A COASTAL COMMUNICATIONS CORPORATION PUBLICATION FEBRUARY 2022 VOL. 29 NO. 1 $15.00 If You’re Considering the Caribbean, the “Island of Enchantment” Delivers PUERTO RICO REDUCE YOUR MEETING’S CARBON FOOTPRINT SAFE FACE-TO-FACE MEETINGS ARIZONA DESTINATION REPORT TIPS FOR HANDLING REMOTE TEAMS Brad Dean Chief Executive Officer Discover Puerto Rico tbcvb_46710_02_fp_MeetingsMag_Ad_M.indd 111/9/21 12:32 PMINSURANCE & FINANCIAL MEETINGS MANAGEMENT | FEBRUARY 2022 themeetingmagazines.com 3 FEBRUARY 2022 Vol. 29 No. 1 14 22 28 departments features 14 22 28 4 18 Face to Face is Safe Planners Are Doing More to Ensure Safe Meetings By Mark Rowh Carbon Control Tips to Reduce the Carbon Footprint of F2F Meetings By Sophia Bennett Arizona Offering Spectacular Desert Views and Appeal- ing Activities By Nancy Mueller Puerto Rico The “Island of Enchantment” Delivers Many Delights By Keith Loria destinations 6 8 10 12 34 Publisher’s Message News & Notes Don’t Lose Your Top Talent Here’s How to Hang on to the Best of the Best By Dr. Chris Croner Tips for Handling Remote Teams Be a Better Leader Virtually and Online By Scott Steinberg Make the Most of Mentorships Your Company Should Create a Mentoring Program in 2022 By Bert Thornton and Dr. Sherry Hartnett Corporate Ladder 18 ISSN 1095-9726USPS 012-991Harvey Grotsky A COASTAL COMMUNICATIONS CORPORATION PUBLICATION PUBLISHER/EDITOR-IN-CHIEF Harvey Grotsky harvey.grotsky @ themeetingmagazines.com CREATIVE DIRECTOR Kristin Bjornsen kristin.bjornsen @ themeetingmagazines.com MANAGING EDITOR Henry Fitzgerald henry.fitzgerald @ themeetingmagazines.com EDITORIAL COORDINATOR Rachel Galvin rachel.galvin @ themeetingmagazines.com CONTRIBUTING EDITORS Sophia Bennett Sara Churchville Cynthia Dial Maura Keller Christine Loomis Nancy Mueller Patrick Simms David Swanson PRESIDENT & CEO Harvey Grotsky VICE PRESIDENT OF OPERATIONS David Middlebrook david.middlebrook @ themeetingmagazines.com ADVERTISING SALES OFFICES 2700 N. Military Trail, Suite 120 Boca Raton, FL 33431-6394 561-989-0600 Fax: 561-989-9509 advertising@themeetingmagazines.com IL | IN | WI REGIONAL MANAGER Bob Mitchell 630-541-3388 • Mobile: 630-235-0126 bob.mitchell@themeetingmagazines.com DIRECTOR OF SPECIAL PROJECTS Michael Caffin 914-629-5860 michael.caffin@themeetingmagazines.com What is the Best Way to Motivate? If you are like me, do you sometimes get confused regarding all of the “advice” floating around the meetings and incentive travel world in this post-pandemic era? Have you considered what the best way is to motivate others? Every time you turn around, another self-proclaimed motivation “expert” is popping up with his or her pet theories on the subject. More often than not, such advice is often obvious — “use strategic praise.” In terms of our industry, especially in- surance and financial meetings planners, we can be certain of one bedrock principle regarding motivation: Factoring in incen- tive travel to motivate others can be highly effective and cost efficient. Offering em- ployees a luxury resort visit or cruise — es- pecially after having to abide by COVID-19 guidelines for the past two years — can work wonders. This is borne out, over and over, by numerous incentive travel indus- try research studies, plus anecdotal data and evidence from insurance and financial companies across America. Incentive travel programs, rather than mer- chandise, seems to motivate employees more favorably. This always has, and no doubt, always will. One excellent way to learn about the most effective motivational theo- ries and techniques, and in particular, the latest trends in incentive travel, is by reading publications such as this one as well as Corporate & Incentive Travel magazine, an industry leader since 1983. Joining organizations such as SITE and FICP, and attending industry trade shows such as IMEX, are invaluable sources of the most up-to-date educational opportunities avail- able to planners. In such organizations, you can hear about the newest incentive travel programs as they specifically relate to corporate meetings and incentive travel planning, with information presented that is support- ed by detailed case histories. In our current business climate, we all need a little extra motivation. Insurance & Financial Meetings Management is published bi-monthly by Coastal Communications Corporation, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394; 561-989-0600. Single copies $15.00 U.S.A.; back cop- ies $17. Yearly subscription price is $70.00 in the U.S.A.; $135.00 in Canada. Distributed without charge to qualified personnel. Periodicals Postage Paid at Boca Raton, FL, and additional mailing offices. POSTMASTER: Please send address changes to Insurance & Financial Meetings Management, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394. Nothing contained in this publication shall constitute an endorsement by Coastal Communications Cor- poration (Insurance & Financial