{"id":773,"date":"2026-02-22T13:39:31","date_gmt":"2026-02-22T12:39:31","guid":{"rendered":"https:\/\/unlisters.com\/?p=773"},"modified":"2026-02-22T13:48:18","modified_gmt":"2026-02-22T12:48:18","slug":"the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice","status":"publish","type":"post","link":"https:\/\/unlisters.com\/cs\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/","title":{"rendered":"Skryt\u00fd trh: Pro\u010d nejlep\u0161\u00ed realitn\u00ed transakce nikdy nedosahuj\u00ed port\u00e1l\u016f (a pro\u010d si v\u011bt\u0161ina makl\u00e9\u0159\u016f nikdy nev\u0161imne)"},"content":{"rendered":"<p>Pro v\u011bt\u0161inu makl\u00e9\u0159\u016f vypad\u00e1 trh s nemovitostmi jednodu\u0161e.<\/p>\n<p>Majitel\u00e9 seznam majetku.<br \/>\nKupuj\u00edc\u00ed vyhled\u00e1vaj\u00ed port\u00e1ly.<br \/>\nAgenti se shoduj\u00ed na obou stran\u00e1ch a vyjedn\u00e1vaj\u00ed.<\/p>\n<p>Je to transparentn\u00ed, m\u011b\u0159iteln\u00e9, ve\u0159ejn\u00e9. To je tak\u00e9 jen polovina trhu. Po letech str\u00e1ven\u00fdch rozhovory s investory, developery, rodinn\u00fdmi kancel\u00e1\u0159emi, soukrom\u00fdmi bankami a seniorn\u00edmi makl\u00e9\u0159i nap\u0159\u00ed\u010d n\u011bkolika zem\u011bmi se velmi rychle st\u00e1v\u00e1 z\u0159ejm\u00fdm jeden vzorec:<\/p>\n<blockquote><p>V\u00fdznamn\u00e1 \u010d\u00e1st transakc\u00ed s nejvy\u0161\u0161\u00ed hodnotou se nikdy neobjev\u00ed na \u017e\u00e1dn\u00e9 ve\u0159ejn\u00e9 kota\u010dn\u00ed platform\u011b. Ne \u201ez\u0159\u00eddka\u201c. Systematicky.<\/p><\/blockquote>\n<h2>Ve skute\u010dnosti existuj\u00ed dva realitn\u00ed trhy<\/h2>\n<p>Nemovitosti nefunguj\u00ed jako jednotn\u00fd trh. Funguje jako dva paraleln\u00ed syst\u00e9my likvidity.<\/p>\n<h3>1) Ve\u0159ejn\u00fd trh<\/h3>\n<p>To je trh, kter\u00fd ka\u017ed\u00fd vid\u00ed:<\/p>\n<ul>\n<li>seznam port\u00e1l\u016f<\/li>\n<li>ve\u0159ejn\u00fd marketing<\/li>\n<li>otev\u0159en\u00e9 prohl\u00ed\u017een\u00ed<\/li>\n<li>standardn\u00ed popt\u00e1vka kupuj\u00edc\u00edho<\/li>\n<\/ul>\n<p>Je optimalizov\u00e1n pro expozici.<\/p>\n<p>Ve\u0159ejn\u00fd trh je efektivn\u00ed pro byty, standardn\u00ed rodinn\u00e9 domy, mal\u00e9 investi\u010dn\u00ed nemovitosti a maloobchodn\u00ed kupuj\u00edc\u00ed. V\u011bt\u0161ina agent\u016f pracuje zcela uvnit\u0159 t\u00e9to vrstvy.<\/p>\n<h3>2) Soukrom\u00fd trh (mimo trh)<\/h3>\n<p>Tento funguje jinak:<\/p>\n<ul>\n<li>\u017e\u00e1dn\u00e9 reklamy<\/li>\n<li>\u0159\u00edzen\u00e1 distribuce<\/li>\n<li>vybran\u00e9 protistrany<\/li>\n<li>pouze p\u0159edkvalifikovan\u00ed kupuj\u00edc\u00ed<\/li>\n<\/ul>\n<p>Je optimalizov\u00e1n pro diskr\u00e9tnost a jistotu proveden\u00ed, nikoli viditelnost. Typick\u00fdmi \u00fa\u010dastn\u00edky jsou develope\u0159i, kte\u0159\u00ed ti\u0161e umis\u0165uj\u00ed z\u00e1soby, vlastn\u00edci aktiv vytv\u00e1\u0159ej\u00edc\u00edch p\u0159\u00edjmy, prodejci portfoli\u00ed, t\u00edsniv\u00e9 situace, jednotlivci s vysok\u00fdm \u010dist\u00fdm jm\u011bn\u00edm, rodinn\u00e9 kancel\u00e1\u0159e a soukrom\u00ed investo\u0159i, kte\u0159\u00ed p\u0159emis\u0165uj\u00ed kapit\u00e1l.