{"id":75935,"date":"2026-05-14T15:26:23","date_gmt":"2026-05-14T12:26:23","guid":{"rendered":"https:\/\/www.imobiliare.ro\/imoexpert\/?p=75935"},"modified":"2026-05-14T15:26:26","modified_gmt":"2026-05-14T12:26:26","slug":"psihologia-cumparatorului-in-2026-temeri-compromisuri-si-preferinte-dezbateri-cu-liderii-pietei-la-imobiliare-ro-hub-in-fata-unui-numar-record-de-participanti","status":"publish","type":"post","link":"https:\/\/www.imobiliare.ro\/imoexpert\/psihologia-cumparatorului-in-2026-temeri-compromisuri-si-preferinte-dezbateri-cu-liderii-pietei-la-imobiliare-ro-hub-in-fata-unui-numar-record-de-participanti_db\/","title":{"rendered":"Psihologia cump\u0103r\u0103torului \u00een 2026 – temeri, compromisuri \u0219i preferin\u021be. Dezbateri cu liderii pie\u021bei la Imobiliare.ro HUB \u00een fa\u021ba unui num\u0103r record de participan\u021bi"},"content":{"rendered":"\n
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Peste 600 de profesioni\u0219ti activi \u00een sectorul de real estate – agen\u021bi imobiliari, dezvoltatori \u0219i investitori – au luat parte la conferin\u021ba na\u021bional\u0103 Imobiliare.ro HUB 2026, eveniment organizat de Imobiliare.ro \u0219i dedicat exclusiv breslei imobiliare.<\/strong><\/p>\n\n\n\n

Psihologia cump\u0103r\u0103torului \u00een 2026, temerile acestuia \u00eentr-un context marcat de schimbare, ve\u0219ti negative \u0219i incertitudine, dar \u0219i modul \u00een care preferin\u021bele sale s-au rafinat de-a lungul ultimilor ani au fost c\u00e2teva dintre subiectele abordate la Imobiliare.ro HUB 2026.<\/p>\n\n\n\n

Mai jos, principalele declara\u021bii f\u0103cute de speakerii care au urcat pe scena evenimentului \u00een cadrul panelului reziden\u021bial moderat de Antoanela Com\u0219a (Director de Dezvoltare Alltrom)<\/strong>, una dintre cele mai influente voci din sectorul de real estate, cu peste 20 de ani de experien\u021b\u0103 \u00een domeniu.<\/p>\n\n\n\n

Daniel Tudor, CEO The Concept<\/strong><\/p>\n\n\n\n

A sc\u0103zut substan\u021bial ritmul de v\u00e2nzare, dar avem v\u00e2nz\u0103ri, asta este important. Nu este niciun proiect care s\u0103 nu-\u0219i continue drumul.<\/em><\/p>\n\n\n\n

Cred c\u0103 este un moment \u00een care cei implica\u021bi \u00een pia\u021b\u0103 \u00ee\u0219i pot ar\u0103ta profesionalismul.<\/em><\/p>\n\n\n\n

Avem mai pu\u021bini investitori. P\u00e2n\u0103 \u00een momentul acesta \u00een care s-au suprapus mai multe crize aveam spre 40% investitori, \u00een medie, pe proiect. Investitori de retail care cump\u0103rau c\u00e2teva apartamente cu scop de \u00eenchiriere sau cu scop de rev\u00e2nzare. Acum avem mai mul\u021bi end-useri \u0219i asta se vede \u00een toate ora\u0219ele – Bucure\u0219ti, Sibiu, Timi\u0219oara, Bac\u0103u. Cred c\u0103 poate e mai bine a\u0219a. Nu cred c\u0103 este o pia\u021b\u0103 s\u0103n\u0103toas\u0103 aceea \u00een care cumperi pentru specul\u0103, pentru a revinde.<\/em><\/p>\n\n\n\n

Pentru acces la ceea ce au nevoie – \u00een spe\u021b\u0103 o \u0219coal\u0103, o gr\u0103dini\u021b\u0103, un loc de munc\u0103, diverse alte lucruri care le aduc un confort mai mare \u00een via\u021b\u0103, cump\u0103r\u0103torii sunt dispu\u0219i s\u0103 sacrifice suprafa\u021ba \u0219i, din p\u0103cate, uneori \u0219i calitatea. Asta nu face bine pie\u021bei. <\/em><\/p>\n\n\n\n

