BG Training Flashcards
(57 cards)
1
Q
8 Core Values
A
- Customer Obsession
- Excellence
- Surprise & Delight
- Innovation
- Simplicity
- Integrity
- Trust
- Agility
2
Q
100% Sales Philosophy
A
- Sale : today
- Sampler : upgradable trial access aka Bluegreen Access+
- Satisfaction : Medallia Survey (10 = goal)
3
Q
10 Steps of Sale
A
- Meet & Greet
- Warm up
- Intent Statement
- Group Presentation
- Discovery
- First Visit Incentives
- Interactive Sales Tools
- Property
- Price Layout
- Sales Manager Set Up
4
Q
5 Why’s
A
- Why Vacation?
- Why Vacation Ownership?
- Why Bluegreen Vacations?
- Why BG Vacation Club (aka points)?
- Why Today?
(#6 = YOU!!!)
5
Q
Basic Product Knowledge (Points)
A
Choice | Flexibility | Quality
6
Q
What year did Bluegreen begin selling VOI?
A
1994
7
Q
What does VOI mean?
A
Vacation Ownership Interest
8
Q
How many resorts are in the Bluegreen portfolio and what location(s)?
A
40+ is US and Caribbean
9
Q
What does VPG mean and how is it calculated?
A
Volume Per Guest
30/60/90 period
Total $ in Sales Volume / # of Guests
10
Q
When do points renew?
A
- 1st of month following anniversary date
11
Q
How are point values determined? (4)
A
- Resort location
- Season
- Size of accommodations
- Days of the week
12
Q
Booking window + minimum stay for Bluegreen Resorts?
A
- 2 night minimum stay (holidays = 3)
- 11 months to 48 hours
13
Q
Points can rollover to what color seasons?
A
Red, white, blue
14
Q
What are the admin fees for rolling over points?
A
- $60 via phone
- $50 online
15
Q
How long can rollover points be used?
A
+1 year
16
Q
Daily Bonus Time Rates for BG Vacation Club Resorts? (online, 5)
A
- Hotel / studio: $89
- One bedroom: $99
- Two bedroom: $109
- Three bedroom: $119
- Presidential: $229+
+$10 to reserve via phone based on level
17
Q
Booking window for Bonus Time?
A
45 days to 48 hours
18
Q
Three Costs of Ownership
A
- Purchase Price
- Club Dues
- Maintenance Fees
19
Q
How much are Club Dues?
A
$179 annually
20
Q
What do Club Dues cover? (4)
A
- operational expenses
- reservations + website
- quarterly magazine
- annual RCI dues
21
Q
Selling is a state of ________.
A
mind
22
Q
What is another word for retention?
A
Rescission
23
Q
Define the acronymn in SMART goals?
A
S = Specific
M = Measurable
A = Action Oriented
R = Realistic
T = Timely
24
Q
Define the ER in SMARTER acronymn?
A
E = Evaluate
R = Reward
25
What are the three guiding principles of a Sales Presentation?
1. Focus on the guest
2. Earn the right to advance
*ask "permission," be polite
3. Persuade through involvement
26
Name the three parts of the "Triune Theory of the Brain" and their primary association?
1. Reptilian : Fear
2. Midbrain : Emotion
3. Neo-Cortex : Logic
27
What are the 5 parameters of a Meet & Greet (Step #1) ?
1. Be courteous of their time
2. Smile, eye contact, call by last name.
3. Acknowledge everyone, kids
4. Introduce yourself and thank
5. Offer refreshments and restroom
28
Level 3, or active listening, is associated with which response?
Empathy (Empathetic)
29
What two subjects are taboo during warm-up and generally all conversations?
-Religion
-Politics
30
The Credibility Statements includes these 7 touchpoints:
1. Origin + how long current residency
2. How/Why now with BG?
3. Education + licensing
4. Career history
5. VOI holder: yes or no?
6. Hobbies, rec, community
7. Briefly personal
31
Words | Tone | Body Language
% Breakdown during Intent Statement
Words = 7%
Tone = 38%
Body Language = 55%
32
What doe DBM mean?
Dominant Buying Motive
33
What are the 6 DBMs?
1. Family Togetherness
2. Health
3. Prestige
4. Romance / Creative
5. Leisure Recreation
6. Money / Gain / FOMO
34
What are the 4 goals of Discovery?
1. Gain a Vacation Commitment ($)
2. Find DBM
3. Find a Travel Problem
4. Uncover Hidden Objections
35
What are the 5 categories in Traveler Plus Benefits?
1. Resort / Hotel Accommodations
2. Travel Services
3. Dining & Leisure
4. Outdoor Traveler Experiences
5. Everyday Services
36
How much does it cost to enroll in Traveler Plus and how much are the annual dues?
$1349 / $59
37
What is the legacy company that founded Bluegreen and in what year?
Patton Realty Inc (1966) - land management company in Massachusetts
38
How many owners are currently in Bluegreen?
220,000+
39
What does the company utilize to ensure a customer-focused environment is maintained?
Medallia Survey
40
How big the the US timeshare industry market?
$10.5 billion
41
How many households in the US own a timeshare product?
9.9 million
42
Where + when did Bluegreen begin selling vacation ownership?
Gatlinburg, TN - Mountain Loft (1994)
43
Where is Bluegreen headquarters and since which year?
Boca Raton, FL (1991)
44
What year did Bluegreen transition to a points based ownership plan?
1997
45
What year did Bluegreen and Bass Pro Shops begin their strategic alliance?
2000
46
Who is the founder of Bass Pro Shop?
Johnny Morris
47
What are the three Bass Pro Shop properties?
Wilderness Club at Big Cedar
The Cliffs at Long Creek
Paradise Point
48
What year did Bluegreen become the Official Vacation Ownership Provider of Choice Hotels?
2013
49
What year did Bluegreen become the Official Vacation Provider of Cabela's and NASCAR?
2019
50
Name the 5 Resort Collections
Lighthouse
Great Outdoors
Amusement
Cityscape
Heritage
51
How is Bluegreen Vacation Club structured?
Multi-site plan
Usage rights represented by points
Points attached to a deeded week and unit number at one of the properties
Structured as a trust with each owner's interest placed into the trust for benefit and use of all owners
52
How many RCI resorts?
4200+
53
What does RCI acronym mean?
Resorts Condominiums International
54
What is the exchange fee for RCI?
$289 per week
55
What do maintenance fees cover?
Security
Pool Care
Landscaping
Housekeeping
Utilities
Furniture
Appliances
Insurance
Taxes
56
Which three Charter Certificate benefits are available to all purchasers?
Bonus Time
Day Use
Concierge Services
57
What is not included with the Standard "Anytime" Offer?
no Traveler Plus
no developer financing
restricted Bonus Time