Meetings Management), and the publication disclaims any liability with respect to the use of reliance on any such informa- tion. The information contained in this publication is no way to be construed as a recommendation by I&FMM of any industry standard, or as a recommenda- tion of any kind to be adopted by or binding upon any corporate/incentive travel planner or agent. Reproduction of any portion of this publication by any means is strictly forbidden. Editorial contributions must be accompanied by return postage and will be handled with reasonable care. However, the publisher assumes no responsibility for return of unsolicited photographs or manuscripts. Subscriber: Send subscription inquiries and address changes to: Circulation Dept., Insurance & Financial Meetings Management, 2700 N. Military Trail, Ste. 120, Boca Raton, FL 33431-6394. Give old and new addresses including zip codes. Enclose address label from most recent issue and allow five weeks for change to become effective. Printed in U.S.A. © 2022 www.themeetingmagazines.com ROOM TO INSPIRE Welcome to Colorado Springs, where our wide-open spaces, 300 days of endless blue skies and stunning scenery serve as the backdrop to your meetings and events. Discover historic properties, unique venues and value-priced, first-tier amenities. The Colorado Meetings & Events Incentive program has been extended, offering a 10% rebate on eligible hard costs.* In Colorado Springs – Olympic City USA, you’ll find room to inspire, innovate, connect and re-energize. *See our website for details Learn more at VisitCOS.com/meet KATHY REAK, CFMP Vice President of Sales Kathy@VisitCOS.com | 719.685.7632 PUBLISHER’SMESSAGE 4 FEBRUARY 2022 | INSURANCE & FINANCIAL MEETINGS MANAGEMENTthemeetingmagazines.comROOM TO INSPIRE Welcome to Colorado Springs, where our wide-open spaces, 300 days of endless blue skies and stunning scenery serve as the backdrop to your meetings and events. Discover historic properties, unique venues and value-priced, first-tier amenities. The Colorado Meetings & Events Incentive program has been extended, offering a 10% rebate on eligible hard costs.* In Colorado Springs – Olympic City USA, you’ll find room to inspire, innovate, connect and re-energize. *See our website for details Learn more at VisitCOS.com/meet KATHY REAK, CFMP Vice President of Sales Kathy@VisitCOS.com | 719.685.7632 INDUSTRYNEWS themeetingmagazines.com 6 SAN FRANCISCO, CA — The Hyatt Regency San Francisco Downtown SoMa, previously known as the Park Central hotel, is pleased to announce that it is open to guests after undergoing a comprehensive, $70 million rei- magination. Located at 50 Third Street, Hyatt Regency San Francisco Downtown SoMa is a thoroughly refreshed, multifunctional hotel centrally located in the bustling South of Market (SoMa) district, offering thoughtful amenities, well-appointed accommodations, smart design features, and experiential pack- ages and programming. The extensive rede- sign includes refurbishments and upgrades to the 20 Executive Corner Suites, two Presi- dential Suites and all 686 guest rooms, an upgraded fitness studio — one of the largest in San Francisco — with state-of-the-art gym equipment and Peloton bikes, and refreshed meetings and events spaces, all marked by contemporary décor. Additionally, the hotel offers 30,000 sf of meetings and events spaces, including 16 function rooms, two ballrooms and several breakout rooms with floor-to-ceiling windows. FEBRUARY 2022 | INSURANCE & FINANCIAL MEETINGS MANAGEMENT LAS VEGAS, NV — Redefining its ultra- luxury accommodations, ARIA Resort & Casino is unveiling seven newly reimag- ined SKYVILLAS and a complete rede- sign of its 400+ Sky Suites, delivering discerning guests a new and elevated sanctuary on The Las Vegas Strip. Mas- terfully designed with guest privacy, comfort and convenience in mind, the AAA Five Diamond and Forbes Five- Star accommodations offer guests the ultimate Las Vegas experience with unrivaled service and stunning views. Located high above the glimmering Las Vegas Strip, ARIA’s two-bedroom SKY- VILLAS offer stunning Las Vegas views. Meanwhile, ARIA’s new 420 Sky Suites are stunning urban retreats on the Las Vegas Strip, with spacious, light-filled interiors offering relaxation amidst the city lights. LAS VEGAS, NV — Legendary casino brand Horseshoe is returning to Las Vegas as Bally’s begins a transforma- tion into the brand known for gaming, poker and making it right for the gam- bler. The transformation will include a renovated exterior, new entertainment and food and beverage options, and a reimagined casino floor and public areas. In keeping with Horseshoe’s classic sophistication, the design team will incorporate a handcrafted feeling with tooled leather, dramatic colors, and the brand’s signature gold horse- shoe iconography. Occupying one of the most coveted locations in gam- ing, Horseshoe Las Vegas will stand at the 50-yard-line of