It’s Tangible, Silly

Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.

REMEMBER: Even today, after 40 + years of selling intervals, too many developers (worldwide) still send their new owners out the door with only a bundle of legaleez (gibberish) papers. And when the owner wakes up the next morning around 3:00 A.M. in a cold sweat and wonders if they lost their minds, all they have in their mitts to reassure them about their decisions are those darned ‘docs’.

And even when the developers provide new owners with some HD glossy color photos or a DVD, etc., those usually don’t reassure the owners that their expenditure was a wise choice and sitting there all alone in the wee hours of the morning is when the decision is reached whether or not to ‘kick’!

In a previous ‘MM’ we covered the three questions (reasons why they chose to be an owner ‘today’, which they were to write down on their packet) that every closer and/or VLO needs to ask each new owner before they leave the ‘controlled’ environment.

However, just as important during the presentation– especially when the ‘deal’ is closed and before the new owners leave– is to make absolutely sure that they understand that what they now ‘own’ is discernible by touch, it is real, it is theirs for their use and enjoyment, etc.

A good analogy is to let each new owner know that what they accomplished ‘today’ is no different from when they bought their home in that they previewed the property (or models), made their selection, signed the documents and then, just like ‘today’, left with their ‘papers’ in hand and had to wait a period of time before they could move-in!

It is indeed the savvy TS Pro who reinforces the similarity of acquiring a tangible asset such as their primary residence with each new owner before they leave the sales center. That Pro will have fewer ‘kicks’ and continue to laugh all the way to the bank.

TODAY’S VIDEO: Phantom of the Opera – Music of the Night