How to negotiate correctly when buying a house

Warehouse or retail store employees often encounter data inconsistencies when receiving goods - shortages, surpluses, discrepancies in names, and so on. They detect errors during shipment, at the weighing or visual inspection stage. Where records are kept on paper, they often simply cross out one number and enter another in its place. This leads to inconsistencies when generating reports. But at this stage no one will remember why the error occurred. At the same time, even a small shortage during each acceptance of goods can result in serious financial losses for the business.

The problem is solved by drawing up a discrepancy report at the stage of shipment of the goods in the presence of the driver who delivered it. This document is the legal basis for making claims to the supplier. We tell you how to compose it correctly.

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Buyers arrive in huge crowds for home showings

Of course, buying a “family nest” is a matter of utmost importance, and, as a rule, all family members are involved in making the final decision.

But inspecting an object is not entertainment or a leisure activity.

With a large crowd it is difficult to understand the true atmosphere of the house, its size, location, layout.

Any room will seem small and noisy if it is crowded with 7-8 people (two agents, the owner of the house, and a whole family of potential buyers).

When friends and relatives of clients are scattered into different rooms, it is impossible for the owner and realtor to control the safety of the property, and it is not possible to explain to everyone any details about home ownership or answer questions.

my advice: inspect all houses and plots of interest with a maximum of 2-3 people. If you are seriously interested in some object and you are thinking about buying it, you can always bring your remaining, loved ones and, of course, important relatives for the decision, for a second viewing.

How to haggle when buying a house

Carefully monitor the behavior of the owners: below a certain level it will no longer be possible to reduce the price, but they may get the feeling that you are not a potential buyer with real money, but an unpleasant person with whom it is better not to deal.

Don't forget to give compliments and smile to smooth out the unpleasant feeling.

How much you can reduce the price depends not only on the condition of the apartment or house, other objective factors and your ability to bargain.

Who you are dealing with is also important. If the seller is confident in the price, then it is unlikely that he will be convinced to give a significant discount. If he himself is not sure that the housing really costs that much, you can negotiate a good price.

Inspection of the premises

Carry out the inspection only during the daytime - in the evening it is easy to miss many imperfections. Check everything as carefully as possible.

What you need to pay special attention to:

Windows and window sills. If there are no plastic windows, carefully check the frames for cracks, pull the handles, and see if the sashes open well. Window sills must be inspected for scratches, and the reliability of their fastening must be checked.
Doors. They should open smoothly and hold their position. Door handles should be comfortable, hinges should not creak.
Floor. Pay attention to the floor covering, scratches and abrasions. Check if the parquet or linoleum is swollen anywhere, and what condition the tiles in the bathroom are in.
Lighting. Check that the lights are on in each room and carefully inspect the outlets.
Ventilation. Inspect and test ventilation in the kitchen and bathroom. To do this, attach a sheet of paper to it: if it does not stick, the ventilation is not working well.
Batteries. They must be tightly attached to the wall and have temperature regulators. If you are inspecting in winter, pay attention to how comfortable the temperature in the rooms is.
Water. Open all the taps and check how the water flows, whether it is leaking, and whether the pressure is good. All connections must be tight. Flush the cistern and watch how it fills, drains and holds water.

Draw the owners' attention to any shortcomings and bargain.

Your goal is to convince them that renovations will require significant funds and the premises are not worth the amount requested.

Also draw the seller's attention to the shortcomings of the yard, entrance and area.

How to prepare properly?

Do they immediately agree to inspect the proposed option? Do they start haggling from the door? No. Each buyer should prepare for the auction by collecting information about the apartment, the area in which it is located, the owners and the reasons that prompted them to sell.

How long have they been selling it? How to find out all of the above? You can call the owners, ask them about everything you are interested in, and also find out the exact location of the apartment. Knowing the address, you can determine it using Yandex or Google Maps . Using these services you can find out what is nearby. They analyze the situation on the market, looking through the ad databases, noting for themselves apartments in the same area and their prices.

