Sales Excellence

Let’s start with something every travel advisor knows too well. A client emails you and says, “We want to go somewhere warm in February. What do you recommend?” And without skipping a beat, your brain jumps straight to Cancun or Punta Cana. You just booked three couples there last month. It is recent. It is…

Simple, effective ways to turn a lost opportunity into a future win Did you ever hear the story from way back in the 1970’s 😉 about the young man named Sylvester Stallone was trying to make it as an actor? His claim to fame at the time was only a small role in the film…

Bottom Line: Do ‘it’ 100 times before giving up! Let’s start with a story.   Not long ago, I was having coffee with a friend of mine who is a successful real estate agent in a nearby town.  He was telling me that his business was doing well…but wondered how much better he could be doing…

A personal brand takes consistency, but the rewards are enormous! Today let’s talk about building your personal brand.  I started thinking about this topic after reading a recent edition of the Hampton newsletter.  If you’re not familiar – it’s a community for tech entrepreneurs.  You can connect with other members and share challenges, ask questions,…

[Spoiler Alert]  Most people still don’t know the value of a travel advisor! Today’s topic: Do your customers Really understand what YOU – a modern day travel advisor – actually does and provides?  It’s time to fasten your seatbelts. We are ready for lift-off.  A Story Not long ago I had the chance to connect with…

Know the three zones, and the two to avoid! In today’s edition, we’re talking about networking. More specifically, how to get an easy win from any networking or conference event. How To Work A Room Ready to start? This is going to be a game-changer for you. By show of hands… …how many of you…

Follow Up, follow through and follow back with clients! Today we’re jumping into the tactic that Ryan Serhant used to become the badass real estate agent that he is. And how YOU can use the exact same approach. For those of you unaware, no matter,  Ryan stars on Bravo’s television series Million Dollar Listing New York…

A Practiced 2-Minute Pitch Opens More Doors So, since you’re meeting a lot more people, it kind of makes sense to talk about your elevator pitch. Ahhh, the elevator pitch. It seems so simple, doesn’t it? A short, engaging message about what you do.  The term comes from the idea that the speech should be…

Using decoys and loss aversion to make it easier Gotta tell you, I’m pumped about our topic today: Upselling. Why? Getting good at upselling can literally 10x your business. So if you could use some help getting good at this… you’re in the right place. Ready? Let’s go. It Begins With The Popcorn Study Nat…

Sales is Hard, so take care of yourself along the way! You’re an advisor — that means you’re in the sales game. And being in this game means you’re going to get a lot of NOs and  spend your days swimming in an ocean of uphill battles, rejections, ghosting, fence-sitting, and the like… it comes…