The Omni Homestead Resort, Hot Springs, VA Courtesy of The Omni Homestead A COASTAL COMMUNICATIONS CORPORATION PUBLICATION APRIL 2024 VOL. 31 NO. 2 $15.00 WORKING SMARTER WITH AI HOW TO MARKET A VIRTUAL EVENT THE BAHAMAS FLORIDA LAS VEGAS Page 16 MOUNTAIN MEETINGSWhen you need a team that gets the little details and the big picture, IT MATTERS WHERE YOU STAY. From Team Members who say, “Hi, happy to help!” to Trusted Advisors, an exclusive group of sales professionals, we go beyond what’s expected. We’re passionate about spreading the light and warmth of hospitality. That’s why we listen to what you need and work together on new ways to bring your vision to life, so that it all comes together exactly as planned. Your greatest stays are the moments we live for. Learn more at events.hilton.com. © 2023 HiltonINSURANCE & FINANCIAL MEETINGS MANAGEMENT | APRIL 2024themeetingmagazines.com 3 16 22 40 30 departments features 16 30 34 40 4 22 26 Meeting in the Mountains Reaching New Heights By Maura Keller Empowering Productivity How Planners Work Smarter and Faster With AI By Christine Loomis Marketing New Trends How to Market a Virtual Event By Maura Keller The Allure of the Bahamas Stunning Beaches, Beautiful Weather By Maritza Cosano Fabulous Florida A Favorite, Year-Round Destination By Chloe LaBelle Las Vegas The Greatest Arena on Earth By Maura Keller destinations 6 8 12 50 Publisher’s Message News & Notes Connecting with Clients Virtually Tips for Building Meaningful Relationships, Making Deals Online By Scott Steinberg Leadership Your Company Was Founded by a Builder… But Who’s in Charge Now? By Dan Adams Corporate Ladder 26 APRIL 2024 Vol. 31 No. 2 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 Maritza Cosano maritza.cosano@themeetingmagazines.com EDITORIAL COORDINATOR Rachel Galvin rachel.galvin @ themeetingmagazines.com CONTRIBUTING EDITORS Alana Castillas Cynthia Dial Marlene Goldman Dan Johnson Maura Keller Christine Loomis Kathy Monte David Swanson PRESIDENT & CEO Harvey Grotsky VICE PRESIDENT OF OPERATIONS David Middlebrook david.middlebrook @ themeetingmagazines.com ADVERTISING SALES OFFICES 2500 N. Military Trail, Suite 283 Boca Raton, FL 33431-6322 561-989-0600 Fax: 561-989-9509 advertising@themeetingmagazines.com REGIONAL MANAGERS Bob Mitchell 630-541-3388 bob.mitchell@themeetingmagazines.com Lisa Turner 941-400-7419 lisa.turner@themeetingmagazines.com DIRECTOR OF SPECIAL PROJECTS Michael Caffin 914-629-5860 michael.caffin@themeetingmagazines.com Becoming An Active Member of Your Industry Each day we are all beset with priorities. In our daily routine, we must budget our time effectively to tackle and solve the planning problems and tasks confronting us. A further complication could be the requirement to attend various events and meetings through- out the year. In my case, it is being sure to attend trade shows, meetings and other industry events. As a meet- ing and incentive travel planner, you probably require to set time aside to participate in industry events. The point is that although mem- bership in meeting and/or non-re- lated organizations is usually on a voluntary basis, one must never take them for granted. On the one hand, organizations like FICP membership may help advance your career, or at the very least, allow you to share in- formation and learn from your peers. If you and I accept the value of the industry associations for the reasons mentioned, why then are there not more active members? If you are a part -time planner, you may object that you don’t have time to join an organization or you don’t see the necessity of joining any organization. As publisher of Insurance & Financial Meetings Management, I believe each issue of this magazine is providing you with valuable, helpful information in handling the daily routine of meeting planning. I also firmly believe being an active member of an industry association like FICP will help you plan more effectively and efficiently. Insurance & Financial Meetings Management is published bi-monthly by Coastal Communications Corporation, 2500 N. Military Trail, Ste. 283, Boca Raton, FL 33431-6322; 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, 2500 N. Military Trail, Ste. 283, Boca Raton, FL 33431-6322. 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, 2500 N. Military Trail, Ste. 283, Boca Raton, FL 33431-6322. 