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  Most clients arrive late afternoon, so the rep will leave you for a couple of hours to rest and come and collect you for dinner (the tour will include all meals). The rep will still not be speaking about property, they will, still be selling themselves and the business. They will tell you about how they came to live in Spain, how great it is, how their kids love it...... this is undoubtedly true as I am willing to testify but it is all part of the sales process. The rep will also start telling you how great the company is and how good they are to work for and how well they treat their staff. The truth is that they are all non contract, commission only sales people who are in fear of their jobs from tour to tour because if they do not sell and hit targets they are out! The rep will also outline the itinerary whilst you are with them:

  Following your nice evening meal you will be dropped off at the hotel and arrangements made to meet you in the hotel reception at 9:30am the following morning. As they leave the rep will be on the phone to their manager telling them what they think of you and the likelihood of you purchasing. You will be graded as red, amber or green or on a scale of 1 to 10 as a prospect with red or 1 being no chance. All clients start as amber or a 5 on the scale.

  A good hour or so before the rep collects you on Tuesday they will have a breakfast meeting with their manager where they will discuss in great detail their impression of you. The manager will produce all the paperwork that they have on you. This will be notes and transcripts of conversations that you have had with the companies telesales staff, or the home visit rep or even with the manager when they called to confirm your attendance a couple of days ago. All the questions that you have been asked no matter how innocent have the intention of garnering as much information as possible. This meeting that the rep ha with their manager will determine the course of action that they will be taking with you over the next few days!

  The rep will come and collect you on time. They will be in their uniform, light pants, either white or blue shirt/blouse, brown shoes, sunglasses and immaculately clean company car (the cars are inspected each day and reps fined EUR50 for dirty cars). Your rep will then take you to a lovely caf�� by the beach Fake Ray Ban Sunglasses, or on a golf course or with fantastic views. This helps sell the lifestyle, but the choice of cafe is determined following your conversation the previous evening when they gleaned the information out of you to make this choice.

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