Travel Agent Professional December 2010 Issue 2
Merry Christmas
s
ppy a H
iday l o H
ar
Ye Happy New
8 10 18
Are You Into Insurance? By Rusty Pickett
What’s In You Wallet By Mary Brutscher
Hello Dolly... By Scott Koepf
http://www.autoeurope.com/
Group Travel Arrangements Product Summary: Group travel arrangements available with airfare, hotel and car rental services worldwide
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Product Benefits: Dedicated and knowledgeable group specialists to help plan, book and manage your group needs Emergency contact 24/7 5% Discount on travel insurance Flexible packages from high end to cost effective Early space reservations, 9 months prior to departure
Coach, business and first class airfare available
Flexible payments and ticketing deadlines
3, 4 & 5 star hotels worldwide including USA and Canada
Competitive net rates, bulk tickets without price display
Car rental services at over 8000 locations in 130 countries worldwide
Fly International is a division of Auto Europe, a leader in travel services since 1954
Chauffeur drive services including sedans and minivans
Member of IATAN, ASTA, ARC
Pricing: Varies upon destination and group size
www.FlyInternational.com
1-800-223-5555
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D
ecember
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Family Travel...
68
Are You Into Insurance?
By Mitchell J. Schlesinger Vice President, Sales & Marketing Voyages to Antiquity
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By Rusty Pickett, ECC Shellback Cruises
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What’s In Your Wallet? By Mary Brutscher Former Host Agency Owner & Travel Educational Instructor
Your Cost-Conscious Clients Will Thank You
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By Sherrie Laskin, ACC NACTA Chapter Director, North & East Central Florida
Hello Dolly, Hello http://issuu.com/action/page?page=20 Part 2
Travel Agents!
Ad Index
By Scott Koepf Vice President of Sales America’s Vacation Center/Avoya Travel
http://www.joinavc.com AVC/Avoya Travel.........................15 http://www.autoeurope.com/ Auto Europe .........................IFC & 7 http://www.leisurepops.com/ Leisure Pops ...........................19, 21
Travel Agent Professional
http://www.royalcaribbean.com/ Royal Caribbean Line ...................BC http://www.trams.com/ TRAMS .........................................13 http://www.myhosttravelagency.com Travel Planners International........11 http://us.voyagestoantiquity.com/ Voyages to Antiquity ......................3
2010
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Travel Agent Professional December 2010 Issue 1
Travel Agent Professional PO Box 120202 Staten Island, NY 10312 E-mail: mailto:TAP.com@verizon.net Phone: 718.227.7541 Ann M. Hoek Publisher/Creative Design Bonnie Walling Editor
Meet Our Editorial Board Mitchell J. Schlesinger Vice President, Sales & Marketing Voyages to Antiquity www.voyagestoantiquity.com
Joel M. Abels
Legend In the Travel Industry April 1927 to January 2007
Travel Agent Professional has its roots in Home Based Trade, the first magazine of its kind, started by Joel Abels in 2004. Joel and Lenore Abels ran Travel Trade for nearly half a century – it was started by her grandfather, John S. Lewis, and her father, Sidney Lewis, in 1929, and they took the publication over after her grandfather’s passing. Under Joel’s direction, the company grew to be one of the travel agent industry’s leading publications, reaching more than 45,000 agents throughout North America. It spawned a famous series of trade shows and three monthly magazines – Cruise Trade, Tour Trade and Home Based Trade. The Abels also garnered enormous respect – Joel received the Neal Award, called “the Pulitzer Prize of the business press,” for his hard-hitting editorials.
Mary Brutscher Former Host Agency Owner & Travel Educational Instructor mailto:cruisefacecruises@yahoo.com
On a personal note, after working with Joel for over a decade and staying with him until the end, I grew to truly care for and respect the man. He was like a second father to me. Joel was old school, he stood by his word and believed in his work. There will never be another.
Rusty Pickett, ECC Shellback Cruises www.shellbackcruises.com
While nobody can replace this industry legend, we’re hoping that this new publication, which reunites the original Home Based Trade editorial board, will be able to carry on his passion for travel and those who sell it.
Les-Lee Roland Owner of The Package Deal Scott Koepf Vice President of Sales Avoya Travel/ America’s Vacation Center www.JoinAvoya.com Sherry Laskin, ACC NACTA Chapter Director, North & East Central Florida www.sherrylaskin.com Sherrie Funk Co-owner & President of Just Cruisin’ Plus www.justcruisinplus.com
Contributions Lee Rosen, CEO Leisure Pops www.leisurepops.com This online magazine is dedicated to the memory of Joel Abels, Travel Trade's editor and publisher. Joel and his life's work may be gone, but with your help it can live on.
