3 Must Ask Questions When Buying a House | 周末看房小 Tips 005
（图片：thecourier）
Speaking with a Real Estate agent can sometimes be quite daunting. Especially, when they are asking you all the questions and you’ve just accidentally given away the top end of your budget.
跟地产中介谈判，这个事情往往让人怯步。中介总是一个接一个问题把你盘问得清清楚楚，而你却好像一瞬间仿佛忘记了自己该问点什么。甚至预算那回事儿一瞬间被抛到九霄云外。
那么我们面对这些非常有经验的房（卖）屋（方）中介，该如何提问，来帮助到我（买）们（方）了解到更多信息呢？
Below are the Top 3 questions, with sample scripts, that I ask every real estate agent when trying to understand the level of demand and urgency of the sale:
下面我给大家总结出三个问题，连同一些情景描述。这是我面对地产中介的时候，我常常询问的问题。通过这些问题，我可以了解到，买家需求怎么样，卖家又多么热切想要出手。
1.为什么卖家出售这个房子？
2.有多少人找你要了卖房合同？
3.你收到了几个出价？
壹
Why is the vendor looking to sell?
This may seem like a simple question but understanding the exact reason as to why a vendor is selling will be highly advantageous when putting together your offer. I’ve secured many properties prior to auction by asking this very simple question.
为什么卖家出售这个房子？这是个非常简单又直接的问题。但是了解卖家出售房子的原因对你出价很有帮助。
我因为问了这个问题，好几次在拍卖前成功买下房子。
Script
Buyer: “What a beautiful house, I can’t understand why they would want to sell?”
Agent: “They are looking to upgrade as their kids are getting older.”
Buyer: “Have they found something else?”
Agent: “Yes, they are considering another property in their desired location”
情景描述
买方: 这个房子真漂亮，请问他们为什么要卖呀？
中介: 他们要升级更大的房子，孩子们长大了
买方: 他们找到想要的房子了吗？
中介: 嗯，找到了。他们正在考虑另外一个房子，那个房子就在他们想要的地区。
Perfect! We now know that the vendor is emotionally attached to another property and there’s pressure for them to secure the right buyer. You can now use this information in your terms of offer to sway the vendor in your favour without impacting your position.
完美！
我们现在知道，房东已经看上了别的房子，所以也许他们是有压力要尽快出手的。现在你就可以利用这个消息，在出价的时候让房东接受对你有利的条件。
贰
How many contracts have been issued?
Understanding your competition is very important. Potential buyers would not ask for a copy of the contract unless they are interested in the property. So dig a little bit deeper to find out your level of competition.
有多少人找你要了卖房合同？了解自己面临的竞争是非常重要的。对房子感兴趣的人往往会找中介要一份卖房合同，好要求律师开始做前期准备。
所以这个问题是用来了解有多少潜在竞争对手的。
Script
Buyer: “Wow, great turnout today! You must’ve issued a number of contracts?”
Agent: “Let me see, we’ve sent out 10 so far”
Buyer: “That’s great! And how many have actually ordered a building and pest report?”
Agent: “Just 2”
情景描述
买家: 哇，今天很多人来看房哦。你肯定已经发放出去好几份合同了吧？
中介: 嗯，我们已经发出去了10份。
买家: 那很好啊！有多少人约了时间做房屋结构和虫害报告呢？
中介：只有2个。
So while many are interested in the property, only 2, are serious buyers. Buyers are only willing to spend money on due diligence (such as building and pest, vetting of contracts) when they are serious about making an offer or wanting to bid on a property.
所以现在我们知道，尽管很多人多这个房子感兴趣，但是只有2个真正的潜在竞争对手。因为只有真正想要买这个房子的人，才会花钱做房屋结构和虫害报告。
叁
Have you received any offers?
This question will not only provide you will the level of demand for the property but also build a basis on what to offer for the property.
你收到了几个出价？这个问题也是了解竞争对手的，这会让你在出价的时候做到心里有数。
Script
Buyer: “Will the vendor look at selling prior to auction?”
Agent: “Maybe, if we get the right price”
Buyer: “Have you received any written offers that the vendors would consider?”
Agent: “We had a few offers below the guide but one group offered an amount above the middle range which the vendor is considering”
情景描述
买方: 房东会考虑拍卖前出售吗？
中介: 也许吧，如果有好价格的话
买方: 你现在已经有了合适的出价了吗？
中介: 我们已经收到几个略低的报价，还有一个比中间价位略高，房东正在考虑
From this question, we’ve uncovered where our competitor’s price points are, as well as, the vendor’s expectations for the property and what they will likely accept.
从这个问题，我们可以了解到我们竞争对手大约出了什么价位，同时房东想要的价位大约是多少。
建议
Make sure your offer is in writing – all written offers must be presented to the vendors.Make multiple offers on the property, with different terms and price points.If it’s the right property, don’t waste time.
确保你的出价是落在纸面上的，因为中介必须把所有的出价都呈现到房东面前。对理想的房子可以做多个出价，给每一个出价不同的附加条件和价格。如果这就是你想要的房子，则无需浪费时间，直接给到房东想要的价位。
— Buyer Agent 关于 出价 的建议
一些 Tips
Check out some of our tips below :
– If the property is going to auction, look to secure the property prior to auction with a 66W
如果房子是要拍卖的，建议你尝试在拍卖前买下，并且使用66W文件免除冷静期
– Offer a simultaneous settlement based on the settlement date of the other property
同时保持原来拍卖合同的交房日期
– Offer extended settlement if the vendors haven’t secured the right property
如果房东还没有买到合适的房子，就延长交房日期
– Release of 10% deposit – seek solicitor advice on this
表示同意释放10%押金，用来帮助房东买新房子。这一点上，你一定要记得寻求律师的建议
-Ask the agent if an existing building and pest report is available
问问中介，是不是已经有人做完了房屋结构报告和虫害报告
-If demand and competition is strong, make sure you line up all your ducks in a row in anticipation of a 66W offer
如果竞争非常激烈，准备好你66W文件，你可能需要免除5天的冷静期
官方合作供稿 未经允许 不得转载
如需 Buyer Agent 服务
联系：MyHomeLoan 官方客服
请关注 Myhomeloan 官方微信 获取更多贷款知识
We’ re here to guide you from struggle to success
Ps：对于周末看房，参加拍卖，您还想了解哪些内容，欢迎给我们 留言 或后台 回复 告诉我们。我们会用专业的知识和多年 case积累的从业经验来一一为您解答。
