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"THE CLOSER" or How I Learned How NOT to Sell Homes

There are lots of books, seminars, websites, and other programs that will claim to teach you how to sell. Some of them are good. Some of them are great. Some... well, not so much. However, nothing is better than the live application of watching a master salesman in practice. There are people out there in the world who can sell the proverbial "Ice to an Eskimo."

Cancun Mexico

Recently on my vacation to Cancun, Mexico, I learned how NOT to sell homes. It was an important lesson and one worth sharing. The education came courtesy of the Mexican timeshare salespeople.

Have you ever been to one of those 90 minute timeshare presentations? You know, the ones were they tour you around the resort, show you a sample unit, and then try the hard sales approach to get you to buy while you watch the clock so you can collect your complimentary gift. If you ever plan to purchase or sell real estate either for yourself or on behalf of clients, it's worth going to see how it's done. Or you can just read about my experience here.

STEP 1 -- NEVER PRE-QUALIFY YOUR BUYERS

If you want to ensure that you don't make the sale, never pre-qualify your buyers.

We were blindsided at the Cancun airport by a friendly timeshare marketing guy. I was ready to leave but my wife wanted to listen to their pitch since the fellow was so friendly. He started by giving us some valuable tourist information and details about various things to see while on vacation. Asked some questions, feigned interest in our life (where are you from? how long are you staying? have you ever been in Cancun before?)

Then he "invited" us to a "free breakfast" and a refund on our airport to hotel transportation if we attended a 90 minute timeshare presentation. And at the end of the 90 minute presentation, we'd get our choice of a tourist excursion valued at close to $300. Sounds like a good deal (in fact it was -- the excursion, not the timeshare).

The only requirements were that we were over the age of 30, married, and had credit cards. No income verification, no proven ability to afford a timeshare, no employment requirement, no credit check, nothing. He didn't even ask if we were interested in purchasing a timeshare property!

The following day when we went for the presentation, the sales guy there asked a few more questions, but certainly did not pre-qualify us -- just made us flash our credit cards and asked us about our careers.

STEP 2 -- BUILDING RAPPORT IS NOT IMPORTANT

Build Rapport People want to buy from people that they like. Thus, if you want to lose the sale, don't worry about building rapport.

Flash a smile, feign interest, interrupt conversation, and stick to a script. This is the sure way to flub it. Relationships take time. 90 minutes is usually not enough. Check out the case of the Cancun timeshare.

We were promised a 90 minute sales presentation after breakfast. Little did we know that the timeshare sales guy would sit with us at breakfast and watch us eat (he had a cup of coffee while we made several trips to the buffet). Talk about uncomfortable. Then he started going down his survey sheet, asking us several questions about ourselves -- our interests, our dreams, etc. However, he didn't really seem to care. More of a smile, an "um hum," etc. rather than spirited rapport-building conversation.

After a 60 minute tour around the timeshare resort, our guide who was presumably in his mind building rapport with us, told us that we were going to meet with "THE CLOSER" Dun Dun Dah. Why in heaven's name would he spend 60 minutes with us only to pass us off to purchase from an unknown to us slick salesman?

This was Step 2 to doing it all wrong. Let alone actually calling the other salesman "THE CLOSER" -- that's still got me laughing today!

STEP 3 -- TALK QUICKLY AND USE SALES JARGON

Gotta get through the script. Make sure to overload people with too much information so that they are overwhelmed. Use lots of fancy words and sales jargon. Throw out tons of numbers without much explanation. Put words in the buyer's mouth. Use leading questions to get the answers you want.

Yep, that's gonna work!

Wouldn't you have loved to have been a fly on the wall in Cancun? Or better yet, relaxing on the beautiful beach eavesdropping over the conversation?

STEP 4 -- DON'T LET THEM DISCUSS IT AMONGST THEMSELVES

Real estate purchases are big decisions involving lots of money. There's no reason to allow couples any time alone to discuss the purchase. Stay in their face. Watch their every move for a buying sign.

When it got to discussing price, we found out that the Cancun timeshare would be anywhere between a $40,000 to a $90,000 investment. Besides the fact that we were in Mexico for a vacation, not to purchase property, this was a large amount of money that they were asking us to spend. Maybe they thought we'd had a few early morning margaritas and would be loose with our credit cards!

They never once told us to take 5 minutes or more and discuss it in private amongst ourselves.

STEP 5 -- PRESSURE A DECISION

High Pressure Sales Yes or no? Yes or no? What's your decision? We need to know today. Right now. Tell us. Say it. SAY IT! BUY IT! C'MON. Pressure a decision. Make it sound desperate. We're selling out. You need to act now. That's guaranteed to drive people away.

Believe it or not, but that's what the Mexican timeshare folks did.

At the end of 90 minutes, my wife spoke up and said "Our 90 minutes is up. Thanks for the education. We're not interested. No Gracias!"

