1.) Your own Boss 2.) Your own Time 3.) Your own Style 4.) Unlimited Income 5.) Meet new People 6.) You go Places 7.) Personality Development 8.) No Start-up Capital 9.) It is Fun

BIG COMMISION AND INCENTIVES LOW CAPITAL INVESTMENT = HIGH RETURN ` BASIC NEED SHELTER DREAM ` PERMANENT INVESTMENT CANNOT BE STOLEN ` HIGH APPRECIATION VALUE ` PREFFERED COLLATERAL ` DIGNITY IN SELLING REAL PROPERTIES ` CONTINUOUS GOVERNMENT SUPPORT >END-USER FINANCING SUPPORT`

` It

is simply the process of finding and looking for potential clients.

`THE

LIST

`

It is the process of knowing if the prospect has the capacity to acquire what you are offering, the authority to decide and the determination of prospective buyers need.

`THE

RIGHT PROFILE

` MONEY

FINANCIAL CAPACITY? ` AUTHORITY WHO DECIDES? ` NEED CREATING THE NEED? ` HOUSING OR INVESTMENT NEED?

`WHO

TO CALL FIRST

` It

is the process of providing vital information about the product or services that you are offering.

`THE

PROJECT

SELL YOURSELF FIRST- YOU SHOULD CREATE A STRONG IMPRESSION THAT YOU YOURSELF IS A GREAT PRODUCT OF THE COMPANY THAT YOU ARE REPRESENTING. ` INTRODUCE YOURSELF CLEARLY AND PRESENT YOUR BUSSINESS CARD.`

`

`

ESTABLISH RAPPORT FOR THE FIRST 5 MINUTES. 5 MAGIC QUESTIONS THAT BUILDS RAPPORT

1.) What is it that you do? 2.) What do you like most about that? 3.) What do your friends and associates like most about you? 4.) If you could start all over again, knowing what you know how, what would you be doing for a living? 5.) Please tell me more

ASK PERMISSION FROM YOUR CLIENT HOW HE/SHE WISHES TO BE CALLED (FIRST NAME BASIS TECHNIQUE)

` START

PRESENTATION BY TELLING YOUR CLIENT VERY IMPRESSIVE INFORMATION ABOUT YOUR COMPANY PROFILE.

` PROJECT

CONCEPT- HOUSE AND LOTS SUBDIVISION, LOTS ONLY SUBDIVISION, ETC.

`

PROJECT LOCATION IMPORTANT LANDMARKS, ACCESSIBLITITY, DISTANCE FROM POINTS OF INTEREST, ETC.

` `

FEATURES AND HIGHLIGHTS 1. Development Features Roads, drainage system, water distribution system, electric supply, entrance gate with guard house, etc. 2. RECREATIONAL FACILITIES Clubhouse, swimming pool, sports facilities, childrens playground, etc.

`

SPECIFIC HOUSE UNITS/LOTS BASED ON PROPERTY CHARACTERISTICS. ` MIAN ROAD LOT ` MORNING SUN LOT ` NEAR MAIN GATE ` CORNER LOT ` INNER LOT ` NEAR OPEN SPACE ` HOUSE FLOOR AREA ` HOUSE FEATURES (No. of Bedrooms, Toilets, Floors, etc,)

SAMPLE COMPUTATION ` CASH SALE ` DEFERRED CASH SALE ` INSTALLMENT SALE THRU IN-HOUSE FINANCING OR BANK FINANCING ` RESERVATION FEE ` MONTHLY AMORTIZATION ` DISCOUNTING SCHEME

`

ASK TRIAL CLOSING QUESTIONS WATCHOUT FOR BUYING SIGNALS *VERBAL BUYING SIGNALS *PHYSICAL BUYING SIGNALS

`

IT IS THE PROCESS OF ADDRESSING CLIENTS FEARS,APPREHENSIONS, QUESTIONS AND CONCERNS.

LISTEN, DONT ARGUE QUESTION THE OBJECTION CLARIFY THE OBJECTION ANSWER

THE FAQ

IT IS THE PROCESS OF EXPOSING THE CLIENT TO THE PRODUCT (PROJECT) THAT WILL CONFIRM WHAT YOU HAVE DISCUSSED DURING YOUR BRIEFING/PRESENTATION THE EXPOSURE

THE EXPOSURE

NO BRIEFING, NO TRIPPING

TRIP YOURSELF FIRST SET THE APPOINTMENT BRING ALL NECESSARY TOOLS AND DOCUMANTS (CALCULATOR, BALLPEN, RESERVATION APPLICATION, COMPUTATION PAD, UPDATED MAP, BROCHURE, ETC.) BRING DECIDING PARTIES ASK CLIENT TO BRING RESERVATION MONEY OR CHECK BRING UMBRELLA

IT IS THE PROCESS OF ASKING FOR THE ORDER

MAJOR REASONS FOR FAILURE TO CLOSE 1.) Fear of Failure 2.) Guilt 3.) Imperceptions of Needs 4.) Ineptness 5.) Cultural Taboos

THE DESIRE FOR OWNERSHIP

IT IS THE PROCESS OF PROVIDING THE BEST AFTER SALES CUSTOMER SERVICE.

ENTHUSIASTICALLY EXTEND THE EXTRA MILES CUSTOMER SERVICE PRINCIPLE.

THE UNPARALLELED RELATIONSHIP.

FOCUS ON THE REWARDS NOT ON THE EFFORTS