Sparkles

Get your day off to the right start with your own MORNING MEETING. A Sales Tip of the Day and a daily blast of music for your enjoyment! Published Monday thru Friday.

REMEMBER: A leading cause of rescissions in our industry is an over zealous timeshare rep who presents (’sells’) a timeshare plan in the fashion and/or manner of purchasing a GIA certified D-Flawless 5 carat round brilliant cut diamond with perfect dimensions (crown, pavilion, girdle, table) in a platinum setting.

From the consumers’ perspective the difference is that when they purchase a high end piece of jewelry they normally walk out with it in tow and can constantly glance at the ’sparkles’, show it to their friends, etc., which reinforces their purchase decision (and expense).

On the other hand (no pun intended), when they purchase a Timeshare interest all they walk out with (pretty much) is a set of ‘docs’ and real soon that ‘expense’ starts haunting them. When they can’t read about all those features (’sparkles’) in the paperwork that they marveled over during the presentation, they will conjure up all sorts of reasons to ‘kick’.

Simply stated, an overly exuberant timeshare rep can also come off like a ‘heat-merchant’ and, like them, after the ether has worn off and the old ‘too good to be true’ syndrome sets in, many new owners will cancel.

That is why although it is important and wise to present the ‘glitter’ of being a timeshare owner it is also equally important to do so in such a manner as the ‘buyer’ realizes that there is a pragmatic aspect to owning. And when the now new owner realizes that little slice of reality the savvy Timeshare Pro will laugh all the way to the bank.

TODAY’S VIDEO: R.E.M. – Shiny Happy People