Why apartment owners don’t want to sell them to a specific buyer, and buyers, in turn, refuse the deal
There are no universal phrases or actions that can save a deal or, conversely, ruin it. A deal is a very broad concept. It has several stages, we can call them touches. With minimal touches, at the stage of a call or the first impression, of course, you can destroy everything with one phrase. But you don’t have to say anything; the buyer may not like that the seller behaves too freely or, conversely, too constrained. And, since he has not yet invested finances, time and emotions in this deal, he can afford whims without any logic. Therefore, we will not consider behavior at the call stage.
Another thing is displays. In the secondary market, it happens that the owner of an apartment refuses to sell it to a specific buyer. This often happens if the latter, during the inspection, demonstrates with all his appearance that he doesn’t like everything: the smell in the entrance, the walls are crooked, and the view from the window is bad. Sometimes they do this to get a big discount, but this is not the best way. After all, the seller may have lived here since childhood, these walls are family to him, and hearing that everything is bad in his house is not very pleasant. And in my practice, it happened when, without waiting for the toxic buyer’s decision, the seller himself declared: “You know, I won’t sell to you personally, look for another option.” The correct course of action for the buyer would be to say that overall he liked the apartment, but there are a number of disadvantages and to offer his own price.
Sometimes sellers do not want to sell to visitors from the Caucasus or Central Asia. In my practice, there was an example when a Dagestan family wanted to buy an apartment. The seller initially refused. The neighbors, with whom we had good relations, asked not to sell, since the Dagestanis have a reputation for being hot-tempered and warlike people. I got to know the buyers better and learned that both are very intelligent people: the wife is a teacher, the husband is an official, works in the Ministry of Transport of the Russian Federation. This calmed both the owner and his neighbors.
At the stage of accepting an advance, it is more difficult to ruin the deal, but it is possible. For example, the buyer thought that the apartment was being sold furnished, but the seller planned to remove it. Or, conversely, there is old furniture left in the apartment that no one wants to take out. Such moments need to be discussed immediately. We had a case when the deal almost fell through due to the fact that there was a gas stove of one type at the viewing, but then the seller took it to the dacha and installed another, old one in return. The buyer saw the changes before making the advance payment and demanded that the stove, which was originally newer, be returned. However, the seller, in turn, stated that they did not discuss the stove model at all. Both were right from their point of view and took a principled position. Words did not help in that situation, but the stove was inexpensive, at that time – around 5 thousand rubles, and the realtor promised the buyer that he would buy it from his commission.
There was a similar case in my practice when a deal fell apart because of curtains. At first the owner said that the apartment was being sold as is. However, during the signing of the transfer deed, he refused to include curtains there. He said, my mother-in-law pressed me, the curtains are very good and cost about 100 thousand rubles. The buyer offered to buy these curtains from him at half price. We never agreed.
It is also worth immediately discussing the financial terms of the transaction – payment will be in cash, non-cash, in what currency, through a bank account or a secure payment system… One of the constant stumbling blocks is the categorical refusal of statements before the transaction, especially when it comes to complex alternative transactions. The seller says: “Why would I check out, because an advance is not a purchase!” Moreover, we can talk about relatively small amounts – 30-40 thousand rubles. Whereas registration is an essential point, for example, for those who receive a Moscow pension. If a pensioner is discharged and immediately registered at a new address, then his pension will be retained. However, if registration is interrupted, then the pension is withdrawn, and then you need to spend several days at the Pension Fund to restore it. In this case, you need to understand the real reasons and their consequences, and then find a compromise between the seller and the buyer.
The reason for the destruction of the deal may be the lack of Internet or parking. Here we need to work together to find ways to solve the problem. For example, if it is impossible to park in the yard, then you can remind the buyer that after registration he will be able to obtain a resident permit for 3 thousand rubles per year and park the car anywhere in the area for free.
As for the primary market, the question of apartments often arises. If you answer that “apartments are the same as an apartment, only non-residential,” then the buyer will not understand anything. It’s better to immediately talk about the disadvantages – lack of registration, higher taxes and utility bills. But don’t forget the advantages of apartments, the main one of which is the price: apartments are always 15-20% cheaper than similar apartments. It is better for a potential buyer to change his mind immediately than before signing the contract. And today, to give an additional incentive to purchase apartments, developers offer various bonuses. They give free rental of a parking space for 1-2 years, kitchen furniture, and, for example, in the Bereg Yauza complex, the buyer can avoid paying utility bills for six months.
The last stage is signing the contract. Here, all questions, as a rule, are closed: it is very difficult to ruin the deal, but it is still possible. There was a case with the seller, a local local policeman. The buyer was satisfied with the apartment and made an advance payment. We have reached the stage of signing the contract. Sometimes the registration takes a long time, especially if the transaction involves a mortgage: and people, while waiting, so as not to get bored, begin to communicate. “What's going on in the area?”, – asked the buyer. But the seller is a policeman, not an artist, and he is not interested in painting exhibitions. Well, he began to tell: “In the next house, a den of drug addicts was busted, and in our entrance, on the floor above, an alcoholic lives, he recently served time for hooliganism, he returned, he will probably start flooding you again.” And this heart-to-heart conversation ruined the deal in one moment.
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