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. © 2023 www.themeetingmagazines.com Reintroducing the South’s grandest destination. Make your next meeting anything but conventional. Discover The Omni Homestead Resort, a destination unlike any other, recently revitalized with an extensive $150 million investment. THEOMNIHOMESTEAD.COM 888-796-5838 An American ENCORE. themeetingmagazines.com 4 APRIL 2024 | INSURANCE & FINANCIAL MEETINGS MANAGEMENT | PUBLISHER’S MESSAGE |Reintroducing the South’s grandest destination. Make your next meeting anything but conventional. Discover The Omni Homestead Resort, a destination unlike any other, recently revitalized with an extensive $150 million investment. THEOMNIHOMESTEAD.COM 888-796-5838 An American ENCORE.themeetingmagazines.com 6 APRIL 2024 | INSURANCE & FINANCIAL MEETINGS MANAGEMENT DOMINICAN REPUB- LIC — A new addi- tion to the Fiesta Americana Travelty Meetings & Events resort family is in the works in the Domini- can Republic. Located only 30 minutes from the airport and 20 minutes from the city center, the prop- erty has 494 rooms, including 45 suites. It also offers eight din- ing experiences plus additional bars. Plan- ners will find a multi-purpose theater and scenic outdoor meeting areas, as well as premier beach access. This new property is in close proximity to the convention center, which will be doubling in size. For more information, visit fiestamericanat- ravelty.com/en/meetings. ANAHEIM, CA — Visit Anaheim announced that Mike Waterman has been appointed the President and CEO of the organization. Waterman, a hos- pitality veteran with over 30 years of leadership and sales experience, previ- ously served as Chief Sales Officer at Visit Orlando. Prior to Visit Orlando, Waterman was the President & CEO of the Greater Houston Convention and Visitors Bureau (GHCVB) also known as Visit Houston. Waterman started his career at Marriott International, where he last served as Vice President of sales for the Western region overseeing 100 properties, including a grouping of Mar- riott hotels in Los Angeles’ convention district known as L.A. Live. As President and CEO, Waterman will be the strate- gic and visionary leader responsible for directing Visit Anaheim. Waterman will lead Visit Anaheim’s efforts to draw conventions and visitors to the Anaheim area to bring economic growth to the community. For more information on Visit Anaheim, go to visitanaheim.org. LAS VEGAS, NV — The railroad Brightline broke ground in Nevada on its new Brightline West project, which will use trains traveling up to 200 miles per hour to cut the travel time between Las Vegas and Los Angeles in half. The company already operates successful trains between Miami and Orlando, and aims to launch Brightline West service in time for the 2028 Olympics. U.S. Secretary of Transportation Pete Buttigieg, along with other federal, state and local officials, joined Brightline founder Wes Edens in Las Vegas to hammer the first spike for Brightline’s latest project. The company already operates 16 passenger trains per day in each direction between Miami and Orlando. For more information, visit brightlinewest.com. MIAMI, FL — Delta Sky Club recently raised the curtain on its newly expanded Miami lounge. With the addition of nearly 4,000 sf and 100-plus seats to the Club — a capacity increase of more than 50% — the Club now stands at just over 12,000 total sf, ready to welcome around 300 guests. The Club expansion fea- tures a new service buffet and additional beverage station to support that higher guest volume. Seating in the expansion is tailored to the needs of the business traveler, with single-seat dining tables, a communal table with a charging source in the center, and power outlets at almost every seat. Throughout the Club, seating has been refurbished. For more informa- tion, visit news.delta.com/delta-sky-club- levels-miami-major-lounge-expansion. PARSIPPANY, NJ — Managing your company’s travel needs is now eas- ier than ever thanks to Wyndham’s newly expanded, free-to-join, Wynd- ham Business program. Designed for businesses of all types and sizes, the program is anchored by the all-new Wyndham Rewards Business, a B2B extension of Wyndham’s top-rated rewards program. Enrolled compa- nies can now earn points on qualified business stays while continuing to take advantage of a range of existing, and in many cases newly enhanced, benefits, including room discounts, direct billing, hands-on account sup- port and more. Planners can find out more information and join at Wynd- hamBusiness.com. BRIGHTLINE BREAKS GROUND IN NEVADA ON HIGH-SPEED TRAIN LINE DELTA SKY CLUB LEVELS UP IN MIAMI WITH MAJOR LOUNGE EXPANSION WYNDHAM BRINGS REWARDS, SIMPLIFIES TRAVEL FOR BUSINESSES VISIT ANAHEIM APPOINTS MIKE WATERMAN AS PRESIDENT & CEO FIESTA AMERICANA FUNEEQ PUNTA CANA NOW BOOKING | INDUSTRY NEWS | COURTESY PHOTO COURTESY PHOTO COURTESY PHOTOINSURANCE & FINANCIAL MEETINGS MANAGEMENT | APRIL 2024themeetingmagazines.com 7 ASHEVILLE, NC – The Omni Grove Park Inn, a luxurious resort nestled on 150 acres in North Carolina’s Blue Ridge Mountains, offers a variety of meeting spaces, as well as a wide range of activities such as hiking, pickleball and wild foraging tours. With more than 55,000 sf of flexible meeting space, including 36 meeting rooms and three stun- ning