August 16, 2013 — From birth to the age of 65 years there are about 23,727 days of life. If a person begins a full time job at age 20 and works a five day work week each year – 50 weeks per year till age 65 – they’ll spend about 11,250 days of their life on the job, yet they’ve also used up an additional 7,300 days of their life getting from the crib to the start of their career years. That won’t leave too much time left for, well, timesharing.
So Here’s The Scoop: I want to illustrate today why in most cases offering a perpetual timeshare plan to sales guests has always been the ‘elephant in the room’ — and how we’ve shot ourselves in the foot these past five decades by offering ‘endless’ vacations to the vast majority of prospective buyers.
First to get ‘there’: Rarely do people talk or think about their own mortality, but I’m of the opinion that in the darkest recesses of their minds ‘it’ is always there while most people live their lives whistling past the graveyard.
For many folks, talking about or thinking of their mortality is difficult and yet somewhere in the primitive portions of their brains a haunting cognitive awareness exists knowing that the end of their lives lurks — and is always near.
When people do chat or think about that reality they do so in an almost childlike manner, acknowledging (e.g.) ‘…ya can’t take it with you…’ – ‘…nothing certain but death and taxes…’ – ‘…when I get to the Pearly Gates…’ – ‘…nobody lives forever…’ ‘…whoever dies with the most toys wins…’ and so forth.
Indeed, for hundreds of millions of people going back more than a century, that thought process begins very early in their lives when right around bedtime they often knelt by their beds with a nearby night light and recited — nightly and for many years — the classic children’s prayer: “Now I lay me down to sleep – I pray thee, Lord, my soul to keep – If I should die before I wake – I pray thee, Lord, my soul to take. Amen”.
So here comes that sales guest in their 30-40-50-60-70’s and we get them all excited about those ‘endless vacations’, etc. And when we show them the opening ‘price’ — and because that is usually tens of thousands of dollars plus interest rates, ongoing never ending annual maintenance fees, the exchange fees, etc. — I believe, and I always have, that often their initial and instinctive ‘gut’ reaction to the ‘money’ (not the TS plan) is ‘…Too much, and besides I’m not going to live forever anyway…’ — and then immediately they lose all interest.
Now back to the person (example) I initially referenced who’ll live to 65 and here she/he is sitting in a TS presentation and let’s say they are now 45 years old.
Though they don’t know they’ll only live (in this example) a mere 20 more years they do however know and are keenly aware that they have very little time left in their lives to vacation – let alone – ‘endlessly’.
And being a creature of habit — as most people are — even though this person may like the ‘sizzle’ of what they are being told during the presentation their subconscious is reminding them ‘…life is too short for ‘endless vacations & that kind of money…’ And that thinking often kills the deal not only on the tables but during the rescission period, too.
In either case they know that they will not take a 1, 2, 3 or 4-week vacation every year ‘forever’ and their thoughts are both a hidden condition and objection that is challenging to reveal, overcome and resolve when selling and closing a timeshare plan that is being offered kind of ‘as-is’ — you know, in perpetuity.
And as for the ‘will it to the kids’ aspect, well, not all sales guest have kids; not all sales guests have (or will have) a will; not all sales guest want to leave their kids anything; and not all sales guests will want to pass on a vacation plan with unknown future costs running in perpetuity throughout their children’s lives either.
Indeed, by only offering a perpetual TS plan we’ve given the vast majority of all sales guests the ‘out’ they are so desperately seeking in a sales environment where tens and more tens of thousands of dollars is involved. And only the very best of the best closers can uncover that real, true and one major condition/objection, ‘handle it’, and occasionally prevail.
Limited ‘time’ — 5, 10, 15, 20 or 25-year timeshare plans — should be the wave of the future, and of course with the provision of the owner being able to renew upon or prior to the expiration of the initial period with attractive and favorable renewal options, prices, etc.
The fact of the matter is had the timeshare industry adopted that as a primary product and/or ‘model’ decades ago today we’d likely not be dealing the resale issues, problems and the mass amounts of inventory that continues to flood the market and depresses ‘retail’ prices, etc.
The good news is there are a few developers around the world who’ve been selling ‘owners/members’ this sort of arrangement for several decades – and those developer continue to laugh all the way to the bank.
In fact their ‘STATS’ and profits are so darned impressive that if other developers knew the actual net results their competitors are producing by selling ‘ending-date’ TS plans they’d likely become converts, finally realizing and acknowledging that selling perpetual vacations never was all it was cracked up to be!
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Contributing sometimes extravagant, bombastic, emotional, pompous or even pretentious writings about the timeshare industry, Scoop covers an array of industry related subjects each week including inside information, tips, scandals, interviews, forecasts as well as new (good or bad) products and services--- and, of course, all the 'Good', the 'Bad' and the 'Ugly'.
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