Ann M. Hoek
Joel, thanks for your service.... To our God. Because of your devotion, our Creator was surely waiting at the gates of heaven for your arrival. There is a need for guidance and advice about travel throughout the Heavenly realm. There was only one choice for this assignment. To your family. Through good times and the most difficult parents can face, your childhood sweetheart was and still is the star in your eye. To your country. Because of dedicated, heroic service in defense of freedom and democracy, you allowed us who served after you the privilege of career service in the world’s best military. We thank you...standing at attention. To your industry. A beacon in the waters of travel, you were able to separate the wheat from the chaff and guide our efforts to make the dreams of millions of vacationers come true. To all of God’s small creatures. Lost and forgotten, but not without love, you championed those agencies dedicated to helping animals who could not help themselves. Oh... we know God has put you in charge of any ferals that have made it to Heaven. Enjoy. — Rusty Pickett Reprinted from Feb. 2007 Home Based Trade with writer permission
December 2010
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Demographics & Psychographics...
By Mitchell J. Schlesinger
The Largest Demographic Target Group
In
my last months article “The Graying of America,” we focused on the oldest demographic target group, seniors. In this article, we go back to the youngest and largest demographic group, families. At approximately 45-50 million households strong, the family market is clearly the largest demographic target group in America.
Mitchell J. Schlesinger Vice President, Sales & Marketing Voyages to Antiquity mailto:m.schlesinger@voyagestoantiquity.com
Demographically, the family structure has changed from the 1960s and ‘70s where typically just dad worked, to the ‘80s and beyond, where family structure is dramatically marked by two working parents, not to mention single working parents. And this demographic change has had an impact on key psychographic drivers, which has further affected travel patterns. Let’s examine how these changes have impacted travel patterns and purchase decisions.
December 2010
5
Family Travel
1.
The phenomenon of two working parents has generated a greater sense
of guilt regarding vacations. Parents concerned with losing connections with their children see family vacations as a priority, a way to share memorable experiences and reconnect.
2. 3.
Parents seek out oppor tunities on vacations that combine family activities,
organized children’s programs and parents-only time.
In addition to the usual family travel timeframes, parents are less reticent about
taking their children out of school for a vacation, especially if they perceive that the trip will provide an educational, fulfilling experience. My wife teaches in an upscale elementar y school and she tells me that the kids vacation throughout the year.
4. 5.
Travel with grandparents has increased, as have larger family reunions
and even children traveling with grandparents without their parents.
Travel horizons have expanded dramatically with parents taking their chil-
dren on trips across the globe. (continued on page 6)
Travel Agent Professional
6 From a psychographic standpoint, family travel actually has several characteristic similarities to senior travel.
B UILDING C USTOMER LOYALTY
1. It’s not cheap! Trips to Disney, cruises or all-inclusive land resorts are not inexpensive, which means parents, like
A wonderful family vacation experience
seniors, are going to be very value focused, making sure the
that meets or exceeds expectations will
trip provides all the amenities and programs the whole
definitely create loyal customers and
family can share.
excellent word of mouth referrals.
2. Parents are very concerned with three important ele-
Parents interact with other parents con-
ments: safety, strong children’s programs and enriching
stantly (PTA, Little League, dance class,
experiences. To be successful selling family travel, you must
etc.) and positive reactions to a family
address these elements in your communications, immedi-
vacation are “priceless.”
ately satisfying this concern of parents. 3. More and more, especially with children over 10 years, parents are taking children on vacations to worldwide destinations.
• Additionally, children are great promoters. Put them on your mailing list and send them materials from different vacation alternatives. There is nothing better than having
Here are the steps required to respond to family travel psychographics and capture a significant share of the family demographic group:
the kids constantly reminding mom and dad that it is time for the next vacation. • Remember, like seniors and ultra luxury clients, this is a very service-centric audience, and the personalized service you
MARKETING
provide is an investment in their next trip, plus the referrals.
1. If you have a strong family market in your community, it
• Don’t forget to ask your current family
is important that you enhance your knowledge of travel
clients about their other family members,
opportunities so that families have the sense that you can
siblings, aunts, uncles, grandparents etc.
provide expertise in your service.
