什么时候开始竞拍

Auctions can be a great way to sell real estate, but not every property should be sold that way. Only the right property and market conditions will lead to success.

George Clift of Clift Land Brokers specializes in auctions through his affiliate, 克利夫兰土地拍卖. The Amarillo-based REALTOR® and licensed auctioneer says there are several important things to know before you and your client bring a property to auction.

首先也是最重要的, auctions are not a last resort or second-tier option if a property doesn’t sell privately. Clift says properties sold at auction often sell for more than they would have if they were listed.

了解市场

Real estate agents who work in auctions spend a lot of time understanding their local markets and connecting with potential buyers. 拍卖买家通常住在房产附近.

“That’s the difference between an auction and a traditional listing,” Clift says. “With a traditional listing, you post it on the MLS or on the internet and hope someone finds it. We spend a lot more money marketing a specific auction property than a personal listing.”

The best auction properties have pent-up demand for them. A small dairy may be too specialized to draw a crowd normally, 他说, but if dairy farmers have been calling your brokerage for weeks, 它可能是一个很好的拍卖对象.

有些买家会参加每一场拍卖会, you must attract enough serious buyers to encourage bidding on your property.

组建你的团队

The NAR 道德守则 tells REALTORS® to only practice within their expertise. If you are unfamiliar with auctions, partner with a more knowledgeable professional.

NAR says you can either refer a client to an auction company, 做一个合作的代理人/经纪人, 或者共同经纪人.

You’ll need to hire an auction company to do the necessary marketing and an auctioneer to conduct the sale. Unless you have an auctioneer license, you cannot call your own auction. Clift says to interview your auctioneer carefully and make sure he or she has experience auctioning your type of property.

设定条款

在拍卖中，卖家制定规则. All bidders have access to the same purchase agreement. “Our contracts have three blanks on them: your name, your price, and your signature,他说.

拍卖有几种类型. Clift usually works on absolute auctions, where there is no minimum bid.

Clift recommends clients do not publish an estimated value, especially for absolute auctions. If buyers enter an auction with a price in mind, it may limit how high the bidding could go.

“公众可能认为他们知道价值是什么, 但如果他们喜欢房产, 他们的出价总是比他们告诉你的要高,他说.

Clift calls auctions the truest expression of the market. The highest bidder is what the market will bear on that day and time.

“If you do everything you’re supposed to—if you marketed it well, 花时间挨家挨户敲门, 告诉大家你要把这个拿去拍卖, 在公开论坛上拍卖, and the seller has realistic terms—how can an appraiser ever say it didn’t bring the market value?