Fundamentals

of Property
Presentation

Learn how to Present Philippine Properties

By CHRISTOPHER BALBUENA
Innovare Realty Solutions Corporation

INTRODUCTION

Presentation is the next step after

securing an appointment with the
client.

INTRODUCTION

It doesnt
matter the lack
of features, but
do they MATCH
to the project

INTRODUCTION

THINK: The BENEFIT of the client

more than the FEATURES of the
project

INTRODUCTION

Preparation is essential for a more

successful closing of the sale and

INTRODUCTION

Because if you have a client but you

dont know the details, its as if you
have no client at all

INTRODUCTION

But you may

seek help of the
Project
Coordinator

INTRODUCTION

Use a lot of
Imaginatio
n!

MATERIALS

Fundamentals of Property Presentation

By CHRISTOPHER BALBUENA
Innovare Realty Solutions Corporation

MATERIALS

QUESTION: What do I need to bring

before the presentation?

MATERIALS
Bring the following before the actual
Presentation:
Brochures with Computation Sheet
Presentation of the Project
Buyers Information Sheet (BIS) /
Client Registration Form (CRF)

MATERIALS

Brochure
with
Computatio
n

MATERIALS

Presentatio
n of a
Project

MATERIALS

Buyers
Information
Sheet

MATERIALS

QUESTION: Why do I need to bring

BIS?

MATERIALS

Because BIS will serve as a security

document for your client within at
least 30 days from the date of site
viewing.

MATERIALS

QUESTION: Can I use mobile

devices like tablets or laptops?

MATERIALS

Yes, it is so much better if you can

bring tablets or laptops instead.

MATERIALS

QUESTION: Where can I get the

materials that I need?

MATERIALS
You may get them from the
following:
Attend PKS of the Developer
Visit our IRSC office
Go to our Website
innovarerealty.weebly.com FILES
PAGE
NOTE: IRSC means Innovare Realty Solutions Corporation, PKS means Product Knowledge

MATERIALS

QUESTION: What if I dont have any

materials at the time of tripping?

MATERIALS

Make sure that there are materials in

the site when you do the tripping
and get help from the coordinator.
But this is not always recommended.

MATERIALS

QUESTION: Do you have any other

question?

PROCESS

Fundamentals of Property Presentation

By CHRISTOPHER BALBUENA
Innovare Realty Solutions Corporation

PROCESS

SALES
PROCESS

PROCESS

You dont need to be on the site to

start the Presentation. You dont
even have to be formal in speaking.

PROCESS

You can even start presentation

while on the phone or Facebook
messenger.

PROCESS

Always remember:
Maximum to Minimum
Presentation Mentality

PROCESS

It means, you show the largest to the

smallest idea of the property to give
them expectations.

PROCESS

QUESTION: What do I do before

starting presentation to the client?

PROCESS

Know the
clients
TARGET
UNIT to
purchase.

PROCESS
For Tripping Schedule, set the following:
Date:
Time:
Pick-up Point:
Target Unit:
Contact Number:

PROCESS
Before starting any kind of presentation,
see to it that they will bring the following:
2 valid government Id
Any billing statement
2 months pay slip
and Reservation Fee, of course.

PROCESS

Why? This is to minimize wasting

time of both you and the client
including the feeling of
unsuccessfulness.

PROCESS

It is better that both the seller and

the client is ready to transact
anytime, youll just have to help
them decide

PROCESS

But you can still make a tripping to

the project with your client, at your
discretion.

PROCESS

QUESTION: How do I open up the

conversation with the client?

PROCESS

You ask OPEN-ENDED questions

PROCESS

PROCESS
Questions such as but not limited
to:
Why are you searching for a
house?
Where
are
your
preferred
locations for your home?
What do you most consider in

PROCESS

QUESTION: How do I maintain long

conversations to lessen dull
moments?

PROCESS

You PICK a word

from their answer

PROCESS

Listening is more important than you

talking about the property.

PROCESS

QUESTION: So how will I present

the property?

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

PROCESS

PROCESS

Pick a REFERENCE POINT

PROCESS

That is a point where the client will

be coming from.
This will be a point where the time
and distance will be measured.

PROCESS

And present to them as if you are

driving, SLOWLY.

PROCESS

Dont just say

the malls,
restaurants and
schools,
elaborate the
BENEFITS of the
location.

PROCESS
If there is a school, your child can enroll here
in the St. Edward School, thats just a jeep
ride from your village, or if there is a mall
near, your family doesnt need to travel long
distances just to buy grocery, stroll, and eat
dinner or if there is a hospital, your wife can
immediately get check ups and
examinations.

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

PROCESS

PROCESS

You show them the Site

Development as if you are walking
together like a Tourist Guide

PROCESS

Dont just
mention the
Amenities,
elaborate the
BENEFITS of it
to the client.

PROCESS
If there is a Clubhouse, you may use
the clubhouse for alumni homecoming,
debut of your daughter, your dream
wedding or if there is pool, you may
use the pool for weekend parties,
family get-together and bonding

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

PROCESS

QUESTION: When you arrive at the

Model Units, what will you show
first? The Turnover Model Unit or
Dressed-Up Model Unit?

PROCESS

TURNOVER MODEL UNIT

DRESSED UP MODEL
UNIT

PROCESS

TURNOVER MODEL UNIT

DRESSED UP MODEL
UNIT

PROCESS
Psychologically, you show first the
turnover unit, which is the negative
one. You show the second one, which
is the positive one that makes the
client excited instead of
disappointed.

PROCESS

QUESTION: If there are 2 or more

types of Model House, what will you
show first? The cheap unit or
expensive unit?

PROCESS

Cheap Unit

Expensive Unit

PROCESS

Cheap Unit

Expensive Unit

PROCESS

Psychologically, you show first the

expensive unit before the cheap unit
because they will have an
expectation of the price.

PROCESS

In this stage, GIVE an estimate price

of units.

PROCESS

QUESTION: What if there are

multiple Model Units?

PROCESS

Bring up your clients preferred

Model Unit based on his budget,
preference or like. Choose at least
two (2) Model Units.

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

PROCESS

QUESTION: What if there are still so

many units available in the
availability chart / list?

PROCESS
Reduce the number of options
considering the following:
1. Distance to the gate or amenities
2. Front Direction of the Unit
3. Unit Number
4. Inner or End or Corner Unit
5. Developers Promo

by

PROCESS

SALES
PROCESS

SUNRI
SE

Property
Presentation
Process
This is the big
picture process of
presenting properties
to the client.

PROCESS

In this stage, GIVE the exact

computation of the actual unit

PROCESS

If possible, visit the unit even if it is

not yet constructed to let them feel
the property.

PROCESS

Let them imagine where would you

place the living room, dining area,
kitchen and bedroom orientation.

PROCESS

Have you observed this process in

the presentation of the Developers
when they conduct PKS?

NOTE: PKS is the short term for Product Knowledge Seminar

PROCESS

QUESTION: Do I have to follow the

process strictly?

PROCESS

No,
you dont have to follow the process
per se. Be flexible enough to adjust
depending on your clients
questioning.

PROCESS

If the client is quiet, just follow

through the process and continue
asking open-ended questions.

PROCESS

If the client jumps from question to

question, answer the question
properly then return to the process,
trying to close the sale.

PROCESS

QUESTION: Any other question

about how to conduct the
presentation?

PROCESS

PRACTICE: Present assigned project

using the process above

END

Mastery of a project will help

yourself close better and faster
THANK YOU!!