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집 주인 사돈이 밖을 내다보니 비가 조금 내리는 것이 보였다. 때는 이때이다 싶어서 집 주인 사돈이 “사돈 이제 가시라고 밖에 가랑비가 오네요.” 라고 이야기했다. 그러자 초청 받은 사돈이 밖을 보더니 “아 그래요. 좀 더 있다가라고 이슬비가 옵니다.” 라고 답을 했다.
같은 상황인데도 보는 사람의 마음과 생각에 따라 이렇게 상반되는 표현을 하게되어있다. 세입자가보는 시각과 가옥의 소유자가 보는 시각은 동상이몽(同床異夢)일 수밖에 없다. 한국의 부동산 시장에는 상식이 통하지 않는다는 말이 있다. 우리는 모든 현실 문제를 거론할 때 일방적인 판단에 의한 자신이 보는 관점으로만 생각하고 있는 것이 사실이다.
정부 부동산정책의 해석이나, 경매의 결과, 전세난의 세입자 입장, 개발사업의 사업 분석, 집값 상승과 하락의 전망 등과 같은 의견을 본인들만의 일방적인 아전인수(我田引水)격으로 판다하고 있는 현실이다.
그러나 그런 의견을 접하는 불특정 다수는 쌍방의 양각도의 정보를 얻을 수가 없고 일방적인 판단의 오류를 받아들이게 된다.
모든 거래는 성사되어야 수수료를 받게 되어 있으며, 어떻게 보면 수수료가 발생 되도록 유도하는 것이 어쩔 수 없는 현실임을 부인 할 수는 없다.
수수료 발생을 위하여 좋은 말과 해당 부동산의 장점만을 나열하고 곧 밝혀질 단점이나 문제점이도 거론하지 않게 된다. 수수료 발생을 위해서는 꼭 팔아야 되기 때문이다.
보는 이들로 하여금 여러 각도의 정보를 제공하고 본인의 입장에 맞게 선택 하도록 해 주어야 된다고 생각한다. 요즈음 기업에서도 일반 상품에 대한 판매 전략이 구매자의 입장에서 새롭게 생각하고 접근하여 구입 하게하는 방향으로 보편화되고 있다.
구매자가 선호하는 방향이 어떤 것인지, 심리적으로 안심하고 신뢰할 수 있는 표현은 어떤 것이지를연구하는데 시간을 할애하여 한 차원 높여 자신의 일처럼 접근하여야 할 것이다.
즉, 팔지 말자는 것이다. 팔지 말고 구매자로 하여금 판단하여 사게끔 하라는 반어법적 논리인 것이다. 구매자입장에서 구입하게 하여도 거래는 성사되고 수수료는 발생하는 것이다.
어떤 형편으로든 부동산의 경기가 아무리 어려운 상황에서도 거래가 필요한 그룹은 있게 마련이다. 이들에게 적합한 것을 그들의 입장에서 판단할 수 있는 정보를 나열해 주고, 그 중 본인의 형편에 맞는 물건을 선택하여 거래하도록 하는 것이 순리적인 방법일 것이다.
경매의 최고 매력은 뭐라 해도 현 시세보다 싸게 구입하는 것이다. 더 나아가 세입자가 없는 물건이라면 고민거리를 하나 해결 하게 될 것이고 1회 유찰된 물건이라면 감정 평가 금액 보다 20% 싸게 낙찰 받을 수가 있다. 당연히 경쟁이 심할 것이고 놓치기 아까운 물건이 틀림없다.
경매물건이 일반 거래보다 비싸게 낙찰되는 경우가 있었는데 사유는 투찰 자가 스스로 판단하여 투찰 하여야 할 것을 경매 브로커의 투찰 액 유도에 빠지게 된 것이다. 팔지 말고 사게 하라는 논리에 상반되는 사례이다. 그 응찰자는 두 번 다시 경매 응찰은 하지 않겠다고 했다.
나의 형편과 필요가 상대의 것과는 분명히 다른 것이다.
매입자의 입장에서 장을 만들어 주고 필요에 따라 매입자가 선택하여 구매하게 만들자는 것이다.
조용히 내리는 비를 이슬비로 표현하거나 가랑비로 표현하든 비는 틀림이 없다. 사람들은 같은 상황도 본인 위주로 생각하고 판단하는 본능이 있다. 그 본능적인 심리를 끌어 내어서 팔지 말고 사게 하는 것이 현명한 전략이 아닐까.
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