The criticism of the intermediary

The criticism of the intermediary
a) The criticism of the commercial intermediary

Referring to the justification of the intermediary, in a previous article published a few years ago in another place, we said that we had to have " clear the fundamental role that the intermediary has in the capitalist economy and its absolute justification "and things such as the intervention of an intermediary does not always increase the price for the buyer and opens the way instead, for a better purchase of the particular.

This is a basic issue in marketing - in the Distribution of Goods it is a classic problem - that sometimes is not well known even by the intermediaries themselves and that, nevertheless, we must be able to communicate with success when we face the naive/malicious buyers/sellers who think that the sale is only question Ion to find the right part, a discussion for the price between them and little more.

And we announced that with the aim of refreshing the knowledge that we should have about the intermediary's justification, we would dedicate next postcards precisely to this matter. Today, here, with this new series of articles, we fulfill this promise.

We have repeatedly insisted on this but it seems to be an endless problem. People still do not go to the agencies because they think it will be cheaper to not do it. That is, without agency, I save the commission. For many that "saving" is enough to move forward alone without the company of a real estate agent.

For that opinion -extended- if the intermediary is removed from the operation, its cost will disappear and the operation will not be affected. nothing more than for that matter.

This problem of reducing the value of the intervention of the intermediary only denotes - in the best of cases - a poor knowledge of the process of distribution of goods by the owners and consumers and, at worst, malice. And it is very widespread among all the productive sectors.

See the great staging of this problem of the justification of the intermediary, in the article that Joan Miquel Gomis, director of the tourism program (UOC), published on Tuesday, October 21, 2014 in the Opinion section of the digita:, from which we extract this quote:

"Some authors have documented that in the middle ages the intermediaries , along with the monopolists and the hoarders, were persecuted for their tendency to accumulate merchandise with the intention of benefiting from the increase of commodity prices in times of scarcity. Like usury, this activity also had the reproach and condemnation of religion, and to combat it, practices such as direct sales were encouraged by producers in the markets. A philosophy that, adapted to modern times, could have inspired Casa Ametller the slogan of its outlets for fresh produce from the countryside with a proclamation as simple as it is effective: Without intermediaries. A clear message that impacts a consumer seduced by the idea of ​​acquiring products offered directly by the producer and by the double theoretical advantage for their interests: quality (fresh fruits and vegetables, freshly picked from the field) and the price (less intermediaries, less costs). "

In another place (2) we read that the lapidary slogan of the Ametller house that is commented, it seems that it is difficult to maintain. And so in the face of criticism suffered "... However, Casa Ametller admits, in its hypothetical defense, that only 10% or 15% of the total number of references in stores are unfaithful to Sin. IntermediariesSee the following quotations, duly referenced at the bottom of the page in the notes section, and which constitute an exceptionally exemplary case, whose complete original reading I urge strongly and which the reader will find in the link that I indicate to him at the foot of the postcard.

"For me, not only would the sector have to be regulated, but the sale and purchase should also be promoted among individuals so that it can be carried out safely. Right now buying a flat through a real estate generates more problems than advantages. One of the biggest problems are the commissions, a 10% of € 200,000 is a big problem. I encourage all buyers to skip the real estate without the slightest embarrassment.

What is the real value that this intermediary adds to the home?

I know a a close case in which savings of 15% of the total value of the home were achieved by simply skipping the intermediary. "(3)

To which an anonymous commentator on that article reinforces, adding:

"Buying bread at the bakery instead of the gas station saves me 20 cents. Buying the apartment to a private individual instead of a real estate company saves me 20,000 euros. "

Even at that time - a few months before the financial bubble burst - the average commission of the agencies did not they were those (10% and 15% as indicated), but we can be sure that even with any other lower percentage, those observations are not an exception but are part of the imaginary of the real estate consumer. And this "almost general agreement" by which the intermediary with his intervention increases the price of the property he sells, we will almost always face him.

Those quotes from the article that we pointed out - and most of real estate consumers- certainly do not know what is the real value that an intermediary adds to the buying and selling process of a home. And that is why, as they do not know it, they despise it. (4)

: as it is true that real estate intermediaries add value to the process - we will prove it in the following postcards - the work of our sales people should be to tell their potential clients. And try to convince them of the value that their intervention has for them.

And for that, the real estate commercial agent must first be convinced of his own value, of the use of his intervention, because if he has doubts in himself same, difficult will be to convince the other.

That's why we should know and learn well the reasons that are in the justification of the intermediary

Follow Health and remember that we are valuable. We just have to convince ourselves and others of that.

Miguel Villarroya Martín /January 28, 2016/Madrid. Spain/PrP.001/


(1) See article Without intermediaries?

Terrible the provision of the intermediary next to the usurer, right? Today, public opinion has separated us but continues to keep us in the category of habitual suspects.

(2) See article published on 11/17/2014 : Merchants and customers criticize that certain items from stores come from other countries and that the chain works with third parties such as Mercabarna.

(3) See article published on Monday three April 2006, entitled End abuses of intermediaries.

(4) In the same article above, there is a comment "also book", but in a different sense . In it, another anonymous commentator contradicts the author and "the bread", with the following text:

  • To the saving of 20 cents in the purchase of bread:

It's true, the bad thing is that if you need bread at 11 at night, you'll probably only find it at the gas station.My case was this:

I wanted to buy a house in a village and the owner asked me for 5 million pts. non-negotiable and that to haggle price does not win me anyone ... One day, searching the internet, I find the same house announced by a real estate. I was struck by the fact that the price was that same, 5 kilos. Well, I went to the real estate, I saw the house again and I offered 4 million ... In 15 days I bought it through the real estate company in 4,250,000 pts. It seems to me that they earned their commission, do not they?

A whole find, do not you think? friend agent?

(5) The face that we used to create the image of this postcard belongs to the extraordinary German designer GERALD () and was on PIXABAY.COM under the CC0 Public Domain label. We both thank you for your courtesy in allowing us to use it.