Day 1: Who We Are

• Opened 2002 in Puerto Plata, DR
• Owned by an Austrian Group
• Debt-free locations currently in Punta Cana, Puerto Plata, Cancun
• Expanding throughout the Caribbean
• Partners with RCI, II, Arrivia
• Provides travel services through INTrave’L, our in–house travel agency
• Marketing concept: bring everyone
• MOVIE, write first impressions, comments
• Review training schedule – daily homework
• HR – what we need: CV, 2 photos 2” × 2”, clean police report, copy of work papers, ID
• Explain training process – forget everything from previous company, live it, breathe it, open mind
• Walk thru the websites – us, Marks, INT

HOMEWORK: Review websites, write 3 to 5 questions or comments to share

 Day 2: Our Program

• Review Homework
• 4 levels of service, detail each level
• Unit sizes and photos, Locations and photos, Costs (service fees)
• Exchange programs – RCI, II, Arrivia, Lifestyle rewards INTrave’L

HOMEWORK: 3 INTrave’L resorts you would use plus descriptions

Day 3: Our Program – RENT

• Review Homework
• Soft booking vs. hard booking
• Rent – How to pitch, build value
• Work math in Carpeta
• How to use rent to pay future vacations and/or membership
• Review Marks site again
• Guarantees vs. access to units and bookings

HOMEWORK: Prepare rent pitch for a $80,000 sale. How many weeks would they need to rent? How much should they charge? How much would they pay Lifestyle for each week? What size units?

Day 4: RCI–II Trades

• Review homework
• How to fill out equity sheet to see if property qualifies
• Review training manual for questions/responses
• Do proper discovery
• Anyway $$$ with MF and exchange $$
• How to create problems to get the deal

HOMEWORK: List 10 problems with timeshare and how our program can solve them

Day 5: Sales

• Review homework
• Carpeta training
• Steps of sale
• Sell with emotion
• Proper use of survey
• Intent statement
• How to do a proper discovery
• How to keep a tour – selling yourself

HOMEWORK: 3 to 5 minutes how you will keep a tour… your story, idea

Day 6: Sales

• Review homework
• Asking right questions at right time
• Build value not cost Anyway $$$$$
• Creating problems during tour, finding solutions
• Timeshare vs. Hotel vs. Condo purchase vs. Lifestyle

HOMEWORK: Give example of timeshare (using competitior) vs. Hotel (use Sheraton) vs. Purchase (use ocean front condo) vs. US

Day 7: Review

• Review homework
• Credit Card Discovery – getting the info
• Questions, clarification’s, Review
• Break into groups of 3 and practice, see what needs more work

HOMEWORK: Review our websites

Day 8: Property Tour

(Everyone wear comfortable shoes)

• Real estate office – Roof – 3 units – Movie – Beach Club – VLO in real estate office
• Put complete tour together, practice from meet ‘n greet to VLO
• Each person will be asked to present some portion of the tour

HOMEWORK: Study complete presentation

Day 9: Testing

• Individual testing of complete tour
• Break into groups of 3 (1 couple on tour, 1 rep)
• Rotate after tour is complete
• Each person will receive their TOUR’s comments at end of day

Day 10: Team Review

• Entire team will meet, review together for final questions, weaknesses
• TO practice to closers
• Closers will be tested
• Goals written today!