The Discovery Club - January 2012

Editor's Notes

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• #3: Thank you and enjoy your dinner.\n\nWe are available all evening to answer your questions.\n\n
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• #5: What is the Discovery Club? (Key Message: we are a club for those who travel well just like these examples.)\n\n“DC is like a golf club or yacht club but offers access to incredible travel experiences with unparalleled customer service at the best value possible.”\n\nMost of you are familiar with the idea of an exclusive membership whether it be for a golf club, yacht club, tennis club, or social club. By paying an initial membership fee you get access to all the benefits these establishments bring. But at the end of the day what are you really paying for? A lifestyle. The Discovery Club is no different - a membership in our club provides a lifestyle for those who travel well.\n\n\n
• #6: DC History, how it came into being, etc\n\nCreation of the club: Why did you make the club?\n\nTo provide ownership advantage without ownership responsibility. The closest thing that fills that gap right now is timeshare, but timeshare is a hassle. Discovery Club meets the need for luxury travel ownership, without the hassle.\n\n
• #7: What is the Discovery Club? (Key Message: we are a club for those who travel well just like these examples.)\n\n“DC is like a golf club or yacht club but offers access to incredible travel experiences with unparalleled customer service at the best value possible.”\n\nMost of you are familiar with the idea of an exclusive membership whether it be for a golf club, yacht club, tennis club, or social club. By paying an initial membership fee you get access to all the benefits these establishments bring. But at the end of the day what are you really paying for? A lifestyle. The Discovery Club is no different - a membership in our club provides a lifestyle for those who travel well.\n\n\n
• #8: The Discovery Club encourages you to do all of things that you want to do in this lifetime. It is our priority to make sure that you tend to your “Bucket List.”\n\nWe all have our own “Bucket List”. One of the things on my bucket list that I got to do recently was....\n\nWhat kind of things are on your Bucket List? Think about it... what is something that you’ve just GOT to do in your lifetime? Picture yourself doing it...\n
• #9: The DC goes beyond just hotel rooms. We offer a collection of unique experiences that are truly once in a lifetime.\nAs a member you can access the best value available and have everything organized - all you have to do is pack your bags.\n
• #10: Bringing you the world’s most trusted names in luxury accommodations. (don’t list them all off individually)\n\nBeyond these, we have luxury boutiques and other properties that our members have found and suggested become an affiliate of the club.\n
• #11: We offer both ends of the travel spectrum from local weekend getaways to exotic once in a lifetime experiences\n\n(Don’t speak to all 8, only mention two - one local, one exotic)\n
• #12: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #13: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #14: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #15: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #16: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #17: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #18: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #19: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #20: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #21: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #22: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #23: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #24: The Fairmont Kea Lani on Maui. This is an all-suite and villa oceanfront resort in Wailea (no standard rooms here). Set on 22 acres, this resort offers a full service spa, casual and fine dining restaurants, 3 swimming pools, boutique shopping, golf, and all of the luxury amenities you would expect in a resort of this calibre.\n\nWe recently had a member stay here: “Our suite was huge and overlooked the grounds, nice oceanview and wonderful amenities.”\n
• #25: Vacation Real Estate? OR... The alternative...\n
• #26: Vacation Real Estate? OR... The alternative...\n
• #27: Vacation Real Estate? OR... The alternative...\n
• #28: Vacation Real Estate? OR... The alternative...\n
• #29: Vacation Real Estate? OR... The alternative...\n
• #30: Vacation Real Estate? OR... The alternative...\n
• #31: Vacation Real Estate? OR... The alternative...\n
• #32: Vacation Real Estate? OR... The alternative...\n