<\/p>\n<p>Dohody se st\u00e1le d\u011bj\u00ed. Oni prost\u011b cirkuluj\u00ed prost\u0159ednictv\u00edm vztah\u016f nam\u00edsto marketingu.<\/p>\n<h2>Pro\u010d se majitel\u00e9 vyh\u00fdbaj\u00ed ve\u0159ejn\u00fdm z\u00e1pis\u016fm<\/h2>\n<p>Mnoho makl\u00e9\u0159\u016f p\u0159edpokl\u00e1d\u00e1, \u017ee nemovitosti se dostanou mimo trh pouze tehdy, kdy\u017e prodejci cht\u011bj\u00ed vy\u0161\u0161\u00ed ceny. Ve skute\u010dnosti je cena \u010dasto nejm\u00e9n\u011b d\u016fle\u017eit\u00fdm d\u016fvodem. Seri\u00f3zn\u00ed prodejci se vyh\u00fdbaj\u00ed publicit\u011b, proto\u017ee publicita vytv\u00e1\u0159\u00ed riziko.<\/p>\n<p><strong>Signaliza\u010dn\u00ed riziko<\/strong><\/p>\n<p>Pokud budova v hodnot\u011b 5 milion\u016f EUR sed\u00ed ve\u0159ejn\u011b po dobu n\u011bkolika m\u011bs\u00edc\u016f:<\/p>\n<ul>\n<li>Kupuj\u00edc\u00ed p\u0159edpokl\u00e1daj\u00ed probl\u00e9m<\/li>\n<li>vyjedn\u00e1vac\u00ed s\u00edla se zhrout\u00ed<\/li>\n<li>Refinancov\u00e1n\u00ed se st\u00e1v\u00e1 obt\u00ed\u017en\u011bj\u0161\u00edm<\/li>\n<\/ul>\n<p><strong>Opera\u010dn\u00ed riziko<\/strong><\/p>\n<p>Pro p\u0159\u00edjmov\u00e9 nemovitosti:<\/p>\n<ul>\n<li>N\u00e1jemn\u00edci panika\u0159\u00ed<\/li>\n<li>Zam\u011bstnanci se st\u00e1vaj\u00ed nejist\u00fdmi<\/li>\n<li>konkurenti reaguj\u00ed<\/li>\n<\/ul>\n<p><strong>Riziko po\u0161kozen\u00ed pov\u011bsti<\/strong><\/p>\n<p>Vysoce postaven\u00ed jednotlivci a spole\u010dnosti necht\u011bj\u00ed, aby jejich finan\u010dn\u00ed rozhodnut\u00ed byla ve\u0159ejn\u011b pozorovateln\u00e1.<\/p>\n<p><strong>Kontrola jedn\u00e1n\u00ed<\/strong><\/p>\n<p>Ve\u0159ejn\u00e9 v\u00fdpisy zvou des\u00edtky nekvalifikovan\u00fdch dotaz\u016f. Profesion\u00e1ln\u00ed prodejci d\u00e1vaj\u00ed p\u0159ednost p\u011bti v\u00e1\u017en\u00fdm protistran\u00e1m p\u0159ed pades\u00e1ti p\u0159\u00edle\u017eitostn\u00fdmi div\u00e1ky.<\/p>\n<p>Tak\u017ee m\u00edsto marketingu p\u0159edkl\u00e1daj\u00ed p\u0159\u00edle\u017eitost prost\u0159ednictv\u00edm d\u016fv\u011bryhodn\u00fdch makl\u00e9\u0159\u016f a zprost\u0159edkovatel\u016f.<\/p>\n<p>Nemovitost nen\u00ed skryt\u00e1, proto\u017ee popt\u00e1vka je slab\u00e1. Je skryt\u00e1, proto\u017ee <strong>Prodava\u010d chce kontrolovat, kdo v\u00ed.<\/strong><\/p>\n<h2>Pro\u010d v\u00fdvoj\u00e1\u0159i v tichosti prod\u00e1vaj\u00ed invent\u00e1\u0159<\/h2>\n<p>Zde je situace, kterou v\u011bt\u0161ina agent\u016f nikdy nevid\u00ed:<\/p>\n<p>Developer dokon\u010d\u00ed reziden\u010dn\u00ed projekt se 40 zb\u00fdvaj\u00edc\u00edmi jednotkami. Ve\u0159ejn\u00e9 zve\u0159ejn\u011bn\u00ed v\u0161ech cenov\u00fdch tlak\u016f na z\u00e1soby, upozorn\u011bn\u00ed na konkuren\u010dn\u00ed projekty a ovlivn\u011bn\u00ed bankovn\u00edch smluv.