The rude timeshare salesman, "THE CLOSER" said "I'm not here to educate you. I'm here to sell you something. I'm not a teacher. I'm a salesperson."

Well, not that day he wasn't.

He didn't sell us anything.

Five Things you should know if you work with me as your REALTOR:

1. You will be pre-qualified. I want you to know how much home you can afford. I want you to buy for the right reasons and want to understand your motivations, so that I can help guide you towards the right purchase.

2. We will build rapport. A real relationship. I care about my clients. I want you to know about me. Many of my clients over the years have become my friends. In fact, I just had dinner earlier this week with a couple I worked with a few years ago.

3. I will take time and explain things to you. Whether you are a first-time buyer or have experience, I want to make sure that you understand everything in plain English.

4. You can take the time to weigh the facts, and discuss the the purchase amongst yourselves, with your friends, your family, or anybody else you choose.

5. I will NEVER pressure a decision.

"THE CLOSER" admitted to me that he sells a timeshare to about 1 out of 10 or 12 people with whom he meets. That's not a very high closing ratio.

Maybe "THE CLOSER" needs to remove the letter "C" from his title!

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Posted by Brian Block -- Northern Virginia & D.C. Real Estate on 07/15/2009 03:16 PM

Comments (126)

How to Avoid High Pressure Sales Techniques in the Sales Strategies / Tactics Channel

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126 Comments on "THE CLOSER" or How I Learned How NOT to Sell Homes

JUL

2009

Interesting... reminds me of my Mexican time share experience.

Actually 1 in 10 is not a terrible closing ratio if you count all the possible clients you talk with. I am always in "Sales Mode" so my list of possible clients is everyone I come into contact... waiters, grocerey checkers, etc. I would be happy to close 1 in 10.

Hi B, it's interesting that you brought up timeshare. Last year, I purposely went to a timeshare presentation in Mexico to see what it was all about. I wanted to do my own research to see what the commotion was and why so many people go into Mexico with two suitcases and return home with 1 suitcase, a bottle of tequila, and a timeshare. There were so many Americans at this place, it was unbelievable. The person presenting was hard selling a unit...and oddly enough, it was exactly as you described it. Unfortunately, the person that I was with, was actually buying the "garbage" he was feeding us. The sense of urgency, etc. I didn't bite and was able to talk my companion out of it, but I did get two free mexican blankets and a free breakfast out of it. I'm came out a winner. Thanks for sharing.

Hi Brian: Great post - you can learn a lot from what others do wrong.

I think anyone new to the business should go to a timeshare seminar and learn how "not" to sell Real Estate. Great Points!

The way you do business is the way to conduct business. The five points you noted will help you not only do business but have a customer for life.

You bring out some great points and also brought back an experience I had with a closer on a timeshare. NOT a good technique to lock a door and hold the key as a closer. You can never count on the 'prospect' getting so angry that they throw you up against the wall and let you hang there by your neck.

It's always nice to see a post like this.

And I agree.. a powerful way of learning is by watching others mistakes

JUL

2009

Brian, LOL it is so true. I can imagine this post rolling around in your head while listening to the presentation.

JUL

2009

That happened to us on our honeymoon! We were ambushed in the lobby of our hotel one day. We thought, what the heck, some free stuff, they paid to take us over to the resort, got free breakfast, had the tour and the presentation(done by two different people) and then sat down with the agent. We were with him for about an hour. He was young, and getting ready to start my re career, we asked a lot of questions. However, we just plain told him, we don't have the money and we just want our free stuff. Totally pushy. It's fun to get the free stuff by listening to them ramble on and I try to hone my skills by talking to them. Great post!!!!

JUL

2009

Good points, Brian. Time share sales people remind me of the stereotypical image of a used car salesman.

JUL

2009

Unlike your "salesman," that was a good education!

I was right - you were up near the Club Med snorkeling point...

JUL

2009

Brian, what a terrific post! How'd I miss this one last week? That sounds like a 100% guarantee that I wouldn't buy anything!

Brian - I enjoyed this tremendously! What great points and you had me laughing.

Brian - The best lessons about selling are the ones we learn when the shoe is on the other foot... i.e., we're buyers. Great post and a well-deserved gold star.

This is so funny. I can just see the sales people and the closer in training memorizing their script with the leading questions,.. . . .

Of course, many do buy and don't regret it until they have to pay their share of the condo fee or find that they can't get off the week that they purchased.

Timeshares are notoriously bad investments.

My daughter dragged me to a presentation in Western Virginia one time at a ski resort and she doesn't even ski.

Thanks Brian. This was a great post and I picked up some pointers!

Brian - Great post. I was just working with a younger couple that got stuck with a time share about a year and a half ago and it has ruined them. They didn't say no and are stuck with more than they can afford! It is upsetting people do those pressure sales! You have great points on what makes a good sales agent. - Laurie

Brian- LOL awesome post and you paint a very clear pic of now not to sell homes! hmmmm....the last time share presentation I attended..they got mad because my sister in law would not upgrade! Not worth it...also when I first moved to Daytona I attempted...to sell timeshare...needless to say...I lasted 30 days...the trainer told me more than likely I won't make it...us brokers are used to disclosing everything. Guess what I didn't make it!

