Global Vacation Club Institute

WELCOME TO YOUR NEW ADVENTURE

PREAMBLE

The Global Vacation Club Institute is a fellowship of people who share their experiences, talent, and strengths with each other that they may create a bond among other members of our exclusive club.

The only requirement for membership is to help (GVCI) grow by inviting new prospects and sharing any creative ideas, techniques, and strategies among everyone through our newsletter.

(GVCI) is not allied with any other institution or organization, and there are no dues or fees for membership... we are self-supporting through our *AWAKEN THE MAGIC* (ATM) MasterClass Training Seminars and contributions from vacation clubs around the globe that desire well-trained sales personel to acheive their production goals.

Our primary purpose is to play a significant part in the forever growing future of the vacation club ownership industry by creating new and imaginative personel that will insure it"s longivity.

LETTER TO THE TRAINEE

The Global Vacation Club Institute (GVCI) is your perfect *Launchpad* to acquire, build, and perfect a highly funtional skill-set that will propel your future in this exciting and extremely lucrative travel/adventure industry.

Brand names such as Marriott, Hilton, and Disney have cemented their commitment and have assured its longivity, as they are the strong indicator of the great importance of vacations to the general public on a global scale.

Discovering and expanding your creative imagination is (GVCI)s main objective, and with the new skills you will attain along with our cutting edge vacation ownership sales techniques, the world will now be your playground.

GLOBAL APPRENTICE

This course is designed for the trainee, that presently, doesn't have much of a sales background, but with their outgoing personality, they can create a great "people person" connection with their new acquaintances.This course is referred to as a FTM "front to middle" It is also designed for the trainee that is thinking of working for a major hotel chain (Hilton, Marriott, Disney, etc.) They tend to want to train according to their specific product. This course will give them an advantage for hire because they have the template to hit the ground running..!

The job description is to greet the families, welcome them to the presentation and take them on a tour of the property, show the models, and show the great features that the resort has to offer. During the tour, it is also the responsibility for the representative to initiate the discovery process, and through our specially designed survey, the (Columbus Technique) survey, we can find out memories of their past vacations and most importantly the future bucket list of destinations on the horizon.

When they return to the salesroom, they will be

introduced to a manager to go over the specifics and customize a membership that fits the way they travel. This position has a commission structure from 3-5%.

This is a 3-day class

ELITE PROFESSIONAL

This course is a continuation of the Global Apprentice, but because the trainee has had sales experience in the past, the representative can continue on with the presentation by going into the mechanics of the club membership and also what the travel options are available to them through the exchange company that will enable them to explore the world by trading their time to over 3800 resorts in 100+ countries.

This course is referred to as a (FTB) "Front to Back" position and the representative will go into pricing and options that match the families desires for their future getaways. The position has a commission structure up to 10%.

The graduates of this course have the ability to seek employment on a global scale and (GVCI) will help in Job Assistance to the interested destination. This position has a commission of 8-10%

This is a 4-day class

MASTER PROFESSIONAL

This class is a continuation of the Elite Professional, but continues with the process of discovering how the family will use the membership in the future and customize a program that fits like a glove.

This position is usually a representative that has completed the Elite Professional course or has been in the industry for 5+ years and is also very knowledgeable in the properties particular product structure.

The class teaches how the Master Professional has the ability to create a membership that fits the families budget, vacation dreams, and most importantly... creates a "MUST HAVE" scenario through strategies such as Upgrades, Trade-Ins, or Special Inventory.

This position is normally the representative that comes on the "back-end" and has the "PERFECT SOLUTION" to earn the families business. This position does many tours per day and has a commission structure that is determined by the developer. 10%+ is not unheard of..!!

This is a 4-day class

SHARPEN THE SWORD

This is the only course that is offered to people that are already in the industry, but need a "tune-up" that gives them a "light at the end of the tunnel".

Generally they are new to the industry and the club or resort they work at referred them, or they were once in the industry that left, but wanted to return at another resort.

It is a 2-day class and the graduates will receive a "certificate of completion" or our diploma of graduation

-THE COLUMBUS TECHNIQUE-

FINDING YOUR TREASURE... THROUGH SMART DISCOVERY

The Columbus Technique was created out of a sheer need to posses a comprehensive survey that will successfully aid the salesforce in visualizing a greater opportunity to discover the true vacation habits of the invited guests and to discover the perfect membership that fits their needs . There is a certain psycology to touring families and joining them in a memorable journey into their past, present and future adventures.

Every family that the membership representative encounters will have a different and unique characteristic about the way they enjoy their getaways. This requires a very creative imagination from the representative, and this is where (GVCI) will help create the magic that will develop in our AWAKEN THE MAGIC masterclass trainees, and existing representatives that will enroll in our SHARPEN THE SWORD seminars. We offer our commitment to provide the information where all students can reach their full potential.

DECADES OF EXPERIENCE

The Institute was in total agreement that we needed to instill the creative imagination and techniques that is needed to assist the representative in changing the way people view their vacation decisions. TAKING ACTION TODAY is what the Institute will focus on. Having is skill to direct families to get away from the mental roadblocks is the reason the Columbus Technique was created.

REVERSE ENVISION METHOD

This is (GVCI) specially crafted survey, to launch a powerful discovery into each and every family tour that the representative recieves. Not only does the survey create a wider pathway for the rep to follow, but the sequence of questions were carefully assembled by the institute in a particular order that gives the family a certain comfort and calm that lets them respond in a relaxed and truthfull manner. It is also a great advantage to the representative that the family has a crystal clear idea about the added benefits that the membership can deliver.

THE MOTIVATION FACTOR

Fear of Loss and Greed are the most driving factors in a families decision to join a vacation ownership membership program. When affordibility is not a factor, and discovering their dreams about quality vacations coming true, the upgrade in resorts and destinations, make the the decision to becomea member, hard to pass up.

When all the concerns have been met, and the family makes the decision to join the club, you can be assured that the creative manuerving skills of the friendly and caring representative was the decieding factor.

THE GLOBAL VACATION CLUB INSTITUTE would like to think we had something to do with that EXCEPTIONAL SALES PERFORMANCE..!!

EXCITING LIFESTYLE GREAT INCOME TRAVEL THE GLOBE INCREDIBLE PEOPLE