The Power of In-Person Networking at GNEX

This episode features Paul Mattimoe, CEO of Perspective Group, discussing the enduring value of face-to-face events in the digital age. Explore how industry leaders leverage in-person networking to build relationships, accelerate deals, and foster trust in the vacation ownership industry.

Voices of Vacation Ownership is part of CRTA, Furthering vacation ownership in Canada and throughout the world. Learn more about CRTA and the benefits of being a member here: https://canadianrta.org/#

Transcript

SPEAKER_04 0:00

This episode is brought to you by Hamla Campani, the first vacation ownership project on the northern coast of Ecuador.

SPEAKER_00 0:10

This is the voices of vacation ownership, the only podcast where the vacation ownership industry is top exactly speaking openly about what's really driving the business forward. One conversation at a time. Let's go.

SPEAKER_03 0:42

Hi everyone, I'm Gaitan Balbin, and welcome to Voices of Vacation Ownership. It's the podcast where we speak with leaders shaping the future of our industry. Now each episode focuses on ideas that help strengthen performance, partnerships, and the owner experience. Today I'm joined by Paul Manimo. He's the president CEO of Perspective Group and a driving force behind the GNEX conference, which is unquestionably one of the most recognized events in the global vacation ownership industry. In a world increasingly powered by AI, remote teams, digital communication, we're asking an important question. Why do face-to-face events still matter? And more importantly, how can industry leaders use them strategically rather than just socially? Paul, thank you so much for your time. I like thank you, friend. Welcome to the podcast. Thank you. Thank you for having me. Yeah. We've known each other for a long time. I try to remember exactly when we met, but I've seen you grow from perspective to add-on. You're wearing a lot of hats in this industry.

SPEAKER_02 1:46

Yeah, yeah, we do. We've always looked for uh filling gaps in the marketplace. And uh I've been in the uh vacation industry now for 30, 31 years. Um, lived all over the world, uh the last 14 years here in the US, but um prior to that, Spain, Greece, Thailand, India. Um, and so always brought a little piece of of each of those places with me and and put them into the companies that that we built that serve this industry, uh, GNX being being one of them.

SPEAKER_03 2:15

Yeah. People seem to connect on a digital basis right now, instantly, expect an instant response, you do a text. World has changed in a lot of ways in that format. But you think is there still space for face-to-face like we're doing at these events? You think there's value?

SPEAKER_02 2:31

Well, we're here, and there's and there's 180 something people here with us, so uh, so I would say so. Uh, we've only been doing this for 16 years, and uh and and it just keeps kind of getting better and and and more powerful. But to answer your question seriously, um the digital world, Zoom, all of that is is very transactional. It it works if you are already working with somebody. You know, it doesn't work that well when you're trying to win a new client. And so having that face-to-face compresses the time it takes to build a relationship through through a screen. Um, and that's really what GNEX is is always been about. It's been about bringing the right people into the right room um and letting them have that face-to-face time where in 30 minutes they could do something that would take them six months in a Zoom environment. So Zoom's great once you've got the relationship, but if you want to build a relationship, people like doing business with people they like, and you can't get that through a screen uh as as two strangers, you know? And so that's that's that's why these will always be, and if anything, are even more important now than they than they ever were.

SPEAKER_03 3:39

Well, on a Zoom call or any call, it's easier to say thank you, clicks, you're off. More difficult when you're sitting face to face. So, what are some of the things that are event that Zoom cannot duplicate? I mean, we do a lot through Zoom, we do meetings, and a lot of companies right now saying, saving the expenses of going to a convention, say, we'll just do a Zoom. Or what are some of the things that happens in a live event like that in G next we're at right now, that just cannot happen on the digital world?

