Fundamentals of Property Presentation
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The document outlines the fundamentals of property presentation in the Philippines, emphasizing the importance of understanding client needs, preparation, and effective communication. Key materials for presentations include brochures, client information sheets, and digital devices. The process involves stages such as prospecting, presentation, and closing, with a focus on presenting property benefits rather than just features.
Fundamentals of Property Presentation
- 1. Fundamentals of Property Presentation Learn how to Present Philippine Properties By CHRISTOPHER BALBUENA Innovare Realty Solutions Corporation
- 2. INTRODUCTION Presentation is the next step after securing an appointment with the client.
- 3. INTRODUCTION “It doesn’t matter the lack of features, but do they MATCH to the project”
- 4. INTRODUCTION THINK: The BENEFIT of the client more than the FEATURES of the project
- 5. INTRODUCTION Preparation is essential for a more successful closing of the sale and …
- 6. INTRODUCTION Because if you have a client but you don’t know the details, it’s as if you have no client at all
- 7. INTRODUCTION But you may seek help of the Project Coordinator
- 8. INTRODUCTION Use a lot of Imagination!
- 9. MATERIALS Fundamentals of Property Presentation By CHRISTOPHER BALBUENA Innovare Realty Solutions Corporation
- 10. MATERIALS QUESTION: What do I need to bring before the presentation?
- 11. MATERIALS Bring the following before the actual Presentation: • Brochures with Computation Sheet • Presentation of the Project • Buyers Information Sheet (BIS) / Client Registration Form (CRF)
- 15. MATERIALS QUESTION: Why do I need to bring BIS?
- 16. MATERIALS Because BIS will serve as a security document for your client within at least 30 days from the date of site viewing.
- 17. MATERIALS QUESTION: Can I use mobile devices like tablets or laptops?
- 18. MATERIALS Yes, it is so much better if you can bring tablets or laptops instead.
- 19. MATERIALS QUESTION: Where can I get the materials that I need?
- 20. MATERIALS You may get them from the following: • Attend PKS of the Developer • Visit our IRSC office • Go to our Website innovarerealty.weebly.com FILES PAGE NOTE: IRSC means Innovare Realty Solutions Corporation, PKS means Product Knowledge Seminar
- 21. MATERIALS QUESTION: What if I don’t have any materials at the time of tripping?
- 22. MATERIALS Make sure that there are materials in the site when you do the tripping and get help from the coordinator. But this is not always recommended.
- 23. MATERIALS QUESTION: Do you have any other question?
- 24. PROCESS Fundamentals of Property Presentation By CHRISTOPHER BALBUENA Innovare Realty Solutions Corporation
- 26. PROCESS You don’t need to be on the site to start the Presentation. You don’t even have to be formal in speaking.
- 27. PROCESS You can even start presentation while on the phone or Facebook messenger.
- 28. PROCESS Always remember: “Maximum to Minimum” Presentation Mentality
- 29. PROCESS It means, you show the largest to the smallest idea of the property to give them expectations.
- 30. PROCESS QUESTION: What do I do before starting presentation to the client?
- 31. PROCESS Know the client’s “TARGET UNIT” to purchase.
- 32. PROCESS For Tripping Schedule, set the following: • Date: • Time: • Pick-up Point: • Target Unit: • Contact Number:
- 33. PROCESS Before starting any kind of presentation, see to it that they will bring the following: • 2 valid government Id • Any billing statement • 2 months pay slip and Reservation Fee, of course.
- 34. PROCESS Why? This is to minimize wasting time of both you and the client including the feeling of unsuccessfulness.
- 35. PROCESS “It is better that both the seller and the client is ready to transact anytime, you’ll just have to help them decide”
- 36. PROCESS But you can still make a tripping to the project with your client, at your discretion.
- 37. PROCESS QUESTION: How do I open up the conversation with the client?
- 38. PROCESS You ask OPEN-ENDED questions…
- 39. PROCESS
- 40. PROCESS Questions such as but not limited to: • Why are you searching for a house? • Where are your preferred locations for your home? • What do you most consider in buying a house?
- 41. PROCESS QUESTION: How do I maintain long conversations to lessen dull moments?
- 42. PROCESS You PICK a word from their answer
- 43. PROCESS Listening is more important than you talking about the property.
- 44. PROCESS QUESTION: So how will I present the property?
- 45. Property Presentation Process LOCATION MAP SITE DEVELOPMENT PLAN MODEL UNITSAVAILABILITY ACTUAL UNIT This is the big picture process of presenting properties to the client.
