{"id":802,"date":"2026-03-22T08:40:23","date_gmt":"2026-03-22T07:40:23","guid":{"rendered":"https:\/\/unlisters.com\/?p=802"},"modified":"2026-03-22T08:44:50","modified_gmt":"2026-03-22T07:44:50","slug":"the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost","status":"publish","type":"post","link":"https:\/\/unlisters.com\/cs\/the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/","title":{"rendered":"Prvn\u00edch 10 minut dohody: kde je v\u011bt\u0161ina transakc\u00ed mimo trh ji\u017e vyhr\u00e1na nebo ztracena"},"content":{"rendered":"<p>V\u011bt\u0161ina makl\u00e9\u0159\u016f si mysl\u00ed, \u017ee obchody jsou vyhr\u00e1ny b\u011bhem vyjedn\u00e1v\u00e1n\u00ed. Diskuse o cen\u00e1ch, podm\u00ednky, kone\u010dn\u00fd tlak p\u0159ed podpisem \u2013 to je m\u00edsto, na kter\u00e9 se obvykle zam\u011b\u0159ujeme. Ve skute\u010dnosti zku\u0161en\u00ed makl\u00e9\u0159i v\u011bd\u00ed n\u011bco jin\u00e9ho:<\/p>\n<blockquote><p>V dob\u011b, kdy dohoda dos\u00e1hne jedn\u00e1n\u00ed, je v\u00fdsledek \u010dasto ji\u017e rozhodnuto.<\/p><\/blockquote>\n<p>To, co skute\u010dn\u011b ur\u010duje \u00fasp\u011bch, se d\u011bje mnohem d\u0159\u00edve \u2013 obvykle v prvn\u00ed konverzaci, prvn\u00edm hovoru nebo prvn\u00ed zpr\u00e1v\u011b, kde je p\u0159\u00edle\u017eitost zavedena.<\/p>\n<p>Ty prvn\u00ed minuty nevypadaj\u00ed d\u016fle\u017eit\u011b. \u017d\u00e1dn\u00e1 smlouva, \u017e\u00e1dn\u00e1 \u010d\u00edsla na stole, \u017e\u00e1dn\u00e9 viditeln\u00e9 nap\u011bt\u00ed. To je m\u00edsto, kde se formuje vn\u00edm\u00e1n\u00ed. A v mimotr\u017en\u00edch transakc\u00edch je vn\u00edm\u00e1n\u00ed hnac\u00ed silou v\u0161eho.<\/p>\n<h3>Okam\u017eik, kdy je dohoda uzav\u0159ena<\/h3>\n<p>Kdy\u017e makl\u00e9\u0159 p\u0159edstav\u00ed dohodu, nejsou to jen sd\u00edlen\u00ed informac\u00ed. Utv\u00e1\u0159ej\u00ed zp\u016fsob, jak\u00fdm o tom druh\u00e1 strana p\u0159em\u00fd\u0161l\u00ed.<\/p>\n<p><strong>Je velk\u00fd rozd\u00edl mezi:<\/strong><\/p>\n<blockquote><p>\u201eM\u00e1m nemovitost, kter\u00e1 by v\u00e1s mohla zaj\u00edmat.\u201c<\/p><\/blockquote>\n<p>a<\/p>\n<blockquote><p>\u201ePracuji na dohod\u011b, kter\u00e1 nen\u00ed ve\u0159ejn\u011b dostupn\u00e1. P\u0159esn\u011b odpov\u00edd\u00e1 profilu, kter\u00fd jste zm\u00ednil minule.\u201c<\/p><\/blockquote>\n<p>Ob\u011b zpr\u00e1vy mohou popisovat stejn\u00e9 aktivum. Ale ten druh\u00fd okam\u017eit\u011b vytv\u00e1\u0159\u00ed:<\/p>\n<ul>\n<li>kontext<\/li>\n<li>v\u00fdznam<\/li>\n<li>nedostatek<\/li>\n<\/ul>\n<p>Kupuj\u00edc\u00ed ji\u017e neprohl\u00ed\u017e\u00ed. Oni to vyhodnocuj\u00ed. Siln\u00ed makl\u00e9\u0159i to intuitivn\u011b ch\u00e1pou. Nepos\u00edlaj\u00ed pouze p\u0159\u00edle\u017eitosti \u2013 um\u00eds\u0165uj\u00ed je. <strong>Slab\u00ed makl\u00e9\u0159i p\u0159ed\u00e1vaj\u00ed informace a doufaj\u00ed, \u017ee se n\u011bco p\u0159ilep\u00ed.<\/strong><\/p>\n<h3>\u0158\u00edzen\u00ed vs. distribuce<\/h3>\n<p>Obvyklou chybou je <strong>Sd\u00edlen\u00ed p\u0159\u00edli\u0161 brzy.