Evoluția comportamentului cumpărătorilor de apartamente de la ultima criză

7 June 2018 • Real estate
Evoluția comportamentului cumpărătorilor de apartamente de la ultima criză

Autor: Cosmin Slave, General Manager – Arcadia Apartments Domenii.

Ne aflăm la 10 ani de la prima criză imobiliară din România care a schimbat radical comportamentul participanților din piața imobiliară. Atunci, cumpărătorii erau preocupați de prețul și structura apartamentelor, aveau o încredere exagerată în promisiunile dezvoltatorilor imobiliari și nu luau în considerare potențialele riscuri ale proiectelor.

O mare parte dintre clienții de azi păstrează temeri bazate pe experiențe care au existat în timpul crizei. Acum, aceștia sunt mult mai informați, rezervați și atenți la detalii: se consultă cu specialiști, studiază domeniul imobiliar, solicită analize de tip due diligence a documentelor de proprietateși analizează cu atenție ante-contractele de vânzare-cumpărare.

Cumpărătorul are 3 criterii pe baza cărora face alegerea: locația, reputația dezvoltatorului și calitatea proiectului.

Locația ideală a unui proiect de succes ar trebui să asigure accesul facil la mijloace de transport și să ofere o soluție de trafic adecvată pentru mașini. Cu toate acestea, în aglomerația urbană, chiar și cu cele mai bune legături, proximitatea joacă un rol esențial. Având în vedere faptul că majoritatea clienților sunt la vârsta la care au sau urmează să aibă copii, distanța față de grădinițe și școli este esențială. Mulți cumpărători preferă o locație în proximitatea acestora decât a serviciului.

Reputația dezvoltatorului este esențială pentru toți clienții fiind un criteriu eliminatoriu în multe cazuri. În 2008 erau semnate în mod curent promisiuni de vânzare-cumpărare pentru proiecte care nu aveau nici măcar autorizație de construcție. În condițiile actuale de acces la informație, dezvoltatorii care au făcut greșeli sau care nu și-au onorat promisiunile sunt sancționați puternic de piață. Profilul unui dezvoltator de încredere ar trebui să îndeplinească următoarele criterii: să dețină putere financiară, un portofoliu serios de proiecte finalizate și să fi trecut cu reputația nepătată prin criză.

Calitatea proiectului nu înseamnă neapărat finisaje de lux. Un proiect de succes este acela care este adecvat nevoilor și bugetelor cumpărătorilor cărora li se adresează. Indiferent dacă este un proiect economic, mediu sau de lux, majoritatea clienților au un set de așteptări corespunzătoare nivelului clădirii. Orice element suplimentar față de nivelul așteptat înseamnă o potențială pierdere de profit, clientul nefiind dispus să plătească pentru acesta.

Un alt trend important este legat de scăderea interesului pentru apartamentele vechi. Am întâlnit mulți clienți care denumesc apartamentele vechi „second hand”, punându-le astfel pe un palier clar inferior locuințelor noi. Noua generație de cumpărători este foarte atentă la funcționalitatea spațiului, preferând proiectele noi pe motiv că acestea oferă o multitudine de compartimentări și o varietate de facilități, spre deosebire de blocurile vechi care sunt construite după aceleași tipare.

Dezvoltatorii care înțeleg dorințele clienților și reușesc să le învingă temerile au în acest moment oportunitatea de a marca profituri sigure. În caz contrar, aceștia riscă să rămână cu proiectul nevândut.

Articol scris în deschiderea raportului Piața Imobiliară Rezidențială: Trimestrul I 2018 de Cosmin Slave, General Manager – Arcadia Apartments Domenii.

