Ce rol are secretara in agentia ta?

La mai multe agentii imobiliare am identificat “secretare” al caror rol nu este atat sa raspunda la telefoane si sa faca treburi administrative cat au rolul de “dispecer” de oferte imobiliare fata de agentii imobiliari de pe teren. Ajuta-ne sa intelegem cu functioneaza agentia ta sa sa perfectionam programele de gestiune a informatiilor.

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Ar mai fi…

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Multumim!

Posted in chestionar | 1 Comment

RoREN nominalizat la Best Start-Ups 2.0

Recent, F5 – divizia de new media a Realitatea-Catavencu-  a organizat un concurs pentru cel mai bun start-up, iar RoREN a fost nominalizat.  Multumim de nominalizare!  Pe masura ce serviciile noastre se deschid catre publicul larg speram ca oricine sa le poata incerca.

Posted in comunicat de presa | Tagged | 1 Comment

“ISO 9000″ pentru agentiile imobiliare

Acum cateva saptamani am anuntat initiativa de a forma o noua asociatie profesionala pentru agentii imobiliari.  Multumim tuturor celor care ne-au scris, fie pe blog, fie direct cu sugestii si comentarii.  Pentru o inititiva de succes este important sa intelegem cat mai concret actiunile pe care le-ar putea intreprinde aceasta asociatie pentru a a reprezinta cu adevarat membrii si pentru a imbunatati perceptia acestei specializari.

Un lucru care doare tare in perioada asta este lipsa unui barem al calitatii serviciilor de intermediere imobiliara.  Am purces saptamana asta e sa ne intalnim cu Asociaţia de Standardizare din România (ASRO) sa vedem cum decurge efortul de crearea a unui standard european pentru specializarile din piata imobiliara.

Procesul de standardizare a activitatii imobiliare  atat la nivel national cat si la nivelul UE a inceput in 2005. Am vrut sa aflam mai ales cand se finalizeaza unul dintre documentele care vizeaza certificarea profesiei de agent imobiliar. Asa cum v-am obisnuit deja, am apelat direct la “sursa”, adica la Direcţia Standardizare din ASRO, prin amabilitatea doamnei ing. Irina Marcu.

Un adevarat expert in itele destul de incurcate ale mecansimului de realizare a unui standard (mai ales la nivel european cum este cel in discutie), doamna Marcu ne-a explicat etapele parcurse in elaborarea acestui standard pentru imobiliare:

  • faza de anteproiect (analizat in sedinte de catre Comitetul Tehnic)
  • faza de ancheta publica (cu colectarea & discutarea observatiilor)
  • aprobare dupa obtinerea consensului partilor implicate
  •  

    Sigur ca in acest caz trebuie armonizate metodologia de lucru + legislatia + interesele tuturor tarilor europene asa ca procesul s-a prelungit. Se estimeaza totusi ca standardul sa fie finalizat la sfarsitul anului 2009, urmand sa fie tradus si sa intre apoi in vigoare, urmand sa se decida daca ulterior se vor dezvolta si standarde romane specifice. Important: expertii ASRO au participat direct la elaborarea standardului european.

    Toate produsele si serviciile RoREN urmaresc cresterea calitatii serviciilor si a standardizarii practicii de intermediere imobiliara.  In acest sens v-am putea facilita participarea la discutiile din Comitetele Tehnice ale ASRO ca o extensie la intrunirile din seria Business Networking. V-ar fi de folos?

    Fiti pe faza pentru ca vrem sa aducem in prim plan profilul noului tip de Agent Imobiliar, cel care a a adoptat “tactica de criza” si s-a pregatit pentru noua “ordine” in imobiliare. Portretul Agentului „post criza”: calificat, certificat, conform cu legislatia, recomandat, informat, conectat!

    O saptamana buna!

    Posted in relatari | 1 Comment

    Noua generatie de servicii imobiliare 100% antiCriza!

