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Module 4 best practice for tours

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  • 1.
  • 2. Module 4: Best Practice for Tours
    Module 4 Best Practice for Tours
    4.1………………….……..…….…...The Tour Team
    4.2………………...................….10 Step Approach
    4.3…………………………….…Feature & Benefits
    4.31……..............................................Owner 4.32..............................................…Property
  • 3. The Tour Team
    4.1
    Building Engineer
    Broker Associate
    Property Manger
    VALUE
    _____________________
    _____________________
    SPECIFIC ROLE
    _____________________
    _____________________
    ADVANCED PREP
    _____________________
    _____________________
    VALUE
    _____________________
    _____________________
    SPECIFIC ROLE
    _____________________
    _____________________
    ADVANCED PREP
    _____________________
    _____________________
    VALUE
    _____________________
    _____________________
    SPECIFIC ROLE
    _____________________
    _____________________
    ADVANCED PREP
    _____________________
    _____________________
    Who Else Should Be Involved
  • 4. 10 Step Approach
    4.2
    1
    OPEN PROBE 1
    2
    TOUR PROCESS
    3
    OPEN PROBE 2
    4
    CUSTOMER’S SITUATION
    5
    OWNER’S SITUATION: FEATURE / BENEFIT
    6
    PROPERTY SITUATION: FEATURE / BENEFIT
    7
    CUSTOMER SITUATION
    8
    SIMILAR SITUATION
    9
    THE WAY FORWARD
    10
    FOLLOW UP
  • 5. 4.2
    1
    Open Probe 1
    Determine Prospect’s Requirement
    • Essential Needs
    • 6. 80 / 20 Rule
    • 7. Example Question’s
    • 8. “What objectives do you have for today’s tour?”
    • 9. “Would you share with me 2-3 detrimental essentials?”
  • 4.2
    2
    Tour Purpose
    Prospect Requirement
    • Awareness of Tour Purpose
    • 10. Discovery of Open Probe 1
    • 11. Example’s
    • 12. “We understand you have a requirement of 10,000 sf.”
    • 13. “We understand that access is essential.”
    • 14. “We understand amenities are important to your employees.”
  • 4.2
    3
    Open Probe 2
    Discover Prospect’s Pain or Discomfort
    • What is Prospect Moving To
    • 15. What is Prospect Moving From
    • 16. Example Question
    • 17. “Could you share with us negative past experiences that you would like to avoid?”
    • 18. “What do you like about your current location?”
  • 4.2
    4
    Customer’s Situation
    Discovery of Prospect’s Needs
  • 4.2
    5
    Owner’s Situation (Feature / Benefit)
    Owner’s Attributes
    • Owner’s Features
    • 25. Selling Benefits
    • 26. Example Question
    • 27. “Owner is a Core Buyer, therefore property will always be kept in pristine condition.
  • 4.2
    6
    Property Situation (Feature / Benefit)
    Building Attributes
    • Building’s Features
    • 28. Selling Benefits
    • 29. Example Question
    • 30. “Building has onsite management which will ensure fast response times and attention to details.”
  • 4.2
    7
    Customized Situation
    Incorporate Previous Steps
    Create Customized Situation
  • 31. 4.2
    8
    Similar Situation
    Successful Previous Projects
    • Introduction To (Similar) Existing Tenants
    • 32. Tour Recent Build Out (Similar to Prospect’s Requirement’s)
    • 33. Play Matchmaker
  • 4.2
    9
    The Way Forward
    Trial Close (Example’s)
    • “What are your initial thoughts of the tour?”
    • 34. “What are your initial thoughts of the location?”
    • 35. “Should we generate a proposal?”
  • 4.2
    10
    Follow Up
    Using Appropriate Follow Up Technique
  • Owner: Feature & Benefits
    4.31
    Discovering Feature, Selling Benefit
    Feature’s
    Owner Bio
    Benefit’s
    • Property Management Expierance
    • 42. Experienced Leasing Professionals
    • 43. Equity for Tenant Improvement’s
    • 44. Focused Owner
    • 45. Stable Ownership
    • 46. Hold Buyer
    • 47. Quick Response Times
    • 48. Smooth Leasing Process
    • 49. Competitive Improvement Packages
    • 50. One Owner Throughout Lease Term
    • 51. Strong Emphasis on Property Management
    • 52. Multiple Office Locations
    • 53. Publicly Traded REIT
    • 54. Southeastern Investment Strategy
    • 55. Established in 1983
  • Property: Feature & Benefits
    4.32
    Discovering Feature, Selling Benefit
    Feature
    Property Bio
    Benefit
    • Recently Built
    • 56. Reliable Owner
    • 57. Multiple Space Options
    • 58. Several Amenities Nearby
    • 59. Available Public Transportation
    • 60. Attractive Parking Ratio’s
    • 61. Pride of Ownership
    • 62. Floor and Square Footage Options
    • 63. Productive Work Environment (Amenities)
    • 64. Transportation Options for Employees
    • 65. Hassle Free Garage
    111 E Washington
    Orlando, FL
    • Built in 2008
    • 66. Owned By LPC
    • 67. Centrally Located
    • 68. 50,000 SF of Availability
  • Exercise: Feature & Benefits
    4.3
    Discovering Feature, Selling Benefits
    Feature
    Owner / Property
    Benefit

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