{"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\/sk\/the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/","title":{"rendered":"Prv\u00fdch 10 min\u00fat dohody: kde v\u00e4\u010d\u0161ina transakci\u00ed mimo trhu je u\u017e vyhran\u00e1 alebo straten\u00e1"},"content":{"rendered":"<p>V\u00e4\u010d\u0161ina makl\u00e9rov si mysl\u00ed, \u017ee obchody sa vyhr\u00e1vaj\u00fa po\u010das vyjedn\u00e1vania. Diskusie o cen\u00e1ch, podmienky, kone\u010dn\u00fd tlak pred podp\u00edsan\u00edm \u2013 to je to, na \u010do sa zvy\u010dajne zameriavame. V skuto\u010dnosti sk\u00fasen\u00ed makl\u00e9ri vedia nie\u010do in\u00e9:<\/p>\n<blockquote><p>V \u010dase, ke\u010f dohoda dosiahne vyjedn\u00e1vanie, je v\u00fdsledok \u010dasto u\u017e rozhodnut\u00fd.<\/p><\/blockquote>\n<p>To, \u010do skuto\u010dne ur\u010duje \u00faspech, sa deje ove\u013ea sk\u00f4r \u2013 zvy\u010dajne v prvej konverz\u00e1cii, prvom hovore alebo prvej spr\u00e1ve, kde sa pr\u00edle\u017eitos\u0165 zav\u00e1dza.<\/p>\n<p>Tieto prv\u00e9 min\u00faty nevyzeraj\u00fa d\u00f4le\u017eit\u00e9. Neexistuje \u017eiadna zmluva, \u017eiadne \u010d\u00edsla na stole, \u017eiadne vidite\u013en\u00e9 nap\u00e4tie. To je miesto, kde sa vytv\u00e1ra vn\u00edmanie. A v mimotrhov\u00fdch transakci\u00e1ch vn\u00edmanie poh\u00e1\u0148a v\u0161etko.<\/p>\n<h3>Moment, kedy je dohoda zar\u00e1movan\u00e1<\/h3>\n<p>Ke\u010f makl\u00e9r zavedie dohodu, nie je to len zdie\u013eanie inform\u00e1ci\u00ed. Utv\u00e1raj\u00fa, ako o tom bude uva\u017eova\u0165 druh\u00e1 strana.<\/p>\n<p><strong>Je ve\u013ek\u00fd rozdiel medzi:<\/strong><\/p>\n<blockquote><p>\u201eM\u00e1m nehnute\u013enos\u0165, o ktor\u00fa by ste mohli ma\u0165 z\u00e1ujem.\u201c<\/p><\/blockquote>\n<p>a<\/p>\n<blockquote><p>\u201ePracujem na dohode, ktor\u00e1 nie je verejne dostupn\u00e1. Vyhovuje presne profilu, ktor\u00fd ste spomenuli naposledy.\u201c<\/p><\/blockquote>\n<p>Obe spr\u00e1vy m\u00f4\u017eu opisova\u0165 rovnak\u00e9 akt\u00edvum. Ale druh\u00fd okam\u017eite vytvor\u00ed:<\/p>\n<ul>\n<li>kontext<\/li>\n<li>relevantnos\u0165<\/li>\n<li>nedostatok<\/li>\n<\/ul>\n<p>Kupuj\u00faci u\u017e neprech\u00e1dza. Hodnotia sa. Siln\u00ed makl\u00e9ri to intuit\u00edvne ch\u00e1pu. Neposielaj\u00fa len pr\u00edle\u017eitosti \u2013 umiest\u0148uj\u00fa ich. <strong>Slab\u00ed makl\u00e9ri posielaj\u00fa inform\u00e1cie a d\u00fafaj\u00fa, \u017ee nie\u010do zostane.<\/strong><\/p>\n<h3>Kontrola vs. distrib\u00facia<\/h3>\n<p>Be\u017enou chybou je <strong>Nadmern\u00e9 zdie\u013eanie pr\u00edli\u0161 skoro.