{"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\/sk\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/","title":{"rendered":"Skryt\u00fd trh: Pre\u010do najlep\u0161ie transakcie s nehnute\u013enos\u0165ami nikdy nedosiahnu port\u00e1ly (a pre\u010do si v\u00e4\u010d\u0161ina makl\u00e9rov nikdy nev\u0161imne)"},"content":{"rendered":"<p>Pre v\u00e4\u010d\u0161inu makl\u00e9rov vyzer\u00e1 trh s nehnute\u013enos\u0165ami jednoducho.<\/p>\n<p>Majitelia uv\u00e1dzaj\u00fa majetok.<br \/>\nVyh\u013ead\u00e1vacie port\u00e1ly kupuj\u00facich.<br \/>\nAgenti sa zhoduj\u00fa na oboch stran\u00e1ch a vyjedn\u00e1vaj\u00fa.<\/p>\n<p>Je transparentn\u00fd, merate\u013en\u00fd, verejn\u00fd. To je tie\u017e len polovica trhu. Po rokoch rozhovorov s investormi, developermi, rodinn\u00fdmi kancel\u00e1riami, s\u00fakromn\u00fdmi bankami a star\u0161\u00edmi makl\u00e9rmi vo viacer\u00fdch krajin\u00e1ch sa jeden model st\u00e1va zrejm\u00fdm ve\u013emi r\u00fdchlo:<\/p>\n<blockquote><p>Zna\u010dn\u00e1 \u010das\u0165 transakci\u00ed s najvy\u0161\u0161ou hodnotou sa nikdy neobjav\u00ed na \u017eiadnej verejnej k\u00f3tovanej platforme. Nie \u201ezriedkavo\u201c. Systematicky.<\/p><\/blockquote>\n<h2>V skuto\u010dnosti existuj\u00fa dva realitn\u00e9 trhy.<\/h2>\n<p>Nehnute\u013enosti nefunguj\u00fa ako jednotn\u00fd trh. Funguje ako dva paraleln\u00e9 syst\u00e9my likvidity.<\/p>\n<h3>1) Verejn\u00fd trh<\/h3>\n<p>Toto je trh, ktor\u00fd ka\u017ed\u00fd vid\u00ed:<\/p>\n<ul>\n<li>zoznam port\u00e1lov<\/li>\n<li>verejn\u00fd marketing<\/li>\n<li>otvoren\u00e9 prezeranie<\/li>\n<li>\u0161tandardn\u00fd dopyt kupuj\u00faceho<\/li>\n<\/ul>\n<p>Je optimalizovan\u00fd pre expoz\u00edciu.<\/p>\n<p>Verejn\u00fd trh je efekt\u00edvny pre byty, \u0161tandardn\u00e9 rodinn\u00e9 domy, mal\u00e9 investi\u010dn\u00e9 nehnute\u013enosti a maloobchodn\u00fdch kupuj\u00facich. V\u00e4\u010d\u0161ina agentov pracuje \u00faplne vo vn\u00fatri tejto vrstvy.<\/p>\n<h3>2) S\u00fakromn\u00fd (mimotrhov\u00fd) trh<\/h3>\n<p>Tento funguje inak:<\/p>\n<ul>\n<li>\u017eiadne reklamy<\/li>\n<li>riaden\u00e1 distrib\u00facia<\/li>\n<li>vybran\u00e9 protistrany<\/li>\n<li>Iba predbe\u017ene kvalifikovan\u00ed kupuj\u00faci<\/li>\n<\/ul>\n<p>Je optimalizovan\u00fd pre diskr\u00e9tnos\u0165 a istotu vykon\u00e1vania, nie pre vidite\u013enos\u0165. Typick\u00fdmi \u00fa\u010dastn\u00edkmi s\u00fa v\u00fdvoj\u00e1ri, ktor\u00ed umiest\u0148uj\u00fa invent\u00e1r ticho, vlastn\u00edci akt\u00edv vytv\u00e1raj\u00facich pr\u00edjem, predajcovia portf\u00f3lia, probl\u00e9mov\u00e9 situ\u00e1cie, majetn\u00ed jednotlivci, rodinn\u00e9 kancel\u00e1rie a s\u00fakromn\u00ed investori, ktor\u00ed premiest\u0148uj\u00fa kapit\u00e1l.<\/p>\n<p>Dohody sa st\u00e1le dej\u00fa. Oni jednoducho cirkuluj\u00fa cez vz\u0165ahy namiesto marketingu.