Polonia a trecut prin acela\u0219i lucru prin care trece Rom\u00e2nia acum \u00een urm\u0103 cu 15 ani. \u00cen momentul de fa\u021b\u0103, pre\u021burile \u00een Var\u0219ovia sunt de 2,5 ori mai mari pe medie dec\u00e2t \u00een Bucure\u0219ti \u0219i exist\u0103 proiecte care se v\u00e2nd cu peste 20.000 euro\/mp. \u00cemi este greu s\u0103 cred c\u0103 Rom\u00e2nia nu va urma acela\u0219i traseu. Din p\u0103cate avem si un minus la capitolul acesta de structur\u0103 la un nivel mai \u00eenalt. Un sistem disciplinat, structurat, aduce predictibilitate. Nou\u0103 ne lipse\u0219te foarte mult acest lucru.<\/em><\/p>\n\n\n\n

Romeo Ghica, Manager Opera\u021biuni Hercesa Rom\u00e2nia<\/strong><\/p>\n\n\n\n

Exist\u0103 o perioad\u0103 de tranzi\u021bie \u00een pia\u021b\u0103. P\u00e2n\u0103 anul trecut, pia\u021ba a fost foarte str\u00e2ns guvernat\u0103 de politica guvernamental\u0103, de TVA redus, de lucruri de genul acesta care au f\u0103cut ca focusul cump\u0103r\u0103torului s\u0103 fie primordial spre pre\u021b. Odat\u0103 cu aceast\u0103 schimbare \u0219i interesul cump\u0103r\u0103torului se duce spre alte atribute – calitatea produsului, calitatea locuirii. Vorbim de multe alte aspecte, deci din punctul acesta de vedere constat\u0103m c\u0103 s-a schimbat un pic paradigma, s-a adeverit faptul c\u0103 interesul s-a dus spre alt\u0103 zon\u0103 \u0219i implicit este nevoie de mai mult\u0103 informa\u021bie pentru c\u0103 este mai mult\u0103 curiozitate. <\/em><\/p>\n\n\n\n

Pre\u021burile \u00een construc\u021bii e clar c\u0103 vor cre\u0219te \u00een perioada urm\u0103toare.<\/em><\/p>\n\n\n\n

Avem un proiect pe care l-am \u00eenceput \u00een 2007 la care \u00eenc\u0103 lucr\u0103m \u0219i a trecut prin toate perioadele – de criz\u0103 financiar\u0103, pandemie, criz\u0103 energetic\u0103, probleme cu disponibilitatea for\u021bei de munc\u0103, r\u0103zboaie \u0219i a\u0219a mai departe. Proiectele noastre s-au schimbat \u0219i ne dorim s\u0103 se schimbe \u00een permanen\u021b\u0103. \u00cencerc\u0103m ca aceast\u0103 schimbare s\u0103 o facem \u00eempreun\u0103 cu clientul. \u00cencerc\u0103m s\u0103 r\u0103spundem c\u00e2t mai bine necesit\u0103\u021bilor lui f\u0103r\u0103 s\u0103 ne pierdem identitatea. <\/em><\/p>\n\n\n\n

\u00cen 2007, oamenii veneau \u0219i ne solicitau s\u0103 fie buc\u0103t\u0103ria \u00eenchis\u0103 pentru c\u0103 se g\u0103teste foarte mult, ne solicitau s\u0103 fie livingul de o anumit\u0103 dimensiune pentru c\u0103 petrecerile le organizam \u00een cas\u0103. Ast\u0103zi, constat\u0103m c\u0103 deja nu mai suntem interesa\u021bi de acelea\u0219i atribute. Vrem ca buc\u0103t\u0103riile s\u0103 fie deschise, livingul s\u0103 nu mai fie de dimensiunea unei petreceri cu 30-40 de persoane pentru c\u0103 petrecerile le facem \u00eentr-o alt\u0103 loca\u021bie. S-a schimbat foarte mult societatea. S-a schimbat \u0219i conceptul de locuire. Focusul se duce spre zone comune, concept de comunitate \u0219i alte lucruri, mai pu\u021bin pe interiorul apartamentului.<\/em><\/p>\n\n\n\n

Beatrice Dumitra\u0219cu, Head of Residential Division One United Properties<\/strong><\/p>\n\n\n\n

A\u0219a cum noi ne-am schimbat de-a lungul timpului, indiferent c\u0103 avem 5,10, 20 de ani de experien\u021b\u0103, \u0219i clientul s-a schimbat. Exist\u0103 o evolu\u021bie continu\u0103. Clientul de ast\u0103zi se uit\u0103 la mult mai mult\u0103 informa\u021bie. Este infla\u021bie de informa\u021bie, dar pe de alt\u0103 parte nu \u00eentotdeauna este cea relevant\u0103. Atunci, el trebuie \u00eendrumat \u0219i educat \u00eentr-o zon\u0103 \u00een care s\u0103 poat\u0103 s\u0103-\u0219i aleag\u0103 informa\u021bia corect\u0103. Depinde de noi. Indiferent dac\u0103 e\u0219ti agent sau dezvoltator, trebuie s\u0103 \u0219tii c\u0103 doar tu e\u0219ti cel care poate s\u0103 \u00eendrume clientul spre r\u0103spunsurile corecte. Cu c\u00e2t noi livr\u0103m informa\u021bie mai corect\u0103, cu at\u00e2t \u00eel ajut\u0103m s\u0103 vin\u0103 mai atent c\u0103tre noi.<\/em><\/p>\n\n\n\n

