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Oferta sprzedaży nieruchomości – jak ją dobrze przygotować?

 

Odpowiednia oferta sprzedaży nieruchomości jest bardzo ważna. Przeglądając różne portale internetowe z przykrością stwierdzam, że zbyt mała ilość ludzi przywiązuje do tego należytą uwagę. Nie dziwią zatem głosy typu „Trudno sprzedać mi moją nieruchomość”. Jeżeli odpowiednio przygotujesz lokal do sprzedaży i zadbasz o to by Twoja oferta wyróżniła się na lokalnym rynku sama sprzedaż nie powinna być dla Ciebie problemem. Należyte przygotowanie lokalu do sprzedaży jest kluczowe. W dzisiejszym wpisie dowiesz się jak ja przygotowuję swoje nieruchomości do sprzedaży i dlaczego jestem zdania, że proces sprzedaży nie musi trwać i ciągnąć się w nieskończoność.

Jak dobrze sprzedać mieszkanie?

Traktuj swoją nieruchomość jak towar. Wyobraź sobie, że Twój lokalny rynek nieruchomości jest hipermarketem. Wchodzisz do takiego hipermarketu i co widzisz? Otóż znajduje się tam pewnie mnóstwo rzeczy. Wielokrotnie jest tak, że masz tego samego typu przedmioty, jednak różnią się one znacznie ceną i jakością wykonania. Te lepiej wykonane będą zapewne droższe, niż te wykonane z tańszych materiałów. Otóż to samo dzieje się na Twoim lokalnym rynku nieruchomości. Jeżeli przeczytałeś już wpis pt. „Badanie rynku nieruchomości – czyli jak dobrze zbadać rynek?” wiesz zapewne, że lokalnie ceny nieruchomości o podobnym metrażu mogą różnić się znacznie. Co sprawia, że ceny takich samych metrażowo mieszkań w podobnej lokalizacji potrafią przyjmować różne wartości?

Odpowiedź tutaj jest prosta jest to standard wykończenia i lokalizacja danej nieruchomości. Na jedną z tych dwóch rzeczy nie masz większego wpływu jako inwestor. Nie możesz zmienić lokalizacji. Nieruchomości bowiem jak to wynika z nazwy nie możemy przenieść w inne miejsce. Dobrze zastanów się i przeanalizuj lokalizację gdzie chcesz zainwestować swoje środki. Później nie będziesz mógł jej zmienić. O tym jak wybrać odpowiednie miejsce do inwestowania dla siebie pisałem już w artykule pt. ”Gdzie powinieneś kupić swoją pierwszą nieruchomość pod inwestycję?”. Odsyłam Cię w to miejsce jeżeli jeszcze nie określiłeś miejsca dla swojej inwestycji. Skupmy się jednak na rzeczach na które masz jak najbardziej wpływ jako inwestor. Jest to standard wykończenia.

Jaki standard wykończenia powinieneś oferować?

Wróćmy do sytuacji, kiedy to jesteś w hipermarkecie i stoisz przed jedną ladą z produktami. Co sprawia, że kupujesz dany produkt, a obok innego przechodzisz obojętnie. Otóż,  w większości przypadków jest to stosunek ceny do jakości danego produktu. Nie inaczej jest w branży nieruchomości. Przeglądając ogłoszenia na swoim lokalnym rynku nieruchomości możesz bardzo łatwo zobaczyć jaki standard jest oferowany za jaką cenę. Niezależnie czy Twoją strategią jest zakup, remont i sprzedaż czy też przygotowanie nieruchomości pod wynajem. Twoim celem powinno być przede wszystkim wyróżnienie się ofertą na lokalnym rynku. Jak to osiągnąć?

Skup się na stosunku ceny do jakości jaką będziesz oferować. Jeżeli celujesz w klienta budżetowego analizuj odpowiedni typ nieruchomości. Nie możesz porównywać nieruchomości gdzie ktoś użył markowego sprzętu do wykończenia mieszkania z nieruchomością „tylko odświeżoną”. Nie w tym rzecz. Klient wychwyci wszystko i nie wybaczy Ci błędów związanych z niepoprawną analizą lokalnego rynku. Standard wykończenia powinieneś zawsze dopasowywać do Twojej strategii i do warunków panujących na Twoim lokalnym rynku.