All this information will be useful later, as it will allow you to think through the directions of bargaining and select adequate arguments for it.

Attention! Do not bargain during a telephone conversation with the owner. Why ask for a price reduction if there was no inspection? How can you explain your request? Lack of money? Why then decide on such an expensive purchase?

What to consider before viewing a home?

They do not agree to view the apartment until they answer the following questions:

How much are you willing to pay for real estate, what budget is allocated for its purchase, or what amount will the bank give on credit to purchase an apartment with a mortgage?
How much does the apartment you like in the ad cost? Is it worth the money the owner wants for it?
How much money is missing?

The answer to the first question depends on the buyer’s budget, and the other two are answered by knowing the price of the apartment they like. An online calculator may be useful to calculate the average cost per square meter on the secondary housing market in the selected neighborhood.

The “strongest” arguments that have helped buyers more than once are also learned before viewing the apartment:

Cheaper apartment in a building nearby.
Carefully study the description of the apartment on the website/in the newspaper. It is better to memorize it so that while watching it you can compare the information from it with the realities of life. If discrepancies are identified, there is a reason for bargaining (the kitchen area is 8 square meters instead of 9 from the advertisement; the metro station is not 5 minutes, but a quarter of an hour).
Before viewing, get acquainted with the banks' offers on deposits and interest rates on them. The most favorable conditions are subsequently announced to the seller if he refuses to throw off a couple of tens of rubles, but at the same time mentions that he is not in a hurry for money. On deposit, after a couple of months, the owner will return the amount of the concession in full.
Before watching, learn what unreasoned bargaining is. Sometimes it is more useful than a reasoned one. If you look at some kind of housing in an advertisement, but the price is too high, they think about how much they wouldn’t mind paying for it. Then they calculate the difference, and it is its size that is announced in unreasoned bargaining as the desired concession.

What to consider when viewing housing on the secondary market in order to save on its purchase?

When you like the apartment during inspection, they think through arguments for bargaining. You can refer not only to shortcomings (first or last floor, proximity to tram/railway tracks, problems with natural lighting, etc.).

You can act more cunningly, but this will require a trusting relationship with the owner. After talking with the seller, find out the answers to your questions:

How long does it take for the owner to sell the apartment?
Does the owner have any special “wishes”: receiving the entire amount in cash as soon as possible, quickly completing the transaction due to the need to travel abroad, etc.
Was the redevelopment legalized (what are the risks of buying real estate with illegal redevelopment?).
Are there “natural” encumbrances: debt for electricity, water, light, etc. (read about the consequences of purchasing an apartment with debt on utility bills here).
Has the owner found a suitable option for leaving her ex-husband?

Having analyzed the answers to the questions and found the seller’s “weaknesses,” they form a list of arguments, so that they can then voice them one by one during the bargaining during the next inspection of the apartment.

Read more about what you need to pay attention to when buying an apartment and what to ask the seller about in our article.

Buying a house without construction expertise

A finished mansion or townhouse is always a bit of a “pig in a poke”: who built it, how, and to what extent building codes and regulations were followed is not completely known even to the owner himself. Improperly done waterproofing and a crack in the foundation may not appear externally, but will make life in the house impossible without colossal investments in alterations and reconstruction.

An independent construction assessment of buildings takes several hours and costs from 40 to 80 thousand rubles for a country mansion. At the end of the day, the buyer receives a report with a conclusion that has full legal force and is a powerful document in court in case of problems with the house in the future.

my advice: Do not skimp on verification: while your agent is examining the grounds of ownership of the property, invite independent experts to check the quality of construction. It will be much more expensive to rebuild the house in the future if something is wrong with it.

How to find an approach to the seller?

When buying a home, you need to know the nuances that allow you to dictate your terms . There is a reasonable argument for those who doubt the advisability of trading: the seller sells and the buyer buys - they depend on each other.

But sometimes even the “trump cards” up your sleeve don’t help, since there is no trusting relationship with the seller. How to build them?