- 46. Property Presentation Process LOCATION MAP Describe the idea Discuss benefits to the client Make them imagine This is the big picture process of presenting properties to the client.
- 47. PROCESS
- 48. PROCESS Pick a REFERENCE POINT
- 49. PROCESS That is a point where the client will be coming from. This will be a point where the time and distance will be measured.
- 50. PROCESS And present to them as if you are driving, SLOWLY.
- 51. PROCESS Don‘t just say the malls, restaurants and schools, elaborate the BENEFITS of the location.
- 52. PROCESS If there is a school, “your child can enroll here in the St. Edward School, that’s just a jeep ride from your village”, or if there is a mall near, “your family doesn’t need to travel long distances just to buy grocery, stroll, and eat dinner” or if there is a hospital, “your wife can immediately get check ups and examinations”.
- 53. Property Presentation ProcessSITE DEVELOPMENT PLAN Describe the idea Discuss benefits to the client Make them imagine This is the big picture process of presenting properties to the client.
- 54. PROCESS
- 55. PROCESS You show them the Site Development as if you are walking together like a Tourist Guide
- 56. PROCESS Don’t just mention the Amenities, elaborate the BENEFITS of it to the client.
- 57. PROCESS If there is a Clubhouse, “you may use the clubhouse for alumni homecoming, debut of your daughter, your dream wedding” or if there is pool, “you may use the pool for weekend parties, family get-together and bonding”
- 58. Property Presentation Process MODEL UNITS Describe the idea Discuss benefits to the client Make them imagine This is the big picture process of presenting properties to the client.
- 59. PROCESS QUESTION: When you arrive at the Model Units, what will you show first? The Turnover Model Unit or Dressed-Up Model Unit?
- 60. PROCESS TURNOVER MODEL UNIT DRESSED UP MODEL UNIT
- 61. PROCESS TURNOVER MODEL UNIT DRESSED UP MODEL UNIT 1 2
- 62. PROCESS Psychologically, you show first the turnover unit, which is the negative one. You show the second one, which is the positive one that makes the client excited instead of disappointed.
- 63. PROCESS QUESTION: If there are 2 or more types of Model House, what will you show first? The cheap unit or expensive unit?
- 64. PROCESS Cheap Unit Expensive Unit
- 65. PROCESS Cheap Unit Expensive Unit 2 1
- 66. PROCESS Psychologically, you show first the expensive unit before the cheap unit because they will have an expectation of the price.
- 67. PROCESS In this stage, GIVE an estimate price of units.
- 68. PROCESS QUESTION: What if there are multiple Model Units?
- 69. PROCESS Bring up your client’s preferred Model Unit based on his budget, preference or like. Choose at least two (2) Model Units.
- 70. Property Presentation Process AVAILABILITY Describe the idea Discuss benefits to the client Make them imagine This is the big picture process of presenting properties to the client.
- 71. PROCESS QUESTION: What if there are still so many units available in the availability chart / list?
- 72. PROCESS Reduce the number of options by considering the following: 1. Distance to the gate or amenities 2. Front Direction of the Unit 3. Unit Number 4. Inner or End or Corner Unit 5. Developer’s Promo
- 74. Property Presentation Process ACTUAL UNIT Describe the idea Discuss benefits to the client Make them imagine This is the big picture process of presenting properties to the client.
- 75. PROCESS In this stage, GIVE the exact computation of the actual unit
- 76. PROCESS If possible, visit the unit even if it is not yet constructed to let them feel the property.
- 77. PROCESS Let them imagine where would you place the living room, dining area, kitchen and bedroom orientation.
- 78. PROCESS Have you observed this process in the presentation of the Developers when they conduct PKS? NOTE: PKS is the short term for “Product Knowledge Seminar”
- 79. PROCESS QUESTION: Do I have to follow the process strictly?
- 80. PROCESS No, you don’t have to follow the process per se. Be flexible enough to adjust depending on your client’s questioning.
- 81. PROCESS If the client is quiet, just follow through the process and continue asking open-ended questions.
- 82. PROCESS If the client jumps from question to question, answer the question properly then return to the process, trying to close the sale.
- 83. PROCESS QUESTION: Any other question about how to conduct the presentation?
- 84. PROCESS PRACTICE: Present assigned project using the process above
- 85. END “Mastery of a project will help yourself close better and faster” THANK YOU!!