That is how groups are built. Families trav-
2. Be prepared to provide a litany of information to par-
eling together with same-age children have
ents to address all questions, especially regarding safety,
built-in friends who get to share the experi-
babysitting, children’s activities and programs, etc.
ence and create a referral multiplier effect
3. Don’t just promote trips during the summer and school vacations. Promote excellent opportunities even in non-traditional family travel timeframes. 4. Promote travel opportunities across the globe. It is normal to see children on summer Europe and Mediterranean sailings. 5. Find and promote vacations that offer unique experiences, especially those that are participatory.
when they get home. And, family reunions are a great source of group business. • The last spin-off is that when the parents are ready to plan a trip just for themselves, they will contact you, as well. And don’t forget, just about everyone you come in contact with is part of a family, one way or another, so the potential for family travel is everywhere!!
December 2010
http://www.flyinternational.com
Showcase
Auto Europe introduces Group Travel Services Portland, ME November 10, 2010 Auto Europe, a leader in European car rental services for over 56 years, has added group travel services with their tour division, FlyInternational.com.
Our group specialists are dedicated and knowledgeable to help plan, book and manage your group needs and also offer 24 hour, 7 days a week call center support.
Savings begin on groups of 10 people or more and can be specialized for family gatherings, sports teams, schools, religious events, specialty clubs, incentive travel or simply a group of friends.
“Whether it’s 10 people or 50, group travel is much different than individual travel and we have the resources and the specialists to make the booking process seamless”, states Eric Ledroux, President.
Services include coach, business class and first class airfare available on over 30 carriers to Europe, Asia, Australia, Africa, India and the Middle East. Hotel services are also available worldwide at 3, 4 & 5 star hotels. Car rental services can also be added to your group needs including self drive at over 8,000 locations in over 130 countries and also chauffeur services from executive sedans to minivans. Discounted travel insurance is also available.
Auto Europe services over 8,000 car rental locations in 130 countries worldwide. In a d d i t i o n , t h r o u g h t h e i r t o u r d iv i s i o n , FlyInternational.com they offer scheduled airfare to Europe with over 30 carriers and service 3, 4 & 5 star worldwide hotels. For additional information contact your local sales representative or FlyInternational.com at ( 8 8 8 ) 3 2 5 - 5 5 4 4 . Vi s i t t h e i r w e b s i t e a t http://www.flyinternational.com.
1. 800. 223. 5555 • www. autoeurope. com 39 Commercial St., P.O. Box 7006, Portland, ME 04112
8 A re Yo u I n t o
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By
Insur ance?
Rusty Pickett,
We
ECC
Hollywood, FL and aboard the Allure of the Seas!
recently completed our annual
NACTA convention at the Westin Diplomat in
As always it was a great event with many informative presentations by our preferred suppliers. One of the presentations was done by Travelex, Rusty Pickett, ECC Shellback Cruises www.shellbackcruises.com
one of our Insurance supplier members. I was impressed by how few agents attended our presentation, and how few seemed to know much about travel insurance in general; but they were there learing!
one
of the presentations was done by Travelex, one of our insurance supplier members. I was puzzled by how few agents attended it, and how few seemed to know much about travel insurance in general – but those who attended came away knowing a lot more! It’s my opinion that travel insurance is one of the most critical issues a travel professional must be knowledgeable of. How many of us have taken the time to know insurance to the extent that we can effectively counsel our clients on what’s best for them? I suspect far too few – especially those that are just starting out in our business. I would suspect that many just tack on the supplier insurance and are comfortable that they have done their due diligence. I submit that they have not. As an example, how many agents know that one major cruise line’s basic cancellation protection plan states that the “standard plan is not insurance?” Have you done the comparison between supplier insurance and third party insurance?
December 2010
9 Some questions/comments to consider:
1. 2.
Supplier insurance generally only covers that portion of the trip that the supplier tickets. If pre/post arrangements are made or independent air is used, a significant portion of the trip won’t be insured.
Do you understand pre-existing conditions? Each company’s policy is different and the coverage for policies within the same company may be different. How do you ensure that your clients or their family members don’t have pre-existing conditions that need to be covered?
3.
Do you understand primary versus secondary medical coverage and which policies are which? Virtually all supplier medical coverage and many third party medical coverage plans are secondary – your client would have to file claims with all other avenues of insurance before filing with the travel insurance company. I sell only primary medical coverage through the third party insurance companies that I am licensed with. Your clients will thank you if they have to submit a claim!
4.