<\/p>\n<p>M\u00edsto toho je \u010d\u00e1st z\u00e1sob ti\u0161e distribuov\u00e1na vybran\u00fdm makl\u00e9\u0159\u016fm, kte\u0159\u00ed ji\u017e maj\u00ed vhodn\u00e9 kupce.<\/p>\n<ol>\n<li>Jednotky se prod\u00e1vaj\u00ed. \u017d\u00e1dn\u00fd seznam port\u00e1l\u016f se nikdy neobjev\u00ed.<\/li>\n<\/ol>\n<p>Zven\u010d\u00ed to vypad\u00e1 jako siln\u00e1 maloobchodn\u00ed popt\u00e1vka. Ve skute\u010dnosti se jednalo o soukrom\u011b um\u00edst\u011bnou distribuci.<\/p>\n<h2>Pro\u010d investo\u0159i preferuj\u00ed soukrom\u00fd kan\u00e1l<\/h2>\n<p>Profesion\u00e1ln\u00ed investo\u0159i si cen\u00ed o t\u0159i v\u011bci v\u00edce ne\u017e cena:<\/p>\n<ol>\n<li>Rychlost<\/li>\n<li>P\u0159edv\u00eddatelnost<\/li>\n<li>D\u016fv\u011brnost<\/li>\n<\/ol>\n<p>Ve\u0159ejn\u00e9 trhy maximalizuj\u00ed pozornost. Profesion\u00e1ln\u00ed investo\u0159i maximalizuj\u00ed exekuci.<\/p>\n<p>Rodinn\u00e1 kancel\u00e1\u0159 prod\u00e1vaj\u00edc\u00ed portfolio nechce stovky dotaz\u016f, makl\u00e9\u0159i p\u0159epos\u00edlaj\u00ed PDF bez kvalifikace nebo ur\u010dov\u00e1n\u00ed cen prost\u0159ednictv\u00edm spekulac\u00ed. Cht\u011bj\u00ed t\u0159i <strong>seri\u00f3zn\u00ed rozhovory s d\u016fv\u011bryhodn\u00fdmi protistranami. <\/strong>To je mo\u017en\u00e9 pouze v r\u00e1mci d\u016fv\u011bryhodn\u00e9 s\u00edt\u011b.<\/p>\n<h2>Struktur\u00e1ln\u00ed d\u016fsledky pro makl\u00e9\u0159e<\/h2>\n<p>Zde je hlavn\u00ed implikace. Pokud makl\u00e9\u0159 pracuje pouze s ve\u0159ejn\u00fdmi kotacemi, jejich tok obchod\u016f z\u00e1vis\u00ed na:<\/p>\n<ul>\n<li>marketingov\u00fd \u00fasp\u011bch<\/li>\n<li>generov\u00e1n\u00ed olova<\/li>\n<li>rozpo\u010dty na reklamu<\/li>\n<li>m\u00edstn\u00ed dodavatelsk\u00e9 podm\u00ednky<\/li>\n<\/ul>\n<blockquote><p>Ale makl\u00e9\u0159i p\u016fsob\u00edc\u00ed uvnit\u0159 soukrom\u00fdch s\u00edt\u00ed z\u00e1vis\u00ed na n\u011b\u010dem jin\u00e9m: <strong>p\u0159\u00edstup.<\/strong><\/p><\/blockquote>\n<p>Dost\u00e1vaj\u00ed p\u0159\u00edle\u017eitosti <strong>p\u0159ed t\u00edm, ne\u017e jsou uvedeny na trh \u2013 n\u011bkdy m\u00edsto toho, aby byly uvedeny na trh.<\/strong><\/p>\n<p>To v\u0161e m\u011bn\u00ed:<\/p>\n<ul>\n<li>Zachov\u00e1n\u00ed klienta<\/li>\n<li>vztahy s investory<\/li>\n<li>vn\u00edman\u00e9 odborn\u00e9 znalosti<\/li>\n<li>objem transakce<\/li>\n<\/ul>\n<p>Dva makl\u00e9\u0159i ve stejn\u00e9m m\u011bst\u011b mohou m\u00edt podobn\u00e9 dovednosti, podobn\u00e9 zku\u0161enosti a zcela odli\u0161nou kari\u00e9ru jednodu\u0161e proto, \u017ee jeden m\u00e1 p\u0159\u00edstup k soukrom\u00e9mu obchodov\u00e1n\u00ed a druh\u00fd ne.<\/p>\n<h2>Pro\u010d v\u011bt\u0161ina makl\u00e9\u0159\u016f nikdy nevstoup\u00ed na tento trh<\/h2>\n<p>Ne proto, \u017ee by jim chyb\u011bli klienti. Ne proto, \u017ee by jim chyb\u011bla kompetence. Proto\u017ee soukrom\u00fd trh funguje pouze na jedn\u00e9 m\u011bn\u011b: <strong>d\u016fv\u011bra mezi protistranami.