    Stim cu totii! Azi e dificil sa faci rost de clienti !

    Pe timp de criza, succesul nu se mai masoara cantitativ dupa traficul pe site sau apartitiile publicitare! Nu asta te face sa castigi noi clienti! Pe timp de criza, conteaza calitatea serviciilor tale! Conteaza PR-ul personal, intalnirile fata-n-fata, relatiile (cat mai multe recomandari) si bineinteles instrumentele specializate care te ajuta sa argumentezi in fata clientului o investitie, decizia de a cumpara o anumita proprietate ACUM si nu la Pastele… Cailor! Numai asa vei gasi clienti si vei intermedia cu succes orice tranzactie imobiliara !

    Cu aceste idei am inceput intalnirea noastra de Joi, 19 Martie. Business Networking a la ASE !  

    Stefan Negritoiu & specialisti imobiliari

     

     

     

     

     

     

     

     

    Le-am aratat in premiera participantilor, noutatile de pe piata imobiliara, ce inseamna sa ai un profil online in comunitatea noastra de specialisti, cum poti strange recomandari si cum te poti face cunoscut printre clienti si investitori. Un nou model de a face business in imobiliare!

    profil online & software imobiliar

     

     

     

     

     

     

     

     

     

    Orice client cauta mai intai online (cel putin eu asa fac!) De aici vorba: sunt online, deci exist! Azi nu prea mai conteaza ce spui tu despre tine, ci conteaza ce spune Google despre tine :) Incercati sa dati un search pe Google dupa“numele+prenumele” vostru! Ce gasiti? Profilul online inseamna de facto o carte de vizita “interactiva” care poate fi distribuita printr-un simplu click catre toti jucatorii de pe piata de real estate!

    Dupa discutiile din 2102 (sala), ne-am mutat la cafeneaua ASE-ului. Dragut! 

    Ion Anghel & Imobiliar Expert Grup

     

     

     

     

     

     

     

    Asa ca… pe cai ! Relationeaza, construieste, cumpara, foloseste instrumente, programe, rapoarte, baze de date, CRM (tools, tools, tools !) 

    Business Networking & more

     

     

     

     

     

     

     

    Haideti sa colaboram si sa evitam situatii de genul pozei de mai jos:  

    eu cu cine votez

     

     

     

     

     

     

     

     

     

     

     

     

    Pe curand !

    Posted in workshop | Tagged , , , | 3 Comments

    ANPC certifica produsele RoREN in conformitate cu OUG 174/2008

    BUCURESTI - 16 februarie 2009 – Produsele RoREN (Romanian Real Estate Network) sunt certificate de ANPC (Autoritatea Nationala a Protectiei Consumatorului) ca fiind in conformitate cu OG nr. 21/1992 actualizata cu OUG 174/2008 (detalii in scrisoarea de confirmare).

    Prezentarea produselor a fost facuta in cadrul intalnirii de Business Networking RoREN unde agentii imobiliari au discutat si ofera feedback catre ANPC pentru continua perfectionare a legislatiei.

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    Investors still love Romania! (Part III)

    This article has been updated and is now maintained at
    http://roren.ro/ro/article/20/romania-debunking-the-myths-part-iii

    Investors still love Romania (Part III)
    Romania: Debunking the Myths (Part III)

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    Investors Still Love Romania! (Part II)

    romanian-flag

    epi-logoRomania:
    Debunking The Myths

    This is Part II of a 3-part series, courtesy of  Mru Patel, Founder Chairman and CEO of European Property Investments who holds the copyright herein.
    Crap times are here!

    So, all that taken as a whole, the deals European Property Investments (EPI) and the Investors companies I manage together in Romania so far have returned annualised growth in excess of 50%.  Yes 50% per annum! That was exactly a year ago. YES I agree its stopped last year and now as there are fewer to no transactions and difficult to replicate. Even I, at my most bullish, know that kind of growth was NOT sustainable and not even desirable over the long term.

