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| The Iconic Jamie Klein and The Lore Institute |
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by Sharon B. Drechsler, RRP
owner/operator
Drechsler Communications
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If you set off to go camping in your backyard, all you might need is a pup tent, sleeping bag and a skewer or two of marshmallows. On the other hand, if you’re heading for the jungle wilds of the Amazon, you’ll need to get a lot more serious about your supplies and equipment.
Sales and marketing expert Jamie Klein compares the business world to a jungle, an increasingly-appropriate analogy, in his new book, Lead Domination; 21 Proven Strategies for Effectively Generating Leads and Converting Leads Into Sales. Particularly as today’s business climate gets more competitive, Klein points out that developers need to approach lead-generation, marketing and sales with much more deliberation.
Klein, who created strategies that put the luxury private real estate divisions of some of the world’s most elite hospitality companies on the map went a step further after penning sales and marketing’s ultimate can-do book. He founded an innovative consultant group, The Lore Institute, which – like his book – encourages developers to properly gear up for success. Klein saw that, particularly in today’s economy, resort developers and operators need the ability to tap into a survival kit to steer past the marketplace-jungle’s traps and pitfalls.
Klein’s command of innovative marketing methodology and his proven competency at converting leads into sales prompted him to document his system in Lead Domination, as well as to found The Lore Institute. After seeing company after company, time and again, spend the bulk of their marketing budget trying, often unsuccessfully, to generate leads and then squandering their efforts by using inadequate sales methods with 80 percent of the prospects they did attract, Klein recognized a need in the marketplace. Lore’s team of advisors, with eight decades of resort industry experience among them, provides detailed business plans and lead-management systems to either enhance existing businesses or to assist in bringing new projects online. The development of a resort product requires significant investment. The team insists that one of the keys to success in shared ownership development is to provide the highly disciplined, well-structured sales and marketing environment, such a project deserves.
Lore Institute will assist clients to create, implement and properly execute the easily-comprehensible strategies that led to so many of Klein’s own, past successes, such as:
- Defining and locating quality leads,
- Creating diverse marketing channels to improve prospecting,
- Converting leads into sales by building strong, client relationships,
- Producing compelling product presentations, and
- Evaluating and adjusting plans and performances.
Klein’s rich record of success in the resort industry ultimately attests to the high-caliber advice and guidance The Lore Institute provides to resort operators and developers. Perceived to be almost an icon in the fractional, or shared ownership, industry, he earned his laurels by launching enormously successful sales and marketing enterprises on behalf of the biggest names in the resort industry – Marriott, Four Seasons and Starwood. Many consider his
success to be legendary.
The LORE Institute’s Menu of Services
Naturally, someone setting off for a trip into the jungle will use the most sophisticated Global Positioning System and map plotting equipment to chart a safe course toward the goal. Lore’s leadership team is adamant about the need to craft a thorough and well-thought-out business plan to provide safe guidance through the marketplace jungle.
The Lore Institute Business Plan is designed for the developer who is looking to build or convert an existing structure into a fractional-use or mixed-use product through the marketing and sales of whole, fractional or timeshare ownership. Lore Institute experts provide everything from a comprehensive plan for the pricing and phasing of inventory throughout the sales life of the project, to usage and on-the-ground sales-and-marketing plans. The Institute draws on Klein’s carefully crafted technology to teach developers his time-tested, 21, custom strategies for lead management. Every conceivable element is factored into the equation for success, such as floor plans, unit diagrams, sales pace and a detailed financial plan. Lore’s plans provide detailed financial analysis and process outlines that are derived from many years of experience.
Lead Management Systems – Klein and his team have devised successful systems to draw, manage and track leads. Their customized sales and marketing methods are tailored to meet their clients’ needs. Their product is intelligently designed, amplified by experience and solidified through a process that engages the very latest techniques and tools that traditionally produce the best results. Their reporting and analysis tools also help customers better quantify and fine-tune what best drives their sales and marketing results.
For those sales and marketing operations already in existence, The Lore Institute offers Business Optimization Plans that include a full and incisive review of existing sales and marketing operations and provide a detailed summary of opportunities for improvement by discipline. If needed, the Institute can provide training and on-going support to assist with getting areas of opportunity aligned.
Sales and Marketing Consulting – Any sales and marketing team would stand to benefit from a review by The Lore Institute’s consultants and by implementing their innovative recommendations that have proved so successful for the major brands.
Jamie Klein…Man with a Plan
With more than 30 years experience in the sales and marketing real estate profession focusing on lead management and sales for shared ownership, and particularly, having successfully navigated through four recessions, Klein has an untarnished record of success. It has been said of him, “Under the unique talent of Jamie Klein all major developments that he has lead since 1980 have concluded as profitable enterprises in all scopes of review.” This includes 20 years of operating his highly successful real estate company, DRRealty that now does business as the Lore Institute.
Klein got his start in the timeshare business in the late Seventies and early Eighties, while working for Watt Industries. As part of the executive team that provided sales and marketing expertise for the first developer to offer timeshare in California, Watt Industries, Klein was responsible for the sales and marketing of three of their projects including The Tennis Club in Palm Springs, California. Under his management, the project was recognized by ARDA as the number one timeshare in North America for sales volume in 1983.
From this heady beginning, it says something that he, alone, was chosen specifically by the three largest brands in the shared ownership and hospitality industry to develop their lead management systems and execute their sales and marketing programs in the shared ownership sector. Klein’s competence, coupled with his leadership ability, helped launch these three major brands and propelled them to become the most successful examples of projects in the shared ownership industry.
In the early ‘90s, he was a key member of the executive team that re-launched Marriott Desert Springs in Palm Desert. Klein played a significant role in convincing Marriott International, Inc. of the viability of the timeshare industry opportunity in the Western Region. During the early 1990s, Marriott Desert Springs became one of the most successful sales and marketing operations in the Marriott Vacation Club system.
Four Seasons recognized his talent and ability, tapping him to develop a new luxury shared ownership business enterprise for them in 1996. This he did, in spades. Klein began with an empty page and managed to devise a top award-winning program that enabled Four Seasons to market and sell their timeshare and fractional products in both North America and Mexico.
He was lured away by Starwood in 2002 to catapult their fractional business model onto the nationwide scene, plus oversee and manage the entire division, including lead-management, sales and marketing, for the St. Regis brand. Within a one-year period, he had enabled Starwood to announce the launch of St. Regis Residence Clubs.
Klein’s capabilities have brought him many accomplishments in the general and luxury real estate industries, in addition to the fractional and vacation ownership industries. His masterful development of profitable sales and marketing enterprises, his ability to effectively manage growth and his capability of converting challenges into opportunities constitute a product that The Lore Institute can share. Today, Jamie Klein is one of the premier and most well-respected real estate and shared ownership sales and marketing experts in North America.
Sought-after as a public speaker, Klein is that rare executive leader in real estate sales and marketing who can spark creativity and inspire others. He is one of the few, capable guides in this industry for businessmen who wish to safely negotiate their way safely through the jungle of the marketplace.
Lead Domination can be purchased in bookstores or by sending $35 for hardcover or $29 for softcover (plus $4.95 shipping and handling) to Lore Institute Publishing, 3824 Vista Blanca, San Clemente, CA 92672. Call credit card orders to: 949-544-1506. For more information on the Lore Institute, please visit www.loreinstitute.com.
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