Trade Stand Training Presentation

8/14/2019 Trade Stand Training Presentation

1/14

ExCeL Exhibition Centre, Docklands

Building YOURWealth

Trade Stand Training (TST) Ltd.


2/14

ExCeL Property Investor Show 2007 Stats

Each ASM needs toVisitor Numbers 14812

Age Profile: 2,468 M&G per show18-25 4.11%

26-35 31.25% 823 M&G per day

36-45 34.84% 87% fit our age profile

46-55 21.77% 103 M&G per hour

56-65 7.24%

65+ 0.82% 1.7 M&G per minute

Income Profile:

95k pa 22.12%

Property Ownership Profile

Own 1-3 properties 60.52%

Own 4-6 properties 17.82% 100% fit our criteria

Own 7-9 properties 6.19%

Own 10+ properties 10.50%Purchasing Intentions

Planning to buy during next 12 months 80.42% 80% can buy now

Liquid cash available to invest

200k 14.02%

11,849 ProspectsThat's a lot

of hand

shaking..!


3/14

Meet & Greet

Step up to the prospect (right in the walk

path), hand held out, and big smile, shaketheir hand and say with bags of confidenceand a big smile:

Hi, Im.., from .....................


4/14

Fact Find (Patrol Zone Questions)

Are you a...........? What are you looking for?

When are you looking to.........? How much do you want to ..........?

Have you........................? How much have you...............?

Afternoon Questions Have you had a good look around the show?

What have you found of interest?


5/14

Big No-Nos How are you? Can I help you? How you doing?

Non words Buy invest is a more suitable word Yes, but say it back, agree & outweigh

The only reason for these questions is to find out if we are talking to the

MAN The person with the Motivation, Authority and the Need to invest

Some prospects are enthusiastic..and demand a pitch...!

If you feel they are qualified then you can move onto the 1 minutepitch

Some Donts


6/14

1-Minute Pitch (fact find) We can take 16,000 of an investors money and turn that into 692,000 in around a ten year

period, would you be interested to know how we can do that? Well, let me show you.

Sales Tool Financial spreadsheet of a luxury room (135,000) stapled with a growthspreadsheet

We take 16,000 of investors money and we turn that into a property value of 108,000. Ondelivery it will be worth 137,214.

If you keep that property for a period of ten years, without having to put any more money into theinvestment, the property will be worth344,722, thats a net profit of 229,619

Thats not all; it also provides some rental income of 57,562. If we add these together you willmake nearly287,181

On this mornings exchange rate that is a profit of 229,745 was from an initial investment of16,000 and thats just on one property. 1,435% return on investment. Would that be ofinterest to you?

Roll into the three minute pitch

Fact Find (Patrol Zone Questions)


7/14

Enemy

Enemy

Show EntranceEnemy

Patrol Zone

Killing Zone

Assassin Assassin

Assassin

Assassin

Cut Off Point

Cut Off Point

PROSPECTS

PROSPECTS

Enemy


8/14

Match 3 Minute Match (In the Killing Zone)

Sales Tool Pitch book open at glossy flyer over a double page spread

This is an investment in a safe & secure area WHICH MEANS THAT it is a low riskinvestment.

Invest in an area which has strong capital growth performance WHICH MEANSTHAT (ensuring) you will maximise your ROI.

We offer a low deposit WHICH MEANS THAT only a small amount of your capital is

tied up. The mortgage is from 4.5% and it's approved upfront WHICH MEANS THAT(therefore) you will have a mortgage in place going into the investment based on thecurrent value and lower repayments (interest only).

This investment comes with full property management services WHICH MEANSTHAT (so) it is a true armchair investment.

It has exceptional long term rental income WHICH MEANS THAT all of yourexpenses will be covered by the income.

Would you like to know more? This is a test close and MUST be asked


9/14

WHICH MEANS THAT- is just for rehearsal

1. Any words longer than three syllables

should be taken out and replaced (if youcant say them smoothly)2. Anything that doesn't flow should be

changed to suit you

3. It has to be saidout loud10 times

Which Means That


10/14

Couple of points

This pitch, including actionsmust be rehearsed How you work the pages in the folder How you point to the numbers on the finance sheets How fast you talk How you deal with questions How you deal with objections How you hold the folder How you guide the prospect to the killing zone Familiarity with the sales folder much be rehearsed at least 10 times (out

loud) before the show. Practice with a partner, a son/daughter, a friend,dinner party guests. Please do not come to the show expecting to be perfectwithout PREP & PLAN..!


11/14

Rehearsal & Test

Check in to Ibis Hotel

Thursday 2.00pm, Novotel Bar Area,upstairs (next door to Ibis)

Check in to the IbisRehearsal and test at the Novotel

These hotels are next door to each otherhotel car park will be free to you


12/14

What are the Show hours?

2.00pm 5.00pm, Thursday Novotel

Show Timings:

10.00am 6.00pm Friday, 19th Sept10.30am - 5.30pm Saturday, 20th Sept10.30am - 4.30pm Sunday, 21st Sept

Please be at your post 30mins beforeshow time, an hour on day one.


13/14

4 Deals = 12,000

Lets make some money


14/14

Trade Stand Training Presentation

Documents

Transcript of Trade Stand Training Presentation