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.4 TRAINER OF THE NINE- BOX SYSTEM OF NEW DEVELOPMENT SALES
People buy development real estate for many needs—both their stated needs and their underlying different reasons. What motivates your buyers to emotional needs. A University of Michigan study choose to build their life and work on a floating was conducted and determined there are twelve city? A professional, well-versed in the Nine Box factors that psychologically drive people to make Sales Process (First introduced to me at Bay a purchasing decision: 1) Family; 2) Financial, 3) Harbor by Stephen Kinch Companies, former VP Prestige; 4) Recreation; 5) Privacy; 6) Sexiness of Toll Brothers), can quickly uncover what those Appeal; 7) Love; 8) Ego; 9) Convenience; 10) reasons are and learn how to satisfy them. To Investment; 11) Security); and 12) Culture. This seamlessly move the process along to closing. highly focused, proven Nine-Box Process only By understanding buyers’ reasons, one can tailor releases less than actual demand to provide sell- a proven sales presentation to best meet their out momentum and increased value for investors.
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