Sursa: CPI Imobiliare

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  #requestUri: "/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
  #baseUrl: ""
  #basePath: null
  #method: "GET"
  #format: null
  #session: Illuminate\Session\Store {}
  #locale: null
  #defaultLocale: "en"
  -preferredFormat: null
  -isHostValid: true
  -isForwardedValid: true
  basePath: ""
  format: "html"
}

  2. Illuminate\Http\Response {}
/var/www/html/blissimobiliare/vendor/laravel/framework/src/Illuminate/Foundation/Http/Kernel.php 
     */
    protected function dispatchToRouter()
    {
        return function ($request) {
            $this->app->instance('request', $request);
 
            return $this->router->dispatch($request);
        };
    }
 
    /**
     * Call the terminate method on any terminable middleware.
     *
     * @param  \Illuminate\Http\Request  $request
     * @param  \Illuminate\Http\Response  $response
     * @return void
     */
    public function terminate($request, $response)
    {
        $this->terminateMiddleware($request, $response);
 
        $this->app->terminate();
    }
 
    /**
     * Call the terminate method on any terminable middleware.
     *
     * @param  \Illuminate\Http\Request  $request
     * @param  \Illuminate\Http\Response  $response
     * @return void
     */
    protected function terminateMiddleware($request, $response)
    {
        $middlewares = $this->app->shouldSkipMiddleware() ? [] : array_merge(
            $this->gatherRouteMiddleware($request),
            $this->middleware
        );
 
        foreach ($middlewares as $middleware) {
            if (! is_string($middleware)) {
Arguments 
  1. Illuminate\Http\Request {
  #json: null
  #convertedFiles: null
  #userResolver: Closure($guard = null) { …4}
  #routeResolver: Closure() { …4}
  +attributes: Symfony\Component\HttpFoundation\ParameterBag {}
  +request: Symfony\Component\HttpFoundation\ParameterBag {#1}
  +query: Symfony\Component\HttpFoundation\ParameterBag {#1}
  +server: Symfony\Component\HttpFoundation\ServerBag {}
  +files: Symfony\Component\HttpFoundation\FileBag {}
  +cookies: Symfony\Component\HttpFoundation\ParameterBag {}
  +headers: Symfony\Component\HttpFoundation\HeaderBag {}
  #content: null
  #languages: null
  #charsets: null
  #encodings: null
  #acceptableContentTypes: array:1 [
    0 => "*/*"
  ]
  #pathInfo: "/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
  #requestUri: "/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
  #baseUrl: ""
  #basePath: null
  #method: "GET"
  #format: null
  #session: Illuminate\Session\Store {}
  #locale: null
  #defaultLocale: "en"
  -preferredFormat: null
  -isHostValid: true
  -isForwardedValid: true
  basePath: ""
  format: "html"
}

  2. Illuminate\Http\Response {}
/var/www/html/blissimobiliare/public/index.php 
|--------------------------------------------------------------------------
| Run The Application
|--------------------------------------------------------------------------
|
| Once we have the application, we can handle the incoming request
| through the kernel, and send the associated response back to
| the client's browser allowing them to enjoy the creative
| and wonderful application we have prepared for them.
|
*/
 
$kernel = $app->make(Illuminate\Contracts\Http\Kernel::class);
 
$response = $kernel->handle(
    $request = Illuminate\Http\Request::capture()
);
 
$response->send();
 
$kernel->terminate($request, $response);
Arguments 
  1. Illuminate\Http\Request {
  #json: null
  #convertedFiles: null
  #userResolver: Closure($guard = null) { …4}
  #routeResolver: Closure() { …4}
  +attributes: Symfony\Component\HttpFoundation\ParameterBag {}
  +request: Symfony\Component\HttpFoundation\ParameterBag {#1}
  +query: Symfony\Component\HttpFoundation\ParameterBag {#1}
  +server: Symfony\Component\HttpFoundation\ServerBag {}
  +files: Symfony\Component\HttpFoundation\FileBag {}
  +cookies: Symfony\Component\HttpFoundation\ParameterBag {}
  +headers: Symfony\Component\HttpFoundation\HeaderBag {}
  #content: null
  #languages: null
  #charsets: null
  #encodings: null
  #acceptableContentTypes: array:1 [
    0 => "*/*"
  ]
  #pathInfo: "/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
  #requestUri: "/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
  #baseUrl: ""
  #basePath: null
  #method: "GET"
  #format: null
  #session: Illuminate\Session\Store {}
  #locale: null
  #defaultLocale: "en"
  -preferredFormat: null
  -isHostValid: true
  -isForwardedValid: true
  basePath: ""
  format: "html"
}

