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Train to sell
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Complete all 5 training manuals, then take the final exam. You need 70% or higher to be certified. You can retake the exam as many times as needed.
The Project:
MAREA San Felipe
Everything you need to know about the land, the location, the master plan, and what makes MAREA different from any other development in the region.
1.1 — The Property
MAREA San Felipe is a private gated residential development located at Lote 57, Zona Turística Norte, San Felipe, Baja California, Mexico. The property is registered under Folio Real 198634 at the RPPC Mexicali and has been lien-free since 2025.
| Attribute | Detail |
|---|---|
| Total area | 306,954 m² (75.84 acres / ~31 hectares) |
| Sea frontage | 126 meters on the Sea of Cortez |
| Highway frontage | 114 m on Carretera Federal Mexicali–San Felipe |
| Legal status | Lien-free · Favorable land use opinion (DAU-CU-TR-026-2026, March 27, 2026) |
| Owner of record | José Ignacio Villegas Medina ("Nacho") |
1.2 — Location & Drive Times
San Felipe sits at the northern tip of the Sea of Cortez — the most biologically diverse body of water on earth. It is reachable entirely by car from the US Southwest — no flights required.
| Origin City | Approx. Drive Time |
|---|---|
| San Diego, CA | ~4 hours |
| Los Angeles, CA | ~6 hours |
| Phoenix, AZ | ~5h 45min |
| Tucson, AZ | ~6h 15min |
| Las Vegas, NV | ~7h 20min |
| Mexicali border crossing | ~2 hours |
1.3 — Inventory & Master Plan
| Product | Quantity | Size | Price | Status |
|---|---|---|---|---|
| Standard Lots | 350 | 200 m² (10×20 m) | $35,000 USD | Phase 1 — Available |
| Premium Lots | 231 | 300 m² (15×20 m) | $45,000 USD | Phase 1 — Available |
| Commercial units | 10 | 4,090 m² total | Inquire | Pre-launch |
| Hotel parcel | 1 | 16,429 m² | Independent | Year 5+ · Not part of sales |
| Phase 2 Lots | ~200 | 200–300 m² | Std $49K / Prem $59K | Not available · Cash only |
| Phase 3 Lots | TBD | Beach side | Std $59K / Prem $69K | Not available · Cash only |
1.4 — Amenities
- Casa Club × 2 + Beach Club
- Family pools + adults-only pool
- Paseo Comercial (10 commercial units — café, shops, services)
- Clínica Bital — on-site medical clinic: emergency care, general medicine, hemodialysis suite (COFEPRIS Licensed · B Braun equipment)
- Las Caras de México Golf Club — 18-hole championship course, ~1.5 km from MAREA (within El Dorado Ranch)
- 24/7 gated access with security booth and acceleration/deceleration lane on the highway
- Cycling paths and pedestrian paseos
1.5 — Regulatory Status
What is still in process: Formal urbanization authorizations, Environmental Impact Assessment (EIA / ZOFEMAT), PROFECO registration. All conditions are disclosed in the L2 purchase agreement.
Never say: "We have all permits." Say: "We have a favorable land use opinion and are in the normal regulatory process for a development of this type."
1.6 — The El Dorado Ranch Factor
Strategy: bring it up first. Don't wait for them to ask. Use this language:
"Las Caras de México golf course — the one we reference — is part of El Dorado Ranch, right next door. We know the EDR history. That's exactly why MAREA is structured differently: 581 lots in a single phase, Mexican individual owner with a clean registered title (we can show you Folio Real 198634), zero-interest financing for 5 years vs EDR's 14%, and Clause 12 of our L2 gives you 100% money back plus 10% penalty if we don't deliver. We prefer you compare us critically."
Pricing & Financing
Know every number by heart. Precision builds trust. Hesitation destroys it.