<\/strong><\/p>\n<p>Mimotr\u017en\u00ed obchody selh\u00e1vaj\u00ed rychle, kdy\u017e:<\/p>\n<ul>\n<li>Kupuj\u00edc\u00ed nejsou skute\u010dn\u00ed<\/li>\n<li>Provize jsou sporn\u00e9<\/li>\n<li>\u00faniky informac\u00ed<\/li>\n<li>Makl\u00e9\u0159i se navz\u00e1jem neznaj\u00ed<\/li>\n<\/ul>\n<p>Z tohoto d\u016fvodu \u00fa\u010dastn\u00edci omezuj\u00ed spolupr\u00e1ci na mal\u00e9, ov\u011b\u0159en\u00e9 kruhy.<\/p>\n<p>V\u00fdsledkem je, \u017ee tis\u00edce schopn\u00fdch makl\u00e9\u0159\u016f p\u016fsob\u00ed trvale ve ve\u0159ejn\u00e9 vrstv\u011b <strong>ani\u017e by si uv\u011bdomil, \u017ee existuje dal\u0161\u00ed distribu\u010dn\u00ed vrstva.<\/strong><\/p>\n<h2>Co to znamen\u00e1 j\u00edt vp\u0159ed<\/h2>\n<p>Realitn\u00ed pr\u016fmysl se nest\u00e1v\u00e1 transparentn\u011bj\u0161\u00edm. Je to<strong> Je st\u00e1le v\u00edce s\u00ed\u0165ov\u011b orientovan\u00fd.<\/strong><\/p>\n<p>Ve\u0159ejn\u00e9 trhy budou v\u017edy existovat a z\u016fstanou d\u016fle\u017eit\u00e9. Rostouc\u00ed pod\u00edl investi\u010dn\u00edch transakc\u00ed v\u0161ak cirkuluje soukrom\u011b, proto\u017ee:<\/p>\n<ul>\n<li>Kapit\u00e1l je st\u00e1le v\u00edce mezin\u00e1rodn\u00ed<\/li>\n<li>Investo\u0159i up\u0159ednost\u0148uj\u00ed diskr\u00e9tnost<\/li>\n<li>protistrany pot\u0159ebuj\u00ed ov\u011b\u0159en\u00ed<\/li>\n<li>Rychlost je d\u016fle\u017eit\u011bj\u0161\u00ed ne\u017e expozice<\/li>\n<\/ul>\n<p>Rozd\u00edl mezi brokery v n\u00e1sleduj\u00edc\u00edch letech nebude prim\u00e1rn\u011b v marketingov\u00fdch schopnostech.<\/p>\n<p><strong>Bude to s\u00ed\u0165, do kter\u00e9 se zapoj\u00edte.<\/strong><\/p>\n<p>Pochopen\u00ed, \u017ee existuj\u00ed dva trhy \u2013 a rozhodnut\u00ed, na kter\u00e9m z nich p\u016fsob\u00edte \u2013 m\u016f\u017ee b\u00fdt nejd\u016fle\u017eit\u011bj\u0161\u00edm strategick\u00fdm rozhodnut\u00edm, kter\u00e9 makl\u00e9\u0159 u\u010din\u00ed ve sv\u00e9 kari\u00e9\u0159e.<\/p>","protected":false},"excerpt":{"rendered":"<p>Pro v\u011bt\u0161inu makl\u00e9\u0159\u016f vypad\u00e1 trh s nemovitostmi jednodu\u0161e. Majitel\u00e9 seznam majetku. Kupuj\u00edc\u00ed vyhled\u00e1vaj\u00ed port\u00e1ly. Agenti se shoduj\u00ed na obou stran\u00e1ch a vyjedn\u00e1vaj\u00ed. Je to transparentn\u00ed, m\u011b\u0159iteln\u00e9, ve\u0159ejn\u00e9. To je tak\u00e9 jen polovina trhu. Po letech str\u00e1ven\u00fdch rozhovory s investory, developery, rodinn\u00fdmi kancel\u00e1\u0159emi, soukrom\u00fdmi bankami a seniorn\u00edmi makl\u00e9\u0159i nap\u0159\u00ed\u010d n\u011bkolika zem\u011bmi se jeden vzorec st\u00e1v\u00e1 ... <a title=\"Skryt\u00fd trh: Pro\u010d nejlep\u0161\u00ed realitn\u00ed transakce nikdy nedosahuj\u00ed port\u00e1l\u016f (a pro\u010d si v\u011bt\u0161ina makl\u00e9\u0159\u016f nikdy