fundamentals of property presentation

Fundamentals of Property Presentation

Learn how to Present Philippine Properties

By CHRISTOPHER BALBUENA

Innovare Realty Solutions Corporation

INTRODUCTION

Presentation is the next step after securing an appointment with the client.

INTRODUCTION

“It doesn’t matter the lack of features, but do they MATCH

to the project”

INTRODUCTION

THINK: The BENEFIT of the client more than the FEATURES of the project

INTRODUCTION

Preparation is essential for a more successful closing of the sale and …

INTRODUCTION

Because if you have a client but you don’t know the details, it’s as if you have no client

at all

INTRODUCTION

But you may seek help of the Project

Coordinator

INTRODUCTION

Use a lot of Imagination!

MATERIALS

Fundamentals of Property PresentationBy CHRISTOPHER BALBUENA


MATERIALS

QUESTION: What do I need to bring before the presentation?

MATERIALS

Bring the following before the actual Presentation:• Brochures with Computation Sheet• Presentation of the Project• Buyers Information Sheet (BIS) / Client

Registration Form (CRF)

MATERIALS

Brochurewith Computation

MATERIALS

Presentation of a Project

MATERIALS

Buyer’s Information Sheet

MATERIALS

QUESTION: Why do I need to bring BIS?

MATERIALS

Because BIS will serve as a security document for your client within at least 30 days from the

date of site viewing.

MATERIALS

QUESTION: Can I use mobile devices like tablets or laptops?

MATERIALS

Yes, it is so much better if you can bring tablets or laptops instead.

MATERIALS

QUESTION: Where can I get the materials that I need?

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

MATERIALS

QUESTION: What if I don’t have any materials at the time of tripping?

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.

MATERIALS

QUESTION: Do you have any other question?

PROCESS

Fundamentals of Property PresentationBy CHRISTOPHER BALBUENA


PROCESS

PROSPECTING

PREQUALIFICATION

PRESENTATIONCLOSING

AFTER SALES

SALES PROCESS

PROCESS

You don’t need to be on the site to start the Presentation. You don’t even have to be

formal in speaking.

PROCESS

You can even start presentation while on the phone or Facebook messenger.

PROCESS

Always remember:“Maximum to Minimum”

Presentation Mentality

PROCESS

It means, you show the largest to the smallest idea of the property to give them

expectations.

PROCESS

QUESTION: What do I do before starting presentation to the client?

PROCESS

Know the client’s “TARGET UNIT” to

purchase.

PROCESS

For Tripping Schedule, set the following:• Date:• Time:• Pick-up Point:• Target Unit:• Contact Number:

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.

PROCESS

Why? This is to minimize wasting time of both you and the client including the feeling of

unsuccessfulness.

PROCESS

“It is better that both the seller and the client is ready to transact anytime, you’ll just have

to help them decide”

PROCESS

But you can still make a tripping to the project with your client, at your discretion.

PROCESS

QUESTION: How do I open up the conversation with the client?

PROCESS

You ask OPEN-ENDED questions…

PROCESS

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?

PROCESS

QUESTION: How do I maintain long conversations to lessen dull moments?

PROCESS

You PICK a word from their answer

PROCESS

Listening is more important than you talking about the property.

PROCESS

QUESTION: So how will I present the property?

Property Presentation Process

LOCATION MAP

SITE DEVELOPMENT PLAN

MODEL UNITS

AVAILABILITY

ACTUAL UNIT

This is the big picture process of presenting properties to the client.


LOCATION MAP

Describe the idea

Discuss benefits to the client

Make them imagine


PROCESS

PROCESS

Pick a REFERENCE POINT

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.

PROCESS

And present to them as if you are driving, SLOWLY.

PROCESS

Don‘t just say the malls, restaurants

and schools, elaborate the

BENEFITS of the location.

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”.


SITE DEVELOPMENT PLAN

Describe the idea


Make them imagine


PROCESS

PROCESS

You show them the Site Development as if you are walking together like a Tourist Guide

PROCESS

Don’t just mention the Amenities, elaborate the

BENEFITS of it to the client.

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”


MODEL UNITS

Describe the idea


Make them imagine


PROCESS

QUESTION: When you arrive at the Model Units, what will you show first? The Turnover

Model Unit or Dressed-Up Model Unit?

PROCESS

TURNOVER MODEL UNIT DRESSED UP MODEL UNIT

PROCESS

TURNOVER MODEL UNIT DRESSED UP MODEL UNIT

1 2

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.

PROCESS

QUESTION: If there are 2 or more types of Model House, what will you show first? The

cheap unit or expensive unit?

PROCESS

Cheap Unit Expensive Unit

PROCESS

Cheap Unit Expensive Unit

2 1

PROCESS

Psychologically, you show first the expensive unit before the cheap unit because they will

have an expectation of the price.

PROCESS

In this stage, GIVE an estimate price of units.

PROCESS

QUESTION: What if there are multiple Model Units?

PROCESS

Bring up your client’s preferred Model Unit based on his budget, preference or like.

Choose at least two (2) Model Units.


AVAILABILITY

Describe the idea


Make them imagine


PROCESS

QUESTION: What if there are still so many units available in the availability chart / list?

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

PROCESS

SALES PROCESSSUNRISE


ACTUAL UNIT

Describe the idea


Make them imagine


PROCESS

In this stage, GIVE the exact computation of the actual unit

PROCESS

If possible, visit the unit even if it is not yet constructed to let them feel the property.

PROCESS

Let them imagine where would you place the living room, dining area, kitchen and bedroom

orientation.

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”

PROCESS

QUESTION: Do I have to follow the process strictly?

PROCESS

No, you don’t have to follow the process per se. Be flexible enough to adjust depending on

your client’s questioning.

PROCESS

If the client is quiet, just follow through the process and continue asking open-ended

questions.

PROCESS

If the client jumps from question to question, answer the question properly then return to

the process, trying to close the sale.

PROCESS

QUESTION: Any other question about how to conduct the presentation?

PROCESS

PRACTICE: Present assigned project using the process above

END

“Mastery of a project will help yourself close better and faster”

THANK YOU!!

fundamentals of property presentation

Presentations & Public Speaking