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כל מה שרציתם לדעת על בלעדיות בתיווך ולא היה לכם את מי לשאול

כל מה שרציתם לדעת על בלעדיות בתיווך ולא היה לכם את מי לשאול

בחורף הקרוב אלפי בעלי נכסים ייכנסו למעגל ה"מוכרים-קונים". מתי כדאי לתת למתווך לשווק בבלעדיות את דירתכם, מה מקבלים בתמורה, ממה כדאי להיזהר , כמה זה עולה ולמה עדיין ישראלים רבים נרתעים מבלעדיות? מדריך

בקיץ שבפתח, אלפי בעלי נכסים ייכנסו גם הם למעגל ה"מוכרים–קונים". למעשה, למעלה מ-60% מהעסקאות בתחום הנדל"ן למגורים נסגרות בין חודש מאי לחודש ספטמבר בכל שנה. יחד עם זאת, רובנו לא עוסקים בייזום או ברכישה יומיומית של דירות, מחקרים מעמדים את הסטטיסטיקה של החלפת דירה על אחת ל-10 או 15 שנים, פעמיים או שלוש בממוצע מהלך חיינו.

על רקע הנתונים הללו עולה השאלה האם כדאי להיעזר באיש מקצוע שיסייע בקנייה ובמכירה של הדירה, ואולי השאלה המעניינת אפילו יותר, היא האם להתקשר עם גורם אחד בלבד לצורך העניין מה שמכונה "בלעדיות בתיווך".

 

מהי בלעדיות בתיווך?

מדובר בהתקשרות חוזית בין בעליו של נכס המבקש למוכרו, לבין מתווך, במסגרתה מסכימים הצדדים כי המתווך יוציא את הדירה למכירה וככל שיצליח לקשור עסקת מכר בתקופת הבלעדיות יזכה המתווך והוא בלבד, לתשלום המוסכם בחוזה. המוכר מתחייב מצידו שלא להעביר את הדירה לידיו של מתווך אחר. והתשלום? בעל הנכס יעביר למתווך אחוז מוסכם ממחיר העסקה אם נחתמה כזו בזמן תקופת הבלעדיות.

 

מה מעניק שירות התיווך הבלעדי?

המתווך מגיע לדירה, מייעץ למוכר כיצד להכין את הדירה למכירה באופן שימקסם את מחיר המכירה (שיפוץ, צביעה ארגון הבית), מקשר אותו לפי הצורך לבעלי מקצוע בתחום וקובע ביחד עמו את המחיר הרצוי בהתאם למחיריהם של נכסים דומים באזור ברבעון האחרון. למעשה מלווה המתווך את המוכר מהשלב הראשוני ביותר של הכנת הדירה למכירה, דרך מיון הרוכשים הפוטנציאליים וכלה בניהול משא ומתן בנושא התשלום.

אבל הפוטנציאל הגדול ביותר של עניין הבלעדיות הוא מאמצי הפרסום שעומדים לרשות המתווך לצורך הפצת הנכס. מדובר בפרסום בתפוצה גדולה הרבה יותר ממה שמתאפשר לאדם פרטי, על מנת להביא קונים מתאימים במחיר הרצוי. בין האמצעים שעומדים לרשות המתווך לא רק אינטרנט ועיתונים אלא גם שיתופי פעולה עם מתווכים אחרים, שלט במרפסת, הפצת פלאייר פרסומי של הדירה ל-5,000 דיירים באזור, בית פתוח ועוד.

 

כיצד המוכר יכול להבטיח לעצמו שאכן הפעילות השיווקית מתבצעת?

חשוב תמיד לזכור כי יש כאן מפגש אינטרסים. ברגע שהמתווך יודע שהדירה נתונה לו בבלעדיות הוא יתאמץ הרבה יותר כדי למכור אותה. הוא זה שעומד בין המוכר למתעניינים, מסנן רוכשים לא רציניים, מנהל ומתזמן את הביקורים בנכס וחוסך למוכר את כל ההתעסקות. אמנם אין התחייבות מצד המתווך להביא כמות מסוימת של רוכשים, אבל נהוג כי המתווך מספק דיווחים שוטפים ללקוחות בעל פה, ודיווח בכתב אחת לשבוע. כך, שגם אם מגיע רוכש עצמאי יש להניח כי הפרסום האגרסיבי שעשה המתווך, הוא שחשף אותו לדירה ולכן המוכר יחוייב בתשלום העמלה בכל מקרה שנחתם חוזה מכר בזמן הבלעדיות.

 

בלעדיות בתיווך – מפגש של אינטרסים

כל הרעיון של הבלעדיות נועד למכור נכסים באופן מהיר יותר. למעשה, הלקוח קושר את עצמו למתווך אחד בלבד ולא נותן לכוחות השוק לעשות את שלהם. לכן, הבלעדיות מתאימה לרוב הנכסים. הבלעדיות היא אידיאלית כי המתווך ישקיע מאמצים מאוד גדולים בשיווק הנכס וידע לאתר את אוכלוסיות היעד הרלוונטיות.

בשוק פרוץ של מתווכים הבלעדיות תהיה מאוד חשובה למתווך שיקבל עמלה במקרה שיימכר הנכס, המתווך לא ירצה שתהיה לו תחרות והמוכר ירצה את הקונה הטוב ביותר, במחיר הגבוה ביותר. כשהאינטרסים הללו נפגשים כדאי לתת בלעדיות למתווך.

האינטרס של המתווך הוא למכור כמה שיותר מהר כדי להתפנות לפרויקטים אחרים. עמלת התיווך היא באחוזים ולכן לא יוריד המתווך את מחיר הדירה במהירות.

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