Sales Flow

INTRO TO SALES FLOW

This is a relationship sale, meaning you only get someone to buy because you built a relationship via the transfer of energy (thought, feeling & emotion) through raising your frequency (passion, knowledge, excitement & reasoning) showing the prospect that you are truly present with them throughout the sales sequence.

For a Sale to take place, the potential co-owner has to:

1. See you as the authority

2. Relate to you and trust you

3. Believe in the company and the developer

4. Are excited about the opportunity and understand it in a simple way

5. They can see themselves in the location and enjoying the life-changing memories it has to offer

6. Have the funds required to close

PRE-SALES SEQUENCE

The chief aim of all marketing is to get targeted and qualified leads to a landing page and watch a series of videos on the project

• Advertising Campaigns (to Video Landing Page) Facebook Ads Campaign Setup, Google Search Ads Campaign Setup, Google Video / YouTube Ads Campaign, Geofencing Ads

• Intent-based leads from website traffic (Email Outreach to Video Landing Page)

• AI Chat Bot (to Call Transfers or Booked Meetings)

• Email Campaigns (to Video Landing Page)

• Content (to Video Landing Page) Articles, SM Posts, Videos, Press Releases

• Listings (to Booked Meetings)

SALES SEQUENCE

The goal is to get prospects who have watched the Multi-Video Series to book a call

Introduction - Call #1

• The co-ownership specialist will explain their connection to the luxury development, clarify the purpose of the call, and invite any immediate questions they have regarding co-ownership.

Engagement with Video Content

• Ask if the client has viewed the Video Series on the villas and fractional ownership and gather their feedback. Discuss the aspects they found most appealing or beneficial.

Understanding Their Interest

• Pivot the discussion to their interest in the property. Inquire about what draws them to this venture—location, amenities, lifestyle enhancement. Delve into their vision of the ideal fractional owner profile, including their typical travel companions or lifestyle aspirations.

Qualification Process

• Discuss the financial and time commitment criteria for potential fractional owners. This ensures alignment with their expectations and our selection process for qualified candidates.

Critical Path Explanation

• Explain this stage as an informative discussion rather than a pitch, emphasizing the aim of building a relationship akin to a trusted advisor. Outline how you tailor solutions for fractional ownership, establish credibility, demonstrate the value of the property, create urgency, and leverage social proof through our methodical follow-up process with interested parties.

Trial Closure

• Propose a hypothetical scenario to assess their openness to specific follow-up strategies or engagements with potential fractional owners. Note their responses for the sales closer.

Personalized Video Follow-Up

• Commit to sending a personalized video to reiterate the unique opportunities available for fractional owners, ensuring they stay engaged and informed.

Distribution of Online Presentation and Brochure

• Promise the delivery of an engaging online presentation and a detailed brochure via email and SMS to underscore the personalized approach in nurturing potential fractional owner relationships.

Next Meeting Preparation

• Propose scheduling a visit to the property as part of due diligence for potential fractional owners and book a follow-up appointment to discuss their thoughts and book the discovery visit within 48-72 hours.

Closing Call Preparation

• Before the client travels to the property, ensure a check-in call is made to confirm the developer has all the necessary information. Introduce other team members who can enhance their discovery sgtay and the infrastructure of support that is available to all fractional owners.

This sequence will demonstrate a thorough and personalized approach to managing relationships with potential fractional owners, showcasing your commitment to providing exceptional service and detailed follow-up throughout the co-ownership process.