Rozpoczynając swoją przygodę z inwestycjami w nieruchomości, a konkretnie w mieszkania na wynajem, spotkasz na swojej drodze pośrednika. Będzie to dość szybkie spotkanie, bo obecnie zdecydowana większość ofert jest prezentowana właśnie przez pośredników. Potrafią oni skutecznie zasłonić wszelkie ogłoszenia bezpośrednie, a takie doświadczony inwestor lubi najbardziej.
Biura pośredniczące w transakcjach sprzedaży mają zdecydowanie większe możliwości i narzędzia do marketingu oferty niż przysłowiowy Kowalski. Na pewno chcesz, aby to spotkanie było korzystne dla każdej ze stron. Dlatego warto wiedzieć, czego możemy, a w zasadzie, czego powinniśmy od siebie oczekiwać. Zanim przejdę dalej, chcę powiedzieć coś, co jest dla mnie samego zaskakujące:
Bardzo ciężko spotkać prawdziwego profesjonalistę rozumiejącego potrzeby osoby inwestującej w mieszkania.
Jeżeli znasz taką osobę i chciałbyś podzielić się ze mną swoimi doświadczeniami we współpracy z nim, to proszę napisz na kontakt@wojtekwalania.com
Z czego to wynika? Początkowo nasuwające się odpowiedzi są dość proste i wręcz standardowe:
1) Deregulacja zawodu pośrednika nieruchomości zamiast wzrostu konkurencyjności spowodowała napływ chętnych do zawodu, którzy nie posiadają wystarczającej wiedzy.
2) Duża konkurencja sprawia, że pośrednicy łapią każdą przysłowiową srokę za ogon, nie szukając swojej specjalizacji.
3) Docelowa grupa klientów jest tak szeroka, jak rodzaje posiadanych ofert i pośrednik ma w swojej ofercie – znów przysłowiowe – mydło i powidło.
Co do pierwszego punktu to sam mam mieszane uczucia. Nie uważam, że wcześniejsze kończenie studiów podyplomowych, odbywanie praktyk i proces uzyskiwania licencji czynił z kogoś profesjonalistę. Jednak proces ten w pewien sposób wykluczał grono zajmujących się tym zawodem z przypadku – bo przecież trzeba było zainwestować w to swój czas i też pieniądze. Dzisiaj wystarczy parę złotych na polisę OC.
Drugi punkt jest jednym z kluczowych problemów… i trochę powiązany z punktem trzecim. Jeżeli pośrednik nie rozumie potrzeb osoby inwestującej w mieszkania na wynajem, to nie będzie w stanie oszczędzić Twojego czasu. Traktując nas tak samo jak kogoś, kto chce po prostu kupić mieszkanie, nie może właściwie dopasować swojej propozycji – nawet, jeżeli posiada bardzo szerokie zasoby ofertowe. W wyniku tego będziemy oglądać mieszkania i być może składać oferty, które przy pełnej świadomości potrzeb można było wcześniej wykluczyć.
Potrzeby inwestora są zdecydowanie inne. Ze smutkiem stwierdzam, że do tej pory ze strony pośredników mnie obsługujących nie padały pytania, na jakie właśnie powinien sobie odpowiedzieć inwestor. Zwykle pada pytanie, jakie mieszkanie i za ile chcemy kupić Doświadczony inwestor nie będzie z tego powodu płakać, ale też nie będzie odczuwać wartości dodanej. A jeżeli nie będzie jej dostrzegać, to oczywiście nie będzie chciał płacić za taką usługę.
Doświadczony inwestor oczywiście też powinien zabić śmiechem pośrednika, który w sytuacji reprezentowania sprzedającego chce uzyskać dodatkowy zarobek od potencjalnego kupującego… wręcz ten fakt powinien ujawnić sprzedającemu. Doświadczony inwestor nie pokwituje całego katalogu ofert będących wydrukiem z bazy pośrednika… a i tak próba mi się kiedyś trafiła. Żal by mi było takiego sprzedającego, który podpisał kilka umów nieobejmujących wyłączności z różnymi biurami i każdy z nich by wyciął taki numer, a następnie wszyscy zgłosiliby się po prowizję. To są nie tylko działania nieprofesjonalne, ale po prostu nieetyczne.
Doświadczony inwestor oczywiście nie będzie potrzebować wsparcia w zakresie analizy księgi wieczystej i całej strony formalno-prawnej transakcji. Poradzi sobie też z kwestią finansowania czy oceny stanu technicznego nieruchomości… ale już inwestor początkujący może mieć z tym problem i wprost marzyłby o wsparciu profesjonalnego doradcy.
Za to każdy z nas – mniej lub bardziej doświadczony – od swojego pośrednika powinien oczekiwać zaoszczędzenia czasu. Ja, korzystając ze wsparcia pośrednika, oglądając daną ofertę jeszcze na ekranie komputera, jestem żywo zainteresowany tym, jakie odrzucone oferty były składane przez potencjalnych kupujących i kiedy… co ciekawe, też nie często taką odpowiedź uzyskuję 
o czym to może świadczyć?
W przypadku inwestowania w mieszkania na wynajem doradca, jakiego chcemy mieć w pośredniku, powinien zacząć od pytań związanych z rynkiem najemców, do którego chcesz trafić. Dopiero z tego może wynikać lokalizacja nieruchomości, jej wielkość czy wreszcie cena. Dość często problem jest głębszy, bo pośrednicy zajmujący się sprzedażą nie odnoszą swoich ofert do realnej stawki najmu, którą możemy uzyskać z danej nieruchomości. To powoduje, że ciężko jest porównywać oferty ze sobą. No bo przecież z perspektywy inwestora mniej istotny jest rodzaj okien czy parkietu – excel, a nie emocje. Zasadniczy błąd popełniamy wówczas, jeżeli nie porównujemy nieruchomości przez pryzmat stopy zwrotu i przepływów finansowych. Z perspektywy inwestora są to najważniejsze wartości służące do porównania ze sobą i oceny dwóch konkurencyjnych nieruchomości. Dlatego jak mantrę będę powtarzać:
Inwestując w nieruchomości, inwestujesz w przepływy finansowe, jakie są one w stanie wygenerować.
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