    So what is happening is a cooling period and some distressed sales (I think a lot more will follow) which is exactly the situation right now. That is why it’s great news for the property investor with cash. I feel that the times I had just 2-3 years ago are back again and we have another opportunity to see those gains due to the demand and market drivers explained above. I will be raising another fund and if additional funds are received again over the next 3 months, I could still target key distressed deals from my network of sources.

    I also agree and see the risks of unemployment in Romania, its all part of cost cutting everywhere in the world and performance tuning as Romania is becoming more driven with better western systems and with procedures. However it also has Investments and joining the EU has brought €30B over the next 7 years from the EU alone. This coupled with increasing amounts of BPO, new Foreign Direct Investments for outsourcing in Romania is also creating jobs. The other risks are of Presidential elections next year (well most countries in the world have that issue and how the PM or President will perform), the risk of currency fluctuations (but this is still at a lower level than the changes in the £-€ or $, and risk of recession as like the rest of the world, which due to demand and growth here where majority of the residential properties are owned by locals who have money or equity in existing properties, is a lower rate than other countries.

    Where do you invest now?

    So the limited number of the new deals that I would call “worth an investment in”, are mainly in the city with rentals or potential for rentals to feed the demand. The good deals that I see and get on a daily basis are from:

    • Quick sales due to cashflow needs for bank debts
    • Repossession sales from banks and liquidators (due to my contacts and network here early access to sell off from these are vital before auctions)
    • Early heads up from my surveyors and assessors/valuers
    • Friends in businesses that I meet in my social and Real Estate groups that I belong to (3 monthly meetings types of groups)
    • Social networks on Romanian groups for Private Equity, real estate and Investors
    • others

    So, should an investor be put off by this cooling and, let’s face it, by these scary headline changes about inflation and so on? A fair question.  Let me answer it with another:

    • Why is Ford spending €1 billion in the country?
    • Why has Nokia – the biggest mobile phone company in the world – just closed its German operation and relocated lock stock and barrel to Romania? It will produce a phone every five seconds, incidentally. More importantly, it’ll employ around 3,500 people in and around Cluj.
    • Why is major IT and communications companies such as Microsoft, Oracle, Siemens, Vodafone etc all investing  hundreds of Millions today with major relocations and employment in Romania?
    • Why is the German group Daimler reported to be looking at opening a major new production plant in the country, probably in Cluj?
    • Why is Fadesa (Spanish Developer) investing €1.1B in building a residential complex project with over 12,000 units in Stefanesti? Hot off the press !
    • Why is OPUS building Cosmopolis development also in Stefanesti with over 4,000 units?… Sorry cannot miss this… Why did EPI target that area over 2 years ago and own with their Investors over 30 Ha? We knew these projects were going to happen and bought well ahead of time and will hold for them to start development. Cosmopolis has already started and sold the first tower.
    • Why does the French retail giant Auchan have a massive expansion plan in Romania underway? They’ll have 20 hypermarket outlets here by 2010 and the CEO Regis Mougel jokes that their “expansion in Romania will end only when I retire.” They’re investing some €320 million over the next few years. This is even though their competitor Carrefour being here with similar expansion plans and 4 hypermarkets already in Bucharest alone.
    • Why is the construction company Mivan spending €300milion on a massive new business complex in Bucharest, €100 million for a new logistics park in Bucharest and €700million for ten new shopping malls?
    • Why is the South Pacific Group investing €300million in a grand prix circuit in Snagov?