Bargaining is a process that is based on a dispute and involves confrontation between the parties. If the owner does not want to, he will not give in on the price and refuse to sell the apartment. There is no need to discuss the price until a positive emotional contact has been built with the owner.

You don't have to treat him like a friend. It is better to blindly follow three rules of etiquette:

politeness;
attentiveness;
punctuality.

You must arrive to the screening on time, take off your shoes near the door, and hang your clothes on a hanger if offered.

Important! Any owner loves his apartment to the depths of his soul, since he lived in it, raised children, and experienced turmoil. The buyer's "proprietary" behavior in it is not acceptable. You cannot discuss with him the demolition of walls, methods of dealing with rubbish.

The only thing that can be mentioned (if there is one) is the renovation, but at the same time the owner should be praised for something: for example, for the pattern on the ceiling or for the tiles in the bathroom.

How to behave in the bidding process, knowing about the shortcomings?

They always talk about shortcomings carefully so that the owner does not get offended. Resentment will blind him and become the primary reason for refusing to reduce the price of housing. You can find flaws in everything if you want, but some buyers put up with them provided the owner reconsiders the price. The following disadvantages are carefully mentioned:

poor layout: narrow corridors, windows facing the roadway, not the courtyard;
lack of major repairs;
problems with heat supply due to the fact that the apartment is corner;
first/last floor;
alcoholic and rowdy neighbors;
insufficient wall thickness, etc.

They don’t go too far when talking about them; they remember common sense and a sense of proportion. Didn't like the faded wallpaper in the living room? This argument is bad, since the owner may like them.

Adequate behavior of the buyer when identifying shortcomings: calm discussion with the owner without anger, curses, shouting and bickering. When a person is calm, he will always be heard; and when he shouts, they will never listen.

Do you have advantages over other buyers?

Every major transaction, like the sale of real estate, is accompanied by bargaining . It is considered a mutually beneficial process. In other words, the buyer must offer something to the seller in order for him to make a discount.

Arguments are thought out in advance, and the entire list is never announced to the owner. They are real “trump cards”, which are best placed on the table one at a time. This approach will allow you to reduce the price as much as possible.

Sellers always meet buyers halfway with arguments:

Fast buy. You don't have to sell anything to buy the option offered. Owners really appreciate the desire to complete a real estate purchase and sale transaction quickly.
Cash. If the buyer says that the required amount (taking into account the discount) is in the bank account, and the deposit is in his pocket, the owner “melts” (you will learn about what a deposit is, how it differs from an advance and a deposit and who benefits from it, here ). The conversation about a discount becomes more intense if the buyer wants to take out a loan from a bank or borrow the missing amount from relatives. In this case, it depends on the circumstances, and, therefore, the deal may fall through.
Willingness to wait to move because the owner has not completed the renovations in his new apartment or the boss has not signed an application for transfer to work in another city.
Willingness to take on the hassle of completing the transaction. This argument is left for last, and is given only when the seller has almost agreed to a discount.

Psychological tricks and bidding tactics

More active methods of persuasion help if negotiations to reduce the price are at an impasse. What are they doing to change the situation in their favor?

Firstly, you can come to the apartment you like with a piece of paper on which to write down the pros/cons of all the apartments inspected. Seeing her would make any salesperson nervous. The main thing is for the buyer to behave correctly and not to rejoice ahead of time. He must put on the mask of a bored person who is more concerned not with the details, but with the view from the window. Only occasionally should he glance at the piece of paper with addresses. You can complain about fatigue and casually throw out the phrase: “It’s better to buy something cheaper.” If the owner does not have a crowd at the door of people wanting to buy living space, he will retain the client by lowering the price.
Secondly, you can cheat. If the buyer is not inspecting the apartment for the first time, he knows about its location. When the owner is at work, he can come and talk with the neighbors. You can arrange a surprise visit when the buyer comes for an inspection. If they say “bad things” about her, the seller will get nervous and give up a couple of tens of thousands of rubles.

