The first two parts of this series stressed the need for fractional sales agents to “engineer the train of thought” of their customers. Agents must control the direction of the sales dialogue and avoid becoming “sidetracked” by time-wasting issues. These issues include premature or lengthy discussions of differences between fractionals and. timeshares and the minutia of reservation policies and procedures.

In todays challenging environment it's imperative to get all the sales and marketing advice that you can in order to sell your fractional development. David Disick has drawn on his in-depth knowledge of the industry to create a comprehensive, practical manual that will really help drive sales.

One of the Keys to successful fractional sales is familiarizing the brokerage communities with the overall prominence of fractionals and therefore the profit opportunities for brokers who are knowledgeable in this segment. This Paper briefly outlines ten elements in that familiarization process.