<\/p>\n<h2>Pre\u010do sa majitelia vyh\u00fdbaj\u00fa verejn\u00fdm zoznamom<\/h2>\n<p>Mnoh\u00ed makl\u00e9ri predpokladaj\u00fa, \u017ee nehnute\u013enosti id\u00fa mimo trh len vtedy, ke\u010f predajcovia chc\u00fa vy\u0161\u0161ie ceny. V skuto\u010dnosti je cena \u010dasto najmenej d\u00f4le\u017eit\u00fdm d\u00f4vodom. V\u00e1\u017eni predajcovia sa vyh\u00fdbaj\u00fa propag\u00e1cii, preto\u017ee propag\u00e1cia vytv\u00e1ra riziko.<\/p>\n<p><strong>Signaliza\u010dn\u00e9 riziko<\/strong><\/p>\n<p>Ak budova v hodnote 5 mili\u00f3nov EUR sed\u00ed verejne nieko\u013eko mesiacov:<\/p>\n<ul>\n<li>Kupuj\u00faci predpokladaj\u00fa probl\u00e9m<\/li>\n<li>Zr\u00fatila sa vyjedn\u00e1vacia sila<\/li>\n<li>Refinancovanie je \u0165a\u017e\u0161ie<\/li>\n<\/ul>\n<p><strong>Opera\u010dn\u00e9 riziko<\/strong><\/p>\n<p>V pr\u00edpade pr\u00edjmov\u00fdch nehnute\u013enost\u00ed:<\/p>\n<ul>\n<li>N\u00e1jomn\u00edci panik\u00e1ria<\/li>\n<li>Zamestnanci s\u00fa neist\u00ed<\/li>\n<li>Reaguj\u00fa konkurenti<\/li>\n<\/ul>\n<p><strong>Riziko po\u0161kodenia dobrej povesti<\/strong><\/p>\n<p>Vysokopostaven\u00ed jednotlivci a spolo\u010dnosti nechc\u00fa, aby ich finan\u010dn\u00e9 rozhodnutia boli verejne pozorovate\u013en\u00e9.<\/p>\n<p><strong>Kontrola rokovan\u00ed<\/strong><\/p>\n<p>Verejn\u00e9 zoznamy poz\u00fdvaj\u00fa desiatky nekvalifikovan\u00fdch ot\u00e1zok. Profesion\u00e1lni predajcovia uprednost\u0148uj\u00fa p\u00e4\u0165 v\u00e1\u017enych protistr\u00e1n pred p\u00e4\u0165desiatimi pr\u00edle\u017eitostn\u00fdmi div\u00e1kmi.<\/p>\n<p>Tak\u017ee namiesto marketingu predlo\u017eia pr\u00edle\u017eitos\u0165 prostredn\u00edctvom d\u00f4veryhodn\u00fdch makl\u00e9rov a sprostredkovate\u013eov.<\/p>\n<p>Nehnute\u013enos\u0165 nie je skryt\u00e1, preto\u017ee dopyt je slab\u00fd. Je to skryt\u00e9, preto\u017ee <strong>Predajca chce kontrolova\u0165, kto vie.<\/strong><\/p>\n<h2>Pre\u010do v\u00fdvoj\u00e1ri ticho pred\u00e1vaj\u00fa invent\u00e1r<\/h2>\n<p>Tu je situ\u00e1cia, ktor\u00fa v\u00e4\u010d\u0161ina agentov nikdy nevid\u00ed:<\/p>\n<p>Developer dokon\u010d\u00ed reziden\u010dn\u00fd projekt so 40 zost\u00e1vaj\u00facimi jednotkami. Verejne uvo\u013e\u0148uje v\u0161etky tlaky na ceny z\u00e1sob, upozor\u0148uje na konkuren\u010dn\u00e9 projekty a ovplyv\u0148uje bankov\u00e9 zmluvy.<\/p>\n<p>Namiesto toho je \u010das\u0165 z\u00e1sob ticho distribuovan\u00e1 vybran\u00fdm makl\u00e9rom, ktor\u00ed u\u017e maj\u00fa vhodn\u00fdch kupuj\u00facich.<\/p>\n<ol>\n<li>Jednotky sa pred\u00e1vaj\u00fa. Nikdy sa neobjavil \u017eiadny zoznam port\u00e1lu.<\/li>\n<\/ol>\n<p>Navonok to vyzer\u00e1 na siln\u00fd maloobchodn\u00fd dopyt. V skuto\u010dnosti i\u0161lo o s\u00fakromne umiestnen\u00fa distrib\u00faciu.