NEVADA:

LAS VEGAS: Just in time for the big ARDA hoorah, Hilton Grand Vacations Club has erected its sign atop the newly-named Elara resort (formerly PH Towers by Westgate). Sorry I don’t have a picture, but it’s a really BIG sign and it took a really BIG crane to get it up there and it looks really cool!

This is a 100% non-smoking hotel, by the way. Just so you know.

FLASH: We just received a picture of the new signage on the former PH Westgate Towers. Click on it to see it bigger.

Hilton Grand Vacations "Elara"

popcorn_smileySince I’m sort of on the subject, word on the street is that there was a regular little Peyton Place scenario playing out at the Westgate Flamingo Bay resort in Vegas. It apparently involved the DOS/Project Director at Westgate Showcase on Las Vegas Blvd., his boyfriend, his boyfriend’s nephew, the Inhouse Sales Director for Westgate Flamingo Bay, a part-time sales rep at Flamingo Bay who is also a stripper, and the police.

What I heard is that there was an altercation of some sort at Flamingo Bay involving the first-mentioned trio when the Inhouse Sales Director refused to fire the part-time rep/stripper over some kind of finger pointing about something. Whatever the accusations were, the scenario reportedly got heated enough that the Westgate Property Manager allegedly called the police, who came, saw and conquered. I don’t think any arrests were made.

So what WAS the result, then? Well it seems that the DOS/PD, his boyfriend and boyfriend’s nephew were all sharing a unit at Flamingo Bay at the time— but they aren’t any more.

Word is that Richard Siegel had them tossed out on their ears.

Is this old news or new news? No news?

TEXAS:

DALLAS/FORT WORTH: 40-year-old Linh C. Dinh has at least a 10-year history in the vacation/travel club business in the USA, and most of it isn’t good. His most notorious company is Vacation Network, which operated in Houston and Austin until its state business license expired last month. The company also operated out of Arizona and Nevada from 2008 to 2010 but lost its business licenses in those states, too. You need only google Vacation Network to find a plethora of complaints about it. (You can start at Pissed Consumer, if you want.)

For instance, in 2007, Dinh settled charges of trade and commerce violations in Georgia, agreeing to pay $160,000 in penalties and $35,000 in costs when the Georgia Office of Consumer Affairs accused Vacation Network and three other companies of which Dinh was either owner or CEO of misleading customers about the location of travel destinations, not allowing refunds and cancellations, asking customers to pay $249 for promised free tickets, lying to customers about how the business worked and using others’ logos to indicate partnerships that did not exist. The other three companies listed on the complaint were Augusta Reservations Systems, Premiere Vacation Systems and Vacation Reservation Systems. None of this should be news to you if you’ve been paying attention.

Well, now Dinh is involved with a company called Oasis Getaway, another vacation club that’s located in an upscale business park in Southlake. A problem arose when couples began dropping in to Steve Cosgrove’s travel agency, Dynamic Travel, looking for Oasis Getaway. Seeing the logos for major cruiselines on the mailings received by those couples, Cosgrove notified the cruiselines which ordered Oasis to stop. And Cosgrove eventually began to warn Oasis’ would-be customers to watch their wallets. (Get the full details here.)

Fast forward: In a letter from Dallas attorney Delwin E. Hervey, who was hired by Oasis, Cosgrove has now been warned to cease and desist from his company’s “premeditated defamation and disparagement” which the letter asserts “has already caused significant monetary losses to Oasis.”

Imagine that. A Linh Dinh-affiliated company threatening to sue someone else for being mean!

The Star-Telegram has covered this very thoroughly and you’ll want to read Dave Lieber’s column about it. Juicy, but it leaves a bad taste in your mouth…




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CANADA:

BARRIE, ONTARIO: In 2008 Skyline International Development bought the Horseshoe Resort near Barrie, which shares grounds with Carriage Hills though the two resorts are owned separately. The company announced big plans to develop the entire resort into a mini-Blue Mountain, and very quickly the timeshare owners at Lodges at Horseshoe began to see an increase in maintenance fees and special assessments.

