必可售清才有 加推加價條件

美 國 接 連 減 息 後 ， 加 上 政 府 又 推 出 一 系 列 穩 定 樓 市 的 政 策 ， 樓 市 確 實 出 現 了 生 機 。 中 原 城 市 領 先 指 數 由 43.54的 低 位 升 至 45.92， 升 幅 有 5.46%。 至 於 成 交 量 的 升 幅 則 更 為 驚 人 ， 中 原 二 月 份 的 佣 金 收 入 差 不 多 是 一 月 份 的 一 倍 ， 一 月 份 只 有 四 千 五 百 萬 ， 二 月 份 升 至 八 千 七 百 萬 。 在 這 種 形 勢 下 ， 發 展 商 的 貨 尾 盤 銷 量 都 得 到 大 幅 的 改 善 ， 故 紛 紛 計 劃 推 出 新 盤 ， 以 求 食 盡 個 勢 。 
然 而 ， 我 覺 得 發 展 商 的 取 態 似 乎 過 份 進 取 ， 希 望 再 次 利 用 加 推 加 價 這 種 牛 市 才 有 效 的 方 法 去 促 銷 。 誰 知 現 時 形 勢 與 九 六 、 九 七 年 仍 有 極 大 的 差 別 ， 買 家 根 本 不 接 受 這 類 人 為 的 壓 力 。 
買 家 以 為 現 時 樓 價 平 ， 才 出 來 了 解 一 下 市 況 ， 心 裏 原 先 就 不 怎 麼 踏 實 ， 對 是 否 應 該 入 市 ， 本 身 就 將 信 將 疑 。 如 果 見 樓 價 果 然 已 跌 得 很 吸 引 ， 他 們 或 許 會 考 慮 落 定 。 但 如 果 發 覺 發 展 商 在 加 推 時 加 了 價 ， 已 不 是 原 先 他 們 以 為 可 以 買 到 的 第 一 批 時 的 定 價 ， 他 們 就 會 猶 豫 ， 不 肯 追 價 。 
買 家 會 看 這 盤 是 否 獨 一 無 二 ， 是 否 完 全 沒 有 代 替 品 。 如 果 是 禮 頓 山 ， 可 能 會 擔 心 類 似 的 盤 幾 年 才 有 一 遇 ， 不 買 未 知 幾 時 才 有 機 會 買 ， 他 們 才 肯 加 價 也 追 。 但 如 果 是 新 界 盤 ， 買 家 根 本 有 很 多 選 擇 ， 買 不 到 A區 可 以 揀 B區 ， 很 難 逼 買 家 去 追 價 。 發 展 商 如 果 硬 要 測 試 買 家 的 承 受 力 ， 結 果 只 會 把 客 人 推 去 益 其 他 發 展 商 。 
政 府 雖 然 已 容 許 發 展 商 不 用 抽 籤 的 方 法 賣 樓 ， 但 不 明 白 發 展 商 為 何 依 然 樂 此 不 疲 ？ 由 於 公 開 發 售 前 買 家 已 清 楚 參 與 認 購 的 入 票 數 字 ， 他 們 已 約 莫 可 估 計 到 這 盤 能 否 一 次 售 清 。 如 果 他 們 認 為 這 個 不 一 定 一 次 就 可 以 銷 清 ， 他 們 就 不 傾 向 接 受 加 價 加 推 。 發 展 商 一 加 價 ， 買 家 就 會 等 買 貨 尾 ， 不 肯 輕 易 追 價 。 
所 以 發 展 商 真 的 想 加 價 的 話 ， 亦 只 宜 留 待 尾 段 ， 清 貨 的 形 勢 已 很 清 楚 時 才 可 嘗 試 。 如 果 在 頭 段 或 中 段 就 加 價 ， 只 會 提 早 試 到 阻 力 位 ， 令 隨 後 的 買 家 卻 步 ， 以 後 即 使 肯 減 也 推 不 快 。