Tym wpisem rozpoczynam cały cykl, który ma Ci pomóc rozpocząć swoją przygodę z inwestowaniem w nieruchomości na wynajem. Liczę też na to, że pozwoli uniknąć Ci w przyszłości błędów albo po prostu będzie inspiracją do jakiejś zmiany.
Mogę sobie wyobrazić, że już jesteś właścicielem jakiegoś mieszkania, które możesz wynająć albo zastanawiasz się, co masz z nim zrobić. Z drugiej strony, jeżeli nie posiadasz nieruchomości, to niedługo przekonasz się, że to odpowiedzi, jakich sobie udzielisz po tej części, powinny być podstawą do podejmowania późniejszych decyzji. Jednak to od Ciebie zależy, czy podejdziesz do tego luźno czy też sumiennie odrobisz pracę domową. Twoje działanie wpłynie na efekt, jaki uzyskasz. Ten etap dotyka też obaw, które powstrzymują ludzi przed rozpoczęciem inwestowania w mieszkania na wynajem:
* problemy ze znalezieniem najemcy i pustostany;
* problemy z trudnym najemcą.
Można sobie z nimi poradzić, jeżeli zbudujesz na początku odpowiednią bazę wiedzy na temat Twojego biznesu – bo tak powinieneś do tego podchodzić.
Jak przygotować swoją ofertę – część I
Niezależnie, czy masz już nieruchomość czy zamierzasz ją nabyć – początek powinien być zawsze taki sam. Jak w każdym innym biznesie – zanim wprowadzisz swoją ofertę na rynek, sprawdź swoje otoczenie.
Badanie konkurencji
Przeglądaj ogłoszenia konkurencyjne. Twórz swoją bazę danych, zapisuj kopie ogłoszeń stanowiących bezpośrednią konkurencję. Rób do nich notatki i twórz własne odnośniki do swojej oferty. Co jest w nich słabe, czego unikać itp. Ucz się na tych przykładach. Jeżeli jesteś wzrokowcem, to masz trochę ułatwione zadanie, więc zapamiętuj zdjęcia. Po jakimś czasie będziesz wiedzieć, że ogłoszenie długo czeka na najemcę albo nawet po jakim czasie wróciło na rynek. Staraj się wyciągnąć z tego wnioski i odpowiadać sobie na pytanie – dlaczego? Patrz na ogłoszenia nie przez pryzmat swojej oferty, ale potencjalnego najemcy – gdybyś Ty jako fachowiec miał pomóc i doradzić komuś z rodziny wybór którejś oferty – jakich użyłbyś argumentów.
To jest podstawa. Najważniejsza część. Nie tylko poznajesz konkurencję, ale poznajesz rynek. Te informacje, które zbierzesz i wnioski, które wyciągniesz, będą również podstawą do przyszłych decyzji inwestycyjnych. Czy wolisz, by Twoja oferta była małą szprotką w ławicy dorszy czy też wielkim tuńczykiem czekającym na głodnego rekina.
Porównuj jabłka z jabłkami. Jeżeli masz mieszkanie dwupokojowe to nie porównuj go wprost z tym, które ma trzy tylko dlatego, że powierzchnia jest podobna. Jednak już podczas porównywania kawalerki konkurencją może być mieszkanie z sypialnią i pokojem dziennym połączonym z aneksem kuchennym. Porównuj funkcjonalność, jaką daje najemcy, koszty utrzymania i ergonomię, a dopiero na samym końcu metraż poszczególnych mieszkań konkurencyjnych. Patrz oczami klienta, a on potrzebuje odpowiedzi na swoje potrzeby. Dla niego liczy się funkcjonalność, której oczekuje. Przykładowo, jeżeli mieszkanie chcą wynająć dwie osoby niebędące parą, to nie będą szukać mieszkania z pokojem przechodnim.
