Negotiating tactics that property-buyers need to know

If you are looking at buying a property, one aspect of the process that you must be ready for is negotiations. Negotiations can be quite tricky and bad negotiating skills can cost you a deal or lead to a bad deal. Let us look at a few negotiating tactics that you should be aware of as a property-buyer.

The first rule to understand is that negotiations are all about ‘give and take’. You cannot go into negotiations with the mission of ‘getting everything you want but giving nothing what the other party wants’. This can end in failed negotiations. Negotiations are essentially a two-way dialogue. You cannot be stubborn and stick to your demands without compromising on anything – this can cause the seller to get exasperated. At the same time, you shouldn’t be so eager to purchase the property that you agree to all of the seller’s terms without asserting any of your own.

In short, you shouldn’t be aggressive or submissive – just be assertive. While negotiating, it is extremely important to be cool and not lose your temper. Be polite and don’t be provoked into being rude. The negotiations should go like this – the seller may demand that you agree to a certain condition. If you do agree to accept it, make sure that you get something in exchange for your acceptance of the seller’s condition – probably a condition of your own, or a discount. You must be ready to compromise, but you must also be ready to get what you want. Therefore it is extremely important to prepare a list of your top priorities (what you cannot compromise on) and low priorities (which you are ready to compromise on in exchange for your top priorities).

The most important weapon of every negotiator is knowledge. It is knowledge that gives you the upper hand in negotiations and allows you to stay in control. One of the most important things to know is the seller’s reasons for selling the property. Is he going through bankruptcy, divorce, etc.? If you see that the seller is extremely motivated to sell quickly, you can use this as a tool during negotiations. You will also need to be fully aware of the state of the market. In a buyer’s market – when there are many homes for sale but few buyers, you generally have the upper hand. However, during a seller’s market – when there are many buyers, but few homes up for sale – you will generally have to be more ready to compromise during negotiations.

Syazrin Real Estate Team  would like to advise all property-buyers to negotiate with property-sellers or their agents only with the help of experienced real estate agents. The process of negotiations in real estate deals can be full of twists and turns, and can be quite overwhelming for those who are not used to it. Competent real estate agents are skilled negotiators and can help steer negotiations in a direction that can secure the price and terms that are favorable for you.

Who is a Contact and Who is a Prospect?

CRM, Customer Relationship Management, involves managing relationships with contacts, prospects and building on those relationships for more business.  There is such a thing as trying to manage too many bits of information, and we should qualify if someone is a prospect or a contact for business.

One of the most important daily functions in managing a successful real estate practice is maintaining an accurate and up-to-date real estate contact management system.

In today's world, most of us use some type of digital method of management, whether it is a computer, smartphone or other handheld electronic information manager.

Many systems differentiate between a "contact" and a "prospect." This is a good thing to do. What's the difference for our purposes?

• A contact is virtually anyone you know or do business with.

In real estate contact management, that would include surveyors, title companies, appraisers, etc.

• A prospect is someone whom you hope to provide your real estate representation services to in the future. They are different, yet one person can fit into both of these niches. It's important to separate them because you will be doing marketing to prospects, while you probably do not want to waste marketing budget for those who have little chance of being a future client..

Tahukah anda apa benda RPGT tu?

Real Property Gain Tax (RPGT) ialah cukai yang dikenakan keatas hartanah yang menjana keuntungan.

Ini bermakna, setiap hartanah yang dijual kembali akan dikenakan cukai dengan peratusan yang tertentu.

Sebagai contoh, sekiranya anda membeli rumah pada tahun 2013 dan ingin menjualnya semula pada tahun 2015, RPGT yang akan dikenakan adalah sebanyak 30% daripada keuntungan jualan.

Keuntungan jualan akan dikira seperti berikut:

(Harga Jual - Kos-kos berkaitan) - (Harga Belian + Kos-kos berkaitan)

Antara kos-kos yang terlibat dalam jualan adalah;

- Kos Guaman
- Kos Perunding Hartanah
- Kos renovasi

DI MANA SILAP KITA ?

Pelaburan hartanah membolehkan kita mengaut keuntungan yang besar sehingga mencecah puluhan ribu atau ratusan ribu.

Malangnya, terdapat juga sesetengah pelabur hartanah yang mengalami kerugian besar!

Apakah antara kesilapan yang sering dilakukan pelabur sehingga kecundang?

1. Tergopoh gapah
2. Terlalu tamak
3. Tersalah pilih hartanah
4. Hanya berdasarkan SPEKULASI (tidak cukup ILMU)
5. Terlalu mengharapkan pulangan yang cepat!
6. Duit dari keuntungan tidak dilaburkan kembali.(Reinvest)

Kesilapan seperti ini sebenarnya boleh dielakkan.