2.1 — Lot Prices
| Type | Size | Price | Down Payment | Processing Fee | Total at Signing |
|---|---|---|---|---|---|
| Standard | 200 m² | $35,000 | $3,500 | $220 | $3,720 |
| Premium | 300 m² | $45,000 | $4,500 | $220 | $4,720 |
2.2 — Hold Fee (Path A)
- $700 USD — reserves the lot for 30 days
- 100% credited to the down payment if buyer proceeds
- 50% refunded if buyer cancels
- 100% refunded if MAREA cancels
- Buyer signs L1 Hold Fee Agreement
2.3 — Two Purchase Paths
| Step | Path A — With Hold Fee | Path B — Direct Purchase |
|---|---|---|
| 1 | Pay $700 Hold Fee | Sign L2 directly |
| 2 | Sign L1 agreement | Pay full down payment ($3,720 std / $4,720 prem) |
| 3 | Sign L2 within 30 days | Begin monthly installments |
| 4 | Pay net down: $3,020 std / $4,020 prem | — |
| 5 | Begin monthly installments | — |
2.4 — Monthly Installments (10-Year Plan)
| Period | Standard | Premium | Interest |
|---|---|---|---|
| Phase 1 · Months 1–60 | $292.50 / mo | $375.00 / mo | 0% |
| Phase 2 · Months 61–120 | ~$290.63 / mo | ~$375.00 / mo | 5% flat annual on balance at month 61 |
2.5 — Total Cost Over 10 Years
| Cost Element | Standard | Premium |
|---|---|---|
| Down payment | $3,500 | $4,500 |
| Processing fee | $220 | $220 |
| Phase 1 total (60 mo) | $17,550 | $22,500 |
| Phase 2 total (60 mo) | ~$17,438 | ~$22,500 |
| Total lot cost | ~$38,708 | ~$49,720 |
| Fideicomiso (foreign buyer, 10 yrs) | ~$6,000–$10,000 (paid to bank separately) | |
2.6 — Payment Methods — CRITICAL
Accepted: PayPal Business (primary), Stripe (backup), wire transfer, ACH domestic (US).
NEVER accepted: Cash · Cryptocurrency · Payments from third parties not named in the contract.
This is not a preference — it is a legal requirement under LFPIORPI (Mexico), BSA/PATRIOT Act (US), PCMLTFA (Canada), and FATF standards. If a prospect insists on cash, terminate the conversation and report to your supervisor immediately.
2.7 — Possession Timeline
Physical possession is granted upon completion of urbanization, estimated years 3–5 from contract signing. Full title transfer (escrituración) occurs when the buyer completes all payments (month 120).
Legal Structure & Contracts
Understanding the legal framework protects you, the buyer, and the project. Know what to say — and what never to say.
3.1 — The Three-Layer Structure
| Layer | Parties | Document | Jurisdiction |
|---|---|---|---|
| Real Estate Transaction | Nacho ↔ Buyer | L2 Purchase Promise | Mexico (PROFECO applies) |
| Service Agreement | Nacho ↔ Peninsula | Service Agreement | Mexico (internal, not visible to buyer) |
| Soft-Landing Advisory | Peninsula ↔ Buyer | Service Agreement | Florida law (outside PROFECO) |
3.2 — PENINSULA SERVICES & REAL STATE LLC
Peninsula is a Florida LLC that advises foreign buyers on how to acquire property in Mexico. It is NOT a broker, NOT a commercializer, NOT a developer, NOT the property owner.
Say: "Peninsula is our US-based advisory firm that guides foreign buyers through the Mexican real estate acquisition process."
Never say: "Peninsula sells the lots" · "Peninsula is the developer" · "Peninsula is regulated by PROFECO"
3.3 — The Contracts
L1 — Hold Fee Agreement: 13 clauses. Reserves the lot for 30 days. Refund conditions as above. Signed by buyer and Peninsula.
L2 — Purchase Promise Agreement: 25 clauses. The primary real estate contract between Nacho and the buyer. Covers lot identification, total price, payment schedule, urbanization commitments, and the critical Clause 12: if MAREA fails to deliver urbanization, buyer receives 100% refund + 10% indemnification penalty.
Service Agreement Peninsula ↔ Buyer: English, Florida law, AAA Miami arbitration. Covers Peninsula's advisory services. NOT subject to PROFECO.
Privacy Notice (LFPDPPP): Required for all data collected. Covers Mexican privacy law + CCPA + PIPEDA.
3.4 — PROFECO
PROFECO (Procuraduría Federal del Consumidor) is the Mexican consumer protection agency. Under Article 73 LFPC and NOM-247-SE-2021, the L2 contract is subject to PROFECO oversight.
Who is NOT subject to PROFECO: Peninsula (US advisory firm, operates under Florida law).
If a buyer asks "are you registered with PROFECO?" — answer: "The property sale contract between you and the Mexican owner is under PROFECO protection. Peninsula is our US advisory entity and operates under US law."
3.5 — Fideicomiso (Bank Trust)
San Felipe is in Mexico's restricted coastal zone (within 50 km of the coast). Under Article 27 of the Mexican Constitution, foreign nationals cannot directly own land in this zone. Instead, they hold the property through a fideicomiso — a Mexican bank trust in which the buyer is the sole beneficiary with full rights to use, sell, rent, or will the property.
| Cost Element | Amount | Frequency |
|---|---|---|
| Fideicomiso opening | $1,000–$3,000 | One-time |
| SRE permit (SIPAC27) | ~$230 USD + MXN $21,650 | One-time |
| Annual trustee fee | $450–$555 | Annual (paid to bank) |
| Notary fees | ~$500–$1,500 | One-time at title transfer |
These costs are paid directly to the bank and notary — never to MAREA or Peninsula.
