08.11.2012

The beautiful term “exposition” is probably already known not only to market professionals, but also to consumers. And yet, let us clarify - by the words “exposition of an apartment,” experts mean the location of the object on the real estate market. Every owner who is really interested in selling their apartment always wants the exposure period to be as short as possible. The best realtor of the month based on the results of work in October, an expert in real estate operations of the Khamovniki branch, Elena Tsareva, talks about what influences the duration and success of the exposition. *

The exposition of an apartment begins from the moment information about your home enters the database and ends when you have decided on a buyer. This is a difficult and responsible period. Your home apartment, where every little detail is connected with memories, is meticulously viewed by strangers as a commodity, sorting out all its advantages and disadvantages. Most likely, you want all this to end as soon as possible, so you can breathe a sigh of relief and calmly prepare for the deal. And everyone wants their home to be appreciated.

Factors of influence

“The duration of an apartment’s exposure depends on several components,” says our expert Elena Tsareva. - One of the main factors is the so-called liquidity housing: how much demand are similar apartments in such an area.

Of course, high demand allows you to sell a property in a shorter period of time.

- There is a concept of average price, which corresponds to the most common prices for housing of this type. If your goal is to sell as quickly as possible, the price should be either in the average or slightly lower. If you are offering an object at a price above average, it means that your apartment should have clear advantages: for example, European-quality renovation, convenient transport links, a school or kindergarten under your windows. If there are no significant advantages, it is better to settle on a more acceptable amount for a potential buyer. Judge for yourself: will it be possible to quickly sell a two-room apartment for 8 million 800 thousand rubles, if it is, to put it mildly, in normal condition, and its “red price” is no higher than eight million? Of course, if the client insists on his inflated price, the real estate specialist will look for a buyer, and there is even a chance that he will find one. The whole question is how long it will take.

Most likely, you will have to wait for months, and it is unknown whether you will be able to earn that much money.

The type of house (brick, panel, block, monolithic), as well as the floor on which the apartment is located, has a certain significance. For example, an apartment on the ground floor is always sold a little cheaper.

“This trend has its own everyday reasons,” explains Elena. - Residents of the first floor, as a rule, are faced with a loudly closing front door, from which, moreover, it blows all the time, and, possibly, unpleasant odors coming from the basement. In addition, you will definitely have to install bars on the windows to protect your home from thieves. There was a period when apartments on the ground floor were bought very willingly, especially if the house was located near a bus stop or metro station, on the so-called “red line”. Many purchased them in order to subsequently convert them into an office, store, hairdresser, etc. However, now the situation has changed. Firstly, the rules for transferring residential premises to non-residential premises have become more stringent. Secondly, on today’s market there is a good selection of ready-made non-residential premises that do not need to be converted, wasting a lot of time and nerves. And business representatives most often prefer them.

If we compare the primary and secondary housing markets, apartments in new buildings are in higher demand (and therefore sell faster). The apartment, which already belonged to someone, is decorated in the taste of the previous owner. A potential buyer may not like the renovation or even the seemingly convenient redevelopment. And, as you know, remodeling is more difficult than doing it from scratch. A new building in this sense is like a blank sheet of paper, and does not present any such difficulties, says Elena.

So, among the factors influencing the exposure of housing, one can note its liquidity, adequacy of price, type and location of both the house and the apartment.

- However, in addition to these parameters, the duration of the exposure of the apartment is also influenced by the degree of readiness of documents and the presence of the title documents themselves: purchase and sale agreements, donations, exchanges, a certificate of inheritance by will or by law, a court decision, a certificate of full payment of the share etc., -Elena notes. - When considering each housing option, real estate company specialists assess the possible risk based on the availability of the owner’s title documents. And if the risk is too high, we advise continuing the search, although the choice is always up to the buyer.

Depends on us

According to the expert, we are unable to change many of the factors that influence the duration and success of housing exposition, even if we want to. It is not in our power to move the house closer to the bus stop and school.

The same can be said about the material from which the house is built, the number of storeys, and, finally, about market conditions. However, there are other success factors that depend on us. For example, we are quite capable of collecting a set of documents on time. The same goes for properly preparing the apartment for viewing.

- No one is asking you to spend a lot of money, you can simply glue up wallpaper, lay down a new one instead of the old worn-out linoleum, even if it’s inexpensive - this will give the apartment a more well-groomed look and will certainly play a role.