NAK BELI RUMAH TERES? CUBA BUAT NI DULU...

Sudah menjadi impian setiap orang untuk memiliki rumah sendiri dan idealnya - rumah atas tanah.

Daripada menunggu dan terus menunggu untuk mendapatkan RUMAH IDEAL ini, mengapa tidak mulakan dengan yang kecil-kecil dahulu. 

Lagi best kalau orang lain bayarkan… Tak usik sikit pun duit gaji anda... Betul tak?

Contohnya anda target untuk duduk di rumah teres (subsale) yang berharga RM600,000. 

Mulakan dengan langkah pertama anda untuk membeli apartment atau flat yang boleh menjana RM600 cashflow sebulan.

Seterusnya, beli lagi rumah sehinggalah anda mendapat cashflow RM3,000 sebulan untuk cover installment rumah teres impian anda itu. 

Kira-kiranya begini :

1. Beli 5 buah rumah yang menghasilkan cashflow RM600 sebulan.

RM600 x 5  = RM3,000

2. Bayar RM3,000 dari penyewa anda untuk installment rumah teres anda itu.
.
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Mudah kan? Tapi tak semua buat..

Tak semua sanggup untuk tunggu dan bersusah-susah dahulu.

Anda bagaimana? Sanggup tahan dulu nafsu?

Jika terus aim untuk rumah teres, sampai bila-bila kita takkan beli rumah. Betul tak?

Apa beza kalau beli rumah leasehold dan freehold?

Jawapan standard ramai orang, kalau leasehold kerajaan boleh ambil rumah tu dan bayar murah atau ambil selepas habis pajakan, kalau freehold kerajaan nak ambil kena bayar mahal tau kita tak nak jual tak apa…

Salah…Salah dan salah …..

Kalau kerajaan nak ambil balik, mereka boleh guna akta (undang-undang sedia ada), tak kisah leasehold atau freehold…

Jika kita beli rumah freehold, tidak kisah ownernya bangsa apa pun, mereka boleh jual pada sesiapa sahaja... market jualan-baliknya meluas kerana pelbagai bangsa boleh beli... oleh sebab itu kenaikan harganya sangat mendadak... high demand... (pengecualian kepada freehold malay reserve dan freehold yang ada sekatan kepentingan - seperti di kelana jaya, dan freehold yang telah dicop bumiputera pada titlenya - sesetengah kawasan berbuat demikian)…

Tetapi jika kita beli rumah leasehold, perlu diketahui status rumah akan mengikut owner... maksudnya, jika owner bumiputera, rumah itu bumi lot dan juga sebaliknya... jika kita ingin jual perlu dapat consent dari kerajaan negeri... untuk menjaga kuota bumiputera, kerajaan negeri akan control pemindahmilikan bumiputera kepada bukan bumiputera (leceh sikit)... maksudnya, kalau owner bumiputera nak jual rumah pada bukan bumiputera bukannya tak boleh, tetapi akan ambil masa paling cepat satu tahun…

Untuk makluman, ada sesetengah kes menjangkau dua tahun untuk dipindahmilik malah setelah menunggu lama, masih tidak dapat dipindahmilik, menyebabkan perjanjian jual beli dibatalkan... oleh sebab market leasehold yang mengecil (terutama jika owner adalah bumiputera) dan kuasa membeli bumiputera yang lemah, kenaikan rumah leasehold tidak sebaik freehold... walau bagaimanapun, ada pengecualian di beberapa kawasan panas yang demand dan kuasa membeli bumiputera juga tinggi, contohnya di petaling jaya, shah alam dan bangi..

Anda mahu beli rumah ? jom lihat senarai listing rumah di www.syazrinproperty.com 

3 STATISTIK MENGENAI PEMBELIAN RUMAH

Ini berdasarkan statistik sebenar dari seorang ejen hartanah. Wajib share fakta ni jika anda betul2 nak beli rumah.Dari 146 bakal pembeli telah mengisi borang utk tahu kelayakan pinjaman & harga rumah maksima yg boleh dibeli.

[1] LAYAK. Hanya lebih kurang 10% iaitu 15 orang sahaja yg layak membuat pinjaman & ada deposit beli rumah.

[2] MAMPU TENGOK. 70% dari 15 bakal pembeli tersebut nak beli harga rumah diluar kemampuan dan kelayakan mereka.

[3] MAMPU. Tinggal hanya 4 bakal pembeli iaitu 2.7% dari jumlah keseluruhan 146 org tadi yg berjaya beli rumah yg mampu milik ikut kelayakan.