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Quand le client est un expert : place et rôle de l’agent immobilier

Author

Listed:
  • Frédéric Distler

    (CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine)

Abstract

Faced with an expert client, what role should real estate agents play? Should they be an adviser, guide, technician, salesperson, or something else? An expert client knows the market in which the coveted property is located. They have technical, legal, and financial information on the property, acquired through their research on the information channels offered by multiple digital tools and social networks and through contact with professionals and individuals. Indeed, the many websites offering and evaluating properties make it possible to compare products and estimate their value. Thus, individuals who devote themselves to researching information on a property with the aim of acquiring it commit their assets and potentially commit themselves to their bank for years. Furthermore, purchasing real estate is not a trivial occurrence in a person's life. The customer thus becomes an expert on the price of the product, the market, the terms of the construction of the property, the loan application, the current rates, the marketing of the property, competing properties, and so on. This expertise constitutes technical knowledge of the sector and of real estate, and it is recognized by the professional as such. As a result, our research examines the place and role of the customer and the professional with regard to the purchase, sale, or rental of a property.

Suggested Citation

  • Frédéric Distler, 2023. "Quand le client est un expert : place et rôle de l’agent immobilier," Post-Print hal-04054809, HAL.
    • Handle: RePEc:hal:journl:hal-04054809
    DOI: 10.3917/proj.hs02.0089
    as

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