    Baneasa Investment

    baneasa-investmentTotal land area: 221ha, Bucharest Sector 1, North side of the city. Major components:
    Residential: 3,000 units, selling price > 3,000 EUR/sqm
    Commercial: Retail park, with Shopping Mall, Furniture (IKEA, Mobexpert), DIY (Bricostore), Cash & Carry (Metro), Hypermarket (Carrefour), B&W (Flanco, Media Galaxy), vehicles showrooms, Baneasa Shopping Mall,etc
    Office: Baneasa Business & Technology Park (max 130,000sqm GLA, currently 26,000sqm existing
    Other proposed: Hotel, private healthcare
    Phases and completion schedule: 3 phases, 2005-2015

    Cosmopolis
    cosmopolis

    Total land area: 100ha, Stefanestii de Jos, to the North-East side of the city, 15km from city centre Major components:
    Residential: 4,600-6,500 units, selling price < 1,300 EUR/sqm
    Commercial: 220,000sqm facilities
    Other proposed: Hotel, private healthcare, offices
    Phases and completion schedule: 7 phases, 2007-2014

     

     

     

     

     


    Bonaire

    bonaire

    Total land area: 64ha, Stefanestii de Jos, to the North-East side of the city, 15km from city centre. Major components:
    Residential: 12,000 units, selling price not available
    Commercial & Offices: up 450,000sqm facilities
    Phases and completion schedule: 6 phases, start date 2009

     

     

    City Ring

    city-ring

    Total land area: 20ha, Bucharest Sector 1, North-West, exit to Chitila, adjacent to Ring Road. Major components:
    Residential: 3,000 units, selling price not available
    Commercial: 10,000sqm
    Office: 10,000sqm
    Other proposed: kindergarten, outdoor sport facilities, children playground, restaurant, drugstore
    Phases and completion schedule: 2 phases, 5 years, start date 2010

     

    Ok, I’ll stop there. I could go on, and on. And I’m sorry to labour the point. But it’s an important one. All these investors and dozens and dozens of big spenders like them have a crucial factor in common. They aren’t just talking about the country being a great place to invest with beautiful scenery and great lifestyle – they’re putting their money where their mouths are. That’s the first thing they have in common.

    But there’s something else that I think is just as telling. Each of them is making a statement about the long term potential for their various businesses, whether they are in BPO, IT, Agricultural products, manufacturing or retail – they are investing for the long-term as they see the country has a skilled labour force (staff often with 2 degrees on the CV) that is cost effective compared to other parts of the world yet still in the EU.

    (continued in Part III)

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    Investors Still Love Romania! (Part I)

    romanian-flagepi-logo

    Romania:
    Debunking The Myths

    This is Part I of a 3-part series, courtesy of  Mru Patel, Founder Chairman and CEO of European Property Investments who holds the copyright herein.

    Today I want to talk about what I believe puts some people off investing in Romania. And I want to explain why the reasons are rubbish!

    Before I get into this I apologise for being blunt, but (and as anyone who reads my newsletters and knows me will know), I will say it as it is with little to no gloss ! I’m still passionate about Romania as an investment location, but First, let’s make one thing clear – I’m talking here ONLY about making money.

    Sure, I think a great deal of the country after all I spend over 75% of my time here with the full sacrifice of family life to make this journey with success at the end of it. It has a Buzzing capital of Bucharest,  Beautiful scenery, great lifestyle and the people are great.  But, I’m a property developer and investor and I’m fundamentally fascinated by the place because I want to make profits. I assume you are too, otherwise you wouldn’t be reading this, or you are an investor with me and want to read whats really happening here.

    Over Christmas, I took 5 weeks off to specifically look at my life, catch up on family neglect, music (my other passion) and investment strategy. I returned in Romania and continued again for a further 3 weeks. I reassessed why I am still in Romania. Do the key fundamentals still stack up for my reason to go there in the first place? Does the research analysis still hold true?

    When I researched Romania 5 years ago, I did a complex spreadsheet (my IT analytical background kicking in) looking at every major aspect of why invest in the country, ranging from GDP, Foreign direct investments, population, finance, growth in middle class etc through to country related real estate market, supply, demand, growth, who is buying, prices, costs,  rentals, disposable income, intrinsic property value etc. I am convinced the country still holds good grounds for good returns on investment, albeit with the current tide has become slightly longer (but NO way as long as UK, USA, Dubai, India etc). I have not read one report or heard any expert in those countries markets say that the prices will recover or get back to where it was in the peak within 5 years.

