8 SCRIPTS ─ We will incorporate scripts for topics and questions which experience tells us will arise and which scripts have proven successful over time. They include the following items: Advantages of Fractional Ownership versus Whole Ownership ─ We will direct our messages to respond to the reasons for fractional ownership growth and the advantages it offers to relevant groups. For example, following are the advantages from a buyer ’s perspective. In comparison to whole ownership, fractional ownership offers the following benefits: • more rational investments • buy only the amount of vacation use time actually needed • less funds needed to purchase • less funds committed to one location • higher quality home at less acquisition and maintenance costs – this is what we refer to as the fractional value proposition—for purchasers who will likely use their property only a fraction of the year, it makes good financial sense to pay just a fraction of the acquisition cost and upkeep • fractionals providemoreof a true lifestyleproperty that emphasizes the vacation experience rather than simply owning the bricks and sticks of real estate. This point focuses on the importance in today ’s market of emphasizing the «experience» of owning and using a particular vacation home. From a developer’s perspective, fractionals are: • a more saleable product • offer a higher profit potential • have a broader and deeper market potential than whole ownership From the perspective of the local community fractionals offer: • much higher year round occupancy rates • -greater stability for local employment with more spending from visitors year round. MARKETING AND SALES METHODOLOGY/PROVEN SUCCESSFUL SCRIPTS FOR PRESENTATIONS TO PURCHASERS/SALES TRAINING
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