If in two weeks you cannot lower the price of the house you want to buy, break the negotiation. If you are lucky enough to have a good sum in cash, don't hesitate to show it: a 'hungry' liquidity vendor can discount up to 20,000 euros just by seeing hard cash. Spending time studying the area -and shrewdness in investigating the owner- and following the correct strategy are rewarded with discounts of between 20% and 30%. In other words, negotiating well is equivalent to subtracting between 40,000 and 60,000 euros from the 200,000 on average that is paid today for a 100-meter flat in Spain. Or, what is the same, avoid dedicating to housing the salary of up to 5 years of work and a 'mileurista' salary .
Suvivienda.es has distilled the wisdom of different real estate experts in seven tips to make your home purchase as cheap as possible. And as a tip, two tactics not suitable for men: the kind of tricks that would never be explained in a negotiation class.
1. The golden rule. "The main thing is to find a house with ability to use free flooring estimate before seller who needs to sell," says Eduardo Molet, spokesman for the Real Estate Experts Network (REI). The task is not as obvious as it seems. Despite the one that is falling, behind the 'For Sale' signs there is not always an anxious seller. Really, the urgency to sell has "the families that receive apartments in inheritance, the divorced and separated. Those are the ones that offer the most competitive prices," explains Gerardo Álvarez, commercial director of one of the Look & Find offices.
"The maturation period in a sale must be 15 days maximum"
2. Elementary, dear buyer. But how do you get to that owner eager to listen to offers? If the objective is in the hands of an individual, "you can go to the Property Registry, to see if the house that interests us is the result of an inheritance or if the owner is mortgaged in another property ...", comments Domingo González, editor of the economic blog elblogsalmon.com. In the event that the buyer confronts a promoter, he must find out how much he pays for the mortgage on that apartment, to get an idea of how much it can go down : "this can be found when we go to the bank to subrogate ourselves to his loan "says González, or, himself" if he finds himself in a hurry, he can offer the buyer the housefor what remains to him of mortgage, still without gaining anything ", affirms the promoter Daniel Ruiz. In his case only " he has put to mortgage " the last floors that were left to sell of some promotion. A data that those interested in acquiring housing must keep in mind.
3. The tranquility of 'biting the coin'. "If the buyer comes to see an apartment of 150,000 euros with 40,000 in cash, well in sight of the owner, he can immediately lower 20,000." A psychological tactic - 'bird in hand is worth more than a hundred flying'- that works the better the urgency of the seller to get cash. "For some, 70% of the initial price in 15 days is not the same as only the possibility of obtaining 100% in six months," says Valentín Fernández, director of promotions at Foroconsultores.
"We put it this way to the promoters: if another sells 100, you are going to stop selling 100. If you do not lower it for us, another will do it"
4. Buyers, a scarce species. To negotiate successfully, it is necessary to understand that good buyers -solvent and attractive to a bank- are increasingly "rare birds". "Currently, there is a real bag of buyers that is not going to grow; we all want to buy an apartment but few meet the credit requirements demanded by banks," says Plácido Iglesias, responsible for Santirso, a company dedicated to group purchases. . "We put it this way to the promoters: if another sells 100, you are going to stop selling 100. If you do not lower it for us, another will do it." The solvent buyer today represents the 'nobility', the privileged class of the real estate market.
5. Painless as removing a band aid. "The maturation period in a sale must be 15 days maximum"; Why? "A quick negotiation is positive for both the seller and the buyer," says REI's Molet. "The longer the owner has the 'For Sale' sign hanging, the more vulnerable his position will become," says Germán Navarro, president of the Granada Office of Real Estate Agents, and "if prices do not drop now, it will have to do it in six months and in a higher percentage ", Molet concludes. The buyer also has to take into account the seller's' mental fatigue ', which will be more receptive if they perceive that they will close the deal quickly and'
I know people who have been looking at flats for a year and have become true experts in the sector "
6. Time as an ally. Once the negotiation has started, it is better to close it as soon as possible, but until that point, time works in the buyer's favor. Economics class, lesson number 1: Cost and value - what someone is willing to pay for a good - are different terms. There is currently a perception that the value of real estate is going to depreciate, especially the used housing segment, in the coming quarters. "I know cases of people who have spent a year looking at flats , and have become true experts in the sector," says Gerardo Álvarez of Look & Find. "Now the buyer can visit 15 or 20 houses before deciding, because he knows that when he has reached the last one, the first one will continue to be available."
7. The dance steps. How do we approach the seller? In the first call, it is not convenient to be excessively interested when making the appointment, the seller might believe that it has weight in the negotiation, "explains Fernández, from Foroconsultores. During the first visit, no offer should be launched, however much the And, of course, "no comments from the court: 'how good would the bed be there or the dresser there'", Álvarez sentenced. In the second, after mentioning all the failures that occur to the buyer and his companions- , We must propose a price "up to 60% lower than the starting one" , Molet proposes, or "the lowest we have seen in the area," says Germán Navarro, spokesman for the APIs.
At this point, the push and pull will begin. Faced with the foreseeable negative of the seller, we will increase 5% and wait . The target reduction: between 20% and 30% of the original price, in most cases, will be within reach. Of course, "you should never make more than two visits," advises Álvarez, of Look & Find.
And finally, the tricks of dubious elegance only suitable for the least scrupulous buyer:
- The last 'rebate', in the notary. Eduardo Molet, from the Network of Real Estate Experts, launches a notice to boaters: "Several notaries have told us that some buyers obtain last minute discounts in their offices." The usual thing is to offer a minimum amount to the seller as a signal with the promise of signing the deeds in a short period of time. Convinced of the sale, the owner empties the apartment, agrees to other payments and, at the time of sealing the sale before the notary, the buyer will appear half an hour late, with feigned disgust: "Look at what the from the bank: yesterday they tell us that the mortgage is given to us for 10,000 euros lessthan we had agreed. So either you settle for that money, or I can't buy you the apartment. "According to Molet" 99% of the owners 'swallow' ".
- The buyer and his gang. Anything goes as long as it undermines the owner's morale. The interested party goes to see the house in question and launches a fairly low but within reasonable offer, which the seller rejects: "it is too low." Over the next few weeks, he will start receiving several calls from people proposing even lower prices, unknown candidates to him, but friends, neighbors or relatives of the first buyer, who has orchestrated a tactic to make your initial offer attractive. After a while, the buyer will call the buyer again to make a higher offer than the initial one, which, compared to those received in the interval of these two calls, will seem like a godsend. For Valentín Fernández, of Foroconsultores, this strategy is "very inefficient. There are no, or at least I do not know, such credulous sellers."