The first error noticed by this real estate professional? It often intervenes even before the search for the property. “Many buyers do not consult credit broker. However, it is essential to know precisely its budgetits solvency And secure your file», explains Melissa Pelletier.
A key passage for optimize the rateinsurance and reduce the monthly payment. “This also allows you to know if a bank can really support the project until the end.»
Displayed price, negotiation and overestimation: a poorly understood triptych
Another recurring pitfall according to the real estate agent in the Paris region, focusing only on the price displayed. “Buyers know that they can negotiate, but they do not always know the acceptable limits of the market.» Property visits are therefore out of budget or unrealistic offers. “Many properties are still overrated compared to the current market, which confuses the reading of prices for buyers and complicates negotiations“.
THE works are also poorly integrated into the equation. “Either they underestimate them, or they inflate them as a precaution, which distorts the overall perception of the project.»
DPE, intake, charges: parameters still underestimated
The energy performance diagnosis (DPE) also crystallizes many misunderstandings. “Some buyers refuse to visit goods classified E, F or Gwithout knowing that there are helpers and solutions to improve energy performance», observes the real estate agent. A damaging approach according to her: “A poorly rated property sells for less today, but after work, it can increase in value.»
On the financial planthe contribution often remains underestimated. “The banks have become very rigorous. It is necessary to at least cover the notary feesbut also anticipate additional costs, pro rata charges or possible work voted on in co-ownership.»
When emotion takes precedence over rationality
Finally, the emotion plays a central role, sometimes detriment of rationality. “Many buyers fall in love with the first visit, but continue to compare. They sometimes realize too late that the property has been sold.» Difficulty in projecting oneself is also common: “A very marked decoration or a cluttered accommodation can be a barrier, even though the property corresponds perfectly to the criteria.»
Faced with these pitfalls, support remains decisive. “A real estate agent is not a magician, but he helps to understand the local market, to negotiate, to manage the technical, legal and emotional aspects. Our role is to secure each stage of the project.» In a market that has become more demanding, the success of a real estate purchase relies less on love than on the ability to be well informed, well supported and to decide at the right time.