BIG increases, which got bigger every year. And as timeshare owners began to default to the developer, either in protest or because the owners couldn’t afford the increases, the maintenance fees accrued to remaining owners— resulting in more forfeited units, further reassessments and the fees continuing to rise— until the 18 remaining holdouts were handed a bill last October for more than $28,000 per week(!) at Horseshoe. Skyline, meanwhile, continued to claim the company wasn’t responsible for maintenance fees on units forfeited to them.

A slick way for a developer to force timeshare owners out so the company can reclaim the whole development and do with it as they will? Skyline denies it, saying they’re following the letter of the law, but a local newspaper last Oct. compared Skyline to the greedy bankers/Wall Street that brought the world to the brink of economic collapse and questioned the company’s ethics.

Meanwhile the Time Share Owners Association (TSOA), representing about 250 of The Lodge’s leaseholders, are taking Skyline to court and have filed an application record laying out their position against Skyline International Development. They have a website with all the applicable information on it, which you will find at Lodges At Horseshoe, and they’re pretty darn serious.

And you can get more details about the controversy at the Orillia Packet here and here. Do read them, and let me know if you’re as disgusted by Skyline’s actions as I am.

SPAIN:

MOJACAR: According to the Voz de Almería and other media sources Steve Ackerman, a Brit who calls himself a travel agent, has been arrested in Spain on suspicion of credit card fraud following a joint operation involving the National Police and the Guardia Civil.

Ackerman, 43, is accused of making nearly £100,000 over the past year from fraudulent travel agencies, including Playaway Weekends, Cricket Travel Ltd and Sports Travel International. The Guardia Civil alleges that the group stole bank details from their victims, bought products with stolen credit card details and sold them on to others.

Also arrested by Spanish police were Ackerman’s 32-year-old fiancee, Yvette Dundas, his associate, Gary Funnell, 62, and a 22-year-old only known as “JT”. All four live in Mojacar.

The four are also facing charges related to document forgery and vehicle theft after police seized two cars that had been stolen in the UK.

You can get more information about the dealings of this group (and Ackerman’s finger pointing at an errant former employee) at The Mirror.

Sure, it’s not exactly timeshare news— but it’s close enough.




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Join us for a pithy morning meeting timeshare sales tip of the week, originally published in InsideTheGate.com, to help you to greater success in selling timeshare. Brief and to the point, these sales training tips are designed to get you thinking, to expand your knowledge, to help you to become all that you can be in the timeshare sales arena.

Whether you’re an industry veteran or a green pea, it never hurts to brush up on your skills! Today’s tip:

Law:

REMEMBER: There is a time to sell, a time to reassure and a time to hit the sales guest right where they need it the most and that is to let them know that as an ‘owner’ they have the full protection and weight of the law in their corner!

One way to demonstrate this and reinforce the credibility of the presentation is when a prospect asks (e.g.): “What happens if we have a reservation but our accommodation is unavailable?”

Instead of dancing around the issue, the savvy rep/closer will whip out, for example, Chapter 119A- Timeshare statutes for the State of Nevada, flip to the “RIGHTS OF OWNERS” section NRS 119A.510 “Replacement or compensation if unit unavailable” and then read those few precious words demonstrating what the LAW (not the rep) states will happen.

As covered in a recent Morning Meeting (DOCS), being able to confidently back up the words spoken during the presentation in black and white is ultimately one of the strongest closing tools available and the PROS who know their ‘DOCS’ and the Statutes of their jurisdiction (internationally, too) and incorporate aspects of that information in their presentation (and close) will laugh all the way to the bank!



Copyright InsideTheGate.com All rights reserved

QUOTABLE QUOTES: “A man always has two reasons for doing anything: a good reason and the real reason.” – J.P. Morgan



I got nothin’ this week, so I thought I’d entertain you with this video of SNL’s Father Guido Sarducci (Don Novello) on “The Secret of Life”. 1980.

