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!”

If you’ve been on the front lines during a typical fractional real estate sales process you will concur that there are any number of objections that are consistently fired at the sales team. Without going through each and every concern, we can safely say they all have one underlying meaning: “I am uncomfortable with this decision”. Usually buyer discomfort is related to a lack of understanding and experience with the product which is another way of saying “I am worried about the risk”. Heck, nervous buyers will find a way to communicate this trepidation through the thread count of the bed sheets if they have to.  So why does dropping the price remain the first knee-jerk reaction to closing prospects?