3.6 — Mexican Buyers
Mexican nationals do NOT require a fideicomiso. They can hold direct title. Contracts are adapted accordingly. Consult with your supervisor before proceeding with a Mexican buyer — the commercial model may differ.
AML Compliance & KYC
Anti-money laundering compliance is not optional. A single violation can result in criminal liability for you personally. Take this manual seriously.
4.1 — Why This Matters
Real estate is a primary vehicle for money laundering globally. Mexico's LFPIORPI (Ley Federal para la Prevención e Identificación de Operaciones con Recursos de Procedencia Ilícita) classifies real estate transactions as Vulnerable Activity under Article 17, Fraction XV. This creates mandatory obligations for the seller (Nacho) and advisory firm (Peninsula).
US buyers are also covered under the BSA/PATRIOT Act and FINCEN regulations. Canadian buyers fall under PCMLTFA/FINTRAC. All standards align with FATF (Financial Action Task Force) international norms.
4.2 — KYC Requirements (Know Your Customer)
Before any contract is signed or any payment is accepted, you MUST complete the KYC process:
- Full legal name (as on passport)
- Valid government-issued photo ID (passport preferred for foreign buyers)
- Country of residence and tax residency
- Source of funds declaration
- PEP screening (Politically Exposed Person)
- Sanctions screening (OFAC, UN, EU lists)
- Purpose of purchase
4.3 — Red Flags — STOP and Escalate to Supervisor
- Buyer wants to pay in cash (any amount)
- Buyer is unaware of or refuses to disclose source of funds
- Payment comes from a third party not identified in the contract
- Buyer is a government official, politician, or their immediate family (PEP)
- Buyer wants to use cryptocurrency
- Buyer requests urgency and discourages documentation
- Buyer wants to overpay and get a refund of the difference
- Multiple parties are involved with no clear explanation
1. Do NOT accept payment
2. Do NOT sign any agreement
3. Contact your supervisor immediately
4. Document the interaction
Never act alone on a red flag situation.
4.4 — Accepted Payment Methods (Repeat)
| Method | Status | Notes |
|---|---|---|
| PayPal Business | Primary | USD only · Business account required |
| Stripe | Backup | USD only · Pending full activation |
| Wire transfer (international) | Accepted | Must match buyer's name on contract |
| ACH (domestic US) | Accepted | US buyers only |
| Cash | PROHIBITED | Any amount · Any currency |
| Cryptocurrency | PROHIBITED | No exceptions |
| Third-party payment | PROHIBITED | Payer must match contract signatory |
4.5 — Data Privacy
All buyer data collected is governed by Mexico's LFPDPPP, California's CCPA (for CA residents), and Canada's PIPEDA (for Canadian buyers). Key rules:
- Never share buyer data with third parties without written consent
- Store documents securely — use designated shared drive only
- Do not photograph or forward KYC documents via personal WhatsApp
- Buyers have the right to access, rectify, cancel, and oppose (ARCO rights)
Sales Scripts & Objection Handling
Know your scripts cold. The best salespeople don't sound scripted — they've internalized the message. Practice until it's natural.
5.1 — Inbound Lead (First Contact)
Use when prospect contacts via website form, WhatsApp, or email.
[ES] "Hola [Nombre], gracias por contactarnos sobre MAREA San Felipe. Soy [tu nombre], asesor del proyecto. Una pregunta rápida antes de mandarte toda la información — ¿lo estás pensando como un escape de fin de semana, como lugar para retirarte a futuro, o más como inversión? Así te enfoco en lo que más te importa."
5.2 — Outbound Prospecting Call
[ES] "Hola [Nombre], le llamo de MAREA San Felipe — estamos desarrollando una comunidad privada cerrada frente al Mar de Cortés en San Felipe, Baja California. Desde San Diego son unas 4 horas en auto. Tenemos 581 lotes residenciales desde $35,000 USD con financiamiento al 0% los primeros 5 años. Quería ver si es algo que podría interesarle — ¿tiene 2 minutos?"
5.3 — Objection: "I heard about El Dorado Ranch"
5.4 — Objection: "Mexico is too risky"
5.5 — Objection: "I want to visit first"
5.6 — Objection: "The price will drop"
5.7 — Closing the Hold Fee
5.8 — KYC Introduction Script
Certification Exam
10 questions selected from the full question bank. You need 70% (7/10) to pass. You may retake as many times as needed.