I love to watch professionals do their thing.

I once hired a man to dig a hole in my backyard. I was going to do it myself, but thought better of the idea. I was going to install an above ground pool and I was ready to begin excavating. He arrived right on time, pulling a trailer behind his pick-up truck loaded with his machinery. This mini-bulldozer was called a “Bobcat,” and boy could he make that thing “sing.”

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Since 1981 Sceptre has been in the business of delivering happiness, and nothing makes them happier than sharing the magnificence of Europe. From their to yours, building trust and confidence one glorious vacation at a time, Sceptre designs and plans the kind of custom travel experience that they themselves would enthusiastically embrace. Because Sceptre is family-owned-and-operated, they are meticulous about every detail of every tour designed.

Sceptre Vacations makes certain they remain a trusted and sought-after way to experience Europe. Quality, value, and excellent customer service go hand in hand with one of the most imaginative and exciting options you can find, with each vacation looked upon as an opportunity to share a unique and unforgettable experience with a friend.

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It Can Happen To You!

After 70 years of service and $70 million in annual billings, a large and well-respected advertising agency lost one of its most treasured accounts. Up until that dark day employees had been walking the halls thinking that this particular account was in the bag for another 70 years. This is not an isolated case. I can think of many “sure-things” heading south in a blink of a decision.

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Glaciers, penguins, fjords, oh my! Exploring the ins and outs of the Chilean Patagonia are fun for all ages. Between learning about the maritime history of the area, and coasting through the icy waters of the Magellan Strait, Patagonia is sure to keep you busy. Thanks to Australis, the supplier sponsor of this article, you can see Chilean Patagonia like you’ve never imagined it. Read the rest of this entry »

There is a TV show that I occasionally watch called “House Hunters,” which is a reality-style national television series about finding and purchasing a new home. The show takes viewers behind the scenes as individuals, couples and families learn what to look for and decide whether or not a home is meant for them. Focusing on the “emotional experience” of finding and purchasing a new home, each episode shows the process as the buyers go through the search.

The same emotions and decision factors can be similar when looking for a good home (host) to place your business.

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I’ll explain in a moment why I call today’s missive “The Seinfeld Letter.” But first…

It was on a Monday when I began reading my latest book on sales, titled SNAP Selling by Jill Konrath. I have spoken to Jill a number of times on the phone and I immediately connected to her style and upbeat personality. I enjoyed her first book titled Selling To Big Companies and was looking forward to reading SNAP Selling.

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Over the past few years, I have noticed a decided lack of commitment in the business community. No, this is not going to be a millennial rant—you can go to YouTube and find all you want; but recently I have noticed a solid lack of commitment on any number of fronts. And quite frankly, it is disturbing. Especially when there are some (certainly not all) online businesses that are doing it right! Read the rest of this entry »

How consistent is your marketing?  In each instance where the public comes into contact with your company, the message they perceive must be the same. Whether they are meeting you in person, looking at your web site, reading your tweets or viewing an advertisement you have created, the essential ethic of the company must resonate. Without consistency, your clients and the public at large won’t understand your brand. When the consumer continually sees your travel practice presented with the same brand message, each iteration reinforces the last and has the effect of building a solid impression. Read the rest of this entry »

If you sell cruises, you should take advantage of opportunities that various cruise lines offer to do ship inspections. These opportunities provide the ability to check see staterooms and public areas, etc. without having to sail on the ships.

Do not dismiss ships inspections as a convenient opportunity only for travel agents that live close to cruise ports. If you are land locked as I am, you can still take advantage of ship inspection opportunities. It just takes some planning. Even if you live near a cruise port, advanced planning is required. Because of security concerns, you cannot simply wake up one morning and drive to the port, and be admitted to tour a ship that’s in port.

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Today I want you to think about the word “useful.”

I believe that by just thinking about this word, your contribution to your prospects and clients is bound to improve. By following your thoughts and becoming “more” useful, your life will immediately change for the good.

Question: Are you useful? Are there opportunities for you to be more useful?

Think about it. I am certain your performance and the way you approach prospects and clients will begin to change just by addressing these two questions.

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(This is the third in a six-part series about how you can transform your travel agency into a money- making machine)

Last week, my high school football coach, the legendary Billy Henderson, passed away just four months shy of his 90^th birthday.

I played for Coach Henderson over 35 years ago. He not only prepared us to win on the football field, (and win he did -including a national high school championship) he helped turn thousands of boys into young men prepared to win in the game of life. Of his many lessons, two have stuck with me and are part of my core values.

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Surrounded by the Southern ocean, Antarctica is the earth’s southernmost continent. While it may not have any year-round residents, it does have much to offer visitors looking to explore its icy plains. Thanks to Marnella Tours the supplier sponsor of this article, you can plan your trip with ease.

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Em* pa* thy: the ability to understand and share the feelings of another.

 It is important to remember:

• People think in different ways