  2. Illuminate\Http\Response {}

Environment & details:

empty
empty
empty
Key Value
XSRF-TOKEN 
"eyJpdiI6IkxhSXdkc0EyRFdwTVJyNmxIOTUyRGc9PSIsInZhbHVlIjoiNXhqQnhKTVRlNGdZNUY1VXJ0cXF4akI4Tk1iYWRnMldPTjNXVFNzaVFVU2grTERMTXZLVlwvaUpqZXdnYWNvcXAiLCJtYWMiOiJlMzA3Y2QxZDI2NzhiOTdiN2FlYzY2MmEzMjZhMGY2ZTRhMmU5ZDYzNTcyN2M4ZjQ1YWY1ZDAzMDFkOGQwNGEyIn0="
laravel_session 
"eyJpdiI6Ilk3VVlsSVZqclwvUldJdXpSR0Z5UWFBPT0iLCJ2YWx1ZSI6ImlxamFSXC9nNUllWE1tQUNXS3ZoQWdDc3RuVjBKRUVXUzd3VThBTDhsd2ZwbGhEN2dRcDMyWjl4YmZab094Wk9UIiwibWFjIjoiNGJhOTk0MTE5NzI5YTFkOTNmMjUwZTNmZjE0NDQ2ZTI2ODE4MTFjOWNlNjkwYmJlZmY1Mzg1M2QxYmY0MDlkZSJ9"
lang 
"eyJpdiI6IlBUSEdzeFNubzFWdGNwcW9aV25NUWc9PSIsInZhbHVlIjoiVkVqb0xmVlExZEorWmJ3YUpjaHVtdz09IiwibWFjIjoiYTdlNjA1ZjUxODhjNTllMGJkM2I3ZDA0NjBlNzdkMGM2YWJjN2YxNzYyMDU0NDVmYzRkOGM2YzA3NTM5OTkzZiJ9"
empty
Key Value
REDIRECT_UNIQUE_ID 
"aMYddawfEagAAD39-OgAAAAC"
REDIRECT_SCRIPT_URL 
"/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
REDIRECT_SCRIPT_URI 
"http://ec2-3-72-183-126.eu-central-1.compute.amazonaws.com/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
REDIRECT_STATUS 
"200"
UNIQUE_ID 
"aMYddawfEagAAD39-OgAAAAC"
SCRIPT_URL 
"/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
SCRIPT_URI 
"http://ec2-3-72-183-126.eu-central-1.compute.amazonaws.com/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
HTTP_ACCEPT 
"*/*"
HTTP_USER_AGENT 
"Mozilla/5.0 AppleWebKit/537.36 (KHTML, like Gecko; compatible; ClaudeBot/1.0; +claudebot@anthropic.com)"
HTTP_COOKIE 
"XSRF-TOKEN=eyJpdiI6IkxhSXdkc0EyRFdwTVJyNmxIOTUyRGc9PSIsInZhbHVlIjoiNXhqQnhKTVRlNGdZNUY1VXJ0cXF4akI4Tk1iYWRnMldPTjNXVFNzaVFVU2grTERMTXZLVlwvaUpqZXdnYWNvcXAiLCJtYWMiOiJlMzA3Y2QxZDI2NzhiOTdiN2FlYzY2MmEzMjZhMGY2ZTRhMmU5ZDYzNTcyN2M4ZjQ1YWY1ZDAzMDFkOGQwNGEyIn0%3D; laravel_session=eyJpdiI6Ilk3VVlsSVZqclwvUldJdXpSR0Z5UWFBPT0iLCJ2YWx1ZSI6ImlxamFSXC9nNUllWE1tQUNXS3ZoQWdDc3RuVjBKRUVXUzd3VThBTDhsd2ZwbGhEN2dRcDMyWjl4YmZab094Wk9UIiwibWFjIjoiNGJhOTk0MTE5NzI5YTFkOTNmMjUwZTNmZjE0NDQ2ZTI2ODE4MTFjOWNlNjkwYmJlZmY1Mzg1M2QxYmY0MDlkZSJ9; lang=eyJpdiI6IlBUSEdzeFNubzFWdGNwcW9aV25NUWc9PSIsInZhbHVlIjoiVkVqb0xmVlExZEorWmJ3YUpjaHVtdz09IiwibWFjIjoiYTdlNjA1ZjUxODhjNTllMGJkM2I3ZDA0NjBlNzdkMGM2YWJjN2YxNzYyMDU0NDVmYzRkOGM2YzA3NTM5OTkzZiJ9"
HTTP_ACCEPT_ENCODING 