    This is no way Biased as I am of Indian origin and have invested there, a UK citizen (also have small investments, a home, friends & family there), My wife and kids and a lot of my family are also American citizens, a Dubai resident and an Investor in Romania. So I could return to any of those countries as I know opportunities exist there too, and be closer to friends and family. I strongly believe Romania is better and will explain/debate why.   Hence, I will continue to spend most of my time here because for any major investment (and most importantly managing friends and family types of Investors too) one needs to be very close to the ground and live there to be in real touch with the locals unlike a lot of Investors and Investment companies here who fly in and out on a fortnightly or weekly basis for a few days and “Partner” with locals !

    The Romanian market summary is as follows:

    • Old apts have crashed to approx 30-40% from peak (as new apts become available) 
    • New apts have kept their prices due to demand but I see some developers offering discounts for multiple purchases or special offers (how ever NOT more than 10% max. The developer friends I have here are willing to do early investment deals with higher returns (as with most parts of the world) 
    • Offices and commercial buildings are still in demand and have kept their prices
    • Office rents are still the same or even increased in some areas due to demand and fallen by 10-20% in areas of over supply, largely in the north area.
    • Land prices are very difficult to say as this is where the transactions have fallen so there is NO real view of pricing, however as a whole from the fewer transactions it has fallen in general by some 10-20% from a year ago purely because of desperate sales bringing them down (most sellers are holding!)
    • Romania is not hit as badly as other countries as it does NOT have much debt, mortgaging and finance is new and the National Bank asks the retail/investment banks to put 40% of the credit loaned to the client as security with the National Bank.

    I then compared the above with whats happening with UK, USA and Dubai. The picture was a lot worse and the recovery period from most analysts a lot longer !

    One of the first reasons I come across – or have more recently – is the idea that Romania is in some way risky. Why?

    Well, one reason is unfamiliarity, I’m convinced. People just don’t understand this market, this country, very probably because they haven’t been there and they find the startling economic transformation taking place hard to believe or fathom. Anyone living in Dubai or a major Chinese city probably wouldn’t. Anyone living in Ireland for the last ten years or so probably wouldn’t have trouble either. But it is a hard task for many to see this kind of transformation without concluding that it is in some way risky or some kind of bubble.

    The main difference here is the Romanians are avid owners of property and majority of the real estate here is owned by the Romanians who aspire to move to better accommodation and locations. They absolutely would do anything to live a better life and have dreams of quality homes, cars, food, lifestyle products etc. All the big brands are doing well here often sold at higher prices than in the U K. There are ample luxury cars from Phanthoms, Lamboghinis, Ferraris, Maseratis, Bentleys, through to thousands of the usual Mercedes, BMW, Audi etc. Last year Porche/Audi said it was their highest performing country in EU. Just Bucharest alone sold over 300,000 cars with a population of 2.5M. 

    Romania is also advantaged with natural resources like oil, gas, iron ore, gold, crystal etc and the second largest exporter of key agricultural products like Corn, Wheat, sunflower seeds/oil etc. This is a key criteria for the Export/GDP ratio where Romania is growing and hence why the shock is NOT as large as countries where that ratio is small e.g. Germany, France, UK, Dubai etc. A recent report I read from BCR (Owner is Erste Bank, the largest Austrian bank here), stating that the economy in 2008 was still not bad (GDP growth at 8.2%), and will slow down in 2009 due to the recession, but NOT go into negative situation like in some countries.

    The foreign direct investments (FDI) grew in 2008 by over 26% to €9.02B, from €7B in 2007. Just yesterday I heard 2 new development projects still going ahead worth over €1.9B and starting next month having secured the finances etc. The Spanish and Israeli developers building in the suburbs are very close to some of the lands EPIS & Investor partners have bought.