<\/strong> Makl\u00e9r dostane mimotrhov\u00fa pr\u00edle\u017eitos\u0165 a okam\u017eite ju prepo\u0161le viacer\u00fdm kontaktom, pri\u010dom si mysl\u00ed:<\/p>\n<blockquote><p>\u201eUvid\u00edme, kto uhryzne.\u201c<\/p><\/blockquote>\n<p><strong>To, \u010do sa skuto\u010dne deje, je opak toho, \u010do o\u010dak\u00e1vaj\u00fa. Dohoda str\u00e1ca \u0161trukt\u00faru. <\/strong>Nikto sa nec\u00edti zodpovedn\u00fd. Nikto sa nec\u00edti by\u0165 prioritn\u00fd. A ve\u013emi r\u00fdchlo, nikto nec\u00edti naliehavos\u0165.<\/p>\n<p>Profesion\u00e1lni investori s\u00fa na to ve\u013emi citliv\u00ed. Ak sa dohoda c\u00edti \u0161iroko distribuovan\u00e1, predpokladaj\u00fa jednu z dvoch vec\u00ed:<\/p>\n<ul>\n<li>u\u017e bol odmietnut\u00fd inde<\/li>\n<li>alebo ho v skuto\u010dnosti nikto nekontroluje<\/li>\n<\/ul>\n<p>V oboch pr\u00edpadoch \u00faroky klesaj\u00fa. Sk\u00fasen\u00ed makl\u00e9ri sa pohybuj\u00fa inak. Vyberaj\u00fa mal\u00fd po\u010det relevantn\u00fdch protistr\u00e1n a pristupuj\u00fa k nim z\u00e1merne. Nie preto, \u017ee chc\u00fa men\u0161iu expoz\u00edciu, ale preto, \u017ee chc\u00fa v\u00e4\u010d\u0161iu kontrolu.<\/p>\n<h3>Test d\u00f4veryhodnosti<\/h3>\n<p>Ka\u017ed\u00e1 nov\u00e1 dohoda vyvol\u00e1va tich\u00fa ot\u00e1zku na druhej strane:<\/p>\n<blockquote><p>\u201eJe to skuto\u010dn\u00e9?\u201c<\/p><\/blockquote>\n<p>Nielen nehnute\u013enos\u0165 \u2013 cel\u00e9 usporiadanie.<\/p>\n<ul>\n<li>Je makl\u00e9r skuto\u010dne bl\u00edzko k predajcovi?<\/li>\n<li>S\u00fa inform\u00e1cie spo\u013eahliv\u00e9?<\/li>\n<li>Je t\u00e1to pr\u00edle\u017eitos\u0165 exkluz\u00edvna alebo u\u017e cirkuluje?<\/li>\n<li>Oplat\u00ed sa na tom tr\u00e1vi\u0165 \u010das?<\/li>\n<\/ul>\n<p>Toto hodnotenie prebieha r\u00fdchlo. \u010casto v priebehu nieko\u013ek\u00fdch min\u00fat.<\/p>\n<p>Ak sa nie\u010do zd\u00e1 nejasn\u00e9, dohoda je znev\u00fdhod\u0148ovan\u00e1. Nezamietnut\u00e9 \u2013 len presunut\u00e9 nabok. A v praxi \u201enesk\u00f4r\u201c zvy\u010dajne znamen\u00e1 nikdy. To je d\u00f4vod, pre\u010do v\u00e1gne \u00favody zab\u00edjaj\u00fa dynamiku.<\/p>\n<p>Spr\u00e1vy ako:<\/p>\n<blockquote><p>\u201eM\u00e1m nie\u010do zauj\u00edmav\u00e9, dajte mi vedie\u0165, ak chcete viac inform\u00e1ci\u00ed.\u201c<\/p><\/blockquote>\n<p>vytvori\u0165 trenie. Pr\u00edjemca teraz mus\u00ed investova\u0165 \u00fasilie len preto, aby pochopil, \u010di stoj\u00ed za to zapoji\u0165 sa.<\/p>\n<p>Siln\u00ed makl\u00e9ri odstra\u0148uj\u00fa toto trenie. Predv\u00eddaj\u00fa ot\u00e1zky a odpovedaj\u00fa na ne sk\u00f4r, ako sa ich op\u00fdtaj\u00fa. U\u013eah\u010duje to poveda\u0165 \u00e1no na \u010fal\u0161\u00ed krok.