How not to go too far?

Trading is an emotional process. Usually they speak first and think later, succumbing to their emotions. The owner of the living space agrees to a discount today, but changes his mind the next day.

Why? The main reasons: immediately after the preliminary agreement, another buyer may come to the owner and offer more or negotiate a smaller discount. To avoid such an outcome, it is better not to go too far with the discount: it should be reasoned and reasonable, and not prohibitive.

Competent bargaining based on objective criteria

In addition to purely psychological aspects and the ability to negotiate, there are completely objective reasons for bargaining when buying an apartment without intermediaries.

Voice the real shortcomings of the apartment. Considerable distance from the metro, extreme floors, illegal redevelopment, proximity to a highway or railway, dubious neighbors - all this can be a subject of bargaining. Indicate to the seller the amount that it may cost to eliminate individual defects, and insist on compensation.
Legal subtleties. The more problematic the apartment is from a legal point of view, the greater the bargaining may be. If you are willing to take on certain risks, you can safely talk about reducing the price. Encumbrances on the apartment in the form of a mortgage, the presence of minor owners, a recent inheritance, a complex alternative, an opaque history of the apartment - these are real reasons for a good discount.
If you find one or more options on more favorable terms, you can inform the seller about this. If there are no options, you can always come up with them. Show that you are a real buyer and, given certain preferences, the choice will be in favor of this seller.

When is it most likely to reduce the price when buying a home?

There is always a chance of getting a discount when buying a home. But there are some moments at which this probability increases significantly.

1. Firstly, as mentioned above, often in the text of the advertisement the seller indicates the possibility of bargaining . You need to bargain based on the price indicated by the owner as the cost of housing.

2. Secondly, you can find (albeit with difficulty) when a house is sold not through a real estate agency, but from a private owner , who may not know the current prices on the market and therefore, perhaps, will give in and give a discount.

3. Thirdly, when the home owner, due to circumstances, urgently needed money . And therefore, he is ready to significantly concede the price to the real buyer, but subject to a quick transaction. An urgent sale of a home is generally the most successful option, in which bargaining is not only appropriate, but there is also a high probability that the buyer and seller will quickly agree on a price.

Rules for drawing up a discrepancy report

The act of discrepancy is drawn up according to f. TORG-2 (for domestic goods) or TORG-3 (if inconsistencies are identified during the acceptance of products of foreign origin). This is the recommended unified form of the primary document, but it is not mandatory for use. The head of the enterprise has the right to develop his own form. The discrepancy report can be filled out manually (with a ballpoint pen) or on a computer (printed after entering the data into the electronic form of the document). Number of copies required:

according to f. TORG-2 - four;
according to f. TORG-3 - five.

If discrepancies are detected, the employee accepting the goods suspends shipment and notifies the supplier or forwarder of the error. The discrepancy report is drawn up by members of the commission and a specialist from the organization entrusted with the responsibility for conducting the examination. The presence of representatives from both sides is required.

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When is it possible to reduce the price?

There are at least two cases when you can bargain, for example:

The most successful option: the seller put the living space up for sale due to departure. They are already waiting for him in another country, for example. Sometimes sellers sell an apartment because of an urgent need for money. They have an outstanding loan from the bank or urgently need money for an operation. It is difficult to predict the size of the discount in this case. If luck is on the buyer’s side, you can bargain for an amount less than what was initially announced by 20-30%, if the proceeds from the transaction are enough to pay off the debt or pay for the operation.
Having published an ad, the seller waits for calls, but they still don’t come after a month, two, six months. It's hard to accept the delay in the sales process. If initially he wanted to help out for a 2-room apartment. apartment renovated for 1.2 million rubles, then after a while I agree for a million. The “tasty” price is a bait to distract from the presence of registered residents in the apartment, the lack of documents for redevelopment or a certificate of legal capacity from a psychoneurological dispensary. Bargaining for him has become appropriate, it “breaks”. Because of which? Because of the fear that the sale will drag on for years and there will be a collapse in real estate prices.