Hello Brian!

"Wouldn't you have loved to have been a fly on the wall in Cancun? Or better yet, relaxing on the beautiful beach eavesdropping over the conversation?"

I can just imagine the lack of suave effor this salesman poured out - and to think all of the extra effort he's wasting could have gone into making a pitch and designing a plan to close a higher ratio of customers. Thanks for the share!

Brian - I went through something similar recently at Direct Buy - they told us that we would not be invited back ever again if we didn't buy on that day while we were there. So, we left without even telling them. :)

I can't believe that you didn't buy immediately... What if they had sold out, and you only had 2 million other properties to choose from?

Hi Brian -- Great and funny post. Too bad enough people get duped out there to make this process still continue.

Great pointers on how not to sell. I have always avoided those presentations like the plague. Maybe next time I will listen in to know which practices not to engage in.

LOVE Cancun! We (my girlfriend who is also a Real Estate agent) went to Cancun 2 months ago, we were greeted by the probably the same group of 'salesperson' and asked if we were on our honeymoon, and gave us the same pitch, we declined on giving them the chance... I have to say, those are some very persistent Mexicans!

I remember way back when my husband and I attend a time-share. I had not idea how awful it was going to be and it sounds like things haven't improved over the years. You are right, they are a great example of how NOT to sell real estate. I hope you had fun in Cancun!

Thank you .. That was fun and refreshing and a bit about what we do everyday.. establish relationships.. My biggest problem is getting the rapport from the buyres end in this market.. No one wants to give loyalty to you if they think they can get a better deal with someone else.

The thing about real estate is that you can't sell someone who doesn't want to be sold. We are definitely in the sales business, but I think we are more facilitators and educators (as well as psychiatrists and counselors). Your time share story was a great way of demonstrating this.

Brian - I began to squirm in my chair as I was reading this--I felt like I was there with you and it was uncomfortable. I do not tolerate the hard sell very well!

Very funny Brian!! I live in the timeshare capital of world so I'm very familiar with how the "game" works. In fact for several years TLW and I sue to work a kiosk in a factory outlet mall "hog calling" "ups" or "units" all day long. We gave away free attraction tickets to tour a resort. We made anywhere from $30 to $100 per tour. By the way we were AWESOME at it!!

My mother was one of the top timeshare "closers" or "TOs"(take overs) in the world for many years running. She's a legend in the business. In fact she and my youngest brother own a timeshare resale business. They only sell Disney. Neither one of them are the stereotypical timeshare salesman as described in your posts. This is probably why they are successful at what they do.

It's a rough business. Anyone that thinks residential real estate is hard needs to work a few week on "the line" at a timeshare resort. Certainly not my cup of tea.

Brian,

This took me back to my timeshare experience on Maui. Same high pressure, but they gave us 24 hours to think about it. Needless to say, we didn't buy. We kept telling the guy that we didn't travel the same time every year, that we didn't want this or that. Just kept pushing. I guess it was worth the $250 resort credit, but wow it was uncomfortable.

You are right -- great lessons in this!

That approach would turn me off completely and I would never use that technique. I am amazed his conversion ratio is so high. I would think he is exaggerating.

Brian~ I love it! Er...I mean to don't love it! Er...well you get my drift! I love your ending! And I love the way your treat your clients. Thank you for sharing that!

Brian-Great post, excellent pointers. I have never been to Cancun, they say it is gorgeous. Hope you had a great time.

I love this post Brian, well deserved gold star too! You really put this into a great story that peaked interest. I know timeshare agents; to them it is all about the #s. Get enough people through the door, someone will buy. It obviously works enough of the time or else there would be no timeshare salespersons.

I will tell you the one that we asked for and we love our salesperson there: Disney Vacation Club. o pressure, not pitch, Disney speaks for itself and when you go to the presentation you know you are buying before you go:) I absolutely love our Disney points system that we bought.

OOPS, that was me, forgot to login on comment # 35

Great post Brian. I hate pushy salespeople. Did you let them know you were a real estate agent?

The time share presentations are very pushy. They seem to forget that many people had no plan to buy anything when they were invited.

Thanks for the update Brian! It has been many years since I last attended one, and tht is probably why! I do have friends that attend a number each year, travel a lot and seem to be pretty discerning about them. They also trade a lot. Applying lifes lessons to other parts of our life is great. Thanks again for the tips!

Many years ago, I tried my hand at Time Share sales when it was brand new in my area. We (or maybe just I) operated slightly differently than your salesperson. Oh sure we had a script and a standard tour that we all followed, but....