Skup się na bezpośrednim sąsiedztwie, ewentualnie rozszerz obszar konkurencyjny, również patrząc z perspektywy najemcy. Podobna dzielnica/osiedle pod względem komunikacyjnym i lokalizacyjnym – np. czas i trudność dojazdu do miejsc pracy czy edukacji. O podobnej infrastrukturze czy otoczeniu – nie porównuj osiedla w lesie do tego nad morzem. Do porównania zrób analizę SWOT dla tych stanowiących konkurencję – dzielnic, osiedli, nieruchomości.
Mówiąc prościej – w swojej analizie zestawiaj mocne i słabe strony, szanse i zagrożenia. Przykłady:
* jeżeli dla jakiegoś mieszkania czy dzielnicy niebawem zmieni się układ komunikacyjny to może to być szansa (na przykład nowa linia tramwajowa, metra), ale też zagrożenie (droga szybkiego ruchu za oknem);
* jeżeli obok Twojej nieruchomości budują duży biurowiec, to łatwiej znaleźć najemcę, który chce mieszkać blisko pracy, ale jeżeli likwidują duży zakład pracy, to rynek się skurczy w jakimś stopniu.
Sprawdzaj konkurencję. Dzwoń do oferentów i pytaj o to, co ważne, a czego nie znalazłeś w ogłoszeniu. Oceniaj konkurencję pod kątem jak prowadzi marketing. Warto też wybrać się i zobaczyć kilka bardziej atrakcyjnych ofert osobiście. Ucz się też, jak przeprowadzać prezentację. W trakcie i po każdej formie sprawdzenia oferty konkurencyjnej zaczynaj od pustej kartki. Zapisuj wszystkie wnioski i wolne myśli. Następnie na podstawie tej kartki aktualizuj swoją bazę danych i informacje dotyczące danej nieruchomości. Zwróć uwagę, czy mieszkanie jest oferowane bezpośrednio czy przez pośrednika – pośrednik to koszt dodatkowy, który musi być wkalkulowany w cenę albo obniża zakładaną stopę zwrotu. Może to być Twoją przewagą. Dla pośrednika Twoja oferta jest jedną z wielu. Nawet jeżeli ofertę ma na wyłączność, bardzo ciężko będzie mu zaprezentować nieruchomość lepiej od Ciebie.
Bądź jednak otwarty na taką współpracę, ale tylko z tymi, z którymi warto. Jeżeli sam doświadczysz prezentacji dobrej albo wręcz lepszej od swojej – weź kontakt. Jeżeli nie chcesz, nie możesz się tym zajmować, będziesz wiedzieć do kogo się zwrócić. Dobrym kąskiem może być współpraca z pośrednikiem posiadającym aktywny portfel klientów – na przykład obsługuje jakąś dużą korporację w wyszukiwaniu mieszkań na potrzeby jej pracowników. W każdej profesji możesz spotkać mistrzów i uzurpatorów.
Najgorsze, co możesz zrobić, to zlekceważyć tę część.
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Postaraj się o wyższy standard wynajmu. Możliwość dodania do swojej oferty logo „należę do: Stowarzyszenie Mieszkanicznik” jest jednym z najlepszych potwierdzeń dla najemcy, że jesteś godnym uwagi wynajmującym.
Trochę jest zawarta kryptoreklama w Twoim wpisie, ale zdecydowałem się go odblokować. Sama inicjatywa Stowarzyszenia i to w jakim kierunku działa jest zgodne z moją wizją postępowania w tym zakresie – dlatego uważam za godną wspierania. Tym bardziej, że osobiście poznałem Sławka Muturi i jego osoba jest już rekomendacją samą w sobie dla tej inicjatywy.
Nie mniej jednak jest to stowarzyszenie dużo bardziej rozpoznawalne wśród właścicieli nieruchomości niż wśród najemców… dlatego trudno póki co oczekiwać, że najemca będzie proponowane przez Ciebie hasło utożsamiał z wyższym standardem… ale wierzę, że kiedyś tak będzie.