<\/p>\n<h3>R\u00fdchlos\u0165 nie je o tom by\u0165 r\u00fdchly<\/h3>\n<p>Mnoh\u00ed makl\u00e9ri si zamie\u0148aj\u00fa r\u00fdchlos\u0165 s naliehavos\u0165ou. Pon\u00e1h\u013eaj\u00fa sa posiela\u0165 dokumenty, tla\u010di\u0165 na hovory, agres\u00edvne sledova\u0165. Ale v profesion\u00e1lnych transakci\u00e1ch r\u00fdchlos\u0165 znamen\u00e1 nie\u010do in\u00e9.<\/p>\n<p>Znamen\u00e1 to bezodkladn\u00fa jasnos\u0165.<\/p>\n<ul>\n<li>jasn\u00e9 <strong>umiestnenie<\/strong><\/li>\n<li>jasn\u00e9 <strong>o\u010dak\u00e1vania<\/strong><\/li>\n<li>jasn\u00e9 <strong>\u010fal\u0161\u00ed krok<\/strong><\/li>\n<\/ul>\n<p><strong>Ke\u010f s\u00fa tieto prvky na mieste, dohoda sa pohybuje prirodzene.<\/strong> Ak ch\u00fdbaj\u00fa, \u017eiadne mno\u017estvo n\u00e1sledn\u00fdch opatren\u00ed ich neopravuje.<\/p>\n<p>Tento rozdiel m\u00f4\u017eete okam\u017eite poc\u00edti\u0165. Niektor\u00e9 obchody sa pohybuj\u00fa hladko od prv\u00e9ho kontaktu k v\u00e1\u017enej diskusii v priebehu nieko\u013ek\u00fdch hod\u00edn. In\u00ed \u0165ahaj\u00fa t\u00fd\u017edne bez skuto\u010dn\u00e9ho pokroku, hoci p\u00f4vodne existoval \u201ez\u00e1ujem\u201c. <strong>Rozdiel je zriedkavo akt\u00edvum. Takto bola dohoda zaveden\u00e1.<\/strong><\/p>\n<h3>Nevidite\u013en\u00fd drop-off<\/h3>\n<p>Jednou z najv\u00e4\u010d\u0161\u00edch myln\u00fdch predst\u00e1v v makl\u00e9rstve je, \u017ee straten\u00e9 obchody s\u00fa vidite\u013en\u00e9. Nie s\u00fa. V\u00e4\u010d\u0161ina obchodov sa po\u010das vyjedn\u00e1vania nestrat\u00ed. V po\u010diato\u010dnom \u0161t\u00e1diu ticho zmizn\u00fa.<\/p>\n<p>Kupuj\u00faci prest\u00e1va reagova\u0165. Makl\u00e9r predpoklad\u00e1, \u017ee na\u010dasovanie je nespr\u00e1vne. Pr\u00edle\u017eitos\u0165 mizne. Ale ak ho vystopujete sp\u00e4\u0165, skuto\u010dn\u00fd probl\u00e9m bol \u010dasto v prvej interakcii:<\/p>\n<ul>\n<li>nejasn\u00e9 umiestnenie<\/li>\n<li>Pr\u00edli\u0161 ve\u013ek\u00e1 distrib\u00facia<\/li>\n<li>nedostato\u010dn\u00e1 d\u00f4veryhodnos\u0165<\/li>\n<li>zbyto\u010dn\u00e9 trenie<\/li>\n<\/ul>\n<p>Ni\u010d dramatick\u00e9. Dos\u0165 na to, aby zlomil hybnos\u0165.<\/p>\n<h3>\u010co robia profesion\u00e1li inak<\/h3>\n<p>Na povrchovej \u00farovni nevyzeraj\u00fa \u0161pi\u010dkov\u00ed makl\u00e9ri ve\u013emi odli\u0161ne. Posielaj\u00fa spr\u00e1vy. Volaj\u00fa. Zdie\u013eaj\u00fa pr\u00edle\u017eitosti. Z\u00e1mer t\u00fdchto krokov je v\u0161ak in\u00fd. <strong>Prv\u00e9 min\u00faty dohody pova\u017euj\u00fa za kritick\u00e9.