We rooted out those who were just there for the free gift pretty quickly. Those people got a "spin" around the resort complex, quick film about all the places they could exchange their vacations to and then, out the back door they went to collect prizes.

But, anyone who showed the slightest bit of interest were treated differently. Those people were treated to some side trips along the tour, complete with a lot of personal stories (I was a native of the area) and I definitely attempted to build some rapport with them.

I also gave the couples time to be alone to discuss their decision and even went so far as to show them why they shouldn't purchase the time share. Luckily, the resort I was working was a nice place and was well-maintained and offered a lot for vacationing families. Plus, it was relatively affordable. (I think the top shelf price in those days was $5500 for the red week). This amounted to somewhere around $160 per month. Still, the top salespeople could only hope to sell 1 in 10 to 12 and a lot of buyers cancelled their membership as soon as they got home.

Some of the salespeople used hard sell tactics and maybe they were successful. I saw one particular sales woman fake a southern accent with her customers and heard her tell her life story to each and every one -- only it was a different story every time.

We had TOs (that was the name for our closers) and they could be called in for a push if the customer was on the fence, but it was not mandatory. I seldom called in a TO, but sometimes asked advice as to how to handle the customer. Eventually, I just decided to be myself and treat people the way I would want to be treated.

I didn't sell very many time shares and my stint there only lasted a few months, but it was definitely a learning experience.

Sounds like my experiences both in Vegas and Cancun. They really know how to grab your attention with the fluff.

Brian,

Great post. My sister went on a vacation to Maui and came back with a time share. She must have drank the cool aid.

Oh yes, I have had this same experience long before I was in real estate. I LOVE the loser part!

We visited the Bluebeard Castle in St Thomas, US Virgin Islands a few years ago.. got all the way there and then they REFUSED to allow us on the tour because we would not give them our credit card number up front !

Yep Cendant at work !

JUL

2009

Wonderful list of HOW not to be a good real estate agent :)

Great story about correctly working with buyers !!!

Great post about your vacation experience. I hope that you enjoyed your excursion. At least it sounds like you learned something from it!

I think will enjoy this, I met teh same guy in England

http://www.youtube.com/watch?v=HAeprWIOQqQ

Janie

Awesome post! This is a great example of scripted sales with no personality or caring. I also call this "commission breathe".

If nothing else the 90 minutes you shared with them was well worth the food for this blog & what not to do in real estate. I don't think I'd be that generous on my vacation, you've done the work for me. Thanks for sharing the experience and the lesson from the unlikely "teacher".

If you dont want to go to Mexico for the course you can try Vegas.. Same thing but let me add two more tactics

Try to make the buyer feel sorry for you and guilty

If that fails insult them

Great post and oh too true

Morning Brian, You mention their closing ratio of about 1 in 10 and stated that isn't very high. Given the nature of the sales approach I would say it is doing very well ! Great post, well done.

Loved your post. Been there done that! When my kids were small (3 under 7 years old) we went to one in Orlando, Florida. I was traumatized and I don't care if they offer me thousands in cash, we were trappedfor hours! We couldn't get to leave and the kids were all crying to go see Mickey and they had us closed up in a room with this Loser as you so rightly called him!!! I believe it lasted 3 hours, wasting half of our day.

Never again! When I see tourists being approached in Orlando I always want to go up to them and say "DON'T!"

PS: The breakfast was awful too!

Thanks Brian; You make common sense factual and I appreciate your guide to "non success' AND your oath to clients.

Ah, the salesman to salesman...sell....one of the most difficult challenges in any sales business.

That's why I love being a Realtor! Helping people make WISE financial decisions is much easier than being pushy, cold salesman.

Gosh, let's see. They spend 1.5 hours with a prospect and close 10%. That means 15 hours work for every sale. I probably spend 40 hours showing 20 to 30 houses to my prospective buyers, writing up contracts, etc., then if I'm really lucky I'll close 50%. That means I put in at least 80 hours work for every sale.

Hmmmmm... 15 hours per sale vs 80 hours per sale.

LOL!! Keep in mind what they are selling and that they are merely playing the numbers game.

Unfortunately... think of "Pre-Construction" sales of days past and "Foreclosure Bus Tours" today and you have something very similar...

WOW Great Post!

We have a of those "Time Share operations on the Gulf Coast" - they offer 100 bucks CASH to get you over to thier little operation, - The music is the building is SO loud, People are alomost yelling at you, Popcorn, Big cozy chairs, until you get to the "closing room"- the CLOSER - BOY- We had that little taste of paradise in New Orleans a few years back- I will never sign up for another " FREE TRIP" again!

Angie Lowell

"Closer"- But the right kind!!!

Professional Land Title

251-968-2700 Office

WoW I love this post. So true

Incidently, I love timehshare presentations. My wife and I have been to many of them. We've learned the trick. You tell the salesman up front that you have no interest in buying and that you're just there for the prize, then show no interest whatsoever during the presentation. They're not going to waste more than just the minimum time on us.

