Expected in the coming years in the south of the growth in housing construction in the active state support inevitably transforms the Real Estate business, which has been associated with the ninety-first with a secondary fund. Today, real estate agents looking for new forms of interaction with the builders and developers in turn - the possibility to press the realtors in the secondary market on the south of Russia while only few developers are realtors, but the logic of the Real Estate Brokerage business will inevitably lead to the construction of new companies in this sphere. In the picture - a gated village, sold real estate companies in Krasnodar "Ajax." Now the south is dominated by the scheme, in which the real estate agent for services paid by the buyer, or at least the support of the transaction fee is split between the buyer and seller. This works well when the underlying transactions are made on the secondary market (which, in fact, control the realtors), and the volume of primary residence, which can be purchased directly from the builder, not great. If the market is a good choice "of the primary," the attractiveness of the secondary stock drops. Thus, in the Rostov district of new "Western Gate" apartment prices today, according to the developer, the company "Patriot", starts from 35 000 rubles. In nearby West residential area average price per square meter, "the secondary", as the monthly report of "Title", is about 50 thousand rubles, which in a typical case, you have to add a realtor commission (3-6%). In Krasnodar, according to local real estate agency "Ajax", comparable variations in the primary fund is 10-20% cheaper than in the secondary. So, even taking into account investments in finishing stroyvarianta "primary organization" is a more profitable, "the secondary", or comparable with it for the price, not to mention quality. Therefore, the greater will be the proposal on the primary market, the smaller will be the demand for the services of intermediaries - of course, with sufficient purchasing power and sufficient set of tools to encourage demand, such as mortgage products. Uneasy alliance relationship with the primary market in the southern realtors formed in different ways. "Working in the primary market requires special skill realtor. Here realtor to win the customer significantly greater confidence, because a priori transaction in the primary market more risky than in the secondary - the general director of "Ajax-Realty" Alexander Kutchenko. - Therefore, offering object realtor should be absolutely sure of it. And for this he must know the builders of the city better than fiscal authorities, and feel their financial, political and other positions. It is true that moral satisfaction from the deal with "a primary" order of magnitude higher. Khrushchev selling, you're a client plunges into the past with a six-meter kitchen, but by implementing a flat in a newly built house, you give people a decent future. " In general form of interaction between the realtor and the developer is strongly dependent on the situation in the real estate market. As the president of the Krasnodar group of companies "Prisli" Eugene Esipenko, before the crisis, major real estate companies Kuban capital bought from builders whole houses and porches at the level of excavation or guarantee the developer to schedule recurring payments of about 20 million rubles a month. If not carried out the schedule - the builder to pay extra money. Today, the basic layout - a sale of apartments on the commission the developer, which ranges from 2 to 5%. In Rostov, the primary market volume is substantially less than in Krasnodar - hence the different specific types of relations between the two agents. "During a crisis, real estate developers and realtors have come to say, guys, help us to sell our properties because we can not do, - says CEO" title "Eugene Sosniţchi .- In fact, developers have hired us to work and pay us money. Today, when again there is a shortage of housing in the primary market, as developers saw that the market is alive and appear solvent buyers, they are trying to reduce the commission realtor or do not pay him, offering to take money from the buyer. Thus we return to the situation in 2006 - the realtor again become unnecessary in the primary market, and is now the main trend. " Moreover, in Rostov developers themselves out on the Real Estate market, creating the appropriate department. Although, according to Eugene Sosnitsky, just those developers that can hold their own departments of real estate, ready today to work with realtors on a "pay the seller." In turn, realtors - especially in Krasnodar - initiate their own development projects, using his knowledge of the market and the funds accumulated during the speculative boom in real estate (see virtual conference). However, while realtors in the Rostov and Krasnodar are not inclined to consider the expansion of the primary market as too serious a threat to the segment, which has traditionally dominated by "secondary housing." According to Eugene Esipenko, of about 1.5 thousand transactions exclusion of residential property, which now take place monthly in Krasnodar, about 1.2 thousand falls on second homes. "The interest of the client in the primary market is there, but, unfortunately, most people have no possibility to change the old apartment to the new, - says Mr. Esipenko. - Therefore, the "secondary housing" for years to come will dominate, because it exceeds the amount of primary residence several times. It always has been. The city administration declared