There is no need to even talk about general cleaning, not only in the rooms, but also in the kitchen and bathroom. In addition, you need to pay attention to smells - they have a stronger effect on a person than we think. We also usually advise sellers to thoroughly clean the windows and open curtains and drapes to let more light into the apartment. In general, there are no unnecessary details in preparing an apartment for viewing, because you will not have a second opportunity to make a good first impression on the buyer, our expert summarizes.

In addition, when showing an apartment, professionals advise minimizing distractions.

It is advisable that as few people as possible be present during the showing (and if there are animals in the house, it is better to remove them from view). This will give the potential buyer the opportunity to calmly look and evaluate the apartment, and imagine himself as the owner.

* And finally, one more important piece of advice. Let the agent negotiate: Be friendly and polite, but do not interfere with the agent-buyer negotiations. Try to give comprehensive answers, but only to the questions that are asked. Your agent knows best what is important to the buyer and can easily handle any situation. According to experts, all of the above tips will help you sell your apartment at the optimal price and in the optimal time frame.

Elena Tsareva
She has been working at Reskor for many years now; she is distinguished by an absolute sense of responsibility and the ability to properly build relationships with clients. This is probably why in their reviews they note her individual approach, responsiveness, and complete understanding of their requirements, sometimes even on an intuitive level.
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6 useful tips from realtors to apartment sellers

The average period of exposure of an apartment on the real estate market is from two and a half to four months. But sometimes it’s possible to sell in three or four weeks. It’s all about proper pre-sale preparation, which is sure to attract buyers, realtors assure. Many people think that realtors are those representatives and intermediaries who are able to carry out a transaction from beginning to end and completely ensure its safety. Unfortunately, it is not. Yes, it’s quite possible to find an option. Yes, organizing the execution of the contract and transfer of documents to the MFC is no problem. Yes, coming to the apartment and being present when the act of acceptance and transfer of residential premises is signed is not a problem. And lastly, upon completion of registration of the transfer of ownership or before it begins, help in signing and transferring the receipt. Perhaps that's all. 04/20/18: Syria and the weakening of the ruble spoiled the demand for apartments in April In March, the Moscow Rosreestr registered 11,654 housing rights based on purchase and sale agreements. Compared to February, the figure increased by 14.9%, and compared to March 2017 – by 14.1%. Of course, the increase in the number of rights transfers in March relative to February is largely due to the fact that February was three days shorter. But at the beginning of spring, the market remained quite active compared to last year: in March, approximately the same number of transactions were completed as in October-November, the most productive months of autumn 2017. And in the first quarter of 2018, 09.21.17: Apartments in Moscow and the Moscow region in August-September 2017: sellers hope for an autumn price increase In the fall, apartment sellers traditionally expect a significant increase in demand and housing prices. In recent years, their hopes have traditionally not been justified, but hope, as usual, is the last to die. Demand August Judging by Rosreestr statistics, in August the demand for secondary housing in the Moscow region generally remained stable. In Moscow, the department registered 10,239 transfers of rights to real estate - 3.8% less than in July, and in the Moscow region - 50,012 (+3.2% compared to the previous month). Compared to last year, in Moscow the figure increased by 7.6%, in the Moscow region it dropped by 2.6%. 06/20/17: Apartments in Moscow and the Moscow region in May-June 2017: prices are inflated by 25% The May holidays were not in vain for the secondary housing market, which is in a protracted crisis: according to Rosreestr, the number of transfers of rights to real estate in Moscow decreased by 9.8% compared to April. However, May did not live up to the worst expectations of realtors. The need to regulate the activities of realtors has been discussed for a long time. The result was the bill “On intermediary (agency) activities in the real estate transactions market.” True, according to experts, there are still many shortcomings in it. The editors of the site figured out what the new law can give to buyers and sellers of apartments, as well as other changes in the field of real estate activities. Confirmation of qualifications and financial responsibility According to the Russian Guild of Realtors, approximately 4.5 million real estate transactions are carried out in Russia per year, of which about 3.5 million are carried out with the help of realtors. 09/07/16: Apartment buyers are on the hunt for discounts Because of the crisis, even non-poor Russians have turned into “bargain hunters”, and sellers - both developers and private owners on the secondary market - amid an intensified struggle for scarce buyers, are agreeing to concessions unthinkable just a couple of years ago. However, not all discounts are “equally useful” - a large discount may be a marketing ploy or an attempt to hide serious shortcomings of the property. 09/15/15: Sellers begin to reduce discounts - along with apartment prices The vast majority of apartments on the secondary market in Moscow in August, as in previous months, were sold at discounts - up to 20% of the initially stated price. At the same time, a number of realtors note a tendency towards a reduction in the size of the discount, as owners set more and more reasonable prices. 01/10/14: How to buy an apartment and not fall into the clutches of scammers Any professional lawyer and realtor has his own established algorithm for checking the purity of a transaction regarding real estate put up for sale. But despite all the differences in approaches, there are certain details that every professional working in this field takes into account. 04/23/13: Buy an apartment in Moscow and do without a realtor Often people have a negative attitude towards realtors because they believe that they impose unnecessary services on them. But the market is developing, and now some agencies are ready to provide individual services instead of expensive full transaction support. General Director of the Finance-Real Estate agency Elvira Dadasheva spoke about what a person can do on his own, and in which cases it is better to involve a specialist, during the online conference “Buy or sell an apartment: act independently or through an agency?” It is believed that in a purchase and sale transaction on the secondary market, only the buyers are at risk. But few people think about apartment sellers and how they can be deprived of money or property. Let's look at the most common problems that real estate sellers can expect - all of them have been encountered either in my practice or in the practice of my colleagues. They can be avoided by following simple rules.