Enjoyed your post tremendously. In our market today - where 24/7 is sometimes not enough, the changes, indecision, unknown rules - and downright exasperating circumstances........ I needed the humor. Thank you for providing! I enjoy sales - but I do not utilize script...never have, never will. I shoot from the hip (but it comes right from the heart), your fun read just underlined why. Thank you again!

Great post Brian. Thanks for the reminder of what not to do.

Great Post! I have been to a Time Share Presentation in Las Vegas and they are ALL the SAME. You would think they would try to up their success rate some! I guess they don't need the money.

Thank you,

Brenda

Brian,

Good stuff. I've always heard the timeshare presentations are "interesting". Now I understand them better without the 90 minute presentation.

Thanks!

Well written and entertaining post! Most of us have had some experience with a hard selling timeshare person, and with similar results. Reminds me of some of the real estate training gurus...always be closing. I like to think of myself more as a consultant, rather than as a "sales"person.

Great post! We have been captured by the timeshare gang in Cancun Two TIMEs!- Our first and last all in one presentation! lol Will fight, scratch and scream before returning to another presentation. It does make you think when the shoe is on the other foot!

Dick and Dixie Sells

I remember going to a timeshare presentation in Vegas long go. The sales team actually rang a bell and applauded each couple who signed up - kind of like they were game show winners! Your experience would be a great opening video for a class in sales techniques.

I also fell into this trap in Cancun about 10 years ago. Reading your blog was like a trip back in time. However, when we finished the tour, we kept the same guy, only the "closer" came in the room after about 5 minutes of me saying we didn't want to buy, we didnt' have the money, etc. And you're not going to believe what this guy said. He started trying to make us feel guilty by telling us how we had wasted his time. And, how would his children eat this week. WHOA! Man o man, we just looked at each other and started laughing. We just ran out of there shaking our heads. Now I truly know what not to do!

My wife began speaking to the closer in French and that frustrated the "heck" out of him. When the closer asked me if MY wife knew English, I told him that she was speaking in English to him. He threw up his hands and brought over the consigiere who then led us out for our complementary steak knives. I left the knives in Cancun since I did not to have to bring them back to the states and answer questions about where I got them and why I was bringing them back.....

90 minutes of our lives we can never get back...and he the Louisiana swamp tour was barely worth it. Same guy must have worked here, too.

Isn't it great when you can watch and listen to someone that is throwing out every cheesy sales line you can think of. That's the best way to learn how to become better at selling, do the exact opposite. Just because someone has the title of a sales rep, or has a license to sell real estate doesn't mean they are qualified to be doing it. In this world of real estate, all realtor organizations should require new licensee's to attend a sales training class before their license can go active.

Just too hilarious!!!!

Great stories here! I've had a great time at the time share presentations in Orlando. While they used some crazy tactics just like you've described and the guilt trip of us wasting thier time, as someone else mentioned above, the prize was still worth it.

One- the sales pitch was humorous and insane.... we were exhilerated by our ability to say NO.

Two- BREAKFAST buffet was great

Three- The resort was beautiful and we got a full tour on golf carts!

FOUR- FREE Universal Studio Tickets!!

I have been to a number of time share presentations, never bought. I did get many a free trip to Vegas. But most the pitch men are not licensed and it is very high pressure. They have some one make the pitch then bring in the guy with the license to make the close. Probably not as strict in Mexico.

Brian,

It was ninety minutes well spent! You got a breakfast, bunch of freebies AND Blog material!

Kathy Opatka

Pleasant memories except for a similar sales "entrapment" during our last trip to Mexico. We didn't buy either and would not reccommend their tactics here in Austin,Texas.

You have a great sales presentation and would not hesitate to refer a buyer to you.

Martha Hunke

Amelia Bullock Rltr, Inc.

512-217-2891

Brian,

Great piece! I have been stuggling with a time share that my mother and aunt bought a few years ago. Two older ladies....boy they saw them coming....hard sell and here they come home with a time share in which they have never ever used. We cannot seem to sell it or even give it away, so if anyone out there has any suggestions please pass them my way. Email me or call me. BeverlySellsRE@gmail.com or 850-324-0893.

And Brian, thanks for sharing such a great story! I too have been there but always just said no. Beverly:)

Hi Brian, I enjoyed this very much! It certainly had some good points in it. Great refresher of what not to do :) thanks for sharing!

Well we know what to be on the look out for when we go Mexico! I like the "what not to do to sale a house" list.

This is TOO funny! I'm linking to you on Shak & Jill later this morning (www.shakandjill.com). I LOVE IT! Why? Because I've been to a couple of those painful presentations!

My experience wasn't too bad. We were in Florida, visiting my parents and stopped in Disney World to take the kids. At a gas station a guy said that we could get a free stay in a luxury resort near Disney as well as a free breakfast and discounted tickets to Disney if we would attend the timeshare. I wasn't in the station when the tickets were offered, but when the gas was filled and we were on our way, I was presented with this great deal and all we had to do was go to the 90 minute presentation.