plans to implement one million square meters a year, but for this to occur, and the demand could absorb this volume, and the price was appropriate and worked as a mortgage. " In the Rostov region and the growth of the primary market is small, says the president of South Guild of Realtors and Appraisers Eugene Proskurin: "Today we are witnessing in the region, only one major project - a complex building Leventsovki. All other objects point, there are only about ten. Many projects announced, but only realized some of them. " According to Deputy General Director of "Don-MT-real estate" Olga Tikidzhi-Hamburyan, Rostov primary market has not recovered from the crisis, the large number of transactions is not, however, a number of objects in the early stages of construction has caused the interest of buyers, as they had could be offered favorable credit terms. Pays the seller a fundamentally new scheme of developers with direct clients can be used on residential real estate market technology trade-in, has long been proven in car sales. The bottom line is that the client is interested in buying new things (such as cars or apartments), comes to her with the old and the seller offers to implement it on the market with a certain discount and the proceeds go to offset purchases in the primary the market. With respect to the real estate market is again a mean onset of developers on the territory of Realtors. True, in southern Russia this scheme has a novelty, but the first examples are already there. Thus, the beginning of the use of technology trade-in company recently announced a "Europe-Invest", building on the outskirts of the Krasnodar elite cottage settlement "German Village". Interviewed an "expert SOUTH" realtors react to the new proposal for the secondary market is very skeptical. «Trade-in - this is a forced sale, there is no trend, and it will not develop - says Eugene Sosniţchi. - When using such a scheme raises two questions. Firstly, at what price I will take your home? After all, I'll take him to pay only at a discount from market value and you do not want a discount. Secondly, how much I then selling it and how fast? Therefore, cases where the developer would take to pay for existing facilities are ready, are rare. As a rule, they all say: you sell your property, and since we count the money. Settlement - a simple, clear and eliminates the possibility of no confidence. " According to some realtors, builders appeal to the general scheme may be indicative of poor sales of new facilities. "Primary housing is not very good buy, and developers are looking for new ways to implement their apartments - believes Eugene Esipenko. - In any case, they turn to realtors to help them sell their apartments - we have a network of specialty, clientele, experience, and we can settle the second fund to include the chain of sales and exchanges. At the same builders in the hands of just a commodity, but people with money to buy it, it is possible today, no. " Olga Tikidzhi-Hamburyan also believes that without a realtor in this scheme is not enough: "The implementation of secondary apartments the developer will be required, and only realtor will be able to hold fast the process of selling at the lowest possible price. Most developer do not need to freeze funds in illiquid objects, and therefore need a professional that can evaluate the timing of exposure to the price of the contract, do not forget also about taking into account trends of growth or declining prices. " Nevertheless, the very appearance of technology, long known in the world, said that the regional market is losing its small-town special-fiku. According to the managing partner of the Krasnodar Consulting Group "Your Counsel" Alexander polydiene, the experience of Western Europe, where a construction boom occurred in 1970-1980's, suggests that the trade-in service will continue to gain popularity in Russia: "This is probably lead to increased mergers and acquisitions among realtors and developers - predicts Mr. polydiene. - The logic of market evolution is obvious: the development of competition, growth and positioning in consumer demand is the structuring of niches - with their technologies, major players, boom. Today, therefore, market players need to offer high quality service at reasonable prices and increase technological efficiency and customer service. " In the end, sooner or later rieltersky market in the south to come to the world standard, when home sales realtor commission for support of the transaction pays the seller, not buyer. In the language of Realtors, this is called an exclusive-reimbursable form of the transaction, when a seller working with a realtor and hires him to work, paying for it. The recent crisis has helped retailers realize that the market situation changed when in 2009 the apartments were not sold for months, had to play by new rules. However, the universal spread of this scheme has not yet received - which often pays either the buyer or the commission is divided between the buyer and seller. The reason is that, according to Eugene Sosnitsky, the transition to an exclusive-reimbursable form of work with the seller associated with the restructuring of the entire system of Real Estate Brokerage Agency, which had previously been focused on working with the buyer. However, according to Mr. Sosniţchi, it is generally the prospect of market development, and leaders of the largest real estate companies south convinced that the final transition to the scheme "to pay the seller" - a matter of several years. To spur him on, you want to develop common