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Point of view

How to reduce the exposure period of a commercial real estate property?

Dmitry Mikhailov, development director of the crowdfunding platform AKTIVO

It is no secret that selling a commercial property is not an easy task and requires quite a lot of time. And the more expensive the object, the longer the duration of its exposure. Based on my own experience, I can say that, as a rule, a high-quality object costs up to 100 million rubles. objects worth 300–600 million rubles can be sold in 1–3 months. - for a year and a half, and the sale of a building at a price of 600 million rubles. may take years. Such statistics about the duration of exposure, of course, are something like the average temperature in a hospital. Situations when everything seems to be in order with the object, but the transaction does not go through, are also not uncommon. What are the possible reasons why a high-quality property is not for sale, and how can we reduce the period of its exposure?

Reason one: negotiations with the buyer become a theatrical stage

Unfortunately, some sellers of commercially unattainable properties still live in pre-crisis realities, when there were many buyers on the market and few premises. The seller understands that his goal is to get more money for the property and avoid unnecessary questions from buyers (after all, buildings and premises are, as a rule, not in perfect condition). Such a seller begins to behave arrogantly and condescendingly with the buyer, demonstrating that he is a very serious, busy person, but the buyer who comes to meet him raises doubts. With his entire appearance, he demonstrates that he is a “Businessman” with a capital B, so it is not a fact that he will talk to such a buyer and generally sell him his property. The owner says that “perhaps he won’t sell,” provoking the buyer to prove his worth and persuade him to sell the building or premises. However, such a “one-man show”, as a rule, does not work for today's buyers. “You don’t want to sell, why did you call for a meeting?” they ask themselves and never call back. It is better to abandon this way of doing business in the current market situation.

When raising the price of a property, you should also not say that today 5 more buyers will come to you, and your building has caused a real stir on the market. Buyers of commercial real estate, in turn, are sure of the opposite; they know that there is a crisis in the country and there are no buyers except them (even if in fact they have competitors and will still have to take part in the auction).

Reason two: lack of information about the object

Wanting to sell an object quickly and at a high price, the seller often praises it. He tells how this property is dear to him, how much is connected with it and how well the tenants are doing here. This position for the seller is quite logical. You just need to understand that today’s buyer is not at all the same as before. If, say, in the 90s (when the property was purchased by the owner himself), transactions took place at a “conceptual” level, and buyers evaluated objects according to the criteria “like it - don’t like it”, “good building or bad”, but now times have changed. Most buyers in the commercial real estate market are professionals. They don’t care about emotions; they need detailed information about the object.

To sell a building or premises, you need to prepare for a meeting with the buyer and know how to answer questions about the taxation of the property, its technical condition, tenants and their financial capabilities, maintenance costs, etc. If such information is not available, the owner often says that he will find it later or refuses to answer questions, and the buyer is not happy with this. For him, acquiring a property is a business, and it’s a pleasure to work with a professional. Understanding that you won’t get information from the owner, and that you will have to unravel the tangle of problems at the property yourself, gives another reason to look for another property or postpone the purchase.