    But, OK, let’s face some reality here. There is a severe recession and I even hear depression talks constantly in UK, USA, Dubai and India. There is a nervousness around generally where to invest and what to invest in or even just hold and do nothing, sit tight, hold on to cash (Cash is King!) etc which is inevitable. We’ve had a period of incredible global growth and now we are seeing a slowdown and price crashes and a lot of organisations going under… another discussion about my favourite topic of Banking and Bankers in general !!! And I hear people talk about deflation, balance of payments, rising interest rates later in 2009 etc. I’m not dismissing any of these factors. They’re real. They are having an effect on economic growth and in turn slowed the property price in some countries and crashed in others.

    (continued in Part II)

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    Se pune de-o noua asociatie profesionala pentru piata imobiliara! Ce doriti sa va ofere?

    Recent am fost in discutii cu ARAI sa le oferim platforma de produse si servicii RoREN in scopul adoptarii unui sistem MLS de catre membrii ARAI. ARAI a pus conditia ca toata lumea care are acces la produse sa fie obligata sa faca parte din ARAI (fara sa ofere insa un plan de extindere a bazei de membri sau de promovare a specializarii de agent imobiliar).

    Negocierile au stagnat cand, un mic sondaj in piata si printre membrii RoREN, a scos la iveala ca reputatia ARAI de asociatie care “face treaba” pentru membri ei, nu e tocmai roza. Am fost de-a dreptul somati sa nu fortam lumea sa intre in ARAI :-)

    Episodul a generat o intreaga discutie despre rolul unei asociatii profesionale in piata si despre responsabilitatile conducerii fata de membri mai ales intr-o perioada de criza de economica. In consecinta, incurajati de membrii RoREN (care formeaza de facto o asociatie profesionala), purcedem la a intelege ce inseamna sa fii o asociatie profesionala de vaza.

    Ce doriti sa va ofere o asociatie profesionala in baza cotizatiei?
    - Reprezentare in fata autoritatilor si legiutorilor
    - Cursuri de specializare
    - Asistenta juridica
    - Promovarea specializarii
    - Locul unde-ti faci relatii si-ti gasesti parteneri de afaceri
    - Instrumente specializate cu care sa-ti poti face treaba mai bine (in cazul nostru ar putea fi contracte tipizate, software sau baze de date cu informatii specifice)

    Cine sa fie inclus in comunitatea profesionala?
    - Strict numai din specialitatea ta (agenti imobiliari cu agenti imobiliari)
    - Conectarea mai multor specialitati care servesc clientul intr-o tranzactie (agenti imobiliari, brokeri de credite imobiliare, cadastristi, etc)

    Cum rezolvam dilema subiectivitatii conducerii?
    - Asociatiile existente astazi au in conducere oameni care conduc la randul lor afacerile proprii in domeniu. Asta duce la subiectivitate in decizii pentru ca oamenii au tendinta sa nu adopte o solutie care ar beneficia comunitatii pe larg daca este in dezinteresul afacerii proprii (avem exemple recente )
    - Cum asiguram ca asociatia e conectata la problemele reale din piata fara sa introducem doza de subiectivitate care vine cu a instala conducere cu conflict de interese?

    Conteaza forma legala pe care o ia asociatia/comunitatea de specialisti?
    M-am consultat in aceasta initiativa si cu conducerea ANEVAR, una din cele mai respectate asociatii profesionale din Romania, pentru a compara o organizatie cu statut legal de asociatie profesionala cu o societate comerciala. Concluzia este ca atat timp cat se ofera serviciile si reprezentarea de care are nevoie comunitatea de specialisti care adera, nu conteaza cum e organizata legal. Care e parerea dv?