rules of the game than it is today, and realtors are concerned not just to the south, but throughout the country. In particular, the crisis has once again raised the question of the need to adopt a federal law on real estate activities, which would establish a specific "entry ticket" to the market, which is still open access to everyone. "The main problem today is, perhaps, is why do we need a realtor, - says Eugene Proskurin. - In America, for example, the market is clearly divided in Belarus only 170 real estate agencies - there is a well-regulated profession, which need to be licensed. And we have the realtor involved in everything. Therefore, market access should be restricted to prevent accidental rogue to come and participate in the transactions of millions of rubles to the risk to homeowners, which is sometimes one man in my life. " Virtual Conference: Today, a number of realtors in southern Russia have their own development projects. How do you assess the prospects for diversification of Real Estate Brokerage business? Eugene Panasenko, a representative of GVA Sawyer in the Krasnodar region: - The trend is definitely there, but do not forget that at the moment is spot projects, in rare cases bearing investment nature. Among the clearest examples in Krasnodar, you can select a company, "Ajax", which this year took up the implementation of a residential house (completion of a frozen object), as well as the company "Prisli", which is implementing the project RC "Anita" in the center of Krasnodar. In the first case the project is due to both economic and political reasons: completion requires less investment than the implementation of the new object. And since this house was the priority of the administration as an object of defrauded real estate investors, its completion have a positive impact on the company's further development in the construction area, if it decides to continue to implement housing projects. The second example is not illustrative, because the company does not have the means to implement it and planned to attract investments, which are currently found. The reason for that crisis, which reduced the demand for housing of a similar level in the city. Eugene Sosniţchi, CEO, "title" (Rostov-on-Don) - Our company does not seek to diversify their business, and I do not agree with the fact that many realtors are doing. Who is it? You can name only a couple of real estate companies that have more and travel agencies, but that was before the crisis. We can remember some travel agencies that have opened offices of real estate, one or two realtors, who have been involved in construction, construction workers, who have opened their real estate agency. But all of this drop in the ocean - this strategy is the direction of development of individual real estate agents, and not a trend. As for the company, "title", I'm sure the possibility of Real Estate Brokerage business are so deep and boundless that to reach the depths of the market is virtually impossible. What sense do something else if you can build a very successful, with a global brand company? We have not yet reached, so not going to diversify. Alexander Kutchenko, General Director of "Ajax Realty" (Krasnodar): - This is a natural process for a major real estate companies. When created a good network of sales and funds allow, why not try to produce goods for the network, not just sell someone else's? The crisis has nothing to do with it: at the beginning of the "zero" for this came the largest realtors in Moscow - "Miel", "Mian", "Inkom". Today it is not only the leading operators of real estate market of the country, but serious developers, large-scale projects in high-rise and cottage construction in. To the south along this road have gone as far as I know, only in Krasnodar. Currently underway is a development project from our friends in the company "Kayan" speakers investors of apartment complex, "Anita." The company "Prisli" built housing estate in the village of Seversk. A "Ajax-Realty" actively engaged in building the largest complex of townhouses in Krasnodar "Trinity Manor" and will soon start construction of its first high-rise buildings - project preparation is nearing completion in June to begin construction works. However, it does not diversify business - it is a logical stage of development of a successful company, one way or another related to the implementation of real estate. Eugene Proskurin, president of the Southern Guild of Realtors and Appraisers (Rostov-on-Don) - Rostov, there are examples of companies engaged in support of investment objects - these are private investors that deal with sums of several tens of millions of rubles in the market is the primary construction or reconstruction. There are a couple of companies that use independent investment, for example, "Nirlan." Why realtors are going to build? These projects are highly profitable, and in conjunction with an understanding of the situation on the market can correctly define the strategy of building, location of objects. In addition, Realtors have the knowledge of the land market that allows them to buy the site at low cost and carry on their profitable projects. Olga Tikidzhi-Hamburyan, Deputy. General Director of "Don-MT-property" (Rostov-on-Don) - The Rostov real estate market situation in reverse order - construction companies tend to open with you Realtor departments and companies. This trend was typical of the market before the crisis. During the crisis, this process has stopped, but at the moment is his resume.
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