"gzip, br, zstd, deflate"
HTTP_HOST 
"ec2-3-72-183-126.eu-central-1.compute.amazonaws.com"
HTTP_VIA 
"1.1 squid-proxy-5b5d847c96-9mkf2 (squid/6.10)"
HTTP_X_FORWARDED_FOR 
"10.3.52.131"
HTTP_CACHE_CONTROL 
"max-age=259200"
HTTP_CONNECTION 
"keep-alive"
PATH 
"/usr/local/sbin:/usr/local/bin:/usr/sbin:/usr/bin:/sbin:/bin"
SERVER_SIGNATURE 
""
SERVER_SOFTWARE 
"Apache"
SERVER_NAME 
"ec2-3-72-183-126.eu-central-1.compute.amazonaws.com"
SERVER_ADDR 
"172.31.17.168"
SERVER_PORT 
"80"
REMOTE_ADDR 
"216.73.216.112"
DOCUMENT_ROOT 
"/var/www/html/blissimobiliare/public"
REQUEST_SCHEME 
"http"
CONTEXT_PREFIX 
""
CONTEXT_DOCUMENT_ROOT 
"/var/www/html/blissimobiliare/public"
SERVER_ADMIN 
"razvan.iacob@blissimobiliare.ro"
SCRIPT_FILENAME 
"/var/www/html/blissimobiliare/public/index.php"
REMOTE_PORT 
"24070"
REDIRECT_URL 
"/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
GATEWAY_INTERFACE 
"CGI/1.1"
SERVER_PROTOCOL 
"HTTP/1.1"
REQUEST_METHOD 
"GET"
QUERY_STRING 
""
REQUEST_URI 
"/en/blog/real-estate/evolutia-comportamentului-cumparatorilor-de-apartamente-de-la-ultima-criza-12"
SCRIPT_NAME 
"/index.php"
PHP_SELF 
"/index.php"
REQUEST_TIME_FLOAT 
1757814133.701
REQUEST_TIME 
1757814133
APP_ENV 
"dev"
APP_KEY 
"base64:TUuFX2pGhF01If7DKAC3kZsG4eHfCEDGZOiq1YLX/Fc="
APP_DEBUG 
"true"
APP_LOG_LEVEL 
"debug"
APP_URL 
"https://dev.blissimobiliare.ro"
DB_CONNECTION 
"mysql"
DB_HOST 
"jaap.c0yqfgjfckuc.eu-central-1.rds.amazonaws.com"
DB_PORT 
"3306"
DB_DATABASE 
"jaap_dev"
DB_USERNAME 
"root"
DB_PASSWORD 
"nd3nfm90ms"
BROADCAST_DRIVER 
"pusher"
CACHE_DRIVER 
"redis"
SESSION_DRIVER 
"redis"
QUEUE_DRIVER 
"redis"
REDIS_HOST 
"127.0.0.1"
REDIS_PASSWORD 
"null"
REDIS_PORT 
"6379"
SOLR_CORE 
"core0"
SOLR_USER 
"root"
SOLR_PASS 
"jA5GpXhFCc7SeY6x"
MAIL_DRIVER 
"smtp"
MAIL_HOST 
"smtp.sendgrid.net"
MAIL_PORT 
"587"
MAIL_USERNAME 
"apikey"
MAIL_PASSWORD 
"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"
MAIL_ENCRYPTION 
"tls"
SENGRID_API_KEY 
"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"
PUSHER_APP_ID 
"266734"
PUSHER_APP_KEY 
"1da30260f9dbb1a0d9db"
PUSHER_APP_SECRET 
"10fbeff65291a4cc067a"
SLACK_WEBHOOK_URL 
"https://hooks.slack.com/services/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"
MIXPANEL_TOKEN 
