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Estudio: El FSBO no ahorra la comisión en bienes raíces

Jose Perez • August 24, 2017

Una de las razones principales por las que el vendedor por su cuenta  (FSBO por sus siglas en ingl é For Sale By Owner no utiliza un agente de bienes raíces, es porque ellos creen que van a ahorrar la comisión que cobra un agente por poner su casa en el mercado y venderla. Un  estudio  nuevo de  Collateral Analytics , sin embargo, revela que el  FSBO  realmente no ahorra nada, y en algunos casos tal vez les cuesta más, al no poner su casa para la venta con un agente.

En el estudio, ellos analizaron las ventas de las casas en una variedad de mercados en 2016 y el primer semestre de 2017. Los datos muestran que:

“Los FSBOs tienden a vender por precios más bajos que las ventas de las casas comparables, y en muchos casos  por debajo del diferencial medio representado por la tasa de comisión predominante ”.  (énfasis agregado)

¿Por qué a los FSBOs les queda menos dinero neto que si utilizaran un agente?

El estudio hace varias sugerencias:

  • “Podría haber un sesgo sistemático en el lado del comprador también. Las ventas de los FSBOs podrían atraer más compradores estratégicos que las ventas en MLS. Particularmente compradores que racionalizan las ofertas de precio bajo, con la lógica que el vendedor, esta “ahorrando” la comisión tradicional. Tales compradores podrían buscar específicamente y tener como propósito los vendedores que no están recibiendo representación de los agentes”.   En otras palabras, los ‘buscadores de gangas’ podrían buscar FSBOs más a menudo.
  • “Los agentes con experiencia son expertos en ‘redecorar’ las casas para la venta”  lo que podría traer más dinero por la casa .
  • “Las propiedades para la venta con un corredor que es miembro del MLS local estará en la lista con todos los otros participantes en la página electrónica del corredor; comercializando la casa a una población de compradores mucho más grande.  Y esas propiedades de MLS generalmente ofrecen compensación a los agentes que representan los compradores, incentivándolos a mostrar y vender la propiedad y de nuevo potencialmente ampliar la piscina de compradores”.  Si más compradores ven la casa, mayor las probabilidades que pueda haber una guerra de ofertas por la propiedad.

Tres conclusiones del estudio:

  1. Los FSBOs logran precios significativamente más bajos que aquellos con propiedades similares vendidas por un  Realtor  utilizando el MLS.
  2. Un diferencial en los precios de venta de los FSBOs, al compararlos con las ventas de propiedades similares de MLS, es cerca de 5.5 %.
  3. Las ventas en 2017 indican que el precio promedio era cerca de 6 % más bajo para las ventas de propiedades similares de los FSBOs.

En conclusión,

Si usted está pensando en vender por su cuenta puede terminar costándole su dinero en vez de ahorrarle dinero.

Wanda Guzman-REALTOR®

Gold Key Certified

Real Estate Pros the Best Real Estate Company in Orlando

 

 

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