Information on TS sales people

[shopgirl Senior Member Find all posts View Profile Close shopgirl]

The billboards in Orlando, particularly along 192 and I-4 toward Tampa, advertise timeshares at over 50% off of retail. That is what we noticed, after our first timeshare presentation there. I think those billboard ads get lots of attention from folks who just toured a timeshare and thought it a great idea, but thought the prices were too high.

Timeshares Only is one of the companies that comes to mind. They have an office in Orlando, near the Marriotts off of I-4, north of Disney, and ironically they don't want walk-in business. Seems to me they are making a huge mistake. Their signs tell where they are located, then when you get there, they have nothing much to say. They are wasting marketing costs.

[asebf Junior Member Find all posts View Profile Close asebf]

I believe what we are going to try is to have the bartenders and servers be our "front" men - a much softer version of those that drag people off the street for prizes etc. When the people come to drink or eat, they can politely start the conversation and then direct them to us via phone number or website.

I am looking for anything that might throw a wrench in the idea - or similar ideas that could add to this marketing approach?

Thanks

Bob
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Thanks - I am looking for an answer to the above idea - any thoughts?

[somerville Senior Member Find all posts View Profile Close somerville]

I believe what we are going to try is to have the bartenders and servers be our "front" men - a much softer version of those that drag people off the street for prizes etc. When the people come to drink or eat, they can politely start the conversation and then direct them to us via phone number or website.

I can't imagine that people wanting to enjoy a meal would want a timeshare tout serving them. I also can't imagine that the owner of a restaurant would allow such sales pitches, regardless of how "soft" they would be.

[BocaBum99 Super Moderator Find all posts View Profile Close BocaBum99]

Bob,

Welcome to the board. You cannot reach the sales people by phone because the resort developer doesn't want you to speak to them.

Why is this?

1) All customer leads and referrals belong to the Resort Developer. They do NOT want outside influences speaking to them to acquire leads from them. The resorts pay on average a minimum of $300-400 per lead. They in no way want you to have access to them.

2) Timeshare sales is a tough business on the front line. The vast majority get washed out after 3 months. A very small percentage make all the money. They don't want people to find poach them. But, the top Timeshare Salesmen are known by recruiters who poach them to other timeshare resorts.

If you want to meet some timeshare salemen, you should go to Orlando and attend some timeshare sales presentations. Most times, they are not allowed to give you their contact info because again, the leads are the resorts. If the sales rep doesn't close them on the spot, they belong to someone else in the company.

3) There are tons of saavy timeshare resale guys targeting these sales guys to get leads just like you are suggesting. They often times bribe them and get leads unethically. The resort developers know this so they lock down access.

What you are talking about is what is called, the "Tour, no buy" prospect. This is the highest probably sales prospect because they have been wowed by the resort developer. About 10% (not scientific, a long time resale broker quoted me this number) of those buy on the resale market within one month of their presentation. So, timeshare resales are indeed impacted by resort sales.

You are going to find that the Timeshare industry is completely different than any other you have encountered. It's not about being sleazy or not. The main issue is that 99.999% of people do not wake up in the morning and say they want to buy a timeshare. Whereas, many people wake up thinking they can save money or pull cash out of the home by refinancing their mortgage.

The biggest problem with your analysis is that you are taking a rational approcah to analyzing timeshare sales. There is nothing rational about buying from the resort developer. The chief role of the timeshare salesman at the resort is to get the tour guest emotionally vested in the concept of dream vacations. It's a completely emotional and impulse purchase they are trying to set up. They do not want people to think. If they do, they would never buy.

Hang around a while. This truly is a fascinating industry.

[BocaBum99 Super Moderator Find all posts View Profile Close BocaBum99]

I believe what we are going to try is to have the bartenders and servers be our "front" men - a much softer version of those that drag people off the street for prizes etc. When the people come to drink or eat, they can politely start the conversation and then direct them to us via phone number or website.

I am looking for anything that might throw a wrench in the idea - or similar ideas that could add to this marketing approach?

Thanks

Bob
...............
Thanks - I am looking for an answer to the above idea - any thoughts?

sure, you can do this at the resort. But, if the person gets caught, they are instantly fired and if your card is discovered, you will be sued and run out of money defending yourself. These resort developers can be very aggressive when you attack their core business. I saw it happen to someone selling resale timeshares in the pool at the resort.

Your biggest issue is what is your comp plan for those bartenders. By the way, did you know that it is illegal in most states to offer a referral fee to a bartender for a lead that results in a sale? That is considered unlicensed real estate activity. Fines are very high if you get caught. You can pay them a fee per lead. You just can't link it to a sale.

[asebf Junior Member Find all posts View Profile Close asebf]

thanks Boca

Thanks - this helps a lot. I do not want to cause bartenders and the wait staff any undo heat!!! What we market is a vacation travel club - no real estate involved - but I do need to check out the legals etc.

In doing this research it appears that those that have attended a TS presentation and did not buy are a very good market for us. Any ideas on how to penetrate that group? hehe I don't want to get our people shot for handing out brochures on the exit from the presentation.

I am also starting out at the top - working with some TS companies at the higher mgt level - have no idea how that will go. But there is some interest. As mentioned the sales and sales mgt staff are near impossible to reach.
.........................

sure, you can do this at the resort. But, if the person gets caught, they are instantly fired and if your card is discovered, you will be sued and run out of money defending yourself. These resort developers can be very aggressive when you attack their core business. I saw it happen to someone selling resale timeshares in the pool at the resort.

Your biggest issue is what is your comp plan for those bartenders. By the way, did you know that it is illegal in most states to offer a referral fee to a bartender for a lead that results in a sale? That is considered unlicensed real estate activity. Fines are very high if you get caught. You can pay them a fee per lead. You just can't link it to a sale.