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REMEMBER: Of all the ways that a rep can introduce annual maintenance fees one of the best methods is to inform each prospect that ‘by law’ reps are not allowed to present an ownership plan as an investment and that even though the rep could make the case that vacationing every year with loved ones is in itself an investment in life, families, health, love, business, wealth, friendship, etc. nonetheless, the rep will not violate the law…
That said (or something similar), then each rep should add that although owning a TS plan is not an investment the fact of the matter is that ownership in a home resort requires, ‘by law’, exactly the same additional ‘investment’ as most ‘improved’ property. And that is ‘investing’ in maintaining the property so that it will remain beautiful, in full compliance with all ‘codes’, etc. and available for the owners’ use and enjoyment for generations henceforth.
In fact, it is the ‘law’ that almost universally requires the developer and/or the HOA to maintain and preserve the property just like any fine (e.g.) luxury hotel the world over in and that maintenance is one of the best insurances that the ‘owner’ has that will protect their ‘investment’ (I mean, ownership plan) for the ‘duration’.
Every rep should actually embrace and present maintenance fees for what they are and what they accomplish, including providing each TS owner peace of mind. Present the annual fee in such a light that only an absolute fool would think AMFs are excessive or unwarranted, etc., and by doing so with each prospect the savvy TS Pro will laugh all the way to the bank.
TODAY’S VIDEO: Boston- More Than A Feeling
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