Most clients buy insurance for cancellation coverage. Most folks really need travel insurance for medical coverage. How many clients know what their medical coverage is outside of the United States? How many know that Medicare covers virtually nothing outside of the this country? How many know what their coverage is for medical evacuation? Most HMOs cover nothing outside of the U.S., and this cost can be more than $50,000!
5. 6.
How many agents require clients to sign a waiver if they decline travel protection insurance? I found that once I required a signed waiver declining insurance, more than 95% of my clients purchased it.
Finally, how many agents purchase insurance for themselves when they travel? Not as many as you would think! Many third party insurance companies offer annual travel agent travel insurance plans at very affordable rates, and the plans are commissionable!
If you have not spent the time studying travel insurance, you are risking a lawsuit and damage to your errors and omissions protection. There have been too many horror stories reported by the travel law community to not be proficient. Pick your preferred supplier(s) and get the training to be an insurance professional!
Travel Agent Professional
10 What’s In Your
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By
Wallet?
Mary Brutscher
Do you ever feel like you are a major character in a Capital One commercial? Well, let’s hope you never see a group of barbarians bearing down on you, or a huge boulder rolling your way, but could there be someone else this applies to?
Contact information for Mary is mailto:cruisefacecruises@yahoo.com
What is in your wallet? Are you or your Hosting program keeping your wallet on a diet? Do you feel like your wallet is shrinking instead of getting fatter no matter how hard you work? Do you feel like you are paying so many fees that you never see the light of day? If so, you are not alone. While attending a travel convention recently, I had the opportunity of meeting many agents from across the country and quite a few had complaints regarding the fees collected by their Hosts. Some agents also expressed concerned regarding what they see as “shrinking commissions” paid by their Hosts, along with high membership fees. Yes, some Hosting programs are nothing more than card mills, but there are several agents affiliated
with what we consider mainstream Hosts who are feeling more than their share of the pinch. While I am thrilled to see more and more agents deciding to leave some of these card mills, I am concerned about those agents who feel they need to leave what should be a good Hosting program because they believe they can’t make a profit, given all of the fees combined with low commission. Most of these agents leaving their Hosts are either getting a CLIA or a travel seller’s identification number through NACTA or OSSN. This is fine, but what we are going to see are a lot of small independent agencies struggling to grow their commission levels and compete with the (continued on page 12)
December 2010
12 larger agencies. It is tough to go it alone and my hopes are that these agents who are breaking off to do just that will do extensive research and align themselves with a Hosting program that will support them when support is needed.
For example, if your issue is not receiving commission payments in a timely manner, stress that this is income you count on for your monthly support and late payment is creating difficulties for you in meeting your obligations.
Another concern some of these agents have is with discounting and the encouragement some receive from their Hosts to do so. (Unfortunately, this is not isolated to Hosts as I found out when I sat in on a recent LEADING travel membership organization and the lecturer spoke of discounting to clients.) Prior to completely severing ties with your current Host (especially if you are affiliated with a strong and reputable one) be honest with them, address your concerns and ask if you can work together to resolve some of these issues.
For a Host that treats its independent agents as employees, remind them that you are a contractor and not an employee. If they become angry and threatening, walk away. Are you another reason your wallet is shrinking? Don’t rely on your Host to support you. You love the business you are in and have a passion for the work you do. You care about your clients, but don’t think new clients will just come into the fold. Not true. If you want good sales, go out and get them! You qualify your clients to find out their interests, now do the same with yourself and tap into that interest and grow new business. Join some business support and lead groups. If you are a wine enthusiast, tap into that market by visiting local wine stores, wine tasting groups, etc. and talk to the owners or managers about working together on a promotion. Most agents are friends with other agents, so why not get together and do a joint promotion and split the commission? I’ve done it many times. It does work and can be very profitable.
(continued on page 14)
December 2010
Ready… Set… Go mark your calendar for Technology & Marketing University 2011. No matter what tools you rely on to run your business, TMU has something for everyone: UÊÊ ÃVÕÃÃÊ `i>ÃÊÌ Ê «À ÛiÊivv V i VÞÊ>ÌÊ Ê Ê Ê Ê Ê Ê every ÃÌ>}iÊ vÊÌ iÊL }Ê«À ViÃÃ Ê Ê Ê Ê UÊÊ ÃÌi Ê>ÃÊiÝ«iÀÌÃÊà >ÀiÊÌ i ÀÊ Ê Ê Ê Ê Ê knowledge on the hottest industry issues UÊÊ i>À ÊÌ iÊ >ÌiÃÌÊÌ «ÃÊ Ê >À iÌ } Ê Ê Ê Ê Ê and technology - >«iÊÕ«ÊÞ ÕÀÊLÕà iÃÃÊ> `Ê > iÊÌ iÊ Ê Ê Ê Ê Ê Ê Ê investment to finish first.