ballrooms, the resort caters to gatherings of all sizes. The Grand Ballroom can accommodate up to 1,700 guests for a reception or 1,000 for a banquet, while intimate break- out rooms offer the perfect setting for focused discussions or smaller group sessions. They also partner with Food Connection to repurpose and redistribute surplus food from events to those in need. For more information, visit omnihotels.com/ hotels/asheville-grove-park. UNFORGETTABLE MOUNTAIN MEETINGS AWAIT AT THE OMNI GROVE PARK INN COURTESY PHOTO Get the lowest price when you book direct at www.hilton.com/en/hotels/hhhrshh Retreat to our isle of renewed paradise at Hilton Beachfront Resort & Spa Hilton Head. Relax in our well-appointed guest rooms and enjoy a sea of outdoor activities. Take in a round of golf at our Championship courses. Soak up exquisite beach vistas from your private balcony and enjoy an unforgettable stay by the shoreline. Come For The Meeting, Stay For Everything Else ISLAMORADA, FL — Three Waters Resort & Marina, a Tribute Portfolio Resort in the Florida Keys, will open its doors in Fall 2024. The property will feature 214 guest rooms, nine dining concepts, 5,500 sf of gathering spaces and over 80,000 sf of al fresco event spaces. It features The Cove, an adult-centric, resort-within-a-resort, boasting rooms and suites with only king beds, a tranquil private beach lagoon and their Wave Motion Studio. For planners booking a group stay between September 2 and December 19, they can receive a $100 resort credit per every 10 room nights. Blackout dates may apply. 10+ rooms x 2 nights required. For more information, visit threewatersresort.com. THREE WATERS RESORT & MARINA, A TRIBUTE PORTFOLIO RESORT, TO OPEN IN FALL COURTESY PHOTOthemeetingmagazines.com 8 APRIL 2024 | INSURANCE & FINANCIAL MEETINGS MANAGEMENT I n an age of AI and remote work, it can be challenging to build meaningful relationships with business pros- pects and connect with potential customers in ways that establish mutual empathy and trust. All of which begs the question: How can you successfully court clients remotely and get deals done online? And, how can you capture and hold their attention on a consistent basis? Luckily for those looking to engage in sales and busi- ness development outreach efforts from afar, there are many creative and resourceful ways to bridge the gap remotely. Happily, just by taking a few different tacks on traditional approaches to networking and outreach, you can not only successfully land time on their schedule but also close more business without having to step away from your computer. ESTABLISH THOUGHT LEADERSHIP Begin by positioning yourself as a trusted online presence in social circles and thought leader in your industry by sharing valuable insights and knowledge. Create informative blog posts, webinars or whitepapers that showcase your expertise. Share these resources online via social channels to demon- strate your commitment to others’ success. Leverage social media platforms like LinkedIn to contribute to shared articles, host online webinars and engage in opportunities for virtual networking. Also make a point to join relevant groups and engage in discussions to expand your professional network. Posting regular updates about your business and industry insights can help you stay on clients’ radar. RESEARCH AND CUSTOMIZE YOUR APPROACH Once you’re ready to make direct contact, before reaching out to a potential client, invest time to research their business, industry and pain points. Tailor your pitch and proposals to address their specific needs and challenges. Essentially, successfully engaging in business development requires you to think more like a con- sultant (who can recommend problem-solving strategies and solutions) than a salesperson pitching one-size-fits-all offerings. BE MORE APPROACHABLE AND HUMAN Think of social media as the world’s largest cocktail party. Just like you wouldn’t walk up to a stranger and immediately lead with a sales pitch, don’t directly message a business prospect online and do so out of the gate either. A better approach here is to get to know your prospect and consider how you can help them before asking for something. In other words, when approaching digital prospects, think of ways to catch their attention and incentivize a response. Remember: People do business with others they like, not random strangers popping up out of nowhere to raid their pocketbook. CREATE SCENARIOS THAT BENEFIT ALL PARTIES Rather than come around asking for favors that largely work to your benefit, your goal should be to create win-win sce- narios that prompt interest and enthusiasm from both sides. That means having to create upsides to responding to your sales efforts. A few ways of encouraging prospects to engage with you might be to offer them chances to grow their resources, capabilities, or