• #33: Vacation Real Estate? OR... The alternative...\n
• #34: Vacation Real Estate? OR... The alternative...\n
• #35: Vacation Real Estate? OR... The alternative...\n
• #36: Vacation Real Estate? OR... The alternative...\n
• #37: Vacation Real Estate? OR... The alternative...\n
• #38: Vacation Real Estate? OR... The alternative...\n
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• #41: Again ask questions: (for show of hands... put you hand up when you ask them)\n\nWho likes traveling? Who likes spending quality time with loved ones?\nWho appreciates good service? Who likes not having to deal with the details, but rather just enjoy the experience?\nWho here is familiar with the the hassles of traditional vacation ownership? We’ll get into that more in a minute, but wouldn’t it be nice if you didn’t have to worry about any of those while you’re on vacation?\n
• #42: Kevin turns it over to Brad.\n\n\n
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• #44: We are a licensed travel wholesaler, with access to rates and inventory not available to the general public. \n\nWe keep our catalogue fresh with new affiliate additions every month.\n
• #45: Brad’s comment:\nWe have some members who know our catalogue of affiliates inside out, catalogue our newsletters that feature special promotion, and they tell us exactly which hotel they want to go to and when and then let their MSR take care of all the booking details.\n\nOthers never even look at the online catalogue, they just contact their MSR with an idea of wanting to take a vacation “somewhere” sometime between such-and-such dates, and they let their MSR do all of the research for them. Then they just choose which option appeals to them most.\n\nSo no matter which side of the scale you’re on, or anywhere in between, our MSR team makes your travel planning easier.\n\nExample: China earthquake story\n
• #46: Buying a membership giving you x number of weeks per year for life\n\nMoney becomes a part of a managed portfolio whose earnings pay for your travel benefits in perpetuity.\n
• #47: External firm hired to ensure financial performance and investment security\n\nTheir job is also to monitor our ability to deliver on our commitment to return 70% of your initial membership cost if you chose to leave the club after 5 years.\n
• #48: External firm hired to ensure financial performance and investment security\n\nTheir job is also to monitor our ability to deliver on our commitment to return 70% of your initial membership cost if you chose to leave the club after 5 years.\n
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• #59: *Paint a picture first.\n\nThe reality of booking online:\n\n-Time spent researching - average of 17 hours spent researching per trip\n- Impersonal (as a member you draw on the knowledge and experience of people who are in the industry)\n-Not always the best room - often only standard room classes are available on discount sites. Do you want the small room overlooking the parking lot? You won’t find out that’s what you’re getting until you get there.\n-You never know if you truly got the best deal out there\n\n
• #60: Detail a story first.\n\nDiscuss pitfalls of timeshare (time and time again):\n-High expenses\n-Lack of flexibility to share\n-Difficult to book\n-Difficult to trade\n-Low level of service\n-Over priced - 90% never sell on the secondary market\n\nWHY ELSE WOULD THEY HAVE TO RESORT TO HIGH PRESSURE SALES?\n
• #61: *Paint a picture first.\n\nDiscuss the burden of vacation property ownership:\n-Maintenance\n-Property management\n-Same destination\n-Expenses (taxes, strata, insurance, upkeep)\n
• #62: Alternative slide for Vacation Propoerty\n\nIS THIS HOW YOU WANT TO SPEND YOUR VACATION?\n\nDiscuss the burden of vacation property ownership:\n-Maintenance\n-Property management\n-Same destination\n-Expenses (taxes, strata, insurance, upkeep)\n\n
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• #67: Questions:\n\nHow much would you expect to pay?\n\nDo the math on the Kea Lani... 7 nights (October) would cost: $3381.70... Now if you were to do that every year for the rest of your life, you can pass it on to your kids for them to use every year... Add it up... even after just 15 years that would be $50,717.55 (not including inflation).\n
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• #71: It really is that simple...\n\nNow do you want to hear about the special offer we have just for you tonight?\n
• #72: It really is that simple...\n\nNow do you want to hear about the special offer we have just for you tonight?\n
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• #80: Thank you and enjoy your dinner.\n\nWe are available all evening to answer your questions.\n\n