<\/p>\n<h2>Pre\u010do investori uprednost\u0148uj\u00fa s\u00fakromn\u00fd kan\u00e1l<\/h2>\n<p>Profesion\u00e1lni investori oce\u0148uj\u00fa tri veci viac ako cenu:<\/p>\n<ol>\n<li>R\u00fdchlos\u0165<\/li>\n<li>Predv\u00eddate\u013enos\u0165<\/li>\n<li>D\u00f4vernos\u0165<\/li>\n<\/ol>\n<p>Verejn\u00e9 trhy maximalizuj\u00fa pozornos\u0165. Profesion\u00e1lni investori maximalizuj\u00fa v\u00fdkon.<\/p>\n<p>Rodinn\u00e1 kancel\u00e1ria, ktor\u00e1 pred\u00e1va portf\u00f3lio, nechce stovky ot\u00e1zok, makl\u00e9rov, ktor\u00ed preposielaj\u00fa dokumenty PDF bez kvalifik\u00e1cie alebo zis\u0165ovania cien prostredn\u00edctvom \u0161pekul\u00e1ci\u00ed. Chc\u00fa tri <strong>seri\u00f3zne rozhovory s d\u00f4veryhodn\u00fdmi protistranami. <\/strong>To je mo\u017en\u00e9 len v r\u00e1mci d\u00f4veryhodnej siete.<\/p>\n<h2>\u0160truktur\u00e1lne d\u00f4sledky pre makl\u00e9rov<\/h2>\n<p>Tu je k\u013e\u00fa\u010dov\u00fd d\u00f4sledok. Ak makl\u00e9r pracuje len s verejn\u00fdmi v\u00fdpismi, ich tok obchodov z\u00e1vis\u00ed od:<\/p>\n<ul>\n<li>marketingov\u00fd \u00faspech<\/li>\n<li>generovanie olova<\/li>\n<li>rozpo\u010dty na reklamu<\/li>\n<li>miestne dod\u00e1vate\u013esk\u00e9 podmienky<\/li>\n<\/ul>\n<blockquote><p>Ale makl\u00e9ri p\u00f4sobiaci v r\u00e1mci s\u00fakromn\u00fdch siet\u00ed z\u00e1visia od nie\u010doho in\u00e9ho: <strong>pr\u00edstup.<\/strong><\/p><\/blockquote>\n<p>Dost\u00e1vaj\u00fa pr\u00edle\u017eitosti <strong>pred t\u00fdm, ako sa uved\u00fa na trh \u2013 niekedy namiesto toho, aby sa uviedli na trh.<\/strong><\/p>\n<p>To v\u0161etko men\u00ed:<\/p>\n<ul>\n<li>uchov\u00e1vanie klientov<\/li>\n<li>vz\u0165ahy s investormi<\/li>\n<li>vn\u00edman\u00e1 odbornos\u0165<\/li>\n<li>objem transakci\u00ed<\/li>\n<\/ul>\n<p>Dvaja makl\u00e9ri v tom istom meste m\u00f4\u017eu ma\u0165 podobn\u00e9 zru\u010dnosti, podobn\u00e9 sk\u00fasenosti a \u00faplne in\u00fa kari\u00e9ru jednoducho preto, \u017ee jeden m\u00e1 pr\u00edstup k obehu s\u00fakromn\u00fdch obchodov a druh\u00fd nie.<\/p>\n<h2>Pre\u010do v\u00e4\u010d\u0161ina makl\u00e9rov nikdy nevst\u00fapi na tento trh<\/h2>\n<p>Nie preto, \u017ee by im ch\u00fdbali klienti. Nie preto, \u017ee by im ch\u00fdbala kompetencia. Preto\u017ee s\u00fakromn\u00fd trh funguje len na jednej mene: <strong>d\u00f4vera medzi protistranami.<\/strong><\/p>\n<p>Mimotrhov\u00e9 obchody zlyhaj\u00fa r\u00fdchlo, ke\u010f:<\/p>\n<ul>\n<li>Kupuj\u00faci nie s\u00fa skuto\u010dn\u00ed<\/li>\n<li>Prov\u00edzie s\u00fa sporn\u00e9<\/li>\n<li>\u00faniky inform\u00e1ci\u00ed<\/li>\n<li>Sprostredkovatelia sa navz\u00e1jom nepoznaj\u00fa<\/li>\n<\/ul>\n<p>Z tohto d\u00f4vodu \u00fa\u010dastn\u00edci obmedzuj\u00fa spolupr\u00e1cu na mal\u00e9, overen\u00e9 kruhy.<\/p>\n<p>V\u00fdsledkom je, \u017ee tis\u00edce schopn\u00fdch makl\u00e9rov pracuj\u00fa trvalo vo verejnej vrstve. <strong>bez toho, aby ste si uvedomili, \u017ee existuje \u010fal\u0161ia distribu\u010dn\u00e1 vrstva.