The $100 Startup: Helping Clients is Your #1 Priority | Travel Research Online


The $100 Startup: Helping Clients is Your #1 Priority

“If you make your business about helping people you will always have plenty of work.”

The $100 Startup by Chris Guillebeau, page 38

This thought is voiced by many, but it has been my personal observation, practiced by few. In the travel industry, your job is not to sell cruises. Your job is to help people choose the right ship, the right itinerary, at the right price, for all the right reasons.

Your job is not to book 14 rooms at an all-inclusive resort in Cancun. Your job is to help your client satisfy their time and budgetary constraints so their girlfriends weekend is a safe and memorable experience.

With all the options available to travelers today they do not need you to fill out paperwork and make a few phone calls on their behalf. Of course this is a service you happily furnish, but it is not your strong suit by any stretch of the imagination.

Click on the book to grab your own copy of "The $100 Startup"
Click on the book to grab your own copy of “The $100 Startup”

Helping clients avoid mistakes due to their excitement and eagerness to book a trip, or being unfamiliar with the destination, is a more valuable use of you partaking in the relationship.

Another “bigee” is to make certain they don’t pay a disproportionate “disappointment cost.” A what? A disappointment what? Cost.

My friend and fellow public speaker and trainer Stuart L. Cohen introduced me to this term a few months back. Stuart teaches travel agents to council clients so as to avoid the high price of returning home with regrets and by uttering the phrase “We should have,” or “I wish we had done that.”

Rumor has it that there is a belief among the wise that suggests that upon one’s pending death, there is more regret about what one did not do rather than what they did do. The unspoken recommendation here is to help people follow their dream, thereby making it a reality before time runs out on them.

Excuses run rampant, and it has been my observation that many people eventually see the light… a day or two too late.

There is no doubt about it. People have a lot on their plates today, most of which is important by their definition. I don’t want you to go to task with them. All I want you to do is to “blow in their ear,” thereby planting the seed of possibility.



Mike presents a business-building webinar on the third Thursday of every month sponsored by AmaWaterways. To receive monthly invitations send Mike an email with the words “business training” in the Subject Box. You will also receive a link to the recorded version.

For information on Mike’s Fourth Annual Training Cruise, email Mike at with the word “cruise” in the subject box.

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