Buyer safety

In addition to the price of the plot, it is necessary to find out the characteristics of the plot, as well as the restrictions on it. Comprehensive information on real estate is contained in the extended extract from the Unified State Register of Real Estate. Any interested person can order it. The realtor or the buyer himself, if he independently conducts a purchase and sale transaction, finds out:

presence of encumbrances: arrest, easement, mortgage, pledge;
whether the site is the subject of a lease agreement;
whether the land plot is the subject of proceedings in court;
whether the land has been transferred for indefinite use.

In addition, the owner must have all the documents for the property in his hands. Without them he won't be able to sell it. For example, a cadastral passport is of great importance. This is a document that allows you to identify a land plot among millions of similar ones. A cadastral passport is obtained based on the results of the land surveying procedure. It is carried out by a cadastral engineer, clarifying the boundaries of the site and forming the exact area. And this is very important for the buyer, since he must understand what he is paying for.

How to find contact with the seller and point out the shortcomings of the property

How to buy a house cheaper is not written in books and magazines; such practice comes only with experience. Establishing contact with the seller is not always easy. You need to win someone over during the conversation. You need to prove to the person that you are not just looking, but are interested in purchasing.

As we have already said, you need to praise the apartment, but it is important not to overdo it. Next, you need to communicate as delicately as possible about the visible disadvantages of the house.

Among the obvious disadvantages are:

lack of repair;
the need for redevelopment;
location too far;
bad neighbors;
lack of communication.

In addition, the fact that the house has been on sale for a long time can help, the seller is in a hurry to give the house away, there are similar options with a lower cost.

Clients are too enthusiastic about inspecting the house and spend several hours at the showing

Someone looks at houses for 5 minutes: he drove up, went in and left. There are few such buyers: they, as a rule, know exactly what they are looking for, have an almost unlimited budget and limited time.

Basically, we spend an average of 30-35 minutes showing one object.

There are also exceptions with the opposite degree: buyers walk around the house for an hour and a half to two hours, ask about each baseboard, place their furniture in the corners, place all family members in rooms, admire the planning and finishing solutions and send a sea of compliments to the owner of the house.

Of course, when the owner sees such an attitude, it is very difficult to convince him later that the house is not so ideal, and there is every reason for bargaining, and in general - “there is no need to be arrogant.”

my advice: Be restrained and, if you really like the house and are the “dream house”, put on a poker face and try to keep your emotions to yourself.

Then we, agents, will be able to provide the best terms for the transaction in further negotiations: a good discount, installments, loyalty of the seller.

Buyers are waiting for the price of an already “dumped” object to fall even lower

Of course, everyone wants to buy as cheaply and profitably as possible. Sometimes, when searching the market, absolutely amazing real estate properties are found at a price 20-30 percent lower than the market average.

As a rule, owners urgently need money, and they immediately reduce the price to “floor”. Many buyers, having found such a house, completely satisfactory and rare in terms of price-quality ratio, after a series of negotiations with the seller, take a wait-and-see attitude - “Let it fall further, I’ll buy it cheaper in a couple of months. Nothing is being bought or sold on the market right now anyway.”

my opinion: this is a bad strategy. Very often I get very upset when clients who take such a wait-and-see attitude lose really interesting properties: a house that is selling significantly below the market will not stay in advertising for more than 1-2 months.

Listen to the advice of your agent if you really like the house: those who want to buy “at a profit and below the market” - there are long, very long waiting lists for every developer and real estate agency. And such objects are quite rare. If you really like the house and the price is good, buy it. Don't wait for someone else to buy it.

Neuromarketing

Phil Barden, in his book Hacking Marketing, reminds us of two systems of thought for a customer making a purchasing decision.

A pilot is a slow and rational thinker. In this state, we control emotions and evaluate the characteristics of the product.
Autopilot - impulsive and fast thinking. We cannot control such a system. Marketers prefer to focus on autopilot.