SPEAKER_02 4:06

So relationship building for sure, but having those conversations that you didn't know were going to happen. So if you have a Zoom call, you've got a planned meeting and you've got a planned agenda, and there's a reason why you're on the call. When you come to a live event like this, you'll notice we have a networking line for people to network and do business, but there's just as many conversations happening in the hallway as there are in here, right? They're walking backwards and forwards from a session to this room or from the bathroom to the session room, and you say hi to somebody and you just strike up the conversation. And you know, whether it's there, whether it's at a cocktail party, whether it's at one of the other planned events, um, you have the time to get, yes, you get to the business, but you get to the person and you get to know who they are. And uh great example, I have other companies, so I also use this event to have meetings for myself. And you meet with somebody that you didn't know in the morning, and by the afternoon, you're smiling every time you walk past them, and by the evening you're having a drink with them, and by the next day you've got the deal that you're after, you know. Whereas when you finish the meeting the first time, they go, That's that's great. I'll I'll I'll you know, not think about it, but but you know, what's the next steps? And and it's all again transactional, and you don't know whether that deal will happen or not. But then when you see them again and again and you have three days and you share experiences, whether it is laughing at one of the sessions of the interactivity, whether it's partying in Nashville where we are here and and and finding a shared love of music, you know, or you know, like us getting onto a conversation that like like we like to play golf, you know, all of a sudden there's the human part of it, you know, and that's where the deal flow really comes. You make a friend with somebody and and it reinforces that. And that's why we say, you know, 30 minutes or a day or two days here is six months uh of trying to get somebody uh uh and keep their attention any any other way.

SPEAKER_03 5:56

Well, over the years, if you go, I go back, let's say the last just decade as an example. You and I have interacted about discussion in Bahamas, San Diego, um Whistler, Quebec City, Miami, I mean, just about everywhere. And there's a group that seems to be a really tight group that that doesn't mind exchanging ideas, even though we don't necessarily want their service, but their input is valuable because, like you mentioned, that relationship is already established, the trust is already established. And you can say to somebody, says, I've got an idea, what do you think? And they'll you know you're gonna get a non-sincere, sincere answer. Then you got the newbies that are coming into business and they're trying to make an impact. And it doesn't always happen, like say at the first meeting either. It's that relationship might take a little while to develop. So long term, one one to go one event is not enough, is it?

SPEAKER_02 6:46

No, I mean you you gotta you gotta keep reinforcing those relationships. Um, you know, we've got people that meet in in this room and then have 20-year relationships, business and and friends, uh, you know, um, and then there's others that uh if you didn't keep coming, you would lose a year later because they've met someone else that that that did come, you know. So it there's a lot of uh ups and downs like that, but it's finding the right people in the right room that that that really that really gets it that way. Uh but yeah, I mean it's one of those things that if you come into an event, you should keep coming to an event, of course. Um, but but it's it's how it compounds year over year into the strong friendships of people that want to do business with each other, and then they become very protective of each other too, in a good way, you know, and then they start endorsing them to other people that they meet along the way, and it and it does really feel like a like a family here. Um, and there is a core of people that come year after year after year um and and and really throw themselves into it to help new faces and and uh and and find new business for themselves too.

SPEAKER_03 7:51

One of the things things that most people would agree with me that I've been to these events is I remember the very first conferences we went to is almost like a tiered level. Like if you were a director of sales and development, it you could get attend these meetings and you could talk to these people. And then if you were active but still proven yourself, then you could talk to this level. And if you're new, you can just listen to us when we have time. And you've changed that model. And and I think it's the biggest compliment to you to G-Nex in some ways, is everybody here seems to be almost on on a fair equal basis that you can sit down with anybody and talk to them on a one-to-one basis and get years, and I mean, there's thousands of years of experience in this room, and of all people that have been through the hard the hardships of of the industry, and you can get honest and good trust. So, how has that chip model changed for you? When you look at the very first GNX you did was I believe 15 years ago. 16, yeah. 16 years ago. How has your model changed over the years?

