the property on a scale from zero to ten, where 0 means you will sell the property for another year and 10 means you needed to sell the apartment yesterday.
Please name a number.
There is no 6 in this coordinate system.
If the client rates his motivation from 0 to 5, you can safely hang up in your CRM system and log: 8 999 713 33 30, Bogdan (A) – the alternative and the number that Bogdan named.
Why?
Because Bogdan has no motivation. He can wait a year, six months, and you need the money now.
For the sake of experiment, you can safely transfer all your unmotivated clients to your colleagues who refuse to run their own business and use scripts.
And you will see how at the moment when you already have substantive negotiations with motivated clients, your colleagues will be aggressive, lose heart, get angry because of negotiations with your unmotivated clients. Then you will understand that your money is in your hands.
You have already understood that if a client evaluates his motivation from 7 to 10, then this means that the client is ready to bargain, installments, concessions – on any conditions, if only to achieve the desired result as soon as possible. Work only with motivated clients: their high motivation today = your money today.
Now you have the answer to the question why you should read this book.
Chapter 4 WHAT IS THIS PROJECT?
Everyone wants their own apartment. And there are only three answers to the question “Why do people want to buy real estate?”:
▪ For life;
▪ For recreation;
▪ For investment.
But the majority cannot afford to invest or simply buy a small studio to live in.
Working with sellers and customers on a daily basis, I came across the fact that people would like to invest and expand, move out of their apartments, but after selling their “one room plus one” they simply do not have enough funds to purchase two properties, not to mention three …
I will try to explain why, thanks to you, your clients will be able to freely invest and buy three apartments instead of two.
You have this book and you can do anything!!!
In Moscow and large cities: St. Petersburg – Yekaterinburg, Omsk – Tomsk, companies operate in smaller cities and earn very good money using project, but not at full capacity.
“Light” method
Companies find an illiquid four-room apartment on the first or second floor above a commercial non-residential floor.
An agreement is concluded with the owner of this housing that the apartment will be sold in parts due to the fact that the market dictates its own rules and it is easier to sell a small studio than an illiquid four-room apartment.
If the owner is motivated, he does not care how to sell, if only quickly.
Object in work: advertising is being done, renderings with a studio plan. Each location is given catchy names (“Madrid”, “Rio”, “Riviera”, etc.) and as many advertisements as possible are issued for each – to move trade.
The result is a low price for the studio, and here there are those who want to buy the treasured square meters inexpensively. In addition, this is not some kind of communal apartment, this is a full-fledged studio with amenities (re-planning was carried out with the allocation of a bathroom zone).
A rush is created around the created real estate objects, and a preliminary agreement is signed with those wishing to purchase such studios, where a separate studio is assigned to each and an obligation is prescribed to repair and re-plan it within the terms agreed after the transaction.
And then one day, buyers are invited to a deal for the sale of a share in an apartment.
An example is the huge number of profitable houses in St. Petersburg. In a word, the portrait of the customer here is an investor who is interested in long-term investments.
There are a lot of additional aspects in this “Light” method. This is, for example, the absence of a mortgage. You also need to forget about material capital and other subsidies – only cash. Another feature is the waiver of the pre-emptive right to purchase. And many others.
Always choose the most difficult way: on it you will not meet competitors.
“Hard” method
In the real estate market of any city in our country, there are objects that are attractive only when you own such objects, but do not buy them. Too long-term investment.
Let’s look at the example of a hotel on the beach, Pribrezhnaya Street.
Object cost: RUB 40,000,000
Area: 500 sq. m (useful area).
Number fund: 24.
Average annual rate: 2,500 rubles.
Hotel occupancy: 237 days – 65%.
Income from renting one apartment per year: 592,500 rubles.
Net profit of one apartment: RUB 414,750 (we subtract 30% – trust management fee)
Net profit of the object: 24 is multiplied by 414,750 rubles and we get RUB 9,954,000.
We calculate the payback period: divide the cost of the object by net profit and get 4 years.
This is the period for which the investor returns the investment.
Remark: an investor can increase the class character, invest additionally in the renewal of repairs, the creation of recreation areas, saunas and a swimming pool, and thereby receive a higher average annual accommodation rate per day, i.е. accelerate the return on investment.
The property is an operating hotel.
Due to the long stay in the real estate market, the over-motivated owner is ready to go for installments from six months to a year.
We need to meet with the owner, and most importantly, take the entire package of documents from him, the floor plan for making the calculation. And here is the calculation itself:
Object cost is RUB 40,000,000 divided by the usable area of 500 sq. m.
We get the cost of one square meter is RUB 80,000.
RUB 80,000 for the property with renovation, furniture and appliances on the beach!
An analysis of the market in this area is being carried out.
The cost of a square meter at the construction stage in this area starts from RUB 300,000
