购置房产 l 房产出售 l 房产律法 l 房产税收 l 房屋贷款 l 建筑常识 l 其他常识

房产估价及出售篇

Q1. 房屋买卖的程序及注意事项?
Q2. 房屋估价有哪几种方法, 哪一种最通用有效?
Q3. 什么是M.L.S?
Q4. 为什么加拿大99.99%的人会选择地产代理协助出售物业?
Q5. 房产代理是如何保证服务质量的?
Q6. 房产代理费如何确定?
Q7. 房屋 Closing 时, 买卖双方如何分摊?
Q8. Exclusive Listing 和 Multiple Listing Service 的区别是什么?
Q9. 有房要出售, 打算SALE BY OWNER的业主需要考虑的几个问题

Q1. 房屋买卖的程序及注意事项?

A1. 无论是何种原因出售您自己的房产, 您都希望能够顺利成交而且尽量获得一个好的价钱, 但是, 出售房产同时又是一个非常繁琐, 耗神和需要专业帮助的过程. 所以安省地产协会及多伦多地产协会建议您一定要找到一个称职的专业代理替您打理这一复杂的过程. 一般说来买到您理想的房屋需要经过如下主要阶段:

• Choosing a REALTOR
  As a seller, your relationship with a REALTOR is vital - so meet with several before making a final decision. Choose a REALTOR you feel confortable with; onw who will handle the sale of your home as if it were his or her own.
• What to Expect
  Your REALTOR will help you understand the selling process. He or she will provide you with a full explanation of what to expect so you are not faced with any surprise along the way.
• Getting to know you
  One of the first things your REALTOR will ask is, "Why are you selling your house?" Your REALTOR will also explore any time constraints you may have, your financial situation and any future plans. It's all part of getting to know you so the sale will be handled to your complete satisfaction.
• Setting the Price
  Arriving at an accurate estimate of value for your home is one of your REALTOR's prime task. It involves analyzing your home and comparing it to other, similar houses for sale or recently sold in the neighbourhood. It may also statistics available only to qualified REALTORs. In the end, you will be sure the price you set reflects the true value of your home under current market conditions.
• The Marketing Plan
  Depending on your circumstances, and the prevailing market, your REALTOR will develop a plan to help sell your home quickly and effectively.
• Pre-qualifying Potential Buyers
  Your REALTOR knows how to separete the "lookers" from the "buyers", identifying those who are likely to be interested in your home and qualified to buy it. This will help ensure that only serious buyers visit your house.
• Negotiation
  Your REALTOR has the knowledge and experience to negotiate an agreement on your behalf according to your instructions. He or she will assist in negotiating a better offer, act as mediator between you and the buyer and will participate in drawing up a legally binding contract that protects your interests.
• Closing
  

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Q2. 房屋估价有哪几种方法, 哪一种最通用有效?

A2. Buying a home can be an exasperating and time consuming experience, but not if you enlist the services of a REALTOR. A real estate professional understands the market, knows exactly what is available and can match your needs and budget to your new home efficiently and effectively.

• Honesty and Integrity
  Most real estate professionals in our province are members of the Ontario Real Estate Association (OREA) and only members of OREA can call themselves REALTORS.
  When you work with a REALTOR, you can expect not only strict adherence to provincial laws, but also adherence to a Code of Ethics. And that code is very important to you because it assures you will receive the highest level of service, honesty and integrity.
• Highest Professional Standards
  Before receiving a real estate license, candidates must successfully complete an extensive course of study developed by OREA on behalf of the Real Estate Council of Ontarion. That is only the beginning: in the first two years of practice, licencees are required to successfully complete three additional courses as part of their articling with an experienced broker. In addition, all licencees must continue to attend courses throughout their careers in order to maintain their licences.

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Q3. 什么是M.L.S?

A3. Multiple Listing Service(MLS) 是由加拿大地产协会拥有的 Listing 系统. 该系统在全加拿大范围内受到广泛应用. 加拿大地产协会正式 会员在提供房产买卖专业服务时, 使用该系统最大限度的提高房产供求双方的信息交流. 长期以来加拿大地产协会始终保持该系统的全面,即时 和有效性.
Multiple Listing Service or MLS is an exclusive service accessible only through a REALTOR and it can be a valuable tool. Through MLS, the details of a wide variety of listed properties are made avaible to the REALTOR you work with. That can save you a tremendous amount of time and effort in your hunt for the right home.

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Q4. 为什么加拿大99.99%的人会选择地产代理协助出售物业?

A4. 有经验的房地产经纪人具有必要的专业知识, 严格的职业培训和如何将您的物业最有效的推向市场的丰富经验. 负责任的代理人在交易过程中还会时刻保护您的利益
除了帮您合理估价, 甄别有效客户, 代您讨价还价以外, 还提供FSBO(For Sale By Owner)所无法得到的多种专业服务:

• A listing on the MLS (Multiple Listing Sercice) to maximize your home's market exposure. MLS is a valuable sales tool that REALTORS use to make the details of your property available to a whole network of local real estate professionals looking to match your home with a buyer.
• Promotion on mls.ca.
• Open Houses for other REALTORS and the public.
• Advertising in newspapers, specialty publications and cable TV.
• Home Preparation - your REALTOR will help you with advice to enhance your home's "saleability".

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Q5. 房产代理是如何保证服务质量的?

A5. REALTORS have the knowledge, the training and the experience to effectively market your home and look out for your best interests.

