Broker - intermediary or conduit. 2 part.

I'm going to share three sectors of value I got after a series of interviews with our clients who bought nice apartments in the last six months in the 50+ budget or invested in Moscow with Whitewill brokers. ⠀

Fear of missing out and buying the wrong thing.
There are now 120 complexes and clubhouses under construction in the center of Moscow. Before making a final decision, the client almost always looks at 4-5 projects with us. This can be seen in the crm-system. ⠀

A good broker knows what projects are being built or planned in the right neighborhood. My guys spend months of their lives researching new properties, site tours. Winding miles around the construction sites and getting certified on their knowledge of the homes. That's how professionalism comes in. We are constantly on the hunt for new sites and keep a complete collection. We know the strengths and weaknesses of the projects. ⠀

The broker's time, allows us to quickly understand what is needed, select and show the client all the projects suitable for his request. This removes the buyer's fear of missing the right one and buying the wrong one. ⠀

If there is no expert around the buyer, he feels stressed and hesitant at the thought of not finding out about some new house under construction. He takes a pause, spends time looking and often misses out on something he liked and matched. ⠀

Some of the interesting objects developers in general sell for their own, without external advertising. Closed pre-sales are also interesting to clients. Sweet starting prices and the best lots are waiting for buyers there. ⠀

At Kutuzovsky 12, our clients got 80% APR by buying favorably at the stage of closed sales. In Lucky on Presnya we picked up cool apartments with finishing long before the official start of sales at super prices. In six months they have already increased by 30%. ⠀

How do you find out about this celebration of life? Make friends yourself with all the big and small real estate developers in Moscow or work with Whitewill and have your own good broker. ⠀

I'll whisper by the way that in May they are launching closed pre-sales of a new project with a landmark address next to a park in the center. Will be a top home with finishes, world class hotel, super views, nice starting price and good price appreciation. Forming a waiting list. ⠀

If your agent doesn't know the market, isn't an expert and doesn't have access to different properties, you can safely say goodbye to him. He doesn't bring value. These are the ones that clients deservedly call spacers and legitimately bypass.

Fear of overpaying.
We work in the best interest of the client for the developer's money. In a developer's financial model, the price of an apartment always includes commercial expenses, which are used to attract clients, marketing and pay the sales department. This is how every business in the world works. ⠀

Often clients try to bypass the broker with the idea that by going to the builder directly they will get a bigger discount, but in practice they get even less. ⠀

From past deal experience, consultation with colleagues, and first-hand experience, the broker knows the negotiating position of the builder. Who lacks deals and who is ready to give what discounts, and who has fulfilled the plans and does not really bargain. Developers often call themselves and talk about the targets for deals and the real size of discounts, which for obvious reasons can not translate into the market. ⠀

Inexperienced buyers, having gotten a minimal discount from the builder under the guise of a commission from a dropped off agent whom the client with a satisfied look supposedly bypassed, buy more expensive than they could have bought with a broker. ⠀

Our clients are happy with the final price and, in addition to navigating the market and all the other perks, they get a decent discount. And we get our few percent commission from the builder from a successful transaction for all parties. ⠀

Overloaded Communication.
It is important for wealthy business people to keep their communication lines clean and not overload them. ⠀

What happens when a person makes 5 sales calls on his own. He has the same number of dialog lines opened, new chats created, new numbers created. ⠀

The managers of each of the properties start calling, writing and everyone wants to sell their particular property. They have different levels of intelligence, level of communication and persistence. ⠀

The broker acts as a switching center between dozens of sales teams and the customer. The buyer doesn't have to figure out the logistics and adjust to the manager. ⠀

A good broker properly represents the client on the project and gets the best time slots. On established warm relationships with developers, we have often arranged showings on weekends, late at night and even at 7:30am. We coordinate meetings with the developer and conduct presentations even at the airport, train station, client's favorite restaurant or at their office. ⠀

I teach brokers to make the client get high, get quality communication and a trusted guide in the real estate market. Getting a kind of advocate who understands the buyer's reality and gives them cleansed, verified information that is free of unnecessary and false data. ⠀

This is where the broker has an important advantage. Our real estate developers have great people and strong professionals working on the sites. But the manager in the sales department only sells one house behind his back. ⠀

Because of his position and common sense, he has a hard time objectively revealing all the cards and being honest:
- You know, in our project for your request and your family all the suitable apartments have already been sold out, I'm sorry, but two streets away our competitors are building a new building, there is something that suits you exactly. ⠀

A broker has that luxury of giving the client a choice, of showing the whole market. If the client is happy, they buy more and more with us. Smart, professional and honest clients don't bypass the expert. They sell with him what they have recently bought, enter new projects. ⠀

A good broker acts in the best interest of the client, like a fine sieve separates the real important facts from rumors, gossip, and competitive hexes about houses.

I have described the first three areas of why professional clients work with brokers. There are other sectors as well. If posts like this resonate, I will continue the series.