SPEAKER_02 8:55

I actually think it's not changed very much. Um, our focus has always been the networking. So, yeah, we put on great sessions and we throw amazing parties, but it's all about the networking and just fine-tuning that each year to give people shared experiences. Um, and then the biggest job is getting the right people in the room. So, you know, we we we have something going for us that that is should be a negative, but it's a positive. So with the other uh conferences that we that we all go to, you know, um that we love dearly, um, you know, you go to the big ones that are run by the trade associations and your member and and you're Carter as well, you're you're you're a member, and and you go to those because um that's part of what you chose to do. No one has to come to a GNX. So the only people that show up here are the people that want to spend extra money to go to another event to gain access to the other people that want to also spend the money and and and do business. So the only people that come here are the ones looking to improve their their business, their company, um uh and find uh new solutions, right? Which is why everybody here is so happy to talk to everybody because they all came for the same reason. And uh and and and that has allowed us to fine-tune it to have just the top one or two people per company in the room. So it's wall-to-wall decision makers. I think the lowest uh um uh title here is VP of Business Development, which is a great job, right? But it's a VP or higher, and it's mostly C-suite, mostly the company owners or or the people that run run those companies. And so you can have meaningful conversations when you're that high up, you know, you and and you can share things that you maybe wouldn't ordinarily share if you were a little lower down. So getting the right people in the right room is what really makes the the deal flow work, where where there are some incredible, I'm looking around now as we're doing this, there is meetings going on everywhere, and these people are all trying to do business with each other, and that's what they came for. And that was the only thing that they came for. And uh, and we'll throw in some experiences along the way and and help massage that that network. And but they knew what they were coming for. And and so you've got people that are coming to buy other people's pros and services, and you've got people coming to sell their own pros and services to those buyers, and uh, and they know that's exactly what they came for.

SPEAKER_03 11:12

Well, a lot of vendors are there, they're B2C, B2C, you know, they just want to get customer. You've made your format more of a B2B, correct, as far as interaction within with businesses.

SPEAKER_02 11:21

Well, it's B2B2C because the B2B part is a company buying someone else's pros and services, but those pros and services are usually uh helping that uh company that buys its customers. So, you know, if it's software or if it's um uh uh you know uh more places for vacation rentals or anything like that, it's for the end user, uh it's for their benefit, even though it's B2B in here, it's always ended up uh we're in the travel industry, you know. So uh it's always about the the the traveler at the end of the day, and um, so we we just we just have that business level part, but it's always about improving people's vacations.

SPEAKER_01 12:00

On the stunning coast of Ecuador, something extraordinary awaits. The first registry collection project in South America, a destination where luxury meets nature, where every sunset feels exclusive, and every moment is designed to inspire. Welcome to Jamma Kempe, where you always want to come back.

SPEAKER_03 12:26

Well, it's great. Uh we've all had mentors, and I'm sure you've had yours, and and at the time that role sometimes changes, you become the mentor, whatnot. I remember when I first started in the industry and 30 years ago, got to know Crystal De Hahn fairly well, and she was the founder of RCI, as we know. Uh, she's since passed, but uh a legend, legendary kind of a person. And I asked her, what's the most important thing when you think in the timeshare development or a vacation club? And I really want to make an impact and I really want to do something good within the industry, even though 30 years ago didn't really know the world I was entering, and that's changed tremendously. And she gave me an answer that's impacted me, and she said, It's all about the owners at the end. It's all about the members. So when you put a conference like this together, you get different speakers, you can get you have options now because you're recognized as a leader in that that format. Are you still thinking at the end of the day, is this gonna what we're doing gonna benefit the end user? Or is it more about let's get the B2B and get them to your tractor? Do you have that vision a little deeper?

SPEAKER_02 13:31

Yeah, absolutely. It it's one and the same thing. So if if it's helped at B2B, um it's gonna benefit the B2C in in all cases, because there's nobody here apart from the vendors that doesn't go direct to consumer also. And so when we look at the speakers now, as I said, it's all senior level people here. We're not trying to teach them anything new about how to how to do sales or do marketing. We're giving them inspiring uh uh out-of-the-box thinking speakers um that they can take in as an analogy and take back to their teams, you know, and and utilize that. And so a lot of our speakers are booked by the companies that attend here to come then into their into their companies and do the same thing for their different departments. And so we kind of identify people like that, like we've done this time, um, and it and really curate it in a way that that it allows everyone to get something out of out of everything, even if it's not direct, it's indirect, but it's something of value that they can now use themselves or or give to their teams, or something that will help their customers at the end of the day. And even being a better leader helps the customer at the end of the day, you know. So um everyone comes here and gets something different out of the experience, and we just make sure they have a really, really good time and have access. Everyone here's a VIP, and so they just have access to whoever they want, whenever they want. Um, and and we just sit back after after they arrive and and let them get on with it, you know. Uh, but we f we facilitate introductions when when someone really wants to meet someone and don't know who they are. Uh, but we also have sessions for that too. So we we kind of speed up the process. So by the end of day one, like today, everyone's talking to the people that they want to talk to. And by the end of day two tomorrow, there'll be deals signed, you know, um, that would normally have taken several, several meetings over maybe several months.

