62 – The Secret Sauce to Selling Property Off the Plan

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By Justin Gehde. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.
Selling property off the plan is always a big focus of any property development and getting it right is crucial to the overall success and timeframe of the project, but it is trickier than selling existing real estate and requires skilled and talented agents. Discovering the secret sauce to selling property off the plan will help you to get your projects finished sooner, generate great sales velocity and ensure the project delivers for everybody. I speak to a leading project sales agents to find out how they approach selling property development projects and what you can learn to make sure your next project is a sales success. My guest today is from the same group as previous guest John Meagher, so if you missed episode 60 where we talked about selling and marketing projects, make sure you go back a listen to that as there is lots of gold that you will love. Campbell Royston works at 360 Property Group helping to sell some of Melbourne’s best projects and we discuss what the secrets are to successfully selling property off the plan. We talk about the power of tailoring your sales campaign and ensuring you are targeting the right buyers, as well as a range of other issues about selling property. I am sure you will enjoy this conversation as I much as I did… Keep an ear out for the question Campbell frequently asks to clarify people’s intention… Don’t forget that if you are interested in learning how to develop property safely and profitably then email me about the property developing mentoring program that is available to help you get started. There’s nothing like a guiding hand to show you the best way when you are starting out, so email justin@propertydeveloperpodcast.com and I will send you some further information. Property Developer Training If you are keen to get started today in learning about the property development process and what you need to do at each step, then jump into the Property Developer Training course (www.propertydevelopertraining.com). This is the program that Justin has put together to help you get quickly started in property developing. Complete the course at your own pace and in your own time, and learn the tips, trips and techniques that Justin has used in all his projects. Find out more at www.propertydevelopertraining.com Property Developer Quiz Keen to find out how ready you might be to become a developer? Then take the Property Developer Quiz (www.propertydevelopertraining.com/quiz) and get a sense of where you are at… Lessons for property developers Okay, there you go, another great conversation about how to sell property off the plan, I hope you enjoyed it. I always like talking about selling property, as there is no real silver bullet to successfully marketing your project, it takes a combination of elements all working together to get a great result. So here are the things I took out of my conversation with Campbell: 1. Real estate developers can ask what the purpose is behind their intention Understanding why you are doing something provides greater clarity to your intention, for example why do you want to get bigger? What is it you want to change about your business? Is it the quality or style of your projects, is it your brand? But why? Why are you wanting to change? If you understand that reason, you can more clearly go after results. 2. Understand who your property buyers are Segmenting to succeed, that was a message I again got from speaking with Campbell. Have you given deep consideration to who you are selling to? Do you understand their needs, desires, wants? What information and journey will they go on before making a buying decision? If you are ready to take buyers along that path then you set yourself up for the best opportunity to convert enquiry to sales. 3. Tailor a marketing campaign for each project As Campbell mentioned, they tailor a specific campaign for each project,

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