Ast\u0103zi avem \u0219i cump\u0103r\u0103torul care cump\u0103r\u0103 pentru uz propriu \u0219i investitorul, care poate fi mic sau mare. Persoane foarte dornice s\u0103-\u0219i pun\u0103 banii la ad\u0103post pentru c\u0103 propriet\u0103\u021bile din Rom\u00e2nia \u00eenc\u0103 se apreciaz\u0103. Noi nu avem o pia\u021b\u0103 matur\u0103. C\u00e2t timp pia\u021ba suport\u0103 s\u0103 primeasc\u0103 unit\u0103\u021bi locative noi, de\u0219i sunt din ce \u00een ce mai pu\u021bine, \u0219i \u00ee\u0219i g\u0103sesc totodat\u0103 cump\u0103r\u0103tori pe toate segmentele – de la premium affordable p\u00e2n\u0103 la luxury – este clar c\u0103 exist\u0103 nevoie locativ\u0103 relevant\u0103 \u0219i c\u0103 tranzac\u021bii se fac. Da, toat\u0103 lumea sufer\u0103 prin prisma faptului c\u0103 se fac mai pu\u021bine tranzac\u021bii, dar nu po\u021bi spune c\u0103 nu se fac tranzac\u021bii deloc. <\/em><\/p>\n\n\n\n

Eu a\u0219 vrea s\u0103 \u00eencurajez sala foarte mult. Noi am lansat acum o lun\u0103 One Floreasca Sunset, o dezvoltare imobiliar\u0103 pe Barbu V\u0103c\u0103rescu, unde pre\u021bul mediu de v\u00e2nzare este 5.000 euro. 221 de unit\u0103\u021bi locative din care ast\u0103zi c\u00e2nd vorbim 85 de apartamente disponibile la v\u00e2nzare, 26 sunt rezervate \u00een curs de semnare. Se \u00eent\u00e2mpl\u0103 tranzac\u021bii. Sunt convins\u0103 c\u0103 nu suntem singurii care reu\u0219im s\u0103 facem tranzac\u021bii.<\/em><\/p>\n\n\n\n

Cred cu t\u0103rie c\u0103 ce este important pentru noi \u00een rela\u021bie cu clientul este s\u0103 pozi\u021bion\u0103m produsele corect, s\u0103 le promov\u0103m corect \u0219i s\u0103 ne facem treaba ca ni\u0219te agen\u021bi adev\u0103ra\u021bi care sunt proactivi. Atunci, dac\u0103 noi ne facem treaba foarte bine, cu siguran\u021b\u0103 vin \u0219i rezultatele, clien\u021bii nu \u00eent\u00e2rzie s\u0103 apar\u0103. E greu, nu e u\u0219or. O \u0219tim cu to\u021bii.<\/em><\/p>\n\n\n\n

Noi suntem \u0219i pe segmentul mediu de pia\u021b\u0103 \u0219i tranzac\u021biile nu se \u00eent\u00e2mpl\u0103 cu viteza cu care se \u00eent\u00e2mplau anul trecut, dar n-am cum s\u0103 nu-mi p\u0103strez optimismul \u021bin\u00e2nd cont de faptul c\u0103 dac\u0103 la u\u0219\u0103 \u00ee\u021bi bat ni\u0219te oameni \u00een permanen\u021b\u0103 este clar c\u0103 se caut\u0103 produs \u0219i oamenii chiar vor s\u0103-\u0219i g\u0103seasc\u0103 ceva. C\u00e2t timp exist\u0103 nevoie, eu cred c\u0103 nu pot s\u0103-mi pierd optimismul.<\/em><\/p>\n\n\n\n

Andrei S\u00e2rbu, CEO SVN Rom\u00e2nia<\/strong><\/p>\n\n\n\n

Nu v\u0103d realitatea chiar a\u0219a la un nivel pozitiv. Cert este c\u0103 \u00een primele patru luni ale anului avem -12% la tranzac\u021bii, iar gradul de accesibilitate de la 7 s-a f\u0103cut 9. Asta \u00eenseamn\u0103 c\u0103 ne permitem mai greu un apartament. De asemenea, \u00eendatorarea la b\u0103nci de la 35% a ajuns la 42%. Cu certitudine cifrele astea ne spun c\u0103 este mai greu.<\/em><\/p>\n\n\n\n