<\/strong><\/p>\n<h2>\u010co to znamen\u00e1 \u00eds\u0165 dopredu<\/h2>\n<p>Realitn\u00fd priemysel sa nest\u00e1va transparentnej\u0161\u00edm. Je to<strong> st\u00e1va\u0165 sa viac sie\u0165ovo orientovan\u00fdmi.<\/strong><\/p>\n<p>Verejn\u00e9 trhy bud\u00fa v\u017edy existova\u0165 a zostan\u00fa d\u00f4le\u017eit\u00e9. Rast\u00faci podiel investi\u010dn\u00fdch transakci\u00ed v\u0161ak cirkuluje s\u00fakromne, preto\u017ee:<\/p>\n<ul>\n<li>Kapit\u00e1l je \u010doraz viac medzin\u00e1rodn\u00fd<\/li>\n<li>investori uprednost\u0148uj\u00fa diskr\u00e9tnos\u0165<\/li>\n<li>protistrany potrebuj\u00fa overenie<\/li>\n<li>Na r\u00fdchlosti z\u00e1le\u017e\u00ed viac ako na expoz\u00edcii<\/li>\n<\/ul>\n<p>Rozdiel medzi makl\u00e9rmi v nasleduj\u00facich rokoch nebude prim\u00e1rne marketingov\u00e1 schopnos\u0165.<\/p>\n<p><strong>Bude to o tom, do ktorej siete sa zapoja.<\/strong><\/p>\n<p>Pochopenie, \u017ee existuj\u00fa dva trhy \u2013 a rozhodovanie o tom, na ktorom z nich p\u00f4sob\u00edte \u2013 m\u00f4\u017ee by\u0165 najd\u00f4le\u017eitej\u0161\u00edm strategick\u00fdm rozhodnut\u00edm, ktor\u00e9 makl\u00e9r urob\u00ed vo svojej kari\u00e9re.<\/p>","protected":false},"excerpt":{"rendered":"<p>Pre v\u00e4\u010d\u0161inu makl\u00e9rov vyzer\u00e1 trh s nehnute\u013enos\u0165ami jednoducho. Majitelia uv\u00e1dzaj\u00fa majetok. Vyh\u013ead\u00e1vacie port\u00e1ly kupuj\u00facich. Agenti sa zhoduj\u00fa na oboch stran\u00e1ch a vyjedn\u00e1vaj\u00fa. Je transparentn\u00fd, merate\u013en\u00fd, verejn\u00fd. To je tie\u017e len polovica trhu. Po rokoch rozhovorov s investormi, developermi, rodinn\u00fdmi kancel\u00e1riami, s\u00fakromn\u00fdmi bankami a star\u0161\u00edmi makl\u00e9rmi vo viacer\u00fdch krajin\u00e1ch sa jeden vzor st\u00e1va ... <a title=\"Skryt\u00fd trh: Pre\u010do najlep\u0161ie transakcie s nehnute\u013enos\u0165ami nikdy nedosiahnu port\u00e1ly (a pre\u010do si v\u00e4\u010d\u0161ina makl\u00e9rov nikdy nev\u0161imne)\" class=\"read-more\" href=\"https:\/\/unlisters.com\/sk\/the-hidden-deal-market-why-the-best-real-estate-transactions-never-reach-portals-and-why-most-brokers-never-notice\/\" aria-label=\"Pre\u010d\u00edtajte si viac o The Hidden Deal Market: Pre\u010do najlep\u0161ie transakcie s nehnute\u013enos\u0165ami nikdy nedosiahnu port\u00e1ly (a pre\u010do si v\u00e4\u010d\u0161ina makl\u00e9rov nikdy nev\u0161imne)\">Pre\u010d\u00edtajte si viac<\/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\/sk\/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=\"sk_SK\" \/>\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 ... 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\/>\n\t<meta name=\"twitter:data1\" content=\"Lorant Szabo\" \/>\n\t<meta name=\"twitter:label2\" content=\"Predpokladan\u00fd \u010das \u010d\u00edtania\" \/>\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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