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惡質仲介花招面面觀

房東:新手
發表時間:2013-10-28


房地產行業自民國92年後大漲至現在已有近4年,造成大量年輕人投入房仲業。

                                                                               

由於投入人數極多,近4年房仲業過度擴張,今年銀行緊縮房貸、降低貸款成數,

                                                                               

精華區房價推得太高,又沒有利多消息釋出,房市鈍化,投資客退場、成交量萎

                                                                               

縮,許多仲介店頭,尤其是和買斷客配合的店頭紛紛關店。

                                                                               

                                                                               

今年1月至7月,全台共有129家房仲據點關門大吉,數字創91年後的新高!大台北

                                                                               

精華區,同業競爭過於激烈,原本一些為求業績不擇手段的不肖業者,各種欺騙消

                                                                               

費者或是惡搞同業的手段更是變本加厲,筆者茲分述如下,並提出反制之法以避免

                                                                               

讀者受騙上當。

                                               (一)要求委託時謊稱有客戶要買

                                                                               

委託仲介業者賣屋後,又聲稱各種原因客戶不買,或嫌貴等。

                                                                               

反制之法:真假難辨,找個人品好,誠信佳的仲介從業人員,千萬別迷信大公司

                                                                               

大品牌。有些不肖大公司,廣告做的很感人,營造良好品牌形象,實質上已經將

                                                                               

各種欺騙法美其名曰「業務技巧」傳授給新進人員,都已經變成公司內部的標準

                                                                               

做法,不做還會被資深人員責罵。許多涉世未深的社會新鮮人,還以為做業務一

                                                                               

定要用這些手法才能作,無法適應就得轉行。

                                                                               

                                                                               

(二)假客戶:

                                                                               

找假客戶看屋向屋主回報自己很努力在做,或請假客戶偽裝和同行看屋,之後自

                                                                               

己再去找屋主要求房子給他賣。

                                                                               

反制之法:不專業的假客戶往往隨便看看,屋主一和對方聊天立刻可以了解對方

                                                                                                                                                                        

是否為適合的準買方。但是現在世風日下,許多專業假客戶騙多了,裝的很像不

                                                                               

易被發現破綻;找個人品好,誠信佳的仲介從業人員是防範各種騙術的最佳辦法。

                                                                               

                                                                               

(三)假斡旋,假要約

                                                                               

這已是偽造文書罪。(名詞解釋:要買房屋者委託仲介提出要約契約書或斡旋契約

                                                                               

書,向屋主表達購買房屋的條件和價錢,如果屋主同意買方的購買價格及條件,買

                                                                               

賣雙方簽署同意後買賣雙方均有義務按此一價格及條件成交。斡旋契約書另有斡旋

                                                                               

金,如果買賣雙方同意成交後轉為訂金。)仲介拿假斡旋契約書,假要約契約書,

                                                                               

騙屋主已有有誠意客戶,但價錢出不高要求降價,為防止萬一屋主同意出售,往往

                                                                               

有附帶特殊條件(如要親友看過或風水師看過才能買),或是出價極低屋主不可能

                                                                               

同意。

                                                                               

反制之法:要求影印要約契約書或斡旋契約書。要約契約書或斡旋契約書上有買

                                                                                                           

方電話,仲介會以此為由不讓你影印,可自己要求把號碼蓋住後再影印,說是要

                                                                               

留資料以免自己忘記。要約契約書或斡旋契約書上有買方簽名,如此一來就留下

                                                                               

證據,如果對方推拖不讓你影印表示他拿假的文件。

                                                                               

                                                                               

                                                                               

(四)嫁禍栽贓(明槍)

                                                                               

騙屋主或買方說本來會談成,因為某某同業以種種手法破壞所以無法成交。向屋

                                                                               

主要求降價,向買方要求加價,同時破壞同行在客戶心目中形象。

                                                                               

反制之法:這招真假難辨,找個人品好,誠信佳的仲介從業人員是防範各種騙術

                                                                               

的最佳辦法。

                                                                                

(五)嫁禍栽贓(暗箭)

                                                                               

A家仲介要向屋主殺價時,請同事偽裝其他各家仲介公司的業務打電話給屋主要求

                                                                               

房子給他賣,不管屋主說要賣多少錢(假設是1千萬),故做驚訝大叫太貴了,行

                                                                               

情才5至6百萬。向屋主殺價同時破壞同行在客戶心目中形象。往往是有買方出現時

                                                                               

,這招才會出現,屋主往往會密集的接到A家仲介以外的各家仲介公司的業務電話,

                                                                               