<\/strong> Makl\u00e9\u0159 obdr\u017e\u00ed p\u0159\u00edle\u017eitost mimo trh a okam\u017eit\u011b ji p\u0159ed\u00e1 v\u00edce kontakt\u016fm a mysl\u00ed si:<\/p>\n<blockquote><p>\u201ePod\u00edv\u00e1me se, kdo kousne.\u201c<\/p><\/blockquote>\n<p><strong>To, co se skute\u010dn\u011b d\u011bje, je opak toho, co o\u010dek\u00e1vaj\u00ed. Dohoda ztr\u00e1c\u00ed strukturu. <\/strong>Nikdo se nec\u00edt\u00ed zodpov\u011bdn\u00fd. Nikdo nec\u00edt\u00ed prioritu. A velmi rychle, nikdo nec\u00edt\u00ed nal\u00e9havost.<\/p>\n<p>Profesion\u00e1ln\u00ed investo\u0159i jsou na to velmi citliv\u00ed. Pokud se obchod c\u00edt\u00ed \u0161iroce distribuov\u00e1n, p\u0159edpokl\u00e1daj\u00ed jednu ze dvou v\u011bc\u00ed:<\/p>\n<ul>\n<li>ji\u017e byla zam\u00edtnuta jinde<\/li>\n<li>nebo to nikdo neovl\u00e1d\u00e1<\/li>\n<\/ul>\n<p>V obou p\u0159\u00edpadech \u00faroky klesaj\u00ed. Zku\u0161en\u00ed makl\u00e9\u0159i se pohybuj\u00ed jinak. Vyb\u00edraj\u00ed mal\u00fd po\u010det p\u0159\u00edslu\u0161n\u00fdch protistran a z\u00e1m\u011brn\u011b k nim p\u0159istupuj\u00ed. Ne proto, \u017ee cht\u011bj\u00ed men\u0161\u00ed expozici, ale proto, \u017ee cht\u011bj\u00ed v\u011bt\u0161\u00ed kontrolu.<\/p>\n<h3>Test d\u016fv\u011bryhodnosti<\/h3>\n<p>Ka\u017ed\u00e1 nov\u00e1 dohoda spou\u0161t\u00ed tichou ot\u00e1zku na druh\u00e9 stran\u011b:<\/p>\n<blockquote><p>\u201eJe to skute\u010dn\u00e9?\u201c<\/p><\/blockquote>\n<p>Nejen majetek \u2013 cel\u00e9 uspo\u0159\u00e1d\u00e1n\u00ed.<\/p>\n<ul>\n<li>Je makl\u00e9\u0159 skute\u010dn\u011b bl\u00edzko prod\u00e1vaj\u00edc\u00edho?<\/li>\n<li>Jsou informace spolehliv\u00e9?<\/li>\n<li>Je tato p\u0159\u00edle\u017eitost exkluzivn\u00ed nebo je ji\u017e v ob\u011bhu?<\/li>\n<li>Vyplat\u00ed se na tom tr\u00e1vit \u010das?<\/li>\n<\/ul>\n<p>Toto hodnocen\u00ed prob\u00edh\u00e1 rychle. \u010casto b\u011bhem n\u011bkolika minut.<\/p>\n<p>Pokud se n\u011bco zd\u00e1 nejasn\u00e9, dohoda je deprioritizov\u00e1na. Nezam\u00edtnuto \u2013 pouze p\u0159esunuto na stranu. A v praxi \u201epozd\u011bji\u201c obvykle znamen\u00e1 nikdy. To je d\u016fvod, pro\u010d v\u00e1gn\u00ed \u00favody zab\u00edjej\u00ed hybnost.<\/p>\n<p>Zpr\u00e1vy jako:<\/p>\n<blockquote><p>\u201eM\u00e1m n\u011bco zaj\u00edmav\u00e9ho, dejte mi v\u011bd\u011bt, pokud chcete v\u00edce informac\u00ed.\u201c<\/p><\/blockquote>\n<p>vytv\u00e1\u0159et t\u0159en\u00ed. P\u0159\u00edjemce nyn\u00ed mus\u00ed vynalo\u017eit \u00fasil\u00ed, aby pochopil, zda stoj\u00ed za to se zapojit.<\/p>\n<p>Siln\u00ed makl\u00e9\u0159i odstra\u0148uj\u00ed t\u0159en\u00ed. P\u0159edv\u00eddaj\u00ed ot\u00e1zky a odpov\u00eddaj\u00ed na n\u011b d\u0159\u00edve, ne\u017e jsou polo\u017eeny. Je snadn\u00e9 \u0159\u00edci ano na dal\u0161\u00ed krok.