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The Psychology of Closing the Sale

You must have done something right. Your marketing must be working. The prospective client called and asked to meet with you. You chose a great meeting location, maybe your agency office, maybe a coffee shop. You dressed the part, you rehearsed the meeting and prepared well. You made a terrific presentation. Now it’s time to ask for the prospective client’s business. You can feel the tension. Why is closing so difficult?

Because we make it difficult. Is there any possibility shifting from a transactional model to a relationship/consulting model will remove some of the pressure of “the close?”

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“Go Human. Book Human,” say the ads running this week in New York and Los Angeles, on Instagram, Facebook, Google and YouTube. “If machines can’t dream, how will they plan your dream vacation?”

“Don’t let an algorithm plan your vacation,” say others. And for the business traveler or family caught in a Covid spike, “0% of bots understand the pressure of making the last flight out.”

They’re all part of Internova Travel Group’s first-ever consumer advertising campaign, aimed not—as is usually the case—at its existing customers, but instead at the broad swath of consumers who do not use a travel advisor at all. Read the rest of this entry »

The Great Release is Here: Are You Ready?

After a year of being pent up, the Great Release is upon us, and now it seems sudden. Things are opening faster than predicted just a few months ago.

In March 2020, the COVID pandemic submerged us in the exponential growth of new infections and, before we could comprehend what was happening, we were virtually imprisoned, taking shelter to save our lives. We settled in and got used to being confined. Now the release is happening all around us. And it seems to be happening faster than almost anyone expected.

The demand for travel is, unsurprisingly, going through the roof. But to say “it’s complicated” is to vastly understate the circumstances. World travel now is an extremely tangled web. Read the rest of this entry »

More and more people are getting vaccinated across the United States each day, and countries across the globe are starting to reopen for American travelers who are vaccinated against the COVID-19 virus. As reported by the New York Times on April 25, 2021, tourists from America who have been fully vaccinated against Covid-19 will be able to visit the European Union over the summer. This is exciting news for all of us that have been waiting anxiously to begin traveling again. Read the rest of this entry »

I Don’t Like Everybody

When I mention this in my live programs, I usually get more than a few giggles in disbelief. I then tell the audience: “I mean it. I don’t like a lot of people. Who said that I have to ‘like’ everybody? The word ‘people’ is too general for me to rubber-stamp my affection toward anybody and everybody who can fog a mirror.”

Like in my live programs, I think it is time to hear my rationale.

The secret is not to like everybody, but to like the people you like. And then, be willing and eager to do everything within your power to service these people. No rules. No exceptions. No excuses. Not when you just feel like it. All the time. Read the rest of this entry »

7 Steps to Scroll-Stopping Video Trailers

Remember the last time you went to the movie theater and saw teaser trailers of all the upcoming movies? Such a great way to have a sneak peek and then make a date to see the movie.

The beauty of the movie makers’ marketing magic is that you get to see the most intriguing part—the hook. And then, you’re hooked! The movie theater is nearly guaranteed to sell more tickets. What if you could use this same genius marketing theory to attract more video views on your own Facebook business page? You know, create your own intriguing, gripping trailer. News flash: You can do this now! Read the rest of this entry »

Are You Using Today’s Tech to its Fullest?

Technology has empowered customers in ways we never would have imagined ten years ago. Heck, we probably could not have imagined it last week. With the touch of a few buttons, customers can have all the information they want at their fingertips and often “know” more than we might about a particular destination—and that’s alright.

Also, they also can decimate a business with a few taps on their phone with a negative review, or worse. This scenario is even harsher for smaller agencies with fewer reviews—the negative ones will stand out!

Keeping up with technology isn’t easy. As a business owner, you need to think about not only managing your reputation but how to get the attention of potential clients and keep them interested enough to make them want to continue interacting with you.

So, what can you do to increase the number of customers engaging with you and your agency? Read the rest of this entry »

AmericanTours International’s (ATI) Drive America customizable road trip packages make it easy for travel agents to set up, save clients money (compared to booking it on their own online), and generate commissions on a $3,000 couple booking and up to $10,000 or more for a small or multi-generation family. ATI support team knows about the ins and outs of traveling within your destinations and is always available to help you. Read the rest of this entry »

Last week we described the great cruising grounds of Europe and Southeast Asia. This week, we’ll describe some other cruise opportunities that your clients may consider, if you suggest them.