SPEAKER_03 15:23

So for the executives that are listening today, that are maybe never attended a conference like GNEX, that they figure, uh, you know, we've got everything we need here, we got everything accessible to the through the websites and through information that's available. We get the calls, but they've never attended a conference like this. How should they approach something like this? What would be the incentive of they're new, they don't know anybody within the forum, but they're gonna come in a little bit blind. The welcoming part of this, what should be their mindset when they arrive at a first GX?

SPEAKER_02 15:54

So everyone's very open and welcoming. So being a new face is actually a benefit because everyone wants to talk to you, right? We've all known each other a long time. We're either doing business or we're not doing business, and not a lot's gonna change there, right? So we always want to focus on the new faces anyway. So coming here new is a massive advantage. Um, but also just understanding that if you don't attend events like this, one, you don't meet amazing people, you know, but two, like we had a session earlier about AI. So you started this conversation with, you know, in the world of AI, why why do we need events like this? Well, to come and learn about what AI can do for you. And and learn from people doing it, actual practical things. We have a uh session tomorrow called The Playbook, and it's got three simple premises. What did you do that worked? What did you do that you'd never do again? And what are your actual meaningful KPIs, not your typical KPIs? What are the ones that are meaningful for you in your business? We have five different people on the panel, five entirely different businesses. Um, and they're gonna share those almost secrets of their companies of what works and what doesn't work, and they're gonna share it with everybody. And so the value is frankly invaluable. Um, and it's not so much about what we do as GNX, it's about the the quality of the people that attend. And and they're the ones that give, they're the ones that share. And uh, and that's what's made it so successful for 16 years now. Um, of of people just come in and bring it back. And we just keep putting it in nice places so people like to keep coming. And uh, but they they're the ones that do the real work. You know, they come in here and they really give people the time because it's not a huge event, you know, you've got time to meet people once, twice, three times in the same event rather than running around like a headless chicken trying to meet as many people once as possible. You're not memorable if you get if you met once.

SPEAKER_03 17:44

Well, there's people that have come here has almost become like a brotherhood, which is not just a standard event and whatnot, but I think for those that are listening today that I haven't attended a GNX, the opportunity just to come up and see, I think they'll be amazed at the amount of years of experience that people are are willing to share openly. And some, even though some may be competitors, they still seem to want to see the other person succeed.

SPEAKER_02 18:06

Absolutely. And it's high energy and high impact uh at all times. You know, we'll finish the the day today at five o'clock and then the evening starts, and and people will still be talking business at midnight, um, you know, but just in a different format and a different way. And uh they'll have also gone and seen an amazing band on Broadway um with with the big party that we've got. Um and that's something that that they'll remember based on who they hung out with at that party. And uh and and and then they'll be right back in tomorrow morning for breakfast um to do it all over again, you know. And um like I said, it's the people it's the quality of the people that attend that really makes a difference. It's getting the right people in the right room that has made Ginett special enough for us to keep going after 16 years, um, and and find it very, very easy, really, uh to recreate year after year after year.

SPEAKER_03 18:59

Well, testimonials that we've received over the years um are exactly reflect what you've been saying, but it takes leadership. And I think what you and Sharon have put together, it's not just a one-night plan. You've traveled the world because of it. You've you've kind of you understand the industry from all aspects. And I think that reflects into the format that you've put together. So you've got your seminars, you've got your talks, but I think most people would agree it's the one-on-one interaction that you get in between the talk, between the discussions. And plus, you give everybody a chance, especially for new listeners that are listening right now. Everybody gets a chance to give a little 60 second, or sometimes you stretch it to a hundred seconds, uh, pitch on your services so that everybody's aware of it. And then from that, what we've seen is somebody will come and says, I might be able to help you with this. And that's what the business is. Or I know somebody that you should speak to.

