Why Sell Projects?
Selling property is selling property, right? If you’ve got the skills, you’ve got the skills.
In some ways, certainly; knowing how to sell the dream to potential buyers and understanding the mechanics of the largest single purchase in a person’s life are important abilities no matter the property.
But there’s quite the difference between grafting for a listing and having a tangible home to sell, and having an abundance of listings that you can only sell with imagery, a display suite and a floor plan. This is the difference between residential sales and project sales.
Selling The Invisible – the new course by LEAP, Australia’s only accredited project sales training academy – walks sales professionals through the differences between these two disciplines. Led by Michael Sheargold, CEO of Real Estate Results Network and Australia’s pre-eminent real estate coach, this course gives sales professionals the tools to successfully sell project sales.
But why? What does project sales offer that residential doesn’t? As it turns out, quite a lot.
Project sales advantages for agents
- The commissions are higher (usually starting between 3-5% for projects)
- The listings are all but endless (although they are open to competition from all agents selling the project if there’s no exclusive sales contract)
- The properties are all brand new
- The marketing support is excellent (high end display suites, stunning photos, videos and other collateral)
But the perks aren’t limited to the agents – buyers enjoy a wealth of advantages when buying off the plan, making an agent’s job all the more easy and enjoyable.
Project sales advantages for buyers
- It’s a more affordable way to enter the property market: a lower initial deposit is required, and stamp duty savings, government grants and subsidies may apply
- A long settlement time frame allows more time to save for the deposit
- The property is brand new
- Investors will enjoy higher rental yields
- The buyer can enjoy a prime location and shared services like gyms, pools and rooftop gardens at a fraction of the price.
Selling projects isn’t without its challenges – the buyer can’t see and experience the property that they’re considering purchasing, so an agent must understand the concerns that come with this uncertainty, and have a deep understanding of the project in order to allay them. This takes a full complement of soft and hard skills, many of which simply aren’t acquired in the world of residential sales.
So this is what LEAP Academy’s Selling The Invisible course aims to do. With the help of Michael Sheargold, you’ll not only learn about the advantages of selling projects, you’ll also acquire the skills that allow you to do exactly that.
Ready to take the next step in your real estate career? Learn more about the course here.