Save the date: May 17-19, 2011 MGM Grand, Las Vegas www.sabretravelnetwork.com/tmu
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’
A consortium is primarily a membership marketing
association and a good consortium is well worth every penny of membership.
Agents who are dissatisfied with their current Hosting program need to stop and take stock of which direction they want to go. One of the first things you need to do is sit down and create a game plan. While you don’t need to do a full business plan, you do need to give yourself direction. Decide what your overall goals are for the immediate future and make projections for at least three years down the road. Determine the best course for reaching these goals. In order to do this, you will need to compare the costs of going it completely alone (including lower supplier commission levels), or affiliating with a new Hosting program. Research, research, research. Find out the costs of the Hosting programs you are interested in. It is perfectly acceptable to ask the commission levels each Host has with the suppliers. Find out what the initial fees will be as well as what the yearly renewal fees will be. Are there going to be monthly fees? What about mailing fees? Get everything in writing. Will you be penalized if you do not reach a specific goal, or terminated by the Host? Express your concerns to any and all Hosts you are interested in. Be honest with yourself. If a Host has specific requirements in sales and you know you
will not be able to reach those goals, don’t affiliate with that Host. There are many wonderful Hosting programs out there and if you align with the right one to fit your particular needs, you can save yourself a lot of work and costs. Don’t be afraid about talking to agents who belong to different programs or to those who have gone it alone. If you are still intent on gaining your complete independence, please investigate membership in a consortium. I cannot begin to stress the benefits of a good consortium, such as marketing dollars, special promotions for your clients and support and assistance with supplier issues. Some agents have expressed a bit of confusion in differentiating between a Host and a consortium. Please keep in mind that when you align with a Host you use the Host’s affiliations. The Host is the one that has the supplier reps for their particular state. When you have your own CLIA (or other travel seller) number, YOU have your own affiliations and no matter which consortium you join or do not join, you will still have your own identity and your own supplier reps. A consortium is primarily a membership marketing association and a good consortium is well worth every penny of membership.
December 2010
#
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© 2010 Avoya Travel/America’s Vacation Center
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B y S h e r r y
Your Cost-Conscious Clients Will
Thank you
L a s k i n ,
For
those of us who are primarily cruise selling travel
A C C
agents, you know how important it is to have a geographicallyeducated mind. We can correctly pronounce Civitavecchia, gasp in disbelief when a client books a “drive-by” past Antarctica and be on standby alert when the inevitable hurricane season arrives.
By Sherry Laskin, ACC NACTA Chapter Director, North & East Central Florida www.sherrylaskin.com
But what do we say when a client requests an inside stateroom? Does your voice falter a bit? Maybe you are new to the cruise industry and haven’t yet experienced cave-dwelling. If you’ve ever booked an inside stateroom, you know that it is similar to living in a walk-in closet, with a few conveniences. If you haven’t tried an interior stateroom, you should do so as soon as you can. You’ll love it or hate it. Either way, you’ll have the passion and knowledge when your cost-conscience client calls for a quote. Over the years, I’ve cruised in a few inside staterooms. I have to say, I’ve never felt so rested than when I’ve had to go windowless. Last year I hosted a NACTA seminar at sea to New England and Canada. I experienced fourteen days in a windowless room. But there is a trick to doing it. The TVs on almost every cruise ship have at least one channel devoted to a live camera broadcasting 24/7 with a view to the outside.
December 2010
‘
17
’
If you haven’t tried an interior stateroom, you should do so as soon as you can. You’ll love it or hate it. Either way, you’ll have the passion and knowledge when your costconscience client calls for a quote.