Oceania (Australia, New Zealand)

Australia has three fantastic cruising routes. The most popular cruise is Sydney-Melbourne-Hobart-South Island (New Zealand). Sydney is one of the world’s most popular destinations, and Hobart is great for hikers and foodies. Your clients will cross the Tasman Sea, the New Zealand glaciers, and sail up the South Island (of Harry Potter fame). It has wildlife refuges, mysterious caves, and small welcoming Read the rest of this entry »

Times Square and Beyond

As the vaccine rollouts increase, destinations are beginning to plan the grand opening of travel once again. The excitement is palpable, an electrical current moving along that has started the idea of planning getaways and seeing the world. It is guaranteed New York City, one of the most popular cities in the world, will be on the traveler’s list. And this is where Beyond Times Square comes to the rescue. Read the rest of this entry »

I would hazard a guess that, throughout the Covid-19 pandemic, your anglophile customers have been watching endless episodes of Downton Abbey, Inspector Morse, Doc Martin, Keeping Up Appearances, Poldark, Midsomer Murders, Grantchester, and The Vicar of Dibley to name just a few of the British TV series appearing on PBS. Bridgerton is the new kid on the block, and you can read and see more in the story below after Downton Abbey.

You will know who these people are and instead of leaving them to imagine what the great castles, stately homes, gardens, market towns, villages and countryside really look like; talk to them about their favourites and let me help you put together a UK tour that matches their interests, time frame and budget.

Catch the vision and talk to them about converting TV fiction into touchable reality in the English countryside. Read the rest of this entry »

Khartoum: Where the Nile Meets Itself

Located where the Blue and White Nile Rivers converge into one great river, Khartoum-proper is a city moving quickly into modern times. This metropolis is the capital of Sudan, which did not gain its independence until 1956. It is now a center for trade and economics in North Africa, but still holds onto its traditional roots just outside of the glass and steel of its center. Markets, mosques, and Sudanese culture await the traveler. Read the rest of this entry »

For too long, travel professionals have ceded their clients’ domestic road trips to self booking. American Tours International, however, has put together the technology allowing travel advisors to customize domestic road trips in a manner to enhance the experience for the client and the commissions for the travel professional.  Charlie Kao and Richard Earls of TRO-Travelmole had an opportunity to interview Nick Hentschel, COO, and Jenny Tecklenburg, Vice President of Sales with American Tours International (ATI). 

Charlie Kao: Nick,  How are things in California?

Nick Hentschel:  Charlie, things are getting back to normal here in California. We have done very well with the vaccine efforts and the removal of mass mandates outside.  We are reopening restaurants at a 50% capacity here in Los Angeles County and other shops and stores, so things feel like a comeback from a pretty tough December or January timeframe to some “new normal” that feels pretty good. Read the rest of this entry »

La Fortuna and Arenal in Costa Rica

There’s a reason that La Fortuna remains one of the most visited areas in Costa Rica. Simply put, it is paradise. This small town, located in an area named the same, is a fortune of relaxation and allowing the richness of life to wash over the traveler. With a magnificent volcano as a backdrop, La Fortuna’s lush natural surroundings and laid-back atmosphere lets the traveler settle into a worthwhile vacation.

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Exploring Santa Monica

Located directly on the Pacific Ocean and surrounded by mountains, at the end of Route 66, Santa Monica enjoys an average of more than 280 days of sunshine each year. With average temperatures in the mid to upper seventies year-round, this beachside city’s weather is one of its most attractive assets and being outside is a part of the city’s lifestyle. But there is so much more to discover in Santa Monica than great weather, and visitors to the Los Angeles area miss out if they don’t spend a bit of time in this eclectic community. If you are looking for a unique domestic destination to visit with iconic world-class dining, entertainment, and famous sites, Santa Monica is worth your consideration. Many of the attractions that make the beach-front city special have found residence in our collective conscience, and you may find yourself surprised at your osmotic familiarity with some of the key points of interest in Santa Monica.

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The Grand Discoveries of Luxor

Egypt has always been a draw for travelers. The monuments of ancient civilizations stand as rugged reminders of empires and cultures passed. These grand palaces, temples, and tombs are tremendous feats of engineering – milestones in the history of the world. Which brings us to Luxor. The Luxor Temple and Karnak are sites to behold, to wander about in awe of its hieroglyph-covered walls and columns… a magnificent museum open to the elements.

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