Don’t forget to laugh this week…



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Is there any truth to the rumor– that Westgate Owners Membership Cards have been printed out by VLO/Contracts staff from at least one Westgate resort in the Western USA and given to reps to show to their tours so they can see these sales reps own timeshare at Westgate?

Not that this practice is anything new in the biz (unfortunately), but besides being deceitful, the problem here would be that these cards carry the name of the Deeders with a valid contract number of a real Westgate owner!

So here you would allegedly have a Closing Officer (Deeder) telling an owner who just bought timeshare, “Hey I own here too, look at my card, owner since 2008″ etc…

Assuming this is true, is it going on at ALL Westgate Resorts or just this one? Do the execs at Westgate/CFI know?



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Interval International has added two new properties to its exchange network, located in Colombia and Italy.

La Gran Reserva Anapoima, in Colombia, is located on the outskirts of the exclusive tourist destination of Anapoima, southwest of Bogota. The master-planned community will feature 69 fractional villas. It is being built by well-respected developer Constructora Bolívar S.A. that owns and operates Zuana Beach Resort, a successful timeshare property in Santa Marta, Colombia.

Heraclea Hotel Residence on southern Italy’s Ionian Coast is located just outside Policoro in the Basilicata region overlooking the Ionian Sea. Surrounded by a coastal pine forest, the hotel features one-bedroom apartments with kitchenettes and large verandas. The air-conditioned units are equipped with wireless Internet and LCD TVs in the living area and bedroom. Onsite amenities include a restaurant and lounge with large-screen TV, outdoor swimming pool, mini-volleyball and archery courts, and a children’s playground. Plans call for a health and fitness club with gym, sauna, and Jacuzzi to be available soon.

cheerleaderInterval International: getting BIGGER!


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Here’s your direct link to Part 5 of Scoop’s Timeshare Race to the Bottom, the final segment of this series.

So here’s the scoop. Last week it was clearly and factually demonstrated that a sales (and marketing too) rep launching their career in our industry this year (2012) will have their income (aka: purchasing power in real dollars) erode by approximately $43,315 over the course of their first 60 months on the ‘job’. Now we’ll demonstrate how the income erosion exceeds $100,000 over 60 months.

Discuss?

Occidental Vacation Club, with resorts in Aruba, Costa Rica, Dominican Republic and Mexico, has its new blog up and running. Called Share The Joy, it’s a blog for visitors, members and owners and it is now ready for viewing, reading, and posting.

Keeping a blog takes real work and dedication, which the majority of bloggers eventually discover rather belatedly— and that’s half of why most blogs quickly die, along with running out of interesting things to talk about. I hope this one works out (it looks good so far). I hope they are paying the blogger for this work. Money and participation from outside sources can go a long way toward keeping one’s enthusiasm for the job at an optimum level. ;)

Marty Kandel has changed his company’s name from Travelanche Vacation & Lifestyle Collection to a more concise Travelanche Vacations. He says it’s a result of feedback from research conducted with members, data obtained through a multitude of marketing programs, and observation of internet search traffic patterns. In people speak, that means folks liked the shorter version better.

It was probably a good thing; in general, shorter is better for many things. I have to laugh sometimes at the extent to which developers will go to make sure the company name gets top billing in the names of their resorts. No one ever calls those resorts by their full official names…

Travelanche Vacations, by the way, is a “member-based vacation club headquartered in Orlando, Florida, specializing in providing comprehensive leisure travel and vacation services with an emphasis on condominium, cruise, hotel and package vacations, and is a licensed and bonded Seller of Travel in the State of Florida.”

In people speak, that means it’s a vacation/travel club. :)


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For all you ’90s kids… Black Eyed Peas, performing Pump It. Hey! Wake Up! :)

Send in your own playlist and if I can find a good version on YouTube I’ll post it for you! What would you like to hear?