SPEAKER_02 19:51

Or I know somebody that you speak to. And I think a great way to explain G-NX probably is um I have four companies. This is not my primary day job by any means. But because I have those other companies, I'm also a vendor. I have two companies that are vendors in the room now at my own event, essentially, right? So we created this event based on what we wanted to see as an attendee, as a as a sponsor. Um, and having gone all around the world, we we kind of knew what worked and what didn't work at different events. And then we've created some very unique uh uh industry firsts in some of the the like the boardroom that we've done and things like that. Um, we've created things because we thought that's what we would like individually ourselves, and we thought that'd be cool, you know. And so I suppose that's where the personality comes and and and the thought behind it comes of well, what what would we want out of a conference? And and we built it to get what we wanted out of it, and everyone else seems to agree, you know.

SPEAKER_03 20:51

But there's a good balance, it's not all sales driven, it's not all about marketing, it's not about product design. I think there's a great balance. Um, and if the real value in this is you can find basically an answer to any kind of concerns you've got going along the way. So it's been a game-changing for me, I can admit it, since uh you and I met like some 10, 10, 11 years ago. Uh, we instantly bonded for some reason. And uh I've followed them, seen the journey and the people I've got to meet over uh the years through G-Nex is probably one of the reasons why I'm here today. So I want to thank you for that. And it's uh you've been a big influence in the business, and I think we're all grateful. And for those that I haven't attended a G-Nex, you should try one. There's value unquestionably for everybody that's here.

SPEAKER_02 21:36

Yeah, I don't think there's a single attendee that doesn't walk away with something valuable.

SPEAKER_03 21:40

I agree. I was once, I want to say that I was once on a plane with uh uh a legendary person within our industry, David Siegel, and I thought here I am with the biggest independent developer in the world, a billionaire. I don't get those chances too often. And I asked him, I said, Why do you attend conferences? You are by far the largest developer, you know basically everything. You've got your team, he said. If I can get one new idea, just one, then it was worth my time. And that's a good philosophy for that.

SPEAKER_02 22:08

He came for many, many years. And uh he he was he was very inspiring to us, the same. Uh but yeah, he would give everybody his time, uh, and like you say, billionaire. Um, and he's not hidden in a in a suite, he's he's there doing speed networking, you know.

SPEAKER_03 22:27

And uh yeah, he was great. Yes, Chess. Paul, anything else you'd like to add up to the value of what you've put together here within the industry? Anything?

SPEAKER_02 22:37

No, I I I I think we've covered it. I I I think it GNX is success is because of the quality of the people. I'll still say that. Yes, we can we can design some cool stuff, but it but it's it's the people that come, and we always need new people, and we always need those new faces. And it's not clicky here, it is it is the opposite. And so the more new faces the better. Um our industry is uh it is huge, but it's consolidating, and uh, and so there's a huge amount of opportunity for for new players to come in um uh with new technologies and and new ways of doing things and and and make some really, really, really good uh contacts here and and some huge revenue too. So I encourage everybody to come, obviously. Um, but it's not about the ticket, it's uh it's a it's about what you get out of it. Um and and what happens here helps everybody in the industry to rise higher. So the the more the merrier, but but it's more for that reason than anything else. Like I say, not really my day job. Um we just we just like bringing people together.

SPEAKER_03 23:37

Well, you've created a family in some ways that I didn't have before, made a lot of great friends uh because of this and lifelong lasting friends, even outside of our industry. So it's been great. So thank you so much. And I just think everybody will agree that to attend a group like this with the experience, the quality of the people that are here, the only time you get to do this is at an event like this. So Paul has been such an inspiration for so many people. I hope you get a chance to meet him. But if you'd like more information about GNX or about the CRTA or the podcast, please fill up the comments below. We'd be glad to respond to you as soon as possible. So, on behalf of me and the team, I'd like to thank you. Safe travels. Good night.

SPEAKER_04 24:18

This episode is brought to you by Hama Campai, the first vacation ownership project on the northern coast of Ecuador.