One way to motivate a buyer to make a transaction using autopilot is to give him the opportunity to connect with the brand. A potential client should often see mentions of your product and receive information about it constantly and from different sources.

There should be as many touch points as possible, that is, situations where the client meets the brand. Various marketers talk about a minimum of seven contacts, other sources suggest making 23 contacts. Barden is sure: the main thing is as much as possible. But to achieve the full effect, other techniques can and should be used.

Use the discount effect. Write the higher price first, then cross it out and write the lower number. For example, the regular price is 500 rubles, and with a discount - 300 rubles.
Create artificial value. For example, a car wash can give a customer a discount coupon “10th wash free”, where two have already been marked as completed. When the driver decides to wash the car, autopilot will turn on in his head - he will decide to save money and “earn” a free wash.
When forming a brand concept, do not think only about the usual use of the product. Barden cites Ax deodorant as an example. Marketers do not present it as a remedy for unpleasant odors. In advertising it is positioned as a means to attract the opposite sex.

effective advice for home buyers

The seller, not the buyer, names the discounted price. On his side is the “anchor effect”. Having found out how much the owner wants for the home, the buyer puts forward conditions and gives reasons.
Determine for yourself whether the apartment you like is needed or not. If you like the first option, you need to decide on the amount of money that you don’t mind paying for it. This is done at the very beginning - even before bidding. Even if the owner gives up exactly as much as necessary, you can lose: there will be more minuses than pluses.
Introducing a third party, such as a neighbor, into the bidding process. His task is to tell unpleasant facts about the apartment so that the owner feels a little ashamed. Not a single buyer after such a “story” will want to overpay, and this is understandable to him.
Trading is not a quick process. The main thing is that no one loses patience ahead of time: neither the seller nor the buyer. On the one hand, whoever gives up faster will lose. On the other hand, not everyone likes the state of conflict and confrontation. Therefore, the main thing is not to go too far, not to lose your temper and not to get personal.
Silence is gold. The buyer must remain silent more than he speaks. If the owner makes an offer - for example, a 5% discount, you should not agree right away. You can show with body language that she is too small, given all the shortcomings. The homeowner will get nervous and make concessions.
Theatrical reactions. How do actors behave in the theater? They know how to suddenly flinch, roll their eyes wide and exclaim in surprise. This is what buyers should do, asking an unexpected question for the seller: “How much do you want for your 2-room apartment?” apartment?” A question with such intonation can make anyone feel awkward and uncomfortable. This will happen to the owner too. He will make excuses, and eventually he will understand that the price of housing is too high.
You can't learn to bargain overnight. You need to practice this skill every day while shopping.
Putting forward your own options for conditions. In the case of a “Purchase and Sale” transaction, you can offer to pay the entire amount in cash, without taking out a mortgage or taking out a bank loan;
If the proposed price suits you and the entire amount is available, they still bargain.
Nothing is perfect. If there are downsides, there is a bargaining point.
Adopting the correct posture while discussing the details of the transaction. During a conversation, it is better to stand near the sofa or sit on the corner of the table. The atmosphere will be trusting and the parties will definitely reach an agreement.
A trusting relationship with the owner will be useful when discussing the details of the transaction. They establish them by addressing him by name, watching and repeating his every gesture. There is no need to say “I”, it’s better to say “we” in this sentence: “The starting price is 2 million rubles, but we will discuss it in detail.”
Open questions are better than wandering around and around.
Controlling the reaction. When your pupils dilate, you like the proposal, but when your pupils narrow, you see a lack of confidence on your face.
You shouldn’t be upset if the owner refuses to reduce the price. They are looking for another option that will appeal to them in terms of price, location, and renovation.

