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Francesca è una cara cliente da tantissimi anni, già più di una volta in passato ha concluso delle operazioni immobiliari con il mio supporto. Nel 2018 ha ricevuto in eredità un immobile a Cagliari in Via Is Maglias e ha pensato a me. 

In quel periodo il mio metodo operativo era ancora quello classico. Ebbene sì, anche io ho avuto la convinzione che bastassero pochi sforzi per vendere l’immobile, nonostante il mercato mostrasse già segni definitivi di cambiamento. 

L’errore più grande, ancora oggi, è quello di accontentare le aspettative del proprietario nella richiesta del prezzo senza basarsi sulla reale valutazione di mercato.

Le condizioni dell’immobile di Francesca

La casa di Francesca era un trilocale al quarto piano senza ascensore. Era luminoso e spazioso ma in condizioni pressoché originarie, sporco, disordinato e in una zona semi popolare della città. Le pareti erano multicolori e veniva presentato in pubblicità con foto di basso livello. Prezzo di partenza Euro 120.000, ribassato dopo pochi mesi a Euro 105.000.

Un fiasco dopo l’altro. Ora lo posso dire ma allora pensavo andasse bene così. 

Ci misi lo stesso impegno di sempre, ma in 6 mesi di incarico naturalmente non feci un appuntamento e non ritirai nessuna offerta. 

Le basi su cui lavoravo erano completamente sbagliate e questo non potè che generare insoddisfazione nella proprietaria, un incarico scaduto e un immobile non venduto.

Francesca riprese le chiavi e optò per altre soluzioni.

 

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    Come prima cosa tentò per alcuni mesi la vendita da privato allo stesso prezzo. Decise di affidare poi l’incarico prima ad un noto franchising e infine passare ad un altro specializzato nella zona. Tra tutti questi tentativi il prezzo di vendita fu abbassato a 95.000 euro. Ancora un buco nell’acqua e una proprietaria in preda alla frustrazione

    Il nuovo metodo

    A gennaio 2020, avendo visto ancora l’immobile sul mercato, ho deciso di contattare Francesca. Le ho proposto un incontro per parlarle del nuovo metodo, che nei mesi precedenti avevo ideato e perfezionato. 

    Francesca ha accettato il mio invito e si è mostrata da subito entusiasta, disponibile e collaborativa: il metodo Seller Le è piaciuto parecchio!

    I punti cardine del metodo erano chiari e imprescindibili:

    • Una valutazione precisa basata sul reale compravenduto della zona, tramite l’acquisto di atti di vendita per immobili nella stessa zona e con le stesse caratteristiche.  Concordammo che avremmo potuto tenere il prezzo ultimo proposto di Euro 95.000. 

    • I consigli dell’Home Stager, interna all’agenzia: di riportare le pareti al bianco, ripulire e svuotare completamente l’immobile, risistemare le piastrelle di cucina e bagno. Dopo aver fatto questi lavori lei si sarebbe occupata personalmente dell’allestimento. 

    • Il passo successivo all’allestimento è stato contattare un fotografo professionista per un book di che facesse risaltare i pregi della casa, senza nasconderne i difetti. 

    • ZERO PROVVIGIONE ACQUIRENTE. In questo modo potevo garantire alla mia cliente una vendita in breve tempo e al massimo del prezzo. Questo perché la cifra che l’acquirente avrebbe dovuto dare a me per la mediazione, l’avrebbe destinata all’acquisto. 

    Francesca non avrebbe dovuto anticipare un solo euro, il compenso concordato lo avrebbe corrisposto a vendita conclusa. 

    Il lieto fine

    Il tempo per sistemare l’appartamento ed Eleonora, la nostra Home Stager, era già lì ad affrontare quattro piani con tutto il necessario per l’allestimento. In circa 4 giorni l’immobile era online completamente tirato a lucido, con fotografie impeccabili da ogni angolazione possibile. 

     

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    Nella settimana successiva, portai all’immobile 5 visite e ritirai due proposte d’acquisto, entrambe al prezzo richiesto

    Francesca scelse quella più congeniale alle sue esigenze. 

    Immobile venduto in 6 giorni, allo stesso prezzo a cui l’avevano proposto per mesi le due agenzie precedenti. 

    Ero molto soddisfatto per due ragioni! La prima è che avevo dimostrato (in primis a me stesso) che il Metodo Seller è il sistema perfetto per vendere un immobile. La seconda e ultima, ma non meno importante, ero contento di aver riacquistato la fiducia e la stima della mia cliente. 

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