Email: gatekeeper@insidethegate.com

FLORIDA:

DAYTONA BEACH: How much booze is too much? 25-year-old James Robert Cannata, of Bunnell, FL, got real lucky recently when he survived a fall from the third floor at the Ocean Walk Village, a shopping center next to the Wyndham Ocean Walk resort.

He told police he had been drinking with friends at the shopping center and as they were walking down the stairs he tripped and fell over a railing to the bottom floor. He was taken to Halifax Health Medical Center for treatment.

He was not a guest at Wyndham Ocean Walk, but he might have been.

Watch your step!

NEW JERSEY:

NEWARK: Some lawsuits against vacation/travel clubs have recently been filed in Bergen County, so let’s get right to it.

SUNDANCE VACATIONS: Is it sundown for Sundance Vacations? (I couldn’t resist that…) A couple of lawsuits are extant against Sundance/Dowd Marketing in Bergen County Superior Court. The first is Zelma vs. Dowd Marketing – Bergen County LCV Docket # L 004507 -11 (“-11″ means it was filed in 2011). John Dowd, who owns Dowd Marketing, is founder and CEO of Sundance Vacations. There is a single plaintiff in that case and as of March 16, 2012 the case was still active.

More recently a class action lawsuit was filed by Paramus-based Gaines & McKenna on behalf of around 10 to 20 plaintiffs. That case is Thomas vs. Sundance Vacations, Inc., Docket No. L 001935 12 and it was filed March 7, 2012. The lead attorney representing the class is Barry Gainey.

By the way, word on the street is that the Boycott Sundance Vacations coalition is now focusing on the state of Illinois where they reportedly have numerous plaintiffs waiting to commence legal action. This could get uncomfortable for Sundance.

GLOBAL VACATION SOLUTIONS: Meanwhile, back at the ranch house, New Jersey’s Attorney General has accused Global Travel Solutions and its owner Jason A. Krief of defrauding consumers out of an estimated $160,000 in a vacation/travel club scam.

The five-count Verified Complaint, filed on March 15, 2012, in Bergen County Superior Court, alleges that Global Travel Solutions and Krieck violated the New Jersey Consumer Fraud Act and the Advertising Regulations, among other laws, by “committing unconscionable commercial practices and deception, making false promises or misrepresentations, and engaging in the knowing omission of material facts in their advertisement and sale of memberships.” The company maintained business addresses in Montvale and Haddonfield, and staged sales presentations at its Montvale location and the Somerset Holiday Inn.

The lawsuit claims that Global Travel Solutions lured consumers into paying between $995 and $8,500 for memberships in a travel club by promising complimentary cruises and airfares along with deeply discounted vacation packages, but the company never delivered on any of those promises.

The state is asking the court to block Global Travel Solutions and Jason Krieck from continuing to operate in violation of the state’s Consumer Fraud Act and advertising regulations. It’s also seeking restitution for customers, appointment of a receiver to take control of Krieck’s and the company’s assets and the shutdown of the Global Travel Solutions website.

The lawsuit says buyers were given three days to cancel their memberships without penalty, but their online accounts at the company’s website weren’t activated for five to seven days, making it impossible for them to check out the deals being offered before the three-day grace period was up, the lawsuit claims. It also alleges that when customers finally did get onto the website, they found that the prices listed were identical to or more expensive than those available directly through the airlines’ or cruise lines’ own websites.

According to the complaint, the company also charged customers additional fees ranging from $70 to $236 to activate their complimentary vouchers, and when some consumers tried to cancel their memberships within the three-day grace period they were charged an additional fee. Others attempted to deliver notices of cancellation to the company’s Montvale, NJ address, but found the office was closed during regular business hours.

Worse yet, even after customers’ accounts with Global’s website were closed and they had attempted to cancel their memberships, the company continued charging their credit cards for club payments.

Criminal fraud charges have not been filed— yet.

You can get all the details at Attorney General and New Jersey Division of Consumer Affairs File Suit Against Vacation Travel Club. Or you can read the complaint itself here (pdf file)

Wrapping this segment up, it’s interesting to note that attorney Gainey & McKenna (yes, the same firm that filed the most recent case against Sundance) has previously handled cases against Global Vacations Solutions.