"25d54c3d4d562ae8353ed7c7417d488b"
ANALYTICS_VIEW_ID 
"132938481"
RECAPTCHA_KEY 
"6LecPnoUAAAAAAZgRBMRPEA1V2bqSKNPmTnlN_M_"
RECAPTCHA_SECRET 
"6LecPnoUAAAAAD-xVo0bqW7XCeGEHjotj48ShhfK"
S3_KEY 
"AKIAIY23DCGM7GE6X26A"
S3_SECRET 
"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"
S3_REGION 
"eu-central-1"
S3_BUCKET 
"bliss-files"
IPAPI_KEY 
""
DEBUGBAR_ENABLED 
"true"
DB_LOG_QUERIES 
"false"
DB_LOG_SLOW_QUERIES 
"true"
DB_SLOW_QUERIES_MIN_EXEC_TIME 
"100"
DB_LOG_OVERRIDE 
"false"
DB_LOG_DIRECTORY 
"logs/db"
DB_CONVERT_TIME_TO_SECONDS 
"false"
DB_LOG_SEPARATE_ARTISAN 
"false"
Key Value
APP_ENV 
"dev"
APP_KEY 
"base64:TUuFX2pGhF01If7DKAC3kZsG4eHfCEDGZOiq1YLX/Fc="
APP_DEBUG 
"true"
APP_LOG_LEVEL 
"debug"
APP_URL 
"https://dev.blissimobiliare.ro"
DB_CONNECTION 
"mysql"
DB_HOST 
"jaap.c0yqfgjfckuc.eu-central-1.rds.amazonaws.com"
DB_PORT 
"3306"
DB_DATABASE 
"jaap_dev"
DB_USERNAME 
"root"
DB_PASSWORD 
"nd3nfm90ms"
BROADCAST_DRIVER 
"pusher"
CACHE_DRIVER 
"redis"
SESSION_DRIVER 
"redis"
QUEUE_DRIVER 
"redis"
REDIS_HOST 
"127.0.0.1"
REDIS_PASSWORD 
"null"
REDIS_PORT 
"6379"
SOLR_CORE 
"core0"
SOLR_USER 
"root"
SOLR_PASS 
"jA5GpXhFCc7SeY6x"
MAIL_DRIVER 
"smtp"
MAIL_HOST 
"smtp.sendgrid.net"
MAIL_PORT 
"587"
MAIL_USERNAME 
"apikey"
MAIL_PASSWORD 
"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"
MAIL_ENCRYPTION 
"tls"
SENGRID_API_KEY 
"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"
PUSHER_APP_ID 
"266734"
PUSHER_APP_KEY 
"1da30260f9dbb1a0d9db"
PUSHER_APP_SECRET 
"10fbeff65291a4cc067a"
SLACK_WEBHOOK_URL 
"https://hooks.slack.com/services/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"
MIXPANEL_TOKEN 
"25d54c3d4d562ae8353ed7c7417d488b"
ANALYTICS_VIEW_ID 
"132938481"
RECAPTCHA_KEY 
"6LecPnoUAAAAAAZgRBMRPEA1V2bqSKNPmTnlN_M_"
RECAPTCHA_SECRET 
"6LecPnoUAAAAAD-xVo0bqW7XCeGEHjotj48ShhfK"
S3_KEY 
"AKIAIY23DCGM7GE6X26A"
S3_SECRET 
"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"
S3_REGION 
"eu-central-1"
S3_BUCKET 
"bliss-files"
IPAPI_KEY 
""
DEBUGBAR_ENABLED 
"true"
DB_LOG_QUERIES 
"false"
DB_LOG_SLOW_QUERIES 
"true"
DB_SLOW_QUERIES_MIN_EXEC_TIME 
"100"
DB_LOG_OVERRIDE 
"false"
DB_LOG_DIRECTORY 
"logs/db"
DB_CONVERT_TIME_TO_SECONDS 
"false"
DB_LOG_SEPARATE_ARTISAN 
"false"
0. Whoops\Handler\PrettyPageHandler