Brokers Salesmanship Training for Real Estate

Salesmanship Training

1. BASIC SALESMANSHIP Introduction to the Basic Sales Cycle

2. THE REAL ESTATE SALES CYCLE

3. PROSPECTING

4. Prospecting is an art of looking for potential buyers. What is PROSPECTING?

5. Natural Market Personal Networks Example KKK Professional Networks Examples PICPA PMAP PDA PMA Rotary Club Jaycees Kiwanis Chamber of Commerce Alumni Associations Sources of Prospects:

6. Natural Market (continuation) Existing Clients Insurance clients Car/automotive sales clients Real Estate clients Stock Market clients Sources of Prospects:

7. Cold Canvassing Saturation Drives Exhibits and Booths Newspaper and Magazine Ads Internet Marketing Examples : My Property - myproperty.ph Property Finder Philippines - propertyfinderph.com Facebook – facebook.com/Ads LinkedIn – linkedin.com Google+ AdWords – google.com/ads/ adwords Sources of Prospects:

8. Referrals Leads Management Center (LMC) - company-provided leads Sources of Prospects:

9. List down as many contacts as you can in: Prospecting Activity

10. QUALIFYING

11. Qualifying refers to the process of selecting clients with the highest potential to purchase your product or service. What is QUALIFYING?

12. M.A.N. Approach Debt Qualifying Ratio Qualifying Approach

13. A Good Prospect Must Be a… M A N MONEY AUTHORITY TO DECIDE ACCESIBILITY NEED

14. How many children? Where do they study? Where does spouse work? What is spouse’s position? Where do they live? MONEY M

15. AUTHORITY A TO DECIDE Does the husband control the way his children or wife behave? Who gives the orders around the house? Is it the wife or the husband? Who controls the money?

16. ACCESSIBILITY A Does he have time to meet you? Does he answer/reply to your call/email or any form of communication?

17. NEED N Are they security conscious? Is there physical disability with the prospect or his family? Is he outgoing or reserved? What leisure activities do they engage in? Where and how do they normally spend weekends?

18. From your previously listed names, select prospects who are (MA 2 N): QUALIFYING ACTIVITY Can afford your project ( Money ) Can decide on the purchase ( Authority ) You can easily call and see face to face ( Accessibility ) Fits your project ’ s buyer profile (Need )

19. Debt Qualifying Ratio Unit Monthly Amortization 0.3 or 30% (Bank Financing) Prospect’s Required Monthly Income Note: In-House Financing debt qualifying rate - 40% QUALIFYING

20. Briefing and Presentation

21. The 3 Keys To Briefing & Presentation ME Sell the PROJECT Sell the COMPANY Sell YOURSELF PROJECT

22. Sell YOURSELF ME Establish your credibility as a knowledgeable sales representative or investment consultant.

23. Sell The COMPANY Give a brief background of the company including its history and highlighting its successful track record.

24. Sell The PROJECT Location Features, Amenities & Benefits The Particular Unit/Lot/House & Lot Price, Terms, & Conditions PROJECT FOCAL SELLING POINTS:

25. Workplace Schools Commercial Establishments Future Development in the Area Sell the LOCATION Discuss the PROJECT’S PROXIMITY to places of interest to the buyer:

26. Describe the developmental concept Spanish Mission Modern with Green Architecture Sell the FEATURES, AMENITIES & BENEFITS Zen Inspired / Asian Architecture

27. Discuss the amenities according to the buyer’s needs Buyer’s Need: Security Sell the FEATURES, AMENITIES & BENEFITS Grand Entrance Gate with 24/7 Security Guard Buyer’s Need: Relaxation Landscaped Open Spaces

28. Discuss the features according to the buyer ’ s needs Buyer’s Need: Venue for Family Gatherings and Events Sell the FEATURES, AMENITIES & BENEFITS Clubhouse at Somerset Lane Buyer’s Need: For Physical Fitness, Family Bonding and Leisure Lap Pool at The Linear

29. Example of Development Time Frame: Development time frame Sell the FEATURES, AMENITIES & BENEFITS Tower 1: 3 rd Qtr. 2013 Tower 2: 3 rd Qtr. 2015

30. FEATURES ADVANTAGE BENEFITS Gated and secure community that features adequate and modern facilities Projects is well-planned where residents are assured of comfort and security. Peace of mind. Relaxed atmosphere for the whole family and more options for rest and recreation. Sell the FEATURES, AMENITIES & BENEFITS Describe the Features and Sell the Benefits Use the Features-Advantage-Benefits Approach

31. Studio Unit Layout Sample 1 Bedroom Unit Layout Sample Type of unit: Residential Units Studio 1 Bedroom 2 Bedroom 3 Bedroom Penthouse Versaflat Units Commercial Spaces Sell the particular UNIT/LOT/HOUSE & LOT

32. Use the “ ALTERNATE OF CHOICE ” METHOD - A way of asking questions where the buyer is given a CHOICE between a YES and a YES Sell the particular UNIT/LOT/HOUSE & LOT For selling Unit/Lot : For selling a Project : Give the buyer a choice from at least 2 to 3 options. Offer your Focused Project.

33. Sales Computations Prepare a computation sheet Terms of Payment Cash Installment Financing In-House Bank HDMF Basic Documentary Requirements Initial Requirements (IREQ) Complete Requirements (CREQ) Sell the PRICE, TERMS and CONDITIONS

34. TRIPPING

35. Trip Yourself First Double Check Your Materials Check latest available units ONE DAY BEFORE the tripping Confirm Your Tripping Schedule Get a GOOD NIGHT’S REST the day before your Tripping Tripping Rules

36. No kids allowed if the project is in CONSTRUCTION STAGE Prepare snacks if kids are tagging along Tell your buyer to bring reservation money or their checkbook Be at the meeting place at least 15 minutes early when meeting your client Tripping Rules PUNCTUALITY IS A MUST !

37. Handling Objections Objections are OPPORTUNITIES! They show that a buyer is interested. WELCOME them and do not see them as a threat.

38. Do’s and Don’ts Handling Objections Listen and Show that you are listening Don't Pounce An Instant Response Clarify the Objection Appreciate the Client's Point of View Don’t Slide Over Objections Don't Arg ue with the Buyer

39. CLOSING

40. If the QUALIFYING, BRIEFING & TRIPPING processes were done Correctly and Professionally , Closing becomes purely ADMINISTRATIVE.

41. Once you’ve closed the sale, do not wait for the buyer to think of any more objections or regret their decision. Leave as soon as you can without being rude. Closing

42. AFTER SALES SERVICE

43. After-Sales Service aims to MAINTAIN and PERSONALIZE the relationship with the client for LONG-TERM opportunities.

44. GIVE the client an avenue for concerns and issues Pick up documents (requirements) GIVE and RECEIVE status updates of the transaction PROPOSE new projects RECEIVE new referrals After Sales Service Call your client at least once every 3 months to:

45. THE REAL ESTATE SALES CYCLE

46. QUESTIONS? CLARIFICATIONS ?

47. THANK YOU!