insights; demonstrate their skill and expertise to new audiences; or enjoy free services and solu- tions. Examples of approaches here might be, say, asking to interview them for a publication, inviting them to participate as a subject matter in an event panel on trending topics, or putting together a fireside chat with potential leads for your user community. Alternately, you might offer hopeful clients | INDUSTRY INSIDER | BY SCOTT STEINBERG DEPOSITPHOTOS.COM CONNECTING WITH CLIENTS VIRTUALLY Tips for Building Meaningful Relationships, Making Deals Onlineexclusive access to events featuring VIP thought leaders or early hands-on access to breaking research. FIND GOOD EXCUSES TO STAY IN CONTACT If you want to stay top of mind with prospects, also create good reasons to regularly appear in their inbox. Rather than simply checking in, for instance, perhaps you reach out to crowdsource their contributions for articles, stories and videos; partner to raise awareness for new initiatives; or create newsletters and internal learning programs that feature their ideas and opinions. Alternately, you might seek their participation in advisory boards, invite them to take part in industry consortiums that tackle emerging topics and trends, or inquire regarding involve- ment in new charitable efforts. In effect, outreach should feel more dynamic and organic: It should always appear as if exciting things are happening on your end, and opportunities exist for prospects to engage with you in ways that are equally compelling. NURTURE VIRTUAL RELATIONSHIPS Building and maintaining client relationships in the virtual realm requires ongoing effort and attention. Here’s how to nurture these relationships for long-term success once you’ve begun to build them: Regular Communication Consistent communication is important to keeping cli- ents engaged and informed. Schedule regular check-ins, updates, and progress reports to demonstrate your com- mitment to their success. Personalization and Recognition Remember the little details about your clients, such as their birthdays or important work milestones. Personal- ize your interactions by sending thoughtful messages or small gifts to show your appreciation. Listen and Adapt Actively listen to your clients’ feedback and adapt your approach accordingly. Incorporate their suggestions and make improvements based on their needs. Doing so dem- onstrates your dedication to their satisfaction. Provide Exceptional Support Responsive customer support is essential in the vir- tual world. Address client inquiries and concerns promptly and be proactive in resolving any issues that may arise. I & FMM INSURANCE & FINANCIAL MEETINGS MANAGEMENT | APRIL 2024themeetingmagazines.com 9 Hailed as the World’s Leading Business Strategist, award-winning professional speaker, management consultant and business strategist, Scott Steinberg is the creator of The Future is Yours, a new board game that can teach anyone to be more creative, innovative and resilient. Among today’s best-known trends experts and futurists, he’s been a strategic adviser to over 2000 brands, and is the bestselling author of “The New Rules of Business Development;” “Think Like a Futurist” and “Make Change Work for You.” His website is FuturistsSpeakers.com. | THE AUTHOR | Closing a business deal virtually requires finesse and strategic planning. Follow the below steps to seal the deal online: Create a Compelling Proposal Craft a comprehensive proposal that outlines the scope of work, timelines, pricing, and deliverables. Ensure that all terms and conditions are clear and mutually agreeable. Online Negotiation Negotiations can be conducted effectively through video calls and email exchanges. Be prepared to dis- cuss terms, make concessions, and reach a mutually beneficial agreement. Electronic Signatures Utilize electronic signature platforms like Docu- Sign or Adobe Acrobat Sign to streamline the contract signing process, which eliminates the need for physical paperwork and expedites the deal closure. Follow Up and Be Grateful After the deal is closed, send a personalized follow- up message expressing your excitement about work- ing together. Celebrate the partnership and reaffirm your commitment to their success. Courting clients virtually and closing business deals online is not just a temporary solution — it’s the way forward in the era of digital transformation. Thankfully, when you make a point to shift your mind- set and approach here, and embrace new technology, you can more effectively build trust, spark prospects’ interest, and consistently seal the deal. Better still, by mastering the art of online business development, you can continue to build strong relationships and secure successful deals, even in an increasingly remote and online virtual working landscape. SEALING THE DEAL VIRTUALLYNext >