As an experienced agent, you know the importance of educating your clients.
This article will help you with that task.
Your client must understand all aspects of owning a timeshare. This includes the financial aspect as well as the maintenance responsibilities associated with timeshare ownership. Some resorts are turning to new management companies who are less willing to work with owners than they used to be so agents and their clients need to educate themselves before purchase. The more informed buyers are, the better prepared they will be when purchasing or selling their timeshare interest.
The following four steps should prove very helpful in providing your client's necessary education:
1) Attend at least one pre-purchase seminar -
either provided by your resort or another organization. Timeshare presentations are not all the same so being exposed to varying aspects of timesharing will help you in working with your clients because everyone's needs and concerns are different.
2) Attend at least one post-purchase education session -
again provided by either the resort or an independent group. This time, however, it is more important that you pay attention because this seminar may give you some very valuable information for future sales. There is one caveat here: many resorts offer free seminars but do not compensate their salespeople accordingly if they make a sale based on what was learned at the presentation. Your client should be aware of this when considering attending these seminars; otherwise, they can use it against you later when they try to resell.
3) Prepare an effective sales pitch -
sell the product, not the company. For example, tell your client what they will get out of owning a timeshare (vacation experience, financial savings) rather than telling them how wonderful the resort is. A general rule of thumb here would be NOT to talk more than 60 seconds about your resort/company before talking about all that can be gained by owning a timeshare.
4) Be prepared to answer questions -
have the Resort Fact Sheet or other pertinent information readily available for your clients to take home with them if they are interested in learning more. This is very helpful because many people prefer making important decisions after some time has passed so being able to refer them to additional information can give you enhanced credibility and make your clients feel better about you and the product they are interested in buying.
