1. Estimate the right price. “It is not enough to rely on the algorithms found on the Net, a local actor often has a more accurate view of the market,” said Luc Dumont, real estate agent in Jarny, for whom “even rely to a real estate agency in Metz or Thionville is risky ”The buyers here are often first-time buyers, sometimes who work in Metz and have made the concession to multiply the kilometers, but subject to finding an attractive price in Jarnisy. The budget is decisive. Also, even knowing the price per square meter – € 1,400 / m²– in the area is not sufficient: “it is very variable, from € 900 per m² to € 1,800 / m², depending on the district,” professionals. You don’t just buy a house but the environment, the amenities, the neighborhood. ”
2. “Ventilate” the accommodation. “Depersonalize, that’s fiction, it’s on TV,” jarnys professionals laugh. But it is true that you should not pile up heaps of objects and furniture in a 30 m²! The customer must be able to project himself. It is also the work of the real estate agent who must direct the possible work to knock down a partition, redefine a room, etc.
3. Be available… but not too much. The customer must be able to quickly visit an asset detected on the Net. Does the seller have to be present? “In fact, it’s better if he goes racing or he takes the dog out”, teases Luc Dumont. If he is there, the potential buyer will naturally turn to him, who knows the house better than anyone else. The risk ? Getting lost in unnecessary information. “The owner shows him that he installed a scart socket in 2012 in such and such a room, etc. The real estate agent jokes, but he insists: it is better to leave it to a professional, who will get to the point. “And if we lack information, we will turn to him. ”
4. Check the client’s financing (not too late). “We always work with a broker. 2019 was an exceptional year for sales, then the floodgates were tightened. Now, we ask for 5 to 10% contribution and we cannot exceed 33% of the debt ratio when, last year, with 42% it could pass, ”figure Nicolas Grzeskowiak, the partner of Luc Dumont. Hence the importance of properly tying up your file, and knowing the client’s solvency. “A private individual cannot do it. The risk is to sign a sales agreement and after 2 or 3 months, realize that it will not be successful, due to lack of funding. And start all over again. “
5. Favor exclusivity. Going through several agencies is in its interest: increasing the opportunities to publicize your property, playing on the skills of several professionals. Yes but… no, according to the Jarnysiens: “In this area, the more the merrier, the less we laugh: the client sees the same house at different prices – the commissions are not necessarily the same from one agency to another. – with information, sometimes slightly different. It gives the impression that there is something wrong. “According to them, it is better to favor a single interlocutor:” And then, if there is a problem after a visit and the owner has provided his keys to five people, how do we do it? ”
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