Scamming payment information

A 37-year-old resident of Yoshkar-Ola posted information about selling a vacuum cleaner on a popular free classifieds site. Soon she received a call from a stranger who expressed his willingness to purchase the device. To make the payment, the false buyer asked to dictate the card number and codes received in SMS messages. The woman conveyed the information. After this, the attacker gained access to her personal account of her mobile bank and transferred several thousand rubles from her bank card to his.

Codes from SMS messages from the bank, PIN code and CVV code of a bank card cannot be dictated or sent to anyone, ever. This data is not needed by buyers or sellers, and even your bank cannot ask for it. Only scammers ask for such data, and always for the purpose of deception. Using them, scammers can gain access to your online banking and withdraw money.

How to negotiate when buying a house?

A high price does not always mean that the seller is too eager to make money at the expense of buyers. Unlike apartments, house prices vary too widely so there is no consistent pattern. The design of a house is purely individual and its cost depends on many factors. Thus, some owners consider the cost of real estate to be the main pricing factor, which is fundamentally incorrect.

The modern real estate market dictates its own conditions, in which the price of a house depends on the location, type of structure and quality of renovation of the property. Knowing the average market price of the house you like and skillfully pointing out the shortcomings, you can get a discount of 5-12%. The first rule of a buyer is to assess his own financial capabilities. Based on the actual amount you are willing to spend on a home, you need to select options.

Important! Before you start looking for apartments, you need to research the real estate market, this will give you an idea of the possible search options.

In order to buy a house cheaply, you need to choose the right strategy. Let's start with viewing the apartment: at the first meeting, the seller studies the client; it is important for the latter to please him and not be overly intrusive. First, you need to get acquainted, in order to establish contact, you can carefully find out about the life of the owner (who is his profession, why does he sell housing, what are the features of the house, etc.). Such actions will help you gain trust and the seller will certainly not forget you.

Often, the owners of the house are its builders or they have lived in it most of their lives, so they know who they are actually transferring their “nest” to. Such people should not actively point out the shortcomings of the house - this may raise doubts.

You should not try to reduce the price at the first meeting; it is better to show the seller that you have many more options, and perhaps cheaper ones. To prove your interest, visit the house several times and arrange a showing for relatives.

You should show that you like the property, but there are some drawbacks. At the second or third meeting, you need to start bargaining.

Sales before purchases. What to do?

On March 20, my opus was posted on the site, where, to the best of my extraordinary talent (what am I!), I think about the expenses that may arise much later than the income from this transaction is received.

But the range of such costs is narrow, and not always the costs incurred by an organization for any transaction, the income from which was reflected much earlier, can be completely legally written off as a decrease in the financial result and taxable profit.

This is not the first year, both at seminars and at consultations, the same question has been asked: - We have entered into a contract with the budget (or with a large corporation). They twisted our arms and forced us to sign a certificate of delivery of the object (or a delivery note for the shipment of goods) on the last days of December. But we actually started work (purchased the goods) only at the end of January (or even at the beginning of March). How can we write off actual expenses?

My answer: I don’t know how to do this completely legally.

Budget customers (as well as large companies) still, like 40-50 years ago, evaluate the performance of their departments, first of all, by using the funds allocated to them for the year according to the estimate for this or that project or task.

And if all allocated funds are not spent in December, then next year they may even be cut. And no official can allow this. And the fact that at the end of the year the actual “linden” for acceptance of the object (receipt of the goods) will be signed, and even paid for, does not bother him. The money is not his, it is government money. And the contractor (supplier) most often cannot escape anywhere.

We will not discuss the forest topic (how to cut it, how to roll it away). The author honors (well, almost) the Criminal Code. Therefore, let’s try to figure out how an organization that has entered into an agreement with the budget at its own expense can try to get out of this situation without attracting undue attention from tax authorities.

Situation number one (I didn’t come up with this, the question was asked on the forum last year).

TORG-12, dated December, was brought to the accounting department for the shipment of goods that we ourselves purchased only at the end of January.

The sale of a “virtual” product, whether you like it or not, will have to be reflected in December, with all the ensuing consequences - the accrual of VAT and profit.
But how can you reflect shipped goods that have not yet been purchased?