<\/strong><\/p>\n<p>Starostlivo prem\u00fd\u0161\u013eaj\u00fa o:<\/p>\n<ul>\n<li>Kto by mal vidie\u0165 dohodu ako prv\u00fd<\/li>\n<li>Ako ho zavies\u0165<\/li>\n<li>\u010do poveda\u0165 \u2013 a \u010do nepoveda\u0165<\/li>\n<li>Ako udr\u017ea\u0165 kontrolu pri vytv\u00e1ran\u00ed z\u00e1ujmu<\/li>\n<\/ul>\n<p>Ch\u00e1pu, \u017ee akon\u00e1hle je dohoda vn\u00edman\u00e1 ako slab\u00e1, preexponovan\u00e1 alebo neist\u00e1, je takmer nemo\u017en\u00e9 sa zotavi\u0165. Nesna\u017eia sa preto uzatv\u00e1ra\u0165 dohody nesk\u00f4r. Za\u010dn\u00fa ich spr\u00e1vne.<\/p>\n<h3>Praktick\u00fd posun<\/h3>\n<p>Ak existuje jedna \u00faprava, ktor\u00e1 r\u00fdchlo men\u00ed v\u00fdsledky, je to toto:<\/p>\n<blockquote><p>Presta\u0148te prem\u00fd\u0161\u013ea\u0165 o posielan\u00ed obchodov.<br \/>\nZa\u010dnite prem\u00fd\u0161\u013ea\u0165 o ich spusten\u00ed.<\/p><\/blockquote>\n<p>Ka\u017ed\u00e1 pr\u00edle\u017eitos\u0165 m\u00e1 svoj za\u010diatok. Sp\u00f4sob, ak\u00fdm sa tento moment rie\u0161i, ur\u010duje v\u0161etko, \u010do nasleduje.<\/p>\n<p>pri mimotrhov\u00fdch transakci\u00e1ch, <strong>M\u00e1lokedy dostanete druh\u00fa \u0161ancu urobi\u0165 prv\u00fd dojem. <\/strong>A v\u00e4\u010d\u0161inu \u010dasu sa prv\u00fdch 10 min\u00fat rozhoduje, \u010di sa dohoda posunie vpred \u2013 alebo potichu zmizne.<\/p>","protected":false},"excerpt":{"rendered":"<p>V\u00e4\u010d\u0161ina makl\u00e9rov si mysl\u00ed, \u017ee obchody sa vyhr\u00e1vaj\u00fa po\u010das vyjedn\u00e1vania. Diskusie o cen\u00e1ch, podmienky, kone\u010dn\u00fd tlak pred podp\u00edsan\u00edm \u2013 to je to, na \u010do sa zvy\u010dajne zameriavame. V skuto\u010dnosti sk\u00fasen\u00ed makl\u00e9ri vedia nie\u010do in\u00e9: V \u010dase, ke\u010f dohoda dosiahne vyjedn\u00e1vanie, v\u00fdsledok je \u010dasto u\u017e rozhodnut\u00fd. To, \u010do skuto\u010dne ur\u010duje \u00faspech, sa deje ove\u013ea sk\u00f4r \u2013 zvy\u010dajne v prvom rozhovore, \u2026 <a title=\"Prv\u00fdch 10 min\u00fat dohody: kde v\u00e4\u010d\u0161ina transakci\u00ed mimo trhu je u\u017e vyhran\u00e1 alebo straten\u00e1\" class=\"read-more\" href=\"https:\/\/unlisters.com\/sk\/the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/\" aria-label=\"Pre\u010d\u00edtajte si viac o Prv\u00fdch 10 min\u00fat dohody: Kde je v\u00e4\u010d\u0161ina transakci\u00ed mimo trhu u\u017e vyhran\u00e1 alebo straten\u00e1\">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-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\/sk\/the-first-10-minutes-of-a-deal-where-most-off-market-transactions-are-already-won-or-lost\/\" \/>\n<meta property=\"og:locale\" content=\"sk_SK\" \/>\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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