28/01/2026
🏡 FOCUSON REAL ESTATE SALES PROCESS MANUAL
A Simple, Repeatable System from Stranger to Buyer
🎯 CORE PRINCIPLE
We don’t sell houses. We match people to what they are qualified for.
Your job is to move every prospect through this 5-step system:
Prospecting → Qualifying → Presentation → Tripping → Closing
1️⃣ PROSPECTING – FINDING PEOPLE
👉 “Walang benta kung walang kausap.”
Goal: Create a daily flow of inquiries.
Activities:
• FB posts, reels, stories, marketplace
• Paid ads & lead forms
• Messaging & follow-ups
• Referrals & walk-ins
Focus:
Open conversations. Don’t sell yet.
Output:
👉 Leads, chats, inquiries, contacts
2️⃣ QUALIFYING – AGE, CIVIL STATUS, INCOME, DOCUMENTS
👉 The most important stage.
Goal: Know early if the buyer is eligible, capable, and real.
✅ AGE – Loan eligibility
• Current age
• Possible loan years
Why: determines loan term and monthly payment.
✅ CIVIL STATUS – Decision & documentation
• Single, married, separated, widowed
• Who is the decision maker
• Will spouse need to co-borrow or sign
Why this matters:
• Determines required documents
• Avoids future conflicts
• Identifies real decision makers
✅ INCOME – Paying capacity
• Monthly income
• Source of income
• Existing loans
Why: determines price range and approval chance.
✅ DOCUMENTS – Approval readiness
• Valid IDs
• Proof of income
• Pag-IBIG / bank status
Why: no documents = no take-out.
🔥 Focuson Rule:
If AGE, CIVIL STATUS, INCOME, and DOCUMENTS are unclear —
❌ No long presentation
❌ No tripping
🎯 Output:
👉 Pre-qualified buyer
3️⃣ PRESENTATION – MATCHING THE RIGHT SOLUTION
Goal: Show only what fits their capacity and goal.
• Present 1–3 suitable options
• Show clear computations
• Explain location & future value
• Connect to their dreams
🎯 Output:
👉 Interest + clarity + desire
4️⃣ TRIPPING – EMOTIONAL BUYING STAGE
👉 “Logic makes them interested. Emotion makes them buy.”
• Let them explore
• Let them imagine
• Ask feeling-based questions
🎯 Output:
👉 Emotional decision + buying signals
5️⃣ CLOSING – TURNING DECISION INTO COMMITMENT
• Reconfirm benefits
• Handle concerns
• Create urgency
• Assist reservation & documents
🎯 Output:
👉 Reservation + submitted documents + official buyer
🔁 SIMPLE SALES TRUTH
No Prospecting = No leads
No Qualifying = Low approvals
No Presentation = No interest
No Tripping = No emotion
No Closing = No income
🧠 FOCUSON SALES FORMULA
More Prospecting → Better Qualifying → Stronger Presentation → More Trippings → More Closings