Liar, liar. Why in the sale of apartments all lie to each other

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Right questions help one liar to recognize another bluff

File. Alexander Maltsev. Head real estate school “Know-How”. Two higher education. In 1991 graduated from the faculty of “Automation and computer engineering” in MIEM, and 1997 – psychological Department of Moscow state pedagogical University im. Lenin. Real estate activities started in 1992. The number of transactions conducted with the participation of Alexander Maltsev, is currently more than five hundred. From 2000 until the present time – General Director of real estate, ZIP Realty.

Why lie

First, let’s examine who is lying on the real estate market and why. Time – all and of course, realtors are no exception. However, not all. With clients whose interests are represented by agents have to be honest. This is the basis and Foundation. However, other market participants is not always necessary to trust the words of realtors.

Why is this happening? The ideal buyer is someone who came, saw and bought. But this happens rarely. One customer holds a mortgage, others selling their own homes. And even if objective reasons to delay not, for example, a person has the money to buy an apartment, then he still will see a few options.

After learning that the potential buyer just put their homes up for sale, he is likely to gently refuse

Because the homes people buy every day and they should carefully weigh and consider. In the end, apartments for sale matured from several weeks to several months. And during this time people try to look at as many options as possible. These customers are not motivated to purchase in the near future, realtors call “tourists”.

Agent, which get money only from the sale of housing, to spend time “tourists” are not profitable. To arrange a demonstration, it is necessary to negotiate with the landlord, to spend an hour or two on the road, and chances that a cold client it will be back in a month or two, to put it mildly, a little. Therefore, they arrange screenings reluctantly.

For example, learning that a potential buyer just put their homes up for sale, he is likely to gently refuse. Take contact, promise to call later, but the departure will be postponed. “The tourist” (or his agent) refused once, twice, three, and then he begins to lie. Says that the apartment is already sold and he’s willing to reach a deal in the near future, it remains only to choose the right option.

The offer to reduce the price, you begin to believe that their apartment caused the market hype and it is worth all of the buyers

Another category of liar – “protonike”. The people who are not going to buy anything, but only collect information about the current situation on the real estate market reporters, analysts of different companies and portals, or just curious. If in the first case, the chances that a cold client, warm and ever will buy an apartment, all the same, they are equal to zero. However, 99 out of 100 prosodical a phone call so much attention they require.

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Closing our list of liars sellers. As a rule, it is more pure and innocent, at least compared to other market participants. However, over time, begin to lie to them. For example, the proposal to throw off the price, you begin to believe that their apartment caused the market hype and it is worth all of the buyers. They say, hurry up, tomorrow will be too late. Look, a month later, housing is still selling for a lower price. Maybe the seller really believed the buyer, but he cheated, maybe no buyers in sight was not.

More questions good and different

– How to understand that the seller or the buyer is not telling you the truth? Need to ask questions. A lot. And better if your questions are not to imply monosyllabic answers. For example, when asked “do you have cash?”, liposomally even imagination is not required, he will say “Yes.”

A very popular question “what’s the situation?”. In his first telephone conversation asking 90% of the agents. This is another face because the question is too vague. Hearing it, I want to talk about life. Tell that recently started progress on the career ladder, growing up smart and healthy, but with his wife in recent times some tensions, and the tree on the dacha ceased to bear fruit.

Like, everything seems to be good, but there are problems. Real buyer this question can be confusing. And the agents representing the opposite side, there is usually a ready answer, because they hear this question several times a day. Better to ask “what apartment are you looking for?” or “what are the main criteria for future housing?”.

For “tourist” or “protonica” barrage of questions is a waste of time, so the answers are as simple as possible

Of course, one issue is not enough. Ask why it is important? Find out what currency you interlocutor keeps the money? Which Bank makes out a mortgage? Ask a lot of questions! Any. About the family structure, the infrastructure of the area, characteristics of future apartment… Real customer will gladly tell you about them, as your interest will mean, first, a serious professional approach to business, and secondly, the interest to his problem.

At the same time for “tourist” or “protonica” barrage of questions is a waste of time, so the answers are as simple as possible. In General, take the time to tell and more to ask themselves. Often I ask that the buyer already had a look? What is not staged in those apartments? “Prosonic” is likely to say, “nothing, you first call”. Of course, this can say to a real client, but it for you would mean that he is in the beginning. It is already possible to make certain conclusions.

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And don’t be afraid to fail, sometimes failure turns into additional bonuses

If the buyer has not sold their homes, ask how much he sells. On the one hand, if the price will be high, you will understand that a quick sale is not worth waiting, and if low, or market then maybe you have a client at his apartment. And don’t be afraid to fail, sometimes failure turns into additional bonuses.

Once I called a woman who asked to see the object of my client. She sold the apartment on Poklonnaya street for 11.5 million rubles. Very expensive! I honestly she said, adding that special showing, my client will not go, because for that amount it is sold for a very long time. Just two months the price was reduced to 8.5 million rubles, and it was an accident that I found at the apartment of the buyer.

Life is like poker

– In person to distinguish the real client from a tourist much easier. Real buyer, especially if taking a house for myself, and not for investment, will be interested in not only the General characteristics of the housing, but such “trifles” as the presence of water meters, the amount of utility charges, presence of Parking, remoteness of schools, hospitals and shops. Ask about the neighbors. “Tourist” is a fairly cursory inspection.

In addition, seeing the person, you can assess nonverbal information — facial expressions, gestures. Often, when a person is lying, he looks away, rubs or interlock your hands, makes unnecessary movements of the shoulders and head. You should pay attention to the emotions: they should go to meet him. Liars have often emotions are late: for instance, a person is joking, but smiling with a slight delay, with a neutral person says about the shortcomings and problems – and then revealing to frown.

In General, noticing a single symptom, it is not necessary to qualify the client as a liar

There is also a well-known theory that if a person, answering the question, eyes up and left – he remembers, up and to the right – model a situation, to put it simply, invents (although in this case you need to know right handed people or left-handed).

However, any conclusions may be incorrect. For signs of lies, you can take experiences or, for example, running head – for some people the usual baseline behavior and does not mean that he is lying to you. People can RUB their hands because it is hot; and worry because the apartment I liked, and not enough money.

In General, noticing a single symptom, it is not necessary to qualify the customer as a liar. On the other hand, there are “tourists”, who themselves are gradually beginning to believe in his legend, and to calculate them is almost impossible. The bluff experienced poker player. However, the whole our life is a game, and buying an apartment is no exception.

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