Zdjęcia które sprzedają mieszkanie

Otóż jeżeli już obrałeś odpowiednią strategię postaraj się czymś wyróżnić. Zaplanuj dobrze swój budżet na remont lub samo odświeżenie mieszkania. Postaraj się wstrzelić w niższe wartości za m2. Jeżeli sprawisz, że Twoje mieszkanie nie będzie należało do najdroższych na rynku i poza tym będzie oferowało wyższy standard wykończenia niż inne w podobnej cenie wygrałeś! Skup się na odpowiednim wyszczególnieniu swojej oferty poprzez odpowiednio sporządzone ogłoszenie o sprzedaży. Jak powinno wyglądać takie ogłoszenie?

Zacznij od poprawnie wykonanych zdjęć. Może warto byłoby zatrudnić osobę od homestagingu i fotografii wnętrz. W dobie internetu, gdzie wielu ludzi poszukuje nieruchomości przez internet to zdjęcia sprzedają. Pierwsze wrażenie jakie wywołasz na odbiorcy swoimi fotografiami może okazać się kluczowe. Sam zobacz teraz na stronę z ogłoszeniami w Twojej okolicy i zwróć uwagę jak niestaranne są niektóre fotografie. Pewnie gdybym Ci nie powiedział, że masz zwrócić uwagę na te brzydkie ogłoszenia o sprzedaży nie rzuciłbyś w ogóle okiem w tę stronę. Jeżeli chcesz możesz samemu zrobić odpowiednie fotografie. Wypożycz do tego celu obiektyw szerokokątny (powiększa optycznie pomieszczenia) i porób ładne zdjęcia. Spójrz na zdjęcia poniżej. Jak różny przekaz oddają.

Przykładowe zdjęcia ofertowe

Zdjęcie po lewej jest jasne czyste, zdjęcie po prawej jest zrobione przy nieodpowiednim oświetleniu. Myślę, że wiesz które zdjęcie lepiej sprzedaje. Oczywiście te po lewej. Zrób wszystko żeby w Twojej ofercie znalazły się odpowiednie zdjęcia to ma naprawdę ogromne znaczenie. Ostatnio znalazłem bardzo ciekawy artykuł na ten temat robienia dobrych zdjęć nieruchomości w serwisie gratka.pl. Znajdziesz go pod tym linkiem. Osobiście lubię też dodać rzut rozkładu mieszkania w formie obrazka. Działa to na wyobraźnię potencjalnego kupującego mieszkanie i ułatwia wyobrażenie sobie danego lokum już podczas oglądania oferty w internecie.

Zrób sobie sam homestaging

Jeżeli chodzi o homestaging wcale nie musisz zatrudniać do tego fachowców. Ogólnie za pomocą homestagingu możesz sprawić, że klient wyobrazi sobie siebie w nabywanej nieruchomości. Wzmocni to jego chęć do sięgnięcia po Twoją ofertę. O zagadnieniu homestagingu dla początkujących inwestorów pisałem więcej w artykule pt. „Homestaging – porady dla inwestorów na rynku nieruchomości”. Zapoznaj się z tym artykułem, a gwarantuję Ci że po zastosowaniu kilku rad z tego wpisu Twoja oferta wyróżni się znacznie na tle innych ofert na Twoim lokalnym rynku nieruchomości.

Poprawny opis w ogłoszeniu

Zacznij od określenia dokładnej lokalizacji. Nikt nie chce domyślać się gdzie znajduje się dane mieszkanie. Za kompletne minimum uważam podanie ulicy i numeru domu, liczby pokoi i metrażu mieszkania. Po określeniu lokalizacji możesz zacząć wypunktowywać czym Twoja oferta wyróżnia się szczególnie. Jeżeli przeprowadziłeś remont napisz co dokładnie było wykonane. Jeżeli mieszkanie jest do zamieszkania od zaraz, zwróć uwagę by potencjalny nabywca wiedział to doskonale czytając Twoje ogłoszenie. Jeżeli oferujesz mieszkanie do wynajmu wyszczególnij tutaj liczbę pokoi i ich wielkość.

Jeżeli dodajesz do mieszkania jakieś dodatkowe wyposażenie lub urządzenia napisz dokładnie co znajduje się w środku. Nie mam tutaj na myśli ogólnie ale szczegółowo. Potencjalny nabywca chce wiedzieć jakiej jakości sprzęt znajduje się w środku.