<\/p>\n<h3>Rychlost nen\u00ed o tom b\u00fdt rychl\u00fd<\/h3>\n<p>Mnoho makl\u00e9\u0159\u016f zam\u011b\u0148uje rychlost s nal\u00e9havost\u00ed. Sp\u011bchaj\u00ed pos\u00edlat dokumenty, tla\u010dit na hovory, agresivn\u011b sledovat. Ale v profesion\u00e1ln\u00edch transakc\u00edch rychlost znamen\u00e1 n\u011bco jin\u00e9ho.<\/p>\n<p>Znamen\u00e1 to bezodkladnou jasnost.<\/p>\n<ul>\n<li>\u010dist\u00fd <strong>polohov\u00e1n\u00ed<\/strong><\/li>\n<li>\u010dist\u00fd <strong>o\u010dek\u00e1v\u00e1n\u00ed<\/strong><\/li>\n<li>\u010dist\u00fd <strong>dal\u0161\u00ed krok<\/strong><\/li>\n<\/ul>\n<p><strong>Kdy\u017e jsou tyto prvky na m\u00edst\u011b, dohoda se pohybuje p\u0159irozen\u011b.<\/strong> Kdy\u017e chyb\u00ed, \u017e\u00e1dn\u00e9 mno\u017estv\u00ed n\u00e1sledn\u00fdch opat\u0159en\u00ed to neoprav\u00ed.<\/p>\n<p>Tento rozd\u00edl okam\u017eit\u011b poc\u00edt\u00edte. N\u011bkter\u00e9 dohody se pohybuj\u00ed hladce od prvn\u00edho kontaktu k v\u00e1\u017en\u00e9 diskusi b\u011bhem n\u011bkolika hodin. Jin\u00e9 se t\u00e1hnou t\u00fddny bez skute\u010dn\u00e9ho pokroku, i kdy\u017e zpo\u010d\u00e1tku existoval \u201ez\u00e1jem\u201c. <strong>Rozd\u00edl je z\u0159\u00eddka aktivum. Je to zp\u016fsob, jak\u00fdm byla dohoda zavedena.<\/strong><\/p>\n<h3>Neviditeln\u00fd Drop-Off<\/h3>\n<p>Jednou z nejv\u011bt\u0161\u00edch myln\u00fdch p\u0159edstav v makl\u00e9\u0159stv\u00ed je, \u017ee ztracen\u00e9 obchody jsou viditeln\u00e9. Nejsou. V\u011bt\u0161ina obchod\u016f se b\u011bhem vyjedn\u00e1v\u00e1n\u00ed neztrat\u00ed. Ti\u0161e miz\u00ed v ran\u00e9m st\u00e1diu.<\/p>\n<p>Kupuj\u00edc\u00ed p\u0159estane reagovat. Makl\u00e9\u0159 p\u0159edpokl\u00e1d\u00e1, \u017ee na\u010dasov\u00e1n\u00ed je \u0161patn\u00e9. P\u0159\u00edle\u017eitost miz\u00ed. Ale pokud to vysledujete zp\u011bt, skute\u010dn\u00fd probl\u00e9m byl \u010dasto v prvn\u00ed interakci:<\/p>\n<ul>\n<li>nejasn\u00e9 polohov\u00e1n\u00ed<\/li>\n<li>P\u0159\u00edli\u0161 velk\u00e1 distribuce<\/li>\n<li>nedostatek d\u016fv\u011bryhodnosti<\/li>\n<li>zbyte\u010dn\u00e9 t\u0159en\u00ed<\/li>\n<\/ul>\n<p>Nic dramatick\u00e9ho. Dost na to, aby to p\u0159eru\u0161ilo hybnost.<\/p>\n<h3>Co d\u011blaj\u00ed profesion\u00e1lov\u00e9 jinak<\/h3>\n<p>Na povrchov\u00e9 \u00farovni nevypadaj\u00ed \u0161pi\u010dkov\u00ed makl\u00e9\u0159i p\u0159\u00edli\u0161 odli\u0161n\u011b. Pos\u00edlaj\u00ed zpr\u00e1vy. Volaj\u00ed. Sd\u00edlej\u00ed p\u0159\u00edle\u017eitosti. Ale z\u00e1m\u011br t\u011bchto \u010din\u016f je jin\u00fd. <strong>Prvn\u00ed minuty dohody pova\u017euj\u00ed za kritick\u00e9.<\/strong><\/p>\n<p>Pe\u010dliv\u011b p\u0159em\u00fd\u0161l\u00ed o:<\/p>\n<ul>\n<li>Kdo by m\u011bl vid\u011bt dohodu jako prvn\u00ed<\/li>\n<li>Jak ji zav\u00e9st<\/li>\n<li>co \u0159\u00edci \u2013 a co ne\u0159\u00edct<\/li>\n<li>Jak udr\u017eet kontrolu p\u0159i vytv\u00e1\u0159en\u00ed z\u00e1jmu<\/li>\n<\/ul>\n<p>Ch\u00e1pou, \u017ee jakmile je dohoda vn\u00edm\u00e1na jako slab\u00e1, p\u0159eexponovan\u00e1 nebo nejist\u00e1, je t\u00e9m\u011b\u0159 nemo\u017en\u00e9 se zotavit. Nesna\u017e\u00ed se proto dohody \u0159e\u0161it pozd\u011bji. Za\u010d\u00ednaj\u00ed je spr\u00e1vn\u011b.