October 1, 2010 — In the U.S.A there are nearly 40 Million potential prospects who are, especially when walking past an OPC booth in Orlando, Vegas, etc., judged as an instant ‘NQ’ primarily because OPCs are remunerated on a performance basis and they likely won’t hail anyone they reckon to be too far on in years!
It is the OPC’s perception of age, especially the much younger OPCs in their late teens or early 20’s, who may from time to time make an incorrect judgment call because when they look at someone strolling in their direction who seems “really old” (59, 63, etc.) they may just let them walk by their booth and wait for a younger looking prospect to come along.
But the fact of the matter is that these ‘NQs’ are part of the highly sought after ‘Baby-Boomer’ generation and they are also members of the wealthiest group of consumers who have every existed on planet earth. Perhaps it is time for our industry to reconsider the ‘age’ qualifications…
From a sales perspective, ‘timeshare-use’ with this group of vacationers has always been an issue because the perception is that there just isn’t enough ‘time’ left for them to fully utilize a vacation plan. But that could change if developers universally introduced an accelerated usage (AU) provision so these folks, on a ‘subject to availability basis’ (like ALL travel is), could travel those ‘golden-years’ in a manner that best suits their schedules.
And by that I don’t mean the old ‘borrow’ time from next year, or ‘bank’ this year and take more ‘time’ next. Instead, I suggest a full court press on an AU feature wherein if the space is available then have at it, Amigos and Amigas, because you’ve earned it and it is our industry’s way of saying nobody deserves a break and a good long vacation more than these folks….
In a nutshell, these prospects with lots of time on their hands could be presented a ‘Vacation Till You Drop’ plan. And talk about urgency? I can assure everyone that most people of this age category know only too well that the end is very near and if they don’t get out and travel today, well, you get the picture (and so do they).
And while I’m changing the TS Marketing world, it is also time to toss out that younger group of prospects, too, because they are barely getting started in life, have very full plates, half (statistically speaking) are in bad relationships (50 + % divorce rates), etc. If I had my druthers, and that universal AU provision, I’d prefer to speak with that over-the-hill crowd all day long!
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