Here you can try to remember and apply a term that most modern accountants may not even know - uninvoiced deliveries.

This is the name for goods received without accompanying documents from the supplier.
Yes, currently this happens very, very rarely, but in theory it is possible. They are assessed by the buyer at market value, and are received on the basis of a primary document (receipt order) signed by the financially responsible person of the buyer*. *Here we will still have to find a daredevil willing to sign it

But when the goods are actually received in January, and with it the TORG-12 and invoice, it will be possible to adjust the cost of “selling” it in December, and accept VAT as a deduction.

Although, if you check all the documents very carefully, an inconsistency may be discovered. We received the goods in December, and the supplier shipped them to us in January. But it might slip through.

But what to do, for example, with the December acceptance certificate for a temporary winter road (winter road), the construction of which began in early February?

Try to attribute all the costs to fixing the defect? Gets caught.

You can understand when the detected defect amounted to 10, well, 20 percent of the cost of the work. But when is it 80-90, or even 100? Then how was he admitted in December and this defect was not discovered?

The only thing that comes to mind is to spread it in a thin layer over other objects of the current year. Although, with a careful analysis of the documents, this is also not difficult to detect.

And, in my naivety, I thought that only officials and the most advanced directors reasoned like this - first you can hand over the object, and only then begin work on its implementation. It turns out that this infection spread further, and fellow accountants began to think in the same direction.

And again from the forum.

— According to the main contract, the closing date of work according to the act is November 25, for the subcontract — December 23. The documents have been completed. I read various articles on the Internet, they write that this is the case. Question: — Is there a regulatory document on the procedure for closing work under a subcontract and an agreement with the main customer?

Let me clarify:
- That is, the result of the work was transferred to the customer a month earlier than it was accepted from the subcontractor? And nothing bothers you?

The answer comes:

- I'm not here. What if I accept work from Subchik, but the Customer does not accept it from me? So the absolutely correct tactic is to first hand over the work to your Customer, and then accept it from Subchik.

And they often go even further. They sign documents with the subcontractor only after they have received money from the customer for the work done by that same subcontractor.

Well, what are IFRS, accounting methodology and other wisdom, and even common sense itself?

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Calling owners and realtors

Once a short list of options of interest has been formed, you can start calling. Remember: when contacting the seller, do not let him infer your good financial situation. In negotiations, do not bring up topics about your expensive purchases, travel, gifts, etc. Don't discuss your favorite luxury car with him. Concluding that you are a person with financial wealth, he will not lower the price of the apartment.

Keep in mind that developers and real estate agencies are well versed in the psychology of a potential buyer. Taught by experience and practice, they easily get the buyer to spend more than he initially planned. In addition, the income of realtors and agencies is part of the cost of the home sold to you, so they are very interested in selling you as much as possible.

If you want to buy a house at a profit, don’t pretend to be a rich guy. In this matter, it is better to look like a “poor relative.”

How to write a letter of claim

The buyer draws up and sends a letter of claim or a decision on unilateral termination of the contract to the supplier along with a copy of the incoming inspection report and the TORG-2 form or an expert’s report (if an expert was involved).

These documents must indicate correct comments on the quality or quantity of the product and suggest ways to resolve the problem. After the act in form TORG-2 or another document has established the quantity of goods that does not meet the requirements of the contract, the buyer draws up and sends a letter of claim addressed to the supplier. The letter must list which products have complaints about quality and quantity and what the supplier must do to eliminate these shortcomings.

The claim letter and decision must include:

name of the delivery document;
date and place of document preparation;
name of the organization on behalf of which the document was drawn up;
a link to the supply agreement and the delivered goods (name, quantity, price, assortment, batch);
a list of requirements to the supplier (refund of the amount paid, replacement of goods, elimination of deficiencies) to resolve the problem.

If you believe that it is impossible to eliminate the shortcomings, you can issue a unilateral refusal to perform the contract.