Aside from those bare facts I don’t have a lot of information on these yet because I just haven’t had time to research them. Stay tuned for more details.

SOUTH CAROLINA:

CHARLESTON: A boutique hotel in Charleston’s famed Antique District that was originally slated to become a luxury condo project will now become a residence club instead.

Formerly the Restoration at King hotel, it is now called The Residences on King. The 16-unit Residences on King comprises 16 one- and two-bedroom luxury apartments that will be sold in one-eighth ownership intervals, meaning each full interval owner will get six weeks in the unit.

The new owners will convert hotel inventory into fractional-ownership inventory gradually as sales are made. Chicago-based DCP International has been hired to market and sell units in the buildings. For exchange purposes, the residence club has joined the exclusive Elite Alliance exchange program.

Prices and fees for the fractional interests had not been disclosed as of press time.




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CALIFORNIA:

INDIO: On February 28, 2012 Palm Springs real estate attorney Mitchell Reed Sussman filed a lawsuit against Wyndham Worldwide Operations, Inc., Wyndham Vacation Ownership, Inc. and DOES 1-10, inclusive on behalf of 13 named plaintiffs in Superior Court of California, County of Riverside, Indio Branch. The complaint accuses the defendants of:

  • Accounting Fraud
  • Intentional Concealment
  • Breach of Contract
  • Violation of the Vacation Ownerhip and Time-Share Act of 2004, (Bus. & Prof. Code 11210 et. deq.)
  • Unfair Competition Law (Bus. & Prof. Code 17200)
  • Consumers Legal Remedies Act (Civil Code 1750 et. seq.)
  • Rescission(?)
  • Rosenthal Violations (Fair Debt Collection Practices
  • Intentional Infliction of Mental Distress

That’s quite a potpourri of charges, don’t you think? Sussman’s firm, among other things, specializes in helping timeshare owners get out of their contracts. I guess when he says “We don’t just write letters, we take legal action!” he means it. Learn more…

COLORADO:

GRANBY: Is Wyndham resuming work on its 44-unit timeshare and lodge building in the Grand Elk subdivision?

Work on the WorldMark Grand Elk resort stopped about three years ago, waiting for the economy to improve. But word on the street says that construction is well underway on what looks to be a condo building, and recently Wyndham Resort Development Corp. picked up a building permit through the Winter Park/Fraser/Granby Building Department for “interior build-out” of the structure.

Originally slated to open in 2009, the property was at one point listed for sale with the following description:

Luxury Condominium Hotel (platted for time share) and 3.435 acres of land approved for development of 15 casitas. The hotel is designed and constructed by Worldmark by Wyndham. The building exterior and 2.144 acres of parking and landscape are complete and there are a finished swimming pool and hot therapy pool. The interior of the hotel is framed and roughed in but unfinished. It is designed as 1- and 2-bedroom condo units. The associated lot has one completed, fully furnished, 2-bedroom casita and 3.435 acres of vacant land.

One and ½ hours from Denver in the town of Granby. The property is adjacent to the Grand Elk Golf Course & Club and is minutes from Rocky Mountain National Park, Grand Lake, Shadow Mountain Lake and Lake Granby. It is within 10 minutes of the family-friendly SolVista Ski Area and 17 miles north of Winter Park Ski Area.

But that listing currently shows as being “Off Market”, which I’d say is good news for WorldMark owners who were really looking forward to this resort! AND it should mean more work for us schleps…

Here’s the property photo from that listing (click on it to see it bigger):
WorldMark Grand Elk

NEVADA:

LAS VEGAS: So what’s the deal with Exotic Escapes Resorts? With an “contact” address in Altamonte Springs, FL, they’re running a big promotion in Vegas but there’s precious little solid information available about the company. I couldn’t find them as a registered corporation in Florida under that name so I looked in Nevada and discovered it was registered there as a Domestic Corporation on Feb. 27, 2012. Brand spanking new.