Nu vreau s\u0103 vorbesc despre cazuri individuale de succes. P\u00e2n\u0103 la urm\u0103, dac\u0103 \u00ee\u021bi faci un calcul atent \u0219i ai investitorii alinia\u021bi \u0219i produsul t\u0103u este foarte bun, bine\u00een\u021beles c\u0103 po\u021bi s\u0103 ai succes \u00een orice pia\u021b\u0103. Mul\u021bi dintre voi b\u0103nuiesc c\u0103 a\u021bi prins perioada 2008-2010. Chiar \u0219i atunci c\u00e2nd nu mai mergeau oamenii pe strad\u0103 erau proiecte care se vindeau.<\/em><\/p>\n\n\n\n

Nu sunt neap\u0103rat pesimist, dar eu v\u0103d trendul \u00een continuare \u00eentr-o linie negativ\u0103, descendent\u0103.<\/em><\/p>\n\n\n\n

Precaut – acesta este cuv\u00e2ntul care ne define\u0219te cump\u0103r\u0103torul. <\/em><\/p>\n\n\n\n

Cump\u0103r\u0103torul caut\u0103 cel mai bun pre\u021b adaptat loca\u021biei \u0219i calit\u0103\u021bii care \u00eei poate fi oferit\u0103.<\/em><\/p>\n\n\n\n

Avem propriet\u0103\u021bi din tot spectrul – de la garsoniere de 50.000 euro la vile de milioane – sunt peste 3.000 de propriet\u0103\u021bi pe care le oper\u0103m \u00een mod curent. Telefonul e foarte sensibil. El \u00eentr-adev\u0103r sun\u0103, dar engagementul a sc\u0103zut cu 35%.<\/em><\/p>\n\n\n\n

\u00cen mod clar frica este un drive foarte important \u00een a nu merge mai departe. Pre\u021burile nu o vor lua \u00een jos. Trebuie s\u0103 faci ast\u0103zi un pas pentru a cump\u0103ra, singura problem\u0103 este s\u0103 \u0219i po\u021bi. Nu v\u0103d sub nicio form\u0103 ca pre\u021burile s\u0103 scad\u0103, dar trebuie s\u0103 \u0219i po\u021bi s\u0103 faci o achizi\u021bie, s\u0103 \u021bi-o permi\u021bi. \u00cen momentul de fa\u021b\u0103, marea mas\u0103 a popula\u021biei este foarte afectat\u0103 din punctul meu de vedere.<\/em><\/p>\n\n\n\n

Care sunt principalele temeri ale cump\u0103r\u0103torilor?<\/strong><\/p>\n\n\n\n

Rezultatele unui sondaj realizat de Imobiliare.ro \u00een luna mai \u00een r\u00e2ndul utilizatorilor platformei eviden\u021biaz\u0103, de asemenea, temerile cump\u0103r\u0103torilor \u00een 2026, atunci c\u00e2nd vine vorba despre achizi\u021bia unei locuin\u021be.<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

Aproximativ 76% dintre responden\u021bi se tem c\u0103 pre\u021bul solicitat nu reflect\u0103 cu adev\u0103rat valoarea propriet\u0103\u021bii, \u00een timp ce 13% spun c\u0103 sunt \u00eengrijora\u021bi c\u0103 dac\u0103 mai a\u0219teapt\u0103 nu \u00ee\u0219i vor mai permite s\u0103 mai cumpere o locuin\u021b\u0103.<\/p>\n\n\n\n

\"\"<\/figure>\n\n\n\n

\u00cen momentul de fa\u021b\u0103, cei mai mul\u021bi poten\u021biali cump\u0103r\u0103tori care cerceteaz\u0103 activ pia\u021ba \u00een c\u0103utarea unei propriet\u0103\u021bi \u00ee\u0219i doresc s\u0103 fac\u0103 un upgrade imobiliar. Mai multe detalii despre rezultatele sondajului Imobiliare.ro AICI.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Edi\u021bia din acest an a conferin\u021bei na\u021bionale Imobiliare.ro HUB a reunit un num\u0103r record de participan\u021bi. Unul dintre marile subiecte atinse de speakeri – psihologia cump\u0103r\u0103torului \u00een 2026.<\/p>\n","protected":false},"author":5891,"featured_media":75936,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2490],"tags":[2550,2549,2552,548,2210,2495,1861,2551,1853,1907],"content_author":[],"class_list":{"0":"post-75935","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-profesionisti","8":"tag-andrei-sarbu","9":"tag-antoanela-comsa","10":"tag-beatrice-dumitrascu","11":"tag-daniel-tudor","12":"tag-hercesa","13":"tag-imobiliare-ro-hub","14":"tag-one-united-properties","15":"tag-romeo-ghica","16":"tag-svn-romania","17":"tag-the-concept"},"yoast_head":"\nPsihologia cump\u0103r\u0103torului \u00een 2026 - temeri, compromisuri \u0219i preferin\u021be. 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