the Las Vegas Strip at the corner of Flamingo Road. The transformation to Horseshoe Las Vegas should be complete by the end of the year. The Bally’s Las Vegas site soon will be a Horseshoe. GBTA STUDY: BUSINESS TRAVEL RECOVERY KEEPS GAINING TRACTION ALEXANDRIA, VA — There are positive indications that business travel continues to turn the corner on COVID-19, especially as con- cern from Omicron begins to wane and global travel restrictions loosen. This is according to data and insights from the February COVID-19 recovery poll, the latest and 26th in a series, from the Global Business Travel Association (GBTA). Also on the rise are business travel volume expectations for the year ahead, as well as employees’ willingness to travel and to blend business travel with leisure time. Responding companies also expect to be heading back to the office, at least a few days a week, and many of them are facing headwinds in hiring and retaining qualified workers. For more than two years, GBTA has been regularly surveying travel buyers, travel suppli- ers and other stakeholders around the world to keep a pulse on the business travel industry as it navigates recovery during the pandemic. Some of the results from GBTA’s February COVID-19 recovery poll indicate that three in four (78%) supplier and travel management company (TMC) professionals sur- veyed currently are optimistic about the business travel industry’s path to recovery, up from 54% who reported being optimistic in the January poll. Con- cerning Omicron, most professionals polled (79%) think the worst is behind us. View the complete February GBTA COVID-19 poll results and related key highlights at gbta.org/research-and-tools. HYATT REGENCY SAN FRANCISCO DOWNTOWN SOMA REOPENS ARIA DEBUTS ELEVATED REDESIGN FOR SKYVILLAS AND SKY SUITES CAESARS ENTERTAINMENT’S HISTORIC HORSESHOE COMES TO THE LAS VEGAS STRIP Concerning Omicron, most professionals (79%) think the worst is behind us. The Hyatt Regency San Francisco Downtown SoMa is now open.INSURANCE & FINANCIAL MEETINGS MANAGEMENT | FEBRUARY 2022themeetingmagazines.com 7 LAS VEGAS, NV — Resorts World Las Vegas is proud to announce that all three of its hotel brands, Las Vegas Hilton, Conrad Las Vegas and Crock- fords Las Vegas, LXR Hotels & Resorts, have earned Gold Certification under the Leadership in Energy and Environ- mental Design (LEED) program. The prestigious Gold Certification positions the resort amongst the best energy- efficient facilities in the world. Devel- oped by the U.S. Green Building Coun- cil, LEED certification is considered the benchmark in the green building industry, with only six other LEED Gold buildings within the hospitality and lodging sector in Nevada. The LEED Gold Certification encompasses nearly 4 million sf of gross floor area within the Resorts World Las Vegas complex. The development of Resorts World Las Vegas was rooted in the concept of green building. The property’s design team aimed to reduce environmental impact and achieve long-term sustain- ability through eco-friendly design. Resorts World Las Vegas will continue to integrate environmentally respon- sible practices into day-to-day opera- tions and future planning. The resort features 3,506 guest rooms and suites, an innovative, next-generation gaming floor, world-class food and beverage options, a 5,000-capacity theater, dis- tinct nightlife venues, a curated retail collection of designer and boutique shops and more. The integrated resort weaves time-honored traditions of the international Resorts World brand into the fabric of Las Vegas, introduc- ing a bold, fresh take on hospitality to the city with stunning design, pro- gressive technology and world-class guest service. JACKSONVILLE, FL — Visit Jackson- ville recently launched the Big Ideas Need Big Spaces, an incentive program designed for qualifying meetings and conferences taking place in Duval County to encourage more meetings this year. The incentive amount ranges from $500 for 50-75 actualized rooms to $5,000 for more than 251 actual- ized rooms. Qualifying meetings and conferences are eligible to receive the incentive payment toward their group booking at a Duval County hotel. Eli- gibility is based on the meeting tak- ing place in 2022 as new business, not an already negotiated or existing contract, and must be booked by Sep- tember 30. If a multiyear meeting is booked, with the first meeting actual- izing in 2022, the incentive payment will apply to each of the years booked. Additionally, groups who book for three or more years are eligible for additional incentives. ORANGE COUNTY, CA — Montage International and Eagle Four Partners recently announced plans for Pendry Newport Beach, a transformation of the iconic former Fashion Island Hotel. Located just steps away from Fashion Island, one of Orange County’s premier shopping destinations, Pendry Newport Beach will debut as the brand’s third property in Southern California, following