• Honesty and Integrity
  Most real estate professionals in our province are members of the Ontario Real Estate Association (OREA) and only members of OREA can call themselves REALTORS.
  When you work with a REALTOR, you can expect not only strict adherence to provincial laws, but also adherence to a Code of Ethics. And that code is very important to you because it assures you will receive the highest level of service, honesty and integrity.
• Highest Professional Standards
  Before receiving a real estate license, candidates must successfully complete an extensive course of study developed by OREA on behalf of the Real Estate Council of Ontarion. That is only the beginning: in the first two years of practice, licencees are required to successfully complete three additional courses as part of their articling with an experienced broker. In addition, all licencees must continue to attend courses throughout their careers in order to maintain their licences.

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Q6. 房产代理费如何确定?

A6. As the vendor, it is your responsibility to pay a sales commission to the real estate agent for successfully selling your home. The commission that you will pay is established in the listing contract. Typically expressed as a percentage of the final selling price, commissions are payable upon the closing of the sale.

You'll generally be obliged to pay the negotiated commission if a sale is made under either of the following conditions:

• if you accept any offer made during the time the listing agreement is in effect - even if you sell your home yourself
• if, within a pre-determined number of days following the expiry of the agreement, you accept an offer from a buyer who visited your home while the agreement was in effect (the specific time frame will be spelled out in the listing agreement)

Commission rates in Canada today typically run in the 5% to 7% range depending on the type of listing agreement. In certain situations, they can be negotiated - for instance, if your real estate agent is also involved with your next home purchase and/or represents your potential buyer.

Finally, real estate commissions are subject to GST and, where applicable, to provincial sales tax. Your agent or local real estate association can tell you which taxes apply in your jurisdiction.


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Q7. 房屋 Closing 时, 买卖双方如何分摊?

A7.房地产中的CLOSING牵涉到买卖双方的直接的经济利益, 而且是买卖合同中需要仔细计算的部分:

• Adjustments are designed to settle any expense incurred (or income earned on rental properties) by either you or the buyer as of the day of the closing - exactly what you both want.
• Municipal property taxes, school taxes, monthly condominium fees, utilities, fuel oil and fire insurance (plus sales taxes where applicable) are all common expenses that are adjusted for at the closing of the sale. Any expenses you have prepaid before closing day are pro-rated, with the buyer reimbursing you for the period during which you no longer own the property.
• Expenses you might not have yet paid, but which apply to the time during which you owned the home, are similarly pro-rated and reimbursed by you to the buyer.
• If your buyer assumes your mortgage, the outstanding principal - plus accrued interest and any funds held in your tax account - are also adjusted for, as are first and last month's rent on rental premises. Closing costs can be substantial and should be factored into both the buyer's affordability calculation and your expected net proceeds.

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Q8. Exclusive Listing 和 Multiple Listing Service 的区别是什么?

As the vendor, you'll decide whether you want an "exclusive" listing, or prefer to use the "Multiple Listing Service," also known as MLS.

With an exclusive listing, only the real estate firm that you have contracted with - and its agents - can sell your property. This condition applies throughout the duration of the listing agreement.

Conversely, an MLS listing is one in which any real estate firm or broker is permitted to sell your property.

An MLS listing authorizes your agent to market your home through the Multiple Listing Service? which is effectively a "bulletin board" or nation-wide communications network of all properties currently on the market.

An MLS listing provides sellers with broader marketing coverage. In theory, every associated agent in the country can work on your behalf. As a result, sellers generally pay higher commission rates for MLS listings (6%-7%) than for exclusive listings (5%-6%).

On exclusive listings, the agents and their real estate firm receive the full commission. On MLS listings, commissions are divided between the listing agent, the buyer's agent and their respective real estate firms.

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Q9. 有房要出售, 打算SALE BY OWNER的业主需要考虑的几个问题

当有房产准备出售时, 一些业主会考虑Sale By Owner. 在理论上Sale By Owner是当然可以的. 但是在自售房屋前请考虑以下几个问题:

• 你对现时的房产市场是否真正了解, 能否制定定出合理的价格, 你知道你邻里卖出的房产的真实成交价吗? 可能在平时通过各种渠道，你也了解到一些信息，这些信息是不是即时完整和准确的？
• 房产市场是很大的, 多伦多在任何时候都有数万套房产在市场上挂牌出售, 如何MARKETING你的房产，提高自己房屋的VISIBILITY, 有很多的学问, 同时也需要成本.你是否制定了有效的房屋出售的市场推广计划，房屋信息的发布渠道是否畅通，有否准备了一定的资金在报纸，网站或其他媒体做广告？
• 你是否有专业的经验准备和装扮自己的房屋？　懂得如何用最少的投入提高待售物业的外观价值？　如何向看房者介绍自己的房产, 如何判断客户的诚意, 如何跟踪有效客户...
• 售房的关键是讨价还价, 在加拿大, 大部分购房者是请地产代理代为买房还价, 你能和对方的专业代理真正信息和经验上平等地讨价还价吗?
• 还是关于价格, 即使是购房者自己和你谈价, 这里就有一个消费心理学的问题了, 对方知道你是私售, 你想省COMMISION, 他一定也会要求和你一起分享省下来的代理费, 除非你认为自己在卖房过程中的辛劳和付出并不值钱.你必须为买房者也省下这笔费用, 否则不会成交(如果你们本来就是好朋友，可能除外).
• 最后, 双方如何才能算达成协议, DEPOSITE如何收取, 售房合同如何签定, 双方如何 CLOSING, 都有哪些AGREEMENT需要签署, 各项法律条文是否清楚合理，能否避免对自己不利的条款出现在合同中？

解决以上问题需要专业经验,时间，精力甚至一定成本.　笔者建议在你决定省下代理费, 自己出售房产前周全考虑以上问题. 其实中国有一句古话"树业有专攻", 何不请一个专业负责的经济人承揽下诸多繁琐之事, 给自己省下时间和精力, 亦或多享受一下生活.

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