Page 32 - Warehouse Flats Sales & Marketing

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