I had lived in and sold real estate in Tampa for many years and explained that this was a gimmick to get us to buy and timeshare and he said, that's okay, it will only be 90 minutes. Granted the place they put us up in was very nice and the kids had a ball. But the next morning wasn't so much fun for a 4 and 5 year old. Three hours later (and no timeshare unit) we were on our way to Disney, much to the delight of my little ones. We had a great time at Disney and the kids still remember the place we stayed at, so the "perks" were good. But, our salesperson tried his best to get us to buy. Even brought his manager over to give us a "once in a lifetime" deal. I smiled and said thank you, but no we were not interested in his "deal." He got very irritated with us. Told us we would regret this as soon as we left the resort...I've never regretted not buying. I did thank him for the overnight stay and the breakfast. He didn't seem to care whether or not I had had a pleasant stay. Once he realized we weren't buying, he was ready to get us out.

For four people, the discount we got to Disney was great. I believe it saved us at least $500 minimum including the overnight stay if we had had to stay in a hotel. It was definitely a nice resort area, just not what we needed.

I would never give up my 90 minutes of vacation to listen to a presentation, knowing that I don't want to buy anything. Is the free breakfast worth it? or the 2 Mexican blankets? I don't know, but my time is worth way more.

As for their sales tactics... it is a number game after all, 1 in 10 is buying, hurry up to find the 10th one:)

Monica Stanciu CCSP

www.staged2sell.ca

Years ago I worked for a developer who also owned a time-share resort. We were trained to sell this stuff too. It's obvious these salespeople have a one-time shot to sell you a product in as little as 90 minutes. They are not going to get another chance so the pressure is on. You can't compare this type of selling with selling homes and building rapport. They are trained the same way as retail sales (less time than a car salesman since you won't be coming back for a "good deal"). This type of selling is hard-core and only the best can manage it. There appears to be so many sledge-hammer types in time-share (now softly referred to as interval ownership at the better resorts) - it's a harrowing experience to say the least. Not a good way to spend 3 hours if you add up the time. Although I did get a three-day jeep freebie in Honolulu 15 years ago (like most, I knew the deal and put in the time). However, there are many who do fall for the pitch and end up buying.

I actually had to help a good friend of mine cancel a Cancun timehare when she returned to the U.S. She and her boyfriend thought they had a good deal until they talked with me. They had been ripped off big time. There is never a market to sell this stuff either.

EVERYONE: Thanks for all the wonderful comments and stories in response to my post. The complimentary gift was indeed worth it. They gave us free transportation from the airport to our hotel ($30 value) plus 2 free tickets to an excursion to Xcaret Park -- this alone was worth close to $250. We spent a wonderful entire day at Xcaret and we probably would not have done so had it not been for the "free prize."

And, of course, the lessons learned made for good material for this post!

LOL! This was too funny and soooo true! I went through a TimeShare presentation oh, some 20 years ago and I see that things haven't changed a bit in that industry! Def the used car salesmen (in the sterotypical way) of the industry. I had a client last year who owned one and didn't realize how it was going to affect his ability to purchase a home. He couldn't buy as much house as he needed or wanted because of the monthly timeshare payment. Beware, people. Beware the Timeshare!!! LOL

Kim Thomas

I guess when my wife and I went there almost 11 years ago, it was before the big time share boom. We were never approached about it, and were able to actually enjoy our honeymoon!

Loved this post!

In fact, my hubby and I had a similar experience in Reno. While we DID truly enjoy the gift of a free hotel, free dinner (cocktails not included) and wonderful free musical, it was a trecherous hour, not for the weak of heart (or will).

You did a great job using this experience as a bouncing off to what we shouldn't do with our own clients.

Thanks!

Tamara

Brian, I love your post. As basic as all of this is, I often find it amazing that so many agents don't practice these things. There is a good arguement that there are too many agents in this country, but there is also a good arguement to be made that there are not enough really good ones who practice solid principles like these Brian.

Barb Mihalik Coldwell Banker Sea Coast Realty Wilmington, NC

I can't believe I actually at one time considered working for a time share company. Talk about pushy and obnoxious! It always comes back to treating others the way you want to be treated. I was shaking my head the whole time I read this because I've heard this exact same schpiel in several resort areas. Awful, isn't it?

KNOW LIKE TRUST

These are my thoughts when I'm with people. If you want then to be comfortable with you and you want to get to a yes!

Time Share sales are always too fast. I've been to several presentations and the faster they go the pushier they feel. OUCH Catching folks at the airport is just a little too much!

You're so right...build relationships first.

I think you and I did some home staging training together!

All the best

Deb Landy

www.StageTwoSell.net

Great post! Thanks for sharing! Flies are indeed drawn to honey! May not get every sale, but at least get a good night's sleep! Where in the world do some salespeople get that "beat 'em over the head" approach? It certainly doesn't work on me!

