиональном подходе получится быстрее и выгоднее продать дом, но на это придется потратить больше денег. Безусловно, окончательное решение зависит от вас, как от владельца дома.
Кстати, надо дополнительно еще добавить, что государство требует от продавца оплатить 5% GST на сумму комиссии. Поэтому, если сумма комиссионных составит 30 тысяч долларов, то вместе с 5 процентами окончательная сумма составит $31 500. Расчетом и уплатой налога GST занимается нотариус на момент завершения сделки.
У вас еще остались вопросы? Обращайтесь, и мы с вами индивидуально обговорим о сумме комиссионных при продаже вашей недвижимости, а также обсудим сроки и качество оказываемых услуг.
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