內容都是你這間太貴,如果你透露A家仲介的買方出多少錢,其他B、C、D、E、F家

                                                                               

的仲介就告訴你那是假的,不可能有人出這種天價,如果真有此價錢就快成交吧,

                                                                               

超划算的。

                                                                               

                                                                               

反制之法:自己多做功課,多上網查各家仲介行情,要買賣房子周圍多去問幾家仲

                                                                               

介行情,了解市場行情,惡質的仲介是少數,要收集情報要買賣房屋還真少不了仲

                                                                               

介,光靠自己既浪費時間又有產權糾紛的危險性。

                                                                                                                                          

(六)促銷

                                                                               

仲介帶買方看屋時,有同事打電話來或當面要求要這間屋子資料,有其他客戶也有興

                                                                               

趣要買。造成搶購的情境。

                                                                               

反制之法:該是你的就是你的,自己想清楚再買。買房子金額極大,可不是大賣場的

                                                                               

限時搶購。

                                                                               

                                                                               

                                                                               

(七)集中帶看

                                                                               

這不是欺騙,是業務技巧。通常要大公司才容易做到。發簡訊給旗下上百位業務員,

                                                                               

指定同一時間內帶多組客戶來看,客戶看到來看的客人人山人海,又被業務提醒要

                                                                               

帶支票或現金要立刻決定,一衝動可能就買了。

                                                                               

反制之法:該是你的就是你的,自己想清楚再買。多人看的房子不一定便宜,主要

                                                                               

是大仲介公司的銷售手法,也有可能是條件很好但價錢也比行情高的房子用這種手

                                                                               

法銷售。別被人潮沖昏頭了。

                                                                               

                                                                               

(八)辛勞苦假回報

                                                                               

向屋主或買方回報去和對方談判,假設屋主開價1千2百萬要賣1千萬,買方出1千萬

                                                                               

;仲介回報屋主買方出8百萬,另回報買方屋主要1千1百萬才賣,之後的幾天不斷

                                                                               

向買賣雙方回報,差距不斷縮小,最後經過多天從早到晚的不斷努力談判,終於成

                                                                               

交(事實上未必談那麼多次)。這招很常見。但是因為人的妒嫉心作祟,許多客戶

                                                                               

眼紅仲介表面上花了幾天功夫就能談成一個案子,服務費可收數十萬、數百萬甚至

                                                                               

上千萬,因此成交時不願付應付的服務費。但是並沒看見他們為了開發新案(房子)

                                                                               

回來賣,每天從早工作到晚,為了打廣告花了大把的鈔票;其實各行各業都有他的

                                                                                                                                                              

困難? 往往要親身去做才會了解。不了解而否定別人的努力是不公平的。

                                                                               

                                                                               

反制之法:這招真偽難辨,有時候確實要談判很多次,找個人品好,誠信佳的仲介

                                                                               

從業人員才是王道。

                                                                               

                                                                               

                                                                               

(九)假見面談

                                                                               

假客戶進化版,直接找假客戶出來殺屋主價錢。

                                                                               

反制之法:自己多做功課。

                                                                               

                                                                               

                                                                               

                                                                               

(十)頻繁見面談

                                                                               

有點興趣的真客戶就約買賣雙方出來,但是是分開在2個小房間,由業務分別和賣

                                                                                                                                                         

方殺價、買方要求加價。談法同辛勞苦假回報的方式,如果成功就成交簽約,如果

                                                                               

不成也可以殺屋主價錢一輪。客戶請仲介業者代勞就是要節省時間,用這種粗糙的

                                                                               

方式實在無法提升仲介業的素質和服務品質。

                                                                                                                                                           

反制之法:要求自己和買方面談不要隔離在2個小房間,或要求價錢談好了才出來

                                                                               

簽約,不要浪費時間出來見面談。

                                                                               

                                                                               

                                                                               

結語

                                                                               

現在世風日下,充斥各種美其名曰「業務技巧」的欺騙手法,為了錢你爭我奪,

                                                                               

爾虞我詐,實在令人難過。許多大公司不但將欺騙手法變成公司內部的標準做法,

                                                                               

更有惡質公司,還偷同業的廣告板、割破同業的廣告帆布、排值班人員打騷擾電話、

                                                                               

跟蹤同業、派白衣人在同業門口站崗等做法;甚有被新聞報導仍不改善,自以為別

                                                                                     

人抓不到證據而洋洋得意。希望消費者能睜大眼睛讓優質的業者好人出頭。





 






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