Reason three: deliberate suppression of the object’s shortcomings

Often, when selling real estate, sellers prefer to withhold information about the costly part of the property. They willingly report the income they receive from tenants, but they prefer not to tell potential buyers about costs. In their opinion, this kind of data could scare him away. In reality, everything turns out just the opposite. The buyer understands perfectly well that there is a cost component in the rental business, and wants to know what it is for this property. The lack of information leads to the fact that a potential buyer is in no hurry to purchase a “pig in a poke,” because he will have to pay a lot of money.

Reason four: inertia or ignorance of current market trends

The investment market in Russia is constantly evolving. And one of the current market trends is the development of crowdfunding in real estate. Crowdfunding involves the participation of a large number of investors - individuals - in the transaction. This is the advantage of crowdfunding, because the financial capabilities of such a project are wider than those of an individual private investor or legal entity. It can be easier to agree on a price with a whole pool of investors. At the same time, the very structure of a deal with a crowdfunding project may differ significantly from the usual one. There is no point in refusing such offers right away. It is better to consult with a knowledgeable lawyer or study the issue in detail yourself.

For example, the last deal of our site to purchase a retail property in Dolgoprudny (the anchor tenant is the Victoria supermarket) involved the sale of the property to investors of the site through a closed mutual fund. The owner of the property transferred the property to the balance sheet of a closed-end mutual fund, receiving in return 100% of the shares of such a fund. Private investors entered the project by buying out shares from the owner. As a rule, these types of purchase and sale transactions can be closed within two to three months. The terms of the purchase of the property can be specified in the contract, and the transaction itself can be terminated if problems arise with the purchase of the premises. At the same time, the intermediary represented by the crowdfunding site is in no way interested in slowing down the process (as buyers often do, asking for installments and delaying the deadline for the next tranche) and not buying the entire property, because the site’s profit is the percentage from the sale of shares in commercial real estate. Participation in such an investment project allows the owner to sell the property faster.

* approximate estimate due to the small number of offers

In the industrial real estate market, exposure periods are longer than in the residential and other commercial real estate markets. Table 3.4.1 shows that, on average, almost any industrial property can be sold within a year. However, the specific duration of exposure of a particular object depends significantly on the type of this object, its location and quality, as well as the price’s compliance with these factors.

The most liquid industrial real estate at present can be considered small-format warehouses and industrial premises (up to 800 sq.m.) with a favorable location, usually in the 1st zone. The exposure period of such objects ranges from 2 to 6 months. Thus, on the market for the purchase and sale of warehouses, more than 50% of all offers are warehouses with an area of ​​less than 800 sq.m.

The maximum exposure times are observed for large-format objects. Illiquid objects on the industrial real estate market include not only large-format bases, but also free-standing low-quality objects, most often warehouses. The offer database even contains unfinished construction projects, which can be classified as extremely illiquid.

The exposure period significantly depends on the quality of the object. Properties that best meet buyer requirements and are in good condition sell much faster. If the property is in poor technical condition, it is extremely difficult to sell or rent it out.

Exposure dates for production facilities in the rental market comparable to the periods of exposure on the purchase and sale market. The liquidity of a property in the rental market also largely depends on the quality of the property itself and its management.

The length of exposure in the industrial real estate segment is directly related to the degree of vacancy (underutilization) of facilities. The degree of vacancy can be defined as the ratio of the amount of unleased space to the amount of total area subject to rent. For various segments of the real estate market, there are typical market values ​​of this coefficient, deviations from which indicate the quality of management of a particular property (the values ​​of the coefficient may change with a change in the owner or manager of the property).

The table below shows the range of vacancy rates for the rental market for industrial facilities in the city of Perm.

Table 3.4.2

Degree of vacancy of industrial facilities, %

From Table 3.4.2 it can be seen that the degree of underutilization for various objects of the industrial real estate market ranges from 0 to 30%. The highest degree of vacancy is typical for objects of large area - buildings, premises, warehouses with an area of ​​over 10,000 square meters. m, as well as production bases and territories. The highest load is typical for industrial premises and small warehouses in good condition.

10. Exposure period of the valuation object - the period of time from the date of presentation to the open market (public offer) of the valuation object until the date of the transaction with it

Source: Decree of the Government of the Russian Federation dated July 6, 2001 No. 519 (as amended on December 14, 2006) “On approval of assessment standards”

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