Module 4 best practice for tours

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Module 4 best practice for tours

  1. 1.
  2. 2. Module 4: Best Practice for Tours<br />Module 4 Best Practice for Tours<br /> 4.1………………….……..…….…...The Tour Team<br /> 4.2………………...................….10 Step Approach <br /> 4.3…………………………….…Feature & Benefits <br /> 4.31……..............................................Owner 4.32..............................................…Property<br />
  3. 3. The Tour Team<br />4.1<br />Building Engineer<br />Broker Associate<br />Property Manger<br />VALUE<br />_____________________<br />_____________________<br />SPECIFIC ROLE<br />_____________________<br />_____________________<br />ADVANCED PREP<br />_____________________<br />_____________________<br />VALUE<br />_____________________<br />_____________________<br />SPECIFIC ROLE<br />_____________________<br />_____________________<br />ADVANCED PREP<br />_____________________<br />_____________________<br />VALUE<br />_____________________<br />_____________________<br />SPECIFIC ROLE<br />_____________________<br />_____________________<br />ADVANCED PREP<br />_____________________<br />_____________________<br />Who Else Should Be Involved<br />
  4. 4. 10 Step Approach<br />4.2<br />1<br />OPEN PROBE 1<br />2<br />TOUR PROCESS<br />3<br />OPEN PROBE 2<br />4<br />CUSTOMER’S SITUATION<br />5<br />OWNER’S SITUATION: FEATURE / BENEFIT<br />6<br />PROPERTY SITUATION: FEATURE / BENEFIT<br />7<br />CUSTOMER SITUATION<br />8<br />SIMILAR SITUATION <br />9<br />THE WAY FORWARD<br />10<br />FOLLOW UP<br />
  5. 5. 4.2<br />1<br />Open Probe 1<br />Determine Prospect’s Requirement<br /><ul><li> Essential Needs
  6. 6. 80 / 20 Rule
  7. 7. Example Question’s
  8. 8. “What objectives do you have for today’s tour?”
  9. 9. “Would you share with me 2-3 detrimental essentials?”</li></li></ul><li>4.2<br />2<br />Tour Purpose<br />Prospect Requirement<br /><ul><li> Awareness of Tour Purpose
  10. 10. Discovery of Open Probe 1
  11. 11. Example’s
  12. 12. “We understand you have a requirement of 10,000 sf.”
  13. 13. “We understand that access is essential.”
  14. 14. “We understand amenities are important to your employees.”</li></li></ul><li>4.2<br />3<br />Open Probe 2<br />Discover Prospect’s Pain or Discomfort<br /><ul><li> What is Prospect Moving To
  15. 15. What is Prospect Moving From
  16. 16. Example Question
  17. 17. “Could you share with us negative past experiences that you would like to avoid?”
  18. 18. “What do you like about your current location?”</li></li></ul><li>4.2<br />4<br />Customer’s Situation<br />Discovery of Prospect’s Needs<br /><ul><li>Example’s
  19. 19. 10,000 SF
  20. 20. Public Transportation
  21. 21. Covered Parking
  22. 22. Amenities
  23. 23. State of the Art HVAC
  24. 24. Fast Response Times</li></li></ul><li>4.2<br />5<br />Owner’s Situation (Feature / Benefit)<br />Owner’s Attributes<br /><ul><li> Owner’s Features
  25. 25. Selling Benefits
  26. 26. Example Question
  27. 27. “Owner is a Core Buyer, therefore property will always be kept in pristine condition. </li></li></ul><li>4.2<br />6<br />Property Situation (Feature / Benefit)<br />Building Attributes<br /><ul><li> Building’s Features
  28. 28. Selling Benefits
  29. 29. Example Question
  30. 30. “Building has onsite management which will ensure fast response times and attention to details.”</li></li></ul><li>4.2<br />7<br />Customized Situation<br />Incorporate Previous Steps<br />Create Customized Situation<br />
  31. 31. 4.2<br />8<br />Similar Situation<br />Successful Previous Projects<br /><ul><li> Introduction To (Similar) Existing Tenants
  32. 32. Tour Recent Build Out (Similar to Prospect’s Requirement’s)
  33. 33. Play Matchmaker</li></li></ul><li>4.2<br />9<br />The Way Forward<br />Trial Close (Example’s)<br /><ul><li> “What are your initial thoughts of the tour?”
  34. 34. “What are your initial thoughts of the location?”
  35. 35. “Should we generate a proposal?”</li></li></ul><li>4.2<br />10<br />Follow Up<br />Using Appropriate Follow Up Technique<br /><ul><li> Proper Timing
  36. 36. Proper Method
  37. 37. Example’s
  38. 38. Note
  39. 39. Phone Call
  40. 40. Proposal
  41. 41. Space Plan</li></li></ul><li>Owner: Feature & Benefits<br />4.31<br />Discovering Feature, Selling Benefit<br />Feature’s<br />Owner Bio<br />Benefit’s<br /><ul><li>Property Management Expierance
  42. 42. Experienced Leasing Professionals
  43. 43. Equity for Tenant Improvement’s
  44. 44. Focused Owner
  45. 45. Stable Ownership
  46. 46. Hold Buyer
  47. 47. Quick Response Times
  48. 48. Smooth Leasing Process
  49. 49. Competitive Improvement Packages
  50. 50. One Owner Throughout Lease Term
  51. 51. Strong Emphasis on Property Management
  52. 52. Multiple Office Locations
  53. 53. Publicly Traded REIT
  54. 54. Southeastern Investment Strategy
  55. 55. Established in 1983</li></li></ul><li>Property: Feature & Benefits<br />4.32<br />Discovering Feature, Selling Benefit<br />Feature<br />Property Bio<br />Benefit<br /><ul><li>Recently Built
  56. 56. Reliable Owner
  57. 57. Multiple Space Options
  58. 58. Several Amenities Nearby
  59. 59. Available Public Transportation
  60. 60. Attractive Parking Ratio’s
  61. 61. Pride of Ownership
  62. 62. Floor and Square Footage Options
  63. 63. Productive Work Environment (Amenities)
  64. 64. Transportation Options for Employees
  65. 65. Hassle Free Garage</li></ul>111 E Washington<br />Orlando, FL<br /><ul><li> Built in 2008
  66. 66. Owned By LPC
  67. 67. Centrally Located
  68. 68. 50,000 SF of Availability</li></li></ul><li>Exercise: Feature & Benefits<br />4.3<br />Discovering Feature, Selling Benefits<br />Feature<br />Owner / Property<br />Benefit<br />

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