the opening of Pendry San Diego and most recently Pendry West Hollywood — marking another milestone in the brand’s rapid expansion. Pendry Newport Beach will bring the brand’s signature perspective on ‘new luxury’ to Newport Beach. When it opens in summer 2023, Pendry Newport Beach will feature approximately 295 guest rooms, including 82 suites, each with floor-to- ceiling windows that open to step-out balconies or private patios with ocean, harbor and bay views. Pendry Newport Beach will feature more than 14,000 sf of meetings and events space, including an 8,710-sf ballroom. The hotel will also feature Spa Pendry, with eight treatment rooms, and a comprehensive signature health, beauty, wellness and relaxation program. Pendry Newport Beach will be well-suited to welcome domestic and international leisure guests, business travelers, families and locals. VISIT JACKSONVILLE ANNOUNCES A BIG IDEA BOOST FOR MEETINGS COMPANIES ANNOUNCE PENDRY NEWPORT BEACH TO DEBUT IN 2023 RESORTS WORLD LAS VEGAS RECEIVES LEED GOLD CERTIFICATION MIAMI, FL — In conjunction with the kickoff of the company’s 50th birthday festivities, Carnival Cruise Line is giving guests a first look at Carnival Celebra- tion, sister ship to the popular Mardi Gras, revealing details on four of its six zones, including Celebration Cen- tral. Celebration Central is an update to the fabulous starboard side atrium that debuted on Mardi Gras, designed as the heart of the ship’s celebratory spirit with a new look and the feeling of a festive party woven throughout. Celebration Central will also feature the awe-inspiring, three-deck-high atrium, but with a ceiling that appears as a burst of a confetti made of approxi- mately 1,400 color-changing lighting fixtures that will transform from day to night. The ship will debut in November from the redesigned, state-of-the-art Terminal F at PortMiami, the line’s third terminal at the port and its largest in South Florida. Additional details and zones on Carnival Celebration will be revealed leading up to the ship’s inau- gural sailing from Miami in November. CARNIVAL CRUISE LINE GIVES FIRST LOOK AT CARNIVAL CELEBRATION Resorts World Las Vegas wins “gold.” Pendry Newport Beach will debut in 2023.Don’t Lose Your Top Talent Here’s How to Hang on to the Best of the Best BY DR. CHRIS CRONER A s the COVID-19 pandemic winds down, two big trends are converging that should concern leaders everywhere. First, a mass exodus of talent is com- ing as burned out, frustrated employ- ees seek greener pastures and better work-life balance. Second, as com- panies ratchet up their efforts to get back in the game full force, they are launching a talent war — and guess who is squarely in their line of sight? Competitors are looking to poach your top-per- forming salespeople — those rare, revenue-gener- ating superstars known as “Hunters.” And you can’t afford to lose them. On average, 8% of salespeople are responsible for 80% of the sales at your company. Everyone is sniffing out these salespeople and making big offers to lure them away. And Hunters are tough to find. Losing even one of them from your team could be devastating. SalesDrive’s big differentiator is the DriveTest. An assessment based on 90 years of research on the sub- ject as well as SalesDrive’s own work, it helps compa- nies identify Hunters — those professionals who have the non-teachable traits needed to succeed in sales: Need for Achievement, Competitiveness and Opti- mism, collectively known as “Drive.” If you’re fortunate enough to have one or more of these high-performing salespeople on your team, you want to do all you can to hang onto them. If you can tap into the factors that feed their Drive and create a culture around them, they’re much more likely to stick around. HINT: While compensation is important, it isn’t a primary driver for Hunters. See below for a few tips. In interviews, be real about your culture. When we’re trying to recruit great employees, we tend to exaggerate the benefits of our company and downplay the negatives. Resist the urge. A driven salesperson won’t be scared off by the truth. They know every opportunity comes with advantages and disadvantages. If you fail to set the right expecta- tions up front, you will likely find that your sales- people end up frustrated and unhappy on the job because they did not know what they were getting themselves into. Top salespeople want to be in an exciting, high- performance, sales-driven environment. The whole company should be obsessed with sales. If your cul- ture is lacking, focus on creating a place where top performers want to be. That way you won’t need to stretch the truth during job interviews. Understand that Hunters have a real need for achievement. Set the bar high. Give them the tools and conditions they need to do their job well. And create a culture that allows them to excel — one where the quality of the product is high, where orders ship on