Our ship had a Bridge Cam. At night when I retired, I kept my TV turned on, sound off and tuned in to the Bridge Cam. As dawn approached and the sun came up, the cabin gradually “awakened” with onscreen daylight. It was the perfect virtual window. Allow me to digress a bit to share one day of our Canada/New England cruise. On the morning that we quietly slipped into downtown Portland, Maine, my virtual window foretold of a beautiful fall day. The sun was shining and the temperature was hovering around fortyfive degrees. With a bit of skillful layering of clothes, it was sure to be a perfect fall afternoon. As in many European ports of call, downtown Portland is right there as you step off the ship. Exit the security area, turn left and start walking. My biggest decision for the day was where to sample the local lobster and seafood chowder. A couple of locals directed me to Gilbert’s, a small hole-in-the-wall on Commercial St. a couple of blocks from the port. I sat at the counter and started a conversation with a couple of customers and the counter-waiter. I spent an hour listening to local banter and shared my cruise itinerary. They were in disbelief that we were headed to Quebec
Travel Agent Professional
City in the face of an impending snow storm. But that’s an entirely different story for another time. Getting back to windowless vs. oceanview or balcony staterooms, we need to do what our clients request. There’s nothing better than a balcony, but when all else fails don’t poo-poo the interior cabins; keep your enthusiasm. Up-sell if you can, but when all else fails, agree, agree, agree with their decision. Point out that they will sleep like babies. Share my trick for the virtual window. They may not use it, but will appreciate your understanding and advice. No one wants to feel like a cheapskate and it’s up to you to make them feel as important as your suite clientele. They may forever be inside stateroom people, but they’ll return to you because you made them feel special.
Happy New Year & Happy Selling in 2011!
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By Scott
HELLO DOLLY,
Koepf
Hello Travel Agents! Part 2
Don’t let the Parade Pass you by! Scott Koepf Vice President of Sales Avoya Travel/America’s Vacation Center www.JoinAvoya.com
In the last issue I explained how Dolly Levy, the title character in Hello Dolly is really the perfect analogy of the ultimate travel agent. By “arranging things,” she creates extraordinary happiness for her “clients.” However, even Dolly, with her vivacious outlook on life, needs to remind herself of all of the opportunities in life. Travel agents need to do the same! And while obstacles will appear, you must understand that life is like a parade of exciting new opportunities. And like Dolly you need to sing: Before the parade passes by I’ve gotta get some life back into my life I’m ready to move out in front I’ve had enough of just passing by life With the rest of them, with the best of them I can hold my head up high For I’ve got a goal again I’ve got a drive again I wanna fell my heart coming alive again Before the parade passes by (continued on page 20)
December 2010
Leisure Pops: A New Application from an Old Friend Lee Rosen President, Leisure Pops
What is Leisure Pops?
L
eisure Pops is a point-of-
sale, merchandizing software application that runs on an agent’s desktop and helps travel agents to sell more preferred suppliers, more add-on products and more upgrades. Leisure Pops runs in the background on an Agent's
The Power of Pops
• Sell more preferred suppliers. • Sell more add-on products. • Earn more commissions. • Better service your clients.
desktop and then “Pops” or reminds an agent via a pop up message of opportunities to better serve their client — as well as make more commissions. For more information go to www.leisurepops.com
20 While travel agents provide adventures you have to remember that life is an adventure. This
song is all about confidence and taking a risk to be “with the best of them.” So, like Dolly, hold your head up high and know that what you do is a valuable and needed service.
We also learn from Dolly that all clients are important and have different dreams. Sometimes in the travel business, we get caught up in words like “luxury” and try to define it. The fact is that luxury is different for each client. For some it is the top of the line, over the top service, but for others it is someone else making the bed and providing a meal. In other words, “elegance” is a state of mind that you can deliver to anyone.
As two of Dolly’s clients discover: We got elegance, we got built in elegance And with elegance…elegance…elegance…elegance…elegance We’ll carry it off!
Dolly
created a story and her clients saw themselves in it. This is the perfect job description of an exceptional travel agent. Your job is painting the picture so compellingly that your clients are there before they are even there! While many thought that travel agents were doomed, the opposite is currently happening. The resurgence of travel agents is like the most famous number from this musical where Dolly is welcomed back in grand style. Instead of waiters, picture your clients singing and dancing for you with a slight adjustment to the lyrics:
(Clients sing) Hello Agent! Well, hello Agent! It’s so nice to have you back where you belong You’re looking swell, Agent We can tell, Agent You’re still glowin’, you’re still crowin’ You’re still goin’ strong. (You sing) So here’s my hat fellas I’m stayin’ where I’m at, fellas (Clients sing) Promise you’ll never go away again!
When
you are glowin’ and crowin’ and going strong, your clients will make you promise to stay. Just have confidence, know that you help provide memories that last a lifetime and don’t let the great opportunities of today pass you by. The truth is, in only a moment clients have the opportunity to see that they need you for life! Or with another slight variation on lyrics, your clients will sing to you:
It only takes a moment To talk with you and then My heart knows in a moment I will never be alone again
December 2010
WE BUILD INCREDIBLE...AGAIN.
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