    Corectie 23 feb: “M-am consultat in aceasta initiativa si cu _fosta_ conducere ANEVAR”. 
    (Pentru inceput am vrut sa ma consult cu cineva care a fost mai aproape de inceputurile ANEVAR si se intampla ca in baza colaborarilor recente d-l Ion Anghel ne este accesibil.  Ii multumesc pe aceasta cale pentru amabilitate si timpul oferit. Pe masura ce intelegem mai bine forma pe care o ia comunitatea noastra vom cerceta extinderea parteneriatului cu ANEVAR sa ia in considerare si noua asociatie.)

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    Drama pietei imobiliare sau “pana cand vor mai scadea preturile?”

    Am avut sansa in ultimele luni sa stau de vorba si sa aud parerea unui set foarte divers de oameni din piata imobiliara, de la conducatori de firme mari, pana la firme “de cartier”, fie agenti imobiliari, dezvoltatori sau evaluatori . Imi permit sa pun cap la cap aceste experiente si sa prezint o sinteza, care, ca orice sinteza, implica generalizari pe care va rog sa mi le scuzati acolo unde sunt si exceptii.

    Drama pietei imobiliare este ca a uitat (sau poate n-a stiut cu adevarat niciodata) ca exista pentru a servi cumparatorii care-si cumpara o locuinta si investitorii care investesc pentru profit. Pana cand intregul lant de specializari imobiliare nu reuseste sa-si serveasca clientii, piata va stagna si implicit preturile vor scadea. E atat de simplu!

    Hai sa ne focalizam pe investitori pentru ca o mare parte din tranzactiile ultimilor ani s-au facut cu scop de investitie (faptul ca habar n-avem care exact a fost proportia contribuie la drama prezenta). Cand faci o investitie ar trebui sa ai un plan care sa arate cum acea investitie iti va aduce bani. Cand economia este insa intr-un boom se instaleaza sentimentul unei goane dupa aur si o falsa certitudine ca vei gasi intotdeauna un “fraier” caruia sa-i vinzi mai departe proprietatea. Disciplina justificarii investitiei dispare.

    Pentru investitii mici cumparatorii nici macar nu mai cer consiliere. Pur si simplu folosesc specialistii pentru ponturi, fiind de facto acceptat ca e o investitie buna (asa se si explica de ce pot sa actioneze ca “specialisti” oameni fara nici un pic de pregatire in domeniu care nu fac decat sa susoteasca ponturi).

    Pentru investitii mari, specialistii consiliaza pe baza informatiilor din propriul portofoliu. Doar ca, in goana dupa aur nu mai tine cont nimeni de “detaliul” ca portofoliul reprezinta doar o fractiune din ce se intampla in piata si ca cifrele nu sunt relevante la nivelul intregii piete.

    Buuun… Se termina boom-ul! (Spun asta pentru ca nu suntem in recesiune conform definitiei economice). Se instaleaza realitatea generala ca nu mai sunt “fraieri” care sa-ti cumpere investitia la pretul de care ai nevoie sa-ti cumperi masina de lux dorita.

    Consecinta 1: intregul segment de tranzactii imobiliare care se faceau fara justificare rigoroasa pentru ca exista intotdeauna cineva sa-ti cumpere proprietatea a disparut! Nu mai este! Nix! Oha! Este o consecinta absolut normala si predictibila. Nu este nimic anormal despre asta si se explica destul de clar in manual de economie de liceu. Corolar: cine facea bani din astfel de tranzactii nu mai are din ce sa faca bani pentru ca nu mai exista materialul muncii.

    Consecinta 2: pentru a se incheia o tranzactie imobiliara in prezent, e nevoie de justificare serioasa a investitiei. Argumente folositoare sunt, spre exemplu, tendinte de dezvoltare din anumite zone sau planuri de investitii publice, nivelul de preturi la care se fac alte tranzactii (chiar si numai una daca reusesti sa gasesti), etc. Corolar: informatia din portofoliul propriu de clienti si tranzactii nu mai este suficienta sa poti convinge un investitor. Trebuie sa te ajuti de surse externe.

