Extracto de Freakonomics, de Steven D. Levitt y Stephen J. Dubner:
Consider now another true story of a real-estate agent’s information abuse. The tale involves K., a close friend of one of this book’s authors. K. wanted to buy a house that was listed at $469,000. He was prepared to offer $450,000 but he first called the seller’s agent and asked her to name the lowest price that she thought the homeowner might accept. The agent promptly scolded K. “You ought to be ashamed of yourself”, she said. “That is clearly a violation of real-estate ethics.”
K. apologized. The conversation turned to other, more mundane issues. After ten minutes, as the conversation was ending, the agent told K., “Let me say one last thing. My client is willing to sell this house for a lot less than you might think.”
Based on this conversation, K. then offered $425,000 for the house instead of the $450,000 he had planned to offer. In the end, the seller accepted $430,000. Thanks to his own agent’s intervention, the seller lost at least $20,000. The agent, meanwhile, only lost $300, a small price to pay to ensure that she would quickly and easily lock up the sale, which netted her a commission of $6,450.
So a big part of a real-estate agent’s job, it would seem, is to persuade the homeowner to sell for less than he would like while at the same time letting potential buyers know that a house can be bought for less than its listing price.
El texto no tiene desperdicio (soy muy perezoso para traducirlo, pero si se me pide lo haré), pero el vídeo que he agregado (visto en meneame.net) le añade una dimensión hispana más que interesante.