According to conventional wisdom, fractional ownership or private residence club vacation homes are much too “complicated” to sell in less than 90 minutes. There’s too much purchaser “education” to do, too many “issues” requiring lengthy explanations, too many “gray areas” needing clarification.

To that, I respectfully reply, “Poppycock!”

Vacation homes are among the ultimate discretionary purchases–-something most people want, but do not absolutely need. Wanting is not synonymous with purchasing. This article demonstrates how techniques of relationship selling can actively involve affluent purchasers in the sales process and lead them toward a making a commitment to purchase.