I have had to sit through one of those awful presentations and kudos to you for surviving one! I did it in Florida for two free disney tickets. Still not sure it was worth my time.

Glad to see that there are REALTORS who truly understand what this business is about. I whole heartedly agree with what should be done as a REALTOR and what should NOT be done! God Bless!

I've spent a good amount of my real estate career selling luxury developments. The sales process changed for the better over the last 5 years from a "close today" mentality to "serve your customers".

It's amazing the time share guys are still using the old school sales methods. The 90's are over.

Your story brought back memories only ours was in Las Vegas. What a hoot.

Ouch --- this was a great way to tell the "How NOT To Sell" story, Brian.

Hopefully, people visit the Big Island for the Quality of Life Hawaii offers = beautiful weather, a safe community, amazing views---and realtors who respect and appreciate the relationship we build with clients.

Thanks much for a fun and powerful lesson--- Forrest Arnold, Certified EcoBroker 808-987-2365 www.HawaiiGreenRealty.com

Hey Brian,

great story - brings back memories for me - I used to do this in Spain, back in the '80s... Yeah, it's been a while.

I don't think we lost it quite that bad back then, but the crazy thing is, some of these guys would close 1-2 units a day, with only 4 appts available in a day, the spotters were paid good to bring only good people.

Also, on the pre-qual part, keep in mind that they don't have to... You don't usually sign a mortgage, what you (at least used to) sign, is more like a promissory note, you agree to pay - regardless of whether you can pay or not. Ya, when I figured that one out, was about the itme when I decided that sitting on the beach was a far better use of my time - southern spain is quite a beautiful place.

Now a days, these guys can't even get me to stop. Then again, I know excactly what they are going to say.

Terkel

I have lived through those 90 minute (P)resentations that actually took all afternoon. I cringe at the memory! Thanks for that.

The guy also mimicked us. When I touched my hair, he touched his, I leaned forward, he leaned forward. I had some fun with that. Crossed my legs like a girl, only I am a girl.

You make good points. We have to follow the steps as professionals. We want our customers to return to buy ans sell property. We are not just looking for one quick sale and never see them again.

Yup, sounds just like the presentation we got dragged into a few years back, maybe it was the same guy at the airport too! We wasted 3-4 hours of lovely weather and beach time. But lesson learned, never again!

That's hilarious. We have timeshare in Mazatlan, but our salesperson experience was very different from what you described. However, we did see quite a few other people getting the Loser treatment.

Great Post! Interesting what people from other countries think of us? Sure, we will just give you $ 90,000 even though we are only here for a vacation. Visa, Mster, or Amex, I have them all. They must be thinking that to think that they can sell with all the negatives you pointed out. Glad to hear that you still had a great day and now a great story to tell us. Thank you for posting this. I am sure sometimes I do make one of those mistakes. Which of course I will work on.

Ischgebibbel Home staging LLC

I liked this article, and thought it was newsworthy. I also laughed out loud at his last comment. Funny!

Made a salesman so mad at a timeshare one time. They told me they needed an hour of my time. At one hour (yes I timed them), I said that is it, the beach is calling. The lady salesperson actually used profanity at me.

I even told her up front that I was not buying. I guess she thought she was so good that I my mind could be changed. NOT! My only regret is that my wife was embarrased.

No way could I ever do that job... I am a REALTOR!. not a car salesman!

I was expecting a little tongue-in-cheek here, Brian. You didn't disappoint, though - very good examples of what we should not be doing as realtors. Great advice!

Very funny - I do avoid timeshare presentations - I am on vacation and my time is valuable, especially when on vacation.

Great post. Makes me think of an experience we had at an auto dealership where it was all about the upsale. (They even claimed to have lost the requested vehicle several times in an attempt to force more features than were wanted.) We ended up going to another dealer down the street and buying a vehicle there (the salesperson there just listened and filled out the paperwork).

great post--- loved the last line. !!!

Love it! LOL. Thanks for teaching me a valuable lesson - never go to a timeshare presentation.

Wow! I can see you guys have been victims of the "mexican closer" lol.

There is nothing more funny than make a "closer" mad...oh yeah!

Next time you guys are invited to a "FREE" presentation, never bring an ID or credit card with you; much less cash! Never say yes to anything, and never say you are merried. never say you have savings. In other words, don't pretend to be rich or show off the gold...

Good job awering our audience.

Regards

Carlos G.

Prequaling is my religion!

Thanks for the post!

JUL

2009

Not to be confused with the book The Closers by Ben Gay which actually has some good advice on how to ask the closing questions. I think for the most part people who show up for the Freebies at these timeshare events, and others, know what they are getting into ahead of time. Unfortunately these types of sale techniques put a blight on the sales industry reputation as a whole when there are so many great agents, such as yourself, who are professional and dedicated. Great blog!