nev\u0161imne)\" class=\"read-more\" href=\"https:\/\/unlisters.com\/cs\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/\" aria-label=\"\u010c\u00edst v\u00edce o The Hidden Deal Market: Pro\u010d nejlep\u0161\u00ed realitn\u00ed transakce nikdy nedosahuj\u00ed port\u00e1l\u016f (a pro\u010d si v\u011bt\u0161ina makl\u00e9\u0159\u016f nikdy nev\u0161imne)\">P\u0159e\u010dt\u011bte si v\u00edce<\/a><\/p>","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[3],"tags":[],"class_list":["post-773","post","type-post","status-publish","format-standard","hentry","category-off-market-real-estate"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.1.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>The Hidden Deal Market: Why the Best Real Estate Transactions Never Reach Portals (and Why Most Brokers Never Notice) | Unlisters<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/unlisters.com\/cs\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Hidden Deal Market: Why the Best Real Estate Transactions Never Reach Portals (and Why Most Brokers Never Notice) | Unlisters\" \/>\n<meta property=\"og:description\" content=\"For most brokers, the real estate market looks simple. Owners list property. Buyers search portals. Agents match the two sides and negotiate. It feels transparent, measurable, public. It is also only half of the market. After spending years speaking with investors, developers, family offices, private banks and senior brokers across multiple countries, one pattern becomes ... Read more\" \/>\n<meta property=\"og:url\" content=\"https:\/\/unlisters.com\/cs\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/\" \/>\n<meta property=\"og:site_name\" content=\"Unlisters\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/unlisters\" \/>\n<meta property=\"article:published_time\" content=\"2026-02-22T12:39:31+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2026-02-22T12:48:18+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/unlisters.com\/wp-content\/uploads\/2025\/04\/real-estate-deals.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2000\" \/>\n\t<meta property=\"og:image:height\" content=\"1333\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Lorant Szabo\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Napsal(a)\" \/>\n\t<meta name=\"twitter:data1\" content=\"Lorant Szabo\" \/>\n\t<meta name=\"twitter:label2\" content=\"Odhadovan\u00e1 doba \u010dten\u00ed\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/unlisters.com\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/unlisters.com\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/\"},\"author\":{\"name\":\"Lorant Szabo\",\"@id\":\"https:\/\/unlisters.com\/#\/schema\/person\/8770d640ecfe99c12ac3924b35fcfdd9\"},\"headline\":\"The Hidden Deal Market: Why the Best Real Estate Transactions Never Reach Portals (and Why Most Brokers Never 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