How to Sell Time Share Points
Time-share sales can be an excellent source of income for a skilled salesperson. Though the industry tends to have a bad reputation, not all time-share salespeople are dishonest and rude. Freda Carver, a retired time-share salesperson in the destination location of Sevier County, Tennessee, had a successful career in time share while employing commendable practices. She shares an overview of the process and her valuable tips and warnings.
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Instructions
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Obtain an affiliate broker real estate license. You get this license by attending a class that teaches the rules and laws associated with it. When you've successfully completed the class, you take a test for the license. If you pass, you pay a fee. Your license will arrive in the mail. A renewal fee is required from time to time.
In Tennessee, the class takes about six to eight weeks to complete, the license arrives about two to four weeks after you have passed the test and paid your fee and a renewal fee is required every two to four years. Time periods and pricing will vary from state to state.
Buy insurance. This is provided by the state agency that issues the license, and is necessary in order to legally sell. Insurance protects you in the event of legal action. Insurance fees in the state of Tennessee are included with the initial fee and renewal fees. Policies on insurance vary from state to state also.
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When trying to make the sale, begin with a clear and thorough explanation of how time share and points work. Many people find these concepts confusing or believe them to be difficult to understand. Use common, everyday language instead of industry terms or slang.
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Show the property and unit being offered and price it. This is done by different means in different time-share resorts. Some show pictures, while others show models. Then price the property or unit. Obviously, prices differ depending the size of the unit and the number of points.
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Wrap up the sale. If the guests are interested in buying, a contract will then be written showing where the deed is registered. Time share is always backed up by a deed.
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Tips & Warnings
Create trust. This is often done by introducing yourself at the beginning of the presentation, telling the guests a bit about yourself and learning about them.
Honesty. Freda also recommends a strategy that often worked for her: Tell the guests you will be honest with them and would appreciate the same in turn. Then follow through.
Get to know the guest's vacation or travel habits and customize the presentation to their habits and needs. This is another advantage of getting to know your guests. Knowing if they travel often or infrequently, with many people or just a few will enable you to present the correct-sized unit or package.
Create need. Show your guests the money they can save with time share vs. the money spent on hotel rooms or other accommodations covered by the package.
Create urgency. Often the pricing offered cannot be guaranteed to extend into the next day. This strategy helps to turn, "I'll think about it" into "I'll take it."
Know what can and cannot legally be done with time share, and don't tell your guests they can do something that is illegal. Rental and resale of time share are two examples. Stay away from these, even if costs you the sale.
Don't lie. Lying, or "pitching heat" as it is known in the time-share industry, can cost you your license if it results in legal action. If you don't know the answer to a question about what can or cannot be done, find out. Don't guess or say yes just to get the sale.
Don't pressure. Time share is notorious for high-pressure sales. According to Freda, she got more sales by not employing this strategy. Instead, she says, apply the Golden Rule: Treat people they way you would want to be treated--with courtesy and respect.
