The Back End

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

REMEMBER: An incorrect notion in our business, which started back when most jurisdictions didn’t have rescission laws, was to pretty much say whatever it takes to get the deal and then to clean it up on the ‘back end’!

In all honesty there was a time when that approached worked but today it is a whole different ball game and selling ‘clean’ is the only way to go!

Then, after all is said and done, even when the ‘developer’ has a VLO the rep who actually closed the deal needs to see the (now) new owner one more time before they leave the sales center to make sure their feet are planted squarely on the ground and ‘button-up’ the whole tamale!

When doing so it is never a bad idea, in fact it should be mandatory, that before the final good-byes the rep should ask the new owners to state three (3) reasons why they decided to become owners!

As they respond, the rep should turn over their packet of ‘docs’ and, as we’ve discussed in a previous Morning Meeting, write down those 3 responses in a large font.

Also, If just the wife gives the 3 reasons the rep then must make sure the husband concurs in order to make absolutely sure they are both on the same page.

With that accomplished the rep must remind them that a lot of material was covered ‘today’ but their decision all boils down to those three reasons (aka: benefits/features, whatever) and that they need to keep that in mind so that they don’t get confused when reading all the therefores, where-as’s and where-to’s and/or the first party stipulates and the second party acknowledges, etc. (legaleeze in the ‘docs’).

Following this process the new owners will leave the sales center and when they ‘chat’, and they will, the conversation will likely be those 3 (or more) reasons and that is exactly what needs to happen so that they’ll feel more confident in their decision. And when that happens the savvy Timeshare Pro will have fewer ‘kicks’ and will laugh all the way to the bank!

TODAY’S VIDEO: Rod Stewart – Reason to Believe