22 lectures on the sale of units for partners and realtors

How the unit in an apartment hotel or glamping differs from a regular apartment, why its income depends on the management company, load, service, tour operators and transparent reporting.

How to explain to the buyer, due to what the unit in the resort cluster gets loaded: management company, direct sales, tour operators, agencies, medical wellness, corporate clients and repeat guests.

The stages of decision-making when buying a unit: interest in the object, trust in the location, management company, loading, financial model, management contract, reporting and selection of the unit.

How a management company provides unit loading through direct sales, tour operators, travel agencies, OTA sites, corporate clients, medical wellness programs, foreign channels and repeat guests

Why tour operators and travel agencies are important for loading apart-hotels, glampings and resort units, how the agency network brings guests and why partners need an understandable commission

How to explain to the buyer of a unit the commission of tour operators and travel agencies, why it cannot be paid from the commission of the management company and why the implementation budget is laid in the price of the ticket.

How to explain to the buyer of a unit the financial model: gross revenue, tour operator commission, management company commission, operating costs, repair reserve and net income of the owner

Why unit profitability depends not only on the percentage of load, but also on the price, sales channel, commission, season, duration of arrival, program and work of the management company.

Why do you need a repair reserve in an apart hotel, what operating costs are withheld from unit income and how to explain to the buyer that the costs protect the service, reviews, tariff and capitalization.

As a medical center, sanatorium programs, wellness, stress, weight loss and natural recovery help load units, aparthotels and glampings all year round.

As a manager, it is right to talk about wellness, medical wellness, fasting, stress and recovery programs without promising treatment and guaranteed medical results.

Why a medical wellness program can cost more than a regular stay, how it raises the average check, keeps unit loads up and helps tour operators sell a resort product.

What the manager should know about the unit management agreement: the right of the Criminal Code to hand over the object, participation in the room fund, commissions, expenses, repair reserve, personal use, damage and payments to the owner.

How to explain to the buyer the rules of personal use of the unit, why the owner can relax in his facility, but the dates of personal residence affect the load and profitability.

How to talk about unit profitability without dangerous promises: forecast model, income scenarios, loading, tariffs, costs, management contract and legal guarantee.

Why is the unit in the system of a single resort brand stronger than an apartment in a single facility: management company, tour operators, medical wellness, general guest base, service and promotion?

What is the Altai resort platform and how it combines units, aparthotels, glampings, management company, tour operators, medical wellness, routes, service and reporting.

As a manager to conduct the first consultation with the buyer of the unit: find out the purpose of the purchase, explain the difference from the apartment, show the management company, the loading, financial model, contract and the next step.

Ready-made answers of the manager to the main objections of unit buyers: simple, commission of the Criminal Code, commission of tour operators, repair reserve, personal use, guarantee of profitability, damage and medical wellness.

How to complete negotiations with the unit buyer: send a financial model, an example report, a management agreement, selection of units, individual calculation and a meeting with the Criminal Code.

What materials are needed for the manager to sell units: project presentation, one-pager, financial model, example report, management contract structure, download scheme and answers to objections.

What mistakes should not be made when selling units in an aparthotel and resort cluster: the promise of profitability, hidden costs, confusion in commissions, medical promises and weak closing of the transaction.