time, and where people are dedicated to delight- ing the customer. High performers want to work with other high performers. Pay them well, obviously. Hunters are internally motivated, meaning they have a burning desire to improve and be the best they can be. Appealing to this desire for achievement is more powerful than dangling monetary incentives in front of them. However, an attractive compensation pack- age must be part of the picture. Top salespeople will often leave a company if their commission structure and/or compensation package is not consistent. While offering an attractive compensation pack- age will cost your company money, it is worth it if it means you will keep top-performing salespeople around. Chances are that the revenue those sales- people generate for the business will more than make up for the money spent on offering a superior salary INDUSTRYINSIDER themeetingmagazines.com 8 FEBRUARY 2022 | INSURANCE & FINANCIAL MEETINGS MANAGEMENTand commission structure. And make it a cardinal rule to pay commissions fast and on time. Appeal to their sense of competi- tion by setting goals that are realistic but challenging. High-Drive salespeople love competition. Set up contests along the way and make sure the salespeo- ple know how they are doing relative to each other. Find ways to reward performance with special recogni- tion and rewards. Create a positive workplace cul- ture. High performers are optimists. They need a workplace that nur- tures that quality, not one that tears it down. Show appreciation to sales- people — and all employees — regu- larly. Celebrate their achievements. Hold events and gatherings that foster camaraderie. Do all you can to keep people engaged and excited about coming to work. Offer creative sales incentives. One example is a top-per- former’s office chair. The salesperson who sells the most each week gets to sit in the special chair. Other options are rewarding the top performer each week with a gift card or cash prize, and offering an extra day off work to the salesperson who sells the most by the end of each month. Invest in coaching or training so they can become even MORE high perform- ing. High-achieving salespeople are ambitious and want to learn how to sell even more effectively than they already are. So, have one-on-one sessions with your top salespeople to talk about any areas that they could improve in, and make sure you are providing feed- back on a regular basis. That way, they will feel like they are growing at work instead of stagnating. Conduct exit interviews and listen to what departing salespeople say. If you really want to learn why your top salespeople are leaving, one of the best things you can do is simply ask them. While this seems like a no-brainer, it is a step that many companies do not take. As a result, those companies continue operating the same way and losing salespeople for the same reasons. Hold a confidential interview, one-on-one in private, preferably with an employee from HR. Ask about the culture/morale in the sales department, the salesper- son’s relationship with their co-workers and supervisors, and the general pros and cons of working at the company. Listen attentively and take good notes. Then, you can look for similarities in the answers of top performers who resign and make positive changes based on those answers. Of course, the best way to keep a good quotient of Hunters is to decide that from now on you hire only high-potential sales ath- letes. If you take a scientifically proven approach to stocking your team with high-Drive salespeople, you’re auto- matically ahead of the game, even if one were to leave. You can train on industry specifics, the sales process, and everything else, but you can’t teach Drive. So yes, it pays to focus on retention, but it’s even better when you apply today’s science and technology to your assessment and interview platforms to find people who have the deep traits and potential to truly produce for you. I & FMM INSURANCE & FINANCIAL MEETINGS MANAGEMENT | FEBRUARY 2022themeetingmagazines.com 9 Dr. Christopher Croner is principal at SalesDrive and coauthor — along with Richard Abraham — of the book “Never Hire a Bad Salesperson Again,” which details his research and practice in identifying the non-teachable personality traits common to top producers. Croner received his BA in psychology from DePaul University and his master’s and Ph.D. in clinical psychology from Southern Illinois University at Carbondale. He developed the proprietary DriveTest online sales test and The Drive Interview, both used for hiring “Hunter” salespeople. To learn more visit salesdrive.info. THE AUTHOR You can train on industry specifics, the sales process, and everything else, but you can’t teach Drive. DEPOSITPHOTOS.COM Create a place where top performers want to be. High performers are optimists. They need a workplace that nurtures that quality, not one that tears it down.Next >