<\/p>\n<h3>Praktick\u00fd posun<\/h3>\n<p>Pokud existuje jedna \u00faprava, kter\u00e1 rychle m\u011bn\u00ed v\u00fdsledky, je to toto:<\/p>\n<blockquote><p>P\u0159esta\u0148te p\u0159em\u00fd\u0161let o pos\u00edl\u00e1n\u00ed nab\u00eddek.<br \/>\nZa\u010dn\u011bte p\u0159em\u00fd\u0161let o jejich spu\u0161t\u011bn\u00ed.<\/p><\/blockquote>\n<p>Ka\u017ed\u00e1 p\u0159\u00edle\u017eitost m\u00e1 sv\u016fj startovn\u00ed moment. Zp\u016fsob, jak\u00fdm je tento okam\u017eik \u0159e\u0161en, ur\u010duje v\u0161e, co n\u00e1sleduje.<\/p>\n<p>p\u0159i transakc\u00edch mimo trh, <strong>M\u00e1lokdy dostanete druhou \u0161anci ud\u011blat prvn\u00ed dojem. <\/strong>A v\u011bt\u0161inou prvn\u00edch 10 minut rozhoduje o tom, zda se dohoda posune vp\u0159ed \u2013 nebo ti\u0161e zmiz\u00ed.<\/p>","protected":false},"excerpt":{"rendered":"<p>V\u011bt\u0161ina makl\u00e9\u0159\u016f si mysl\u00ed, \u017ee obchody jsou vyhr\u00e1ny b\u011bhem vyjedn\u00e1v\u00e1n\u00ed. Diskuse o cen\u00e1ch, podm\u00ednky, kone\u010dn\u00fd tlak p\u0159ed podpisem \u2013 to je m\u00edsto, na kter\u00e9 se obvykle zam\u011b\u0159ujeme. Ve skute\u010dnosti zku\u0161en\u00ed makl\u00e9\u0159i v\u011bd\u00ed n\u011bco jin\u00e9ho: V dob\u011b, kdy dohoda dos\u00e1hne jedn\u00e1n\u00ed, je v\u00fdsledek \u010dasto ji\u017e rozhodnuto. To, co skute\u010dn\u011b ur\u010duje \u00fasp\u011bch, se d\u011bje mnohem d\u0159\u00edve \u2013 obvykle v prvn\u00ed konverzaci, \u2026 <a title=\"Prvn\u00edch 10 minut dohody: kde je v\u011bt\u0161ina transakc\u00ed mimo trh ji\u017e vyhr\u00e1na nebo ztracena\" class=\"read-more\" href=\"https:\/\/unlisters.com\/cs\/the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/\" aria-label=\"P\u0159e\u010dt\u011bte si v\u00edce o The First 10 Minutes of a Deal: Where Most Off-Market Transactions Are Already Won or Lost\">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-802","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 First 10 Minutes of a Deal: Where Most Off-Market Transactions Are Already Won or Lost | 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-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/\" \/>\n<meta property=\"og:locale\" content=\"cs_CZ\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The First 10 Minutes of a Deal: Where Most Off-Market Transactions Are Already Won or Lost | Unlisters\" \/>\n<meta property=\"og:description\" content=\"Most brokers think deals are won during negotiation. Price discussions, terms, final pressure before signing \u2014 that\u2019s where the focus usually goes. In reality, experienced brokers know something different: By the time a deal reaches negotiation, the outcome is often already decided. What actually determines success happens much earlier \u2014 usually in the first conversation, ... 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