It is official:  we’re a dime a dozen.  Every Tom, Dick, and Harry from the timeshare world has now repositioned himself as a “Fractional Consultant”.  It’s common to hear a “fractional professional” tout their “fractional expertise” dating back “thirty years” when the industry wasn’t even technically born until 1991.  The first fractional project was the Dear Valley Club, Steve Dering, Jim Whitteron and Dave Hanna can lay claim to that, but what were all of the other seasoned “professionals” up to… selling timeshare.

Fractional ownership real estate is a practical and responsible decision for the second home buyer and momentum is building on the development side with hundreds of them popping up all over the world.  As a result, the timeshare world has noticed and the consultant category is becoming very… fuzzy.  What’s the trend?  My crystal ball is flashing red right now with big letters that say “Warning”.  The warning ball tells me that these professional timeshare - err fractional - experts will install their old timeshare sales systems into fractional projects and expect to sell $250,000 real estate products by luring vacationers in with a $75 per night trip package and a 90 minute presentation.  It’s already being done and it’s already failing, I’ve seen it personally on multiple occasions.  The result will be more failed projects than necessary and frustrated developers bad mouthing fractional as a failed concept.

There is a battle that needs to be waged and it needs to be done soon.  We at Pierce Group are playing our part by restructuring our company focus entirely.  We will now focus on installing better sales systems, improving closing percentages and reaching our prospective buyers with messages they want to hear.  We preach “spend smarter and engage consumers faster”.  These sales systems are built from a combination of front line experience selling to savvy real estate buyers and research on buying behavior.  Do you think Fortune 500 corporations have an idea of how to best reach new customers?  You bet they do; they spend an enormous amount of money on developing strategies to close their target buyers - just as timeshare did in the 80’s.  The answer for fractional developers is not to simply adapt a timeshare sales strategy used for a completely different target audience; new systems should be implemented - systems designed specifically for upscale, savvy and responsible second home buyers.

We have designed a system based on our experience in sales, not timeshare programs, and we will continue to install it and show results one project at a time.  More information: Clearview Sales System^TM and Clearview Express^TM or Contact Us to request our corporate bio and lets have a conversation.

Eric Pierce

Foresight Costs Less than Hindsight^SM