Na sam koniec przejdź do opisywania zalet mikro i makro danej lokalizacji. Jeżeli w pobliżu znajdują się jakieś ważne miejsca użyteczności publicznej opisz to dokładnie i szczegółowo. Jeżeli miejsce jest dogodnie skomunikowane z resztą miasta i autostradami zwróć na to szczególną uwagę. Bardzo często Twoim klientem będzie osoba, która nie zna danej miejscowości i dobrze jeżeli takie zalety uwypuklisz w swojej ofercie sprzedaży nieruchomości.

Na samym końcu możesz wspomnieć o opłatach związanych z daną nieruchomością. Jeżeli jest to mieszkanie spółdzielcze własnościowe napisz ile dokładnie wynosi czynsz i co się na tę wielkość składa. Ostatnia rzecz na, którą Ci chciałem zwrócić uwagę to kontakt do Ciebie. Zwróć uwagę, że numer do Ciebie jest łatwo dostępny i ktoś chcący się z Tobą skontaktować odnajdzie go bez problemów.

Podsumowanie

Poprawne przygotowanie mieszkania do sprzedaży jest bardzo ważne. Sama oferta sprzedaży nieruchomości powinna być tylko dopełnieniem formalności. Jestem zwolennikiem transparentności i pokazywania czym się zajmuję wszem i wobec. Dzięki temu łatwiej docierać do potencjalnych dostawców okazji inwestycyjnych lub nabywców mojej oferty. Nie ma w tym nic złego, że będziesz mówić wszystkim dookoła czym się zajmujesz. Tworząc opis swojej nieruchomości w ofercie zabaw się w marketingowca. Postaraj się wzmocnić przekaz poprzez wyszczególnienie mocnych punktów Twojej nieruchomości. Jeżeli masz słabszą lokalizację skup się na dogodnościach związanych z wnętrzem. Jeżeli natomiast Twoje wnętrze pozostawia troszkę do życzenia zwróć uwagę na zalety danej lokalizacji. Jeżeli zarówno lokalizacja i wykończenie Twojego mieszkania znacznie odbiegają od innych w podobnej cenie nie muszę mówić, że popełniłeś szereg błędów na swojej drodze. Poprawnie sporządzona oferta sprzedaży nieruchomości ułatwi Ci osiągnięcie zysku z inwestycji.

Na koniec standardowo proszę Cię o podzielenie się tym wpisem z osobami, które mogą poszukiwać tych informacji. Będę Ci bardzo wdzięczny. Dzięki Tobie i temu, że odwiedzasz mojego bloga mam ten zapał i chęć tworzenia materiałów. Dzięki Tobie sam staje się lepszym inwestorem na rynku nieruchomości. Niedługo opublikuję CASESTUDY z mojej pierwszej inwestycji. Znajdziesz tam mnóstwo praktycznych porad i wskazówek byś Ty nie musiał popełniać tych samych błędów, które ja popełniłem. Jeżeli jeszcze tego nie zrobiłeś zapisz się proszę na newsletter bloga flipdesign.pl. Będę informował Cię o nowych wpisach i artykułach na blogu. Za zapisanie się na newsletter przygotowałem darmowego ebooka z „15 radami dla początkujących inwestorów na rynku nieruchomości”. Napisz proszę w komentarzu jak Ty starasz się wyróżnić na swoim lokalnym rynku nieruchomości. Chętnie dowiem się jakich metod sam używasz by dotrzeć ze swoją ofertą do szerokiej grupy odbiorców.

Życzę Ci skutecznego inwestowania na rynku nieruchomości i dziękuję, że jesteś moim czytelnikiem. Powodzenia!

 

Komentarze: 11 Komentarzy
  • Karolina / Nasze Bąbelkowo
    15 grudnia, 2017

    Cenne wskazówki. Zdjęcia są naprawdę istotną kwestią, bo wielu ludzi kupuje „oczami”.

    • Daniel
      16 grudnia, 2017

      Cześć Karolino

      Dzięki za komentarz i poświęcony czas na lekturę tego artykułu. Jestem pewny, że wyciągniesz coś ciekawego dla siebie i pomoże To Ci działać skuteczniej na rynku. Zgadzam się z Tobą w 100%. Dobre zdjęcia to podstawa dobrej oferty sprzedaży/wynajmu nieruchomości. Warto o nie zadbać 🙂 Zdjęciami łatwiej sprawimy, że potencjalny nabywca wyobrazi sobie siebie w takiej nieruchomości.

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