What the two-day programme covers
Day 1: Attract, Leverage and Present in Person
1. Current Sales Practice and ALPHA
Map the current sales conversation from greeting to follow-up. Identify where buyers lose interest, where important facts are missing and where next steps become unclear.
Practice activity: Review an anonymised buyer conversation and rebuild it using the five ALPHA stages.
2. Attract Attention in the First Conversation
Create a relevant opening that earns permission to explore the buyer’s needs. Use neutral questions to understand their purpose without assuming their budget, intention or readiness.
Practice activity: Rehearse the first 45 seconds of a buyer conversation using approved project facts and a clear opening question.
3. Leverage Buyer Facts and Priorities
Use structured fact-finding to clarify purpose, household needs, preferred location, budget, financing readiness, timing and decision makers. Summarise the buyer’s priorities before presenting.
Practice activity: Conduct a buyer qualification conversation in rotating consultant, buyer and observer roles, with feedback on questioning and listening.
4. Present Relevant Project Value
Select approved project facts that connect to the buyer’s stated priorities. Explain relevant features, benefits, limitations and information that requires confirmation.
Practice activity: Deliver a five-minute project discussion, with feedback on relevance, accuracy, clarity and checking understanding.
Day 2: Build Rapport, Handle Questions and Agree Action
Opening practice: ALPHA Property Pitch Clinic
Rebuild a conversation from the initial opening to the project discussion. Use peer feedback to refine one personal sales behaviour.
Practice activity: Apply Attract, Leverage and Present to a fresh buyer case.
5. Buyer Communication and Rapport
Build trust through attentive listening, open posture, plain language and an appropriate pace. Notice confusion, hesitation or requests for more detail, and adjust the conversation accordingly.
Practice activity: Observe a property conversation, identify behaviours that support trust and practise responding to buyer cues.
6. Handle Buyer Questions
Clarify concerns about price, affordability, financing, location, timing and alternatives. Practise acknowledging, exploring, responding and checking understanding using approved information.
Practice activity: Respond to buyer-question cards through timed role plays, with feedback on accuracy and respect for buyer choice.
7. Agree the Next Property Action
Agree a suitable next step based on the buyer’s readiness and required checks. This may include a return visit, financing check, booking discussion, referral or a decision not to proceed.
Practice activity: Complete a full developer-project sales role play and create a 30-day plan covering agreed follow-up, referrals and consent-based community-building activity.