Those timeshare salesman/puppets are trained to do exactly what they are doing. The timeshare developers spend up to 40% of the price of the TS unit on sales, including the come-ons, free gifts and commissions. So they do what it is that brings them the best return on their money. This is not the same kind of sales that Realtors practice, and comparing the two will not be instructive or productive.

In the event that you should find that a TS unit is interesting to you, go on the internet anywhere -- e-Bay, for example -- and you may find that that same TS unit is available on the resale market for as little as 5% of the developer's price. People sell them because they find that they do not want to be responsible for those annual maintenance fees, and they find that trading is not as easy as they were led to believe. There are steep additional fees that must be paid to get into the trading system.

Having said that, however, you just can not beat the facilities and amenities that come with many TS units. If you can use them, they can be a terrific bargain.

Haha, that was a great read.

We have been there and done that too. No in Mexico but the USA.

You guys should have just relaxed at the beach with your feet up! I refuse to listen to those 'salespeople?' when I go there.

Brian,

Thank you for sharing this story with us. Great tips! I love how you told the story and how you related it to selling real estate. I enjoyed this post and the humor (especially the funny ending).

Gerry's AR signature

Very funny - and true! I agree that a 10% closing ratio is actually quite good for this type of sales process albeit pushy. But I'd take it in today's market!!

Great post! I wouldn't buy from someone like that, and I don't sell that way either! What a perfect reminder when we all seem to be in a hurry to find a buyer. It takes time to build rapport. You seem like the kind of person I'd enjoy spending time with looking for my dream home...thanks again!

Brian, You should have shown up dressed like George Washington, a la your early video and stayed in character the whole time. That would have thrown him for a loop! I'm sure you could do a hilarious video on that :)

JUL

2009

Brian, Wewll said. It is amazing to stand back and watch a Realtor attempt to hard sell their client when I provide access to one of my listings.

JUL

2009

HYSTERICAL ! I bet he thought his presentation was Great, too !

I can't believe that 1 out of 12 people actually fall for that crap! Where are all the people born yesterday in my area?

JUL

2009

Oh Brian! This reminds me of our timeshare experience in Colonial Williamsburg, VA. I didn't think we were going to get out of there alive unless we bought a time share. When I forcefully said NO they were so rude!

This is a great reminder of how not to act! Great post!

Hi Brian,

This is a great post,I had been througt that once. I have been in Cacun, it' a beautiful place, I loved, hope you enjoyed your stay.

JUL

2009

On the prequal note: why spend the time "selling" if one is not qualified to buy? Like going to Walmart without your wallet!

JUL

2009

I went on a presentation in Nuevo Vallarta being a Realtor for only 3 months. I was approached on the streets outside of my hotel, my focus mostly only on the freebies and thinking 90 minutes of my time was not a big deal and worth the price of the excursion I wanted. I also agreed to the presentation, not realizing it was a timeshare, because I live in a town where many people buy condos on the beach in Mexico and I thought I could get the information, go home armed and ready to get out there and sell those great condos to friends and clients. I thought, Lucky Me! Well, I had a nice lunch with an interesting man who had bought timeshares himself but then he turned me over to the CLOSER, great name by the way. My 90 minutes presentation had past and since it was not what I thought it was and I was not interested, I said good bye and walked away. The CLOSER ran after me, yelling and saying that I had no integrity and that my word was worthless. I kept walking, told him that I did not agree with him, got my freebies, hailed a taxi and I got the heck out of there. It was definately a lesson on what not to do with a client...... and an interesting way of getting a great excursion for free! Not sure that I would do it again though.

AUG

2009

We went to one of those as I was interested, but even if the price was right would nt have given in to those tactics. We came home and I bought a resale on ebay for 1/5 their price. At another one years later the agent (or whatever they are) was mad that I did not tell him I was a RE agent. What difference would it have made, or maybe he realized as a RE agent, i have ethics and care about the people I sell to/for.

AUG

2009

Yeah, I have been there too Brian. The terrible thing is that they almost block the exits until you threaten to bust your way out. Terrible. Way too persistent.

APR

2010

Actually its greed that brings people to timeshare events in the first place, they want something for free. However it sounds like the TS salesman in the story above actually knew nothing about how to sell. The fact is that points based timeshare is a much better deal than pay as you go, or buying vacation off the internet via dot com sites. After all, the timeshares are the vacation providers, the wholesalers or consolidators then purchase bulk from the TS resort (many of whom own hotel brands like Disney etc.) and then get resold to the dot coms and the travel agents at a huge mark up. If you travel alot or want to travel more, then time share point system is the way to go, or would you rather sleep in that bed with the curly hair all over it or sit on that comforter that hasn't been changed or washed for two years in that hotel room.

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Brian Block -- Northern Virginia & D.C. Real Estate

McLean, VA

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RE/MAX Allegiance, Managing Broker/Branch Vice President

Address: 6226 Old Dominion Drive, McLean, VA, 22101

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