The president of the corporation is Blake Plumlee, and its address is 1 Main St., Third Floor, Las Vegas.

Well, they appear to be selling something in or from The Plaza Hotel and Casino, which is located on Main St. in downtown Vegas, but what that something is remains vague. Timeshare? Vacation/Travel Club? Other? The info on their website is sparse, to put it kindly.

What’s the lowdown?

UPDATE March 27: The lowdown is that Exotic Escapes has leased a small office space at the Plaza and their goal is to sell a Costa Rica timeshare resort from the space there. While they have begun promotions to bring in unhooked guests right now, they are still completing the legal requirements to sell the Costa Rica property from Vegas.

The plan is to do no more than 20 to 30 tours 5 days a week, M thru F at the Plaza once they’re fully open. More details to follow. Stay tuned.




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ILLINOIS:

EAST ST. LOUIS: The Feds play hardball in Illinois. A grand jury in East St. Louis has returned indictments against four more men associated with the infamous Universal Marketing Solutions and Creative Vacation Solutions timeshare resale scams, which operated out of Palm Beach, FL. Accused of conspiracy to commit wire fraud and mail fraud are John Robert Eddy, 29, Cloyd James Holmes, Jr., 50, Gino Christopher Marquez, 31, and Donald Meyers, 43.

As was the case for others charged and/or convicted in this case, they allegedly called timeshare owners in all 50 States promising they had buyers for their timeshares. The telemarketers said they just needed money to cover title or closing fees – anywhere from $1,200 to $2,500 or more – and the money would be refunded after the sale.

Of course it was all a lie; there were no buyers and the money went into the scammers’ pockets. The companies bilked over 22,000 people out of $30 million before they were stopped.

This particular investigation has been ongoing for at least a year, with ringleader Jennifer Kirk being sentenced to 15 years just this last January. She cried at the sentencing.

As far back as 2009 the State of Florida filed an injunction and a lawsuit against Kirk’s companies, seeking to block the defendants from engaging in any timeshare resale business. It also requested restitution for consumers, civil penalties and reimbursement for fees and costs related to the investigation. Kirk operated the scam with her brother, Scott Kirk, along with John Egan and Ryan Brazel. A former partner/boyfriend, Matthew Hicks, died in February 2009 in a Delray Beach hotel of an accidental drug overdose.

These new indictments bring the number of perps charged in this case to 13.




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CARIBBEAN:

PARADISE ISLAND, THE BAHAMAS: According to an article in The Nassau Guardian, a Club Land’or executive has told them the resort is not formally for sale, though “everything is for sale at a price”.

I guess the “informal” price would be $39 million then, or at least that’s the price put on it by two different real estate companies that have listed the resort for sale.

The unnamed executive also assured the Guardian that upgrades are under way even as we speak, with new carpet having been laid and more carpet on its way. And that the resort is in the process of being updated, with more villas set to be renovated starting next week when occupancy begins to fall.

From detailed reports I’ve read and pictures I’ve seen, it’s going to take a whole lot more than new carpet to fix that mess. One disgusted owner called it “putting lipstick on a pig”. Considering the years of alleged broken promises to both owners and staff, the constant reassurances that allegedly came to naught, I don’t think Club Land’or owners are going to be believing anything promised in that article until they see it themselves.

I’m not packing my bags just yet…

PUNTA CANA, DOMINICAN REPUBLIC: Orlando-based Club Meliá, a leading international vacation membership club with locations in the Caribbean, Mexico, Central America and Europe, has presented a check for $10,000 to UNICEF as a result of a two-month sales contest the company conducted across all sales sites in Cancun, Guadalajara, Mexico City, Monterrey, Playa Del Carmen, Puerto Rico, Puerto Vallarta, Punta Cana, Marbella and Tenerife.

