If you are marketing and selling to the super affluent consumer, the fourth quarter of this year should be your best time in 2008.
Those who are sitting on the sidelines, waiting for election results, will know who the next president will be (assuming we don’t have ‘hanging chads’ in Florida to worry about!).
What can you [...]

I’ve had quite a few requests to publish a newsletter or put all of the information I gather onto a website.
If you have any thoughts on what kind of information would help you the most, please visit this link and fill out a brief survey.
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Thanks for your help!
Susan

When I was selling fractional ownership of Learjets, over 50% of my sales came from owner referrals. Dan Kennedy, in his book No BS Marketing to the Affluent, calls this peer recommendations.
There’s nothing more important to a prospective client than a recommendation for a product or service from someone they know.  Does this mean they [...]

For those of you familiar with Dan Kennedy, you know him as one of the top names in marketing. Dan has been on stage with top names like Colin Powell, Zig Ziglar and Mark Victor Hansen.
He’s internationally recognized as a Millionaire Maker, helping people turn their ideas into million dollar fortunes.
In his NO B.S. Marketing [...]

American Express’ and the Harrison Groups’ annual survey of Affluence and Wealth in America show that 40% of the nation’s wealthy plan to buy rel estate in 2008! In fact, 88% of the super affluent surveyed believe real estate will bounce back.
They view real estate as a diversification of their portfolio.
Of those with annual incomes [...]

I will be co-hosting a FREE 60 minute teleseminar on Wednesday, May 7 at 3 pm EST. The title for this special event is ‘Finding the Right Buyers for Fractional Ownership in Challenging Economic Times’. A hot topic that’s on the minds of everyone selling fractional ownership.
We’ll be talking about the following ideas:

Finding the [...]

I came across this press release and found it interesting for a few different reasons:

Knowing your affluent buyer is the KEY to successfully selling to them
The affluent are risk takers and don’t pull back in a recession
Understanding buying motivations helps you sell
Even though this study was for financial advisors, you can use this information to [...]

I met quite a few people last week in San Francisco. This was my first time speaking at the Ragatz conference. I have a few thoughts to share on the condition of the market and where there seems to be concern among developers and fractional operators.
There seems to be a general consensus that 2008 will [...]

As many of you know, I provide sales coaching for businesses selling to the affluent. Specifically, the fractional ownership niche.
One thing I always stress is how to uncover a client’s hidden buying triggers.
For example…

What might compel them to buy?
Are there any emotional triggers you can uncover?
Is Exclusivity a buying trigger?

If you ask the [...]