    Consecinta 3: in absenta unei justificari riguroase pentru investitii imobiliare, preturile vor scadea pana cand nu mai e necesara. Cu alte cuvinte, daca am bani de investitie azi, am nevoie sa stiu foarte bine de ce sa-i folosesc in proiectul X la Y euro/mp cand sunt gramezi de alte oportunitati in jurul meu (nu numai in Romania ci si in strainatate, nu numai in imobiliare ci si in alte industrii). Daca Y scade cu Z% poate as investi si in absenta unei justificari riguroase. Simplu! Nu e nici un secret la mijloc!

    Tragedia pietei imobiliare este ca, si sa vrei sa oferi o opinie riguros documentata si nu ai cum! Informatiile sunt foarte fragmentate, colaborarea este restransa si nimeni nu stie cu certitudine cate tranzactii se intampla, la ce pret, etc. In astfel de situatii dramatice tendinta e sa sa dai vina unul pe altul (bancile nu dau bani! dezvoltatorii tin la profit prea mare! agentii imobiliari nu sunt in stare sa vanda! s.a.m.d) Dupa o perioada constati cu stupoare ca nimeni de e de vina per se si ca nu este decat consecinta fireasca a lantului de producatori (supply chain) intr-o economie de piata.

    Aici e nevoie de o revelatie pe scara larga! Inainte sa te poti bate pentru clienti ca participant in piata imobiliara, industria in sine trebuie sa dovedeasca investitorilor ca e viabila. In astfel de situatii trebuie sa te regrupezi rapid si sa lucrezi impreuna cu colegii de breasla (care in alt context poate iti sunt chiar competitori) pentru ca risti sa-ti pierzi credibilitatea in masa ca industrie. Odata cu credibilitatea se duc si banii in alte sectoare: fara clienti si fara tranzactii industria nu are cum sa supravietuiasca (cel putin nu la dimensiunea la care a ajuns in urma boom-ului).

    In acest context, rolul asociatiilor de specialisti devine important pentru ca ele sunt organizatiile care ar trebui sa adune informatiile de la membri, sa formuleze o recomandare general valabila si s-o reflecte inapoi catre jucatorii din piata pentru o regrupare generala. Crezand in acest lucru, in decembrie am dat curs invitatiei ARAI de a face o propunere in cadrul licitatiei pentru un sistem MLS (sistemul nord-american pentru colaborarea agentilor imobiliari). Din pacate pentru starea de fragmentare a pietei, dupa doua intalniri, am inteles (de ambele parti) ca nu corespundem reciproc definitiei de parteneri pe care o cauta fiecare, asa ca ne vom continua drumul separat.

    Solutia RoREN la realitatea prezenta este de a crea o comunitate de specialisti care sa reuneasca nu numai agenti imobiliari, dar si dezvoltatori, brokeri de credite imobiliare, evaluatori, si alte specializari imobiliare si de a pune la dispozitia acestora un sistem de coroborare a informatiei fragmentate din piata. Principiul este “dai putin, primesti mult”, iar scopul este ca fiecare specialist sa foloseasca resursele puse la dispozitie pentru a formula o opinie bazata pe informatii veridice. Altfel te poti prezenta in fata clientului inarmat cu informatii si cu instrumente specializate! Aratandu-i ce se intampla cu adevarat in piata, poti ajuta sa cumpere la pretul corespunzator investitei. Tranzactie cu tranzactie, spirala negativa si blocajul isi vor schimba sensul.

    De retinut ca nu propunem acte de caritate. Nu e vorba de a-ti varsa intr-o baza de date portofoliul de clienti si de a risca sa ti se fure informatiile. Din contra, este un mecanism prin care fiecare participant este remunerat pentru contributia sa de catre restul comunitatii. Criza, criza, dar branza-i pe bani!

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