The winning sales team at Paradisus Palma Real in Punta Cana, Dominican Republic, attended a celebratory presentation during which a check for $10,000 was donated to UNICEF for use in supporting and aiding children in the Dominican Republic.

The Club Meliá “Race For The Children” contest to raise funds for UNICEF was conducted by measuring sales volume at each resort against budgets for the last two months of 2011. The sales teams selflessly volunteered to donate the winnings from the competition to UNICEF instead of receiving the cash incentive for themselves. Each site was represented by a model horse on a large poster in each sales room. As total sales volume at each site advanced, compared to budget, the horse representing the site advanced as well. The winning sales team from Paradisus Palma Real surpassed the total budget by the largest amount.

Here’s their picture (click for bigger). How about a round of applause for all the participants? KUDOS! APPLAUSE

SOUTH AFRICA:

DURBIN: Signature Life Hotels seems to have confidence that the global hospitality industry is resurging. In what’s being hailed as the biggest private tourist investment launch since the 2010 World Cup, South Africa’s leading independent hospitality group is offering private investors and consortia the chance to buy a stake in three of its prime resort developments.

Investors have a choice of hotel rooms, penthouses, villas and serviced stands at Jozini Tiger Estate in northern KwaZulu-Natal, Likweti Conference and Hotel in Mpumalanga and Fun Club Mauritius. Purchase options include outright sectional title ownership, fractional ownership and a variety of “Vacation Allocation,” timeshare style options.

The company is thinking the Vacation Allocation option will be especially popular among people who cannot afford, or are unwilling to commit to an outright purchase. I’d agree with that.e

You can get all the details about the resorts, prices, etc. here.




Tip JarDo you have tips or rumors you'd like to share ANONYMOUSLY? Something you'd like us to investigate or follow up on? Help fill up the Tips Jar so we can share it with the whole Timeshare World! CONTACT: gatekeeper@insidethegate.com

Join us for a pithy morning meeting timeshare sales tip of the week, originally published in InsideTheGate.com, to help you to greater success in selling timeshare. Brief and to the point, these sales training tips are designed to get you thinking, to expand your knowledge, to help you to become all that you can be in the timeshare sales arena.

Whether you’re an industry veteran or a green pea, it never hurts to brush up on your skills! Today’s tip:

Bald Faced Liar:

REMEMBER: If it is true that our eyes are a window to our soul (and heart) then watch those words, hands and body movements too–– and not just your sales guest’s but yours as well!

Accept it or not we live in a world of mistrust of most everything from governments to corporations and just about anything in between. And when any of us are being ‘sold’ something we’re always looking for those telltale signs that we are dealing with a bald faced liar (BFL).

In the TS sales universe lying is often a two-way street in that a sales guest may ‘innocently’ understate their annual income while a zealous sales rep tells a prospect, and actually believes it, that becoming a TS owner will ward off evil spirits.

And although I, too, could argue and document to a prospect that becoming a TS owner and partaking in certain activities while vacationing at timeshare resorts in tropical destinations is a sure fire way to get rid of hemorrhoids, I would likely be perceived as a BFL and lose the sale.

What prospects want to see and hear is an enthusiastic but calm and methodical sales presentation delivered by a rep who is not only knowledgeable, confident (not ‘cocky’) and reassuring but is also comprehensive when responding to sales questions, concerns or doubts.

If a prospects asks ‘Is it easy to sell my timeshare?’ and they are told ‘Not a problem…’ while noticing the rep’s eyes are drifting away and/or he/she tugs at an ear, scratches their arm, leg or face and then moves off to another topic, the sale will most likely be lost then and there.

Every time a prospect perceives a rep is a BFL that is the very ‘out’ (reinforcement) they are looking for and they’ve just been handed the proverbial silver platter, yet another reason not to become an owner ‘today’.

So respond to any and all questions to the full satisfaction of each prospect and be mindful of your eye contact, your body movements, scratching and tugging and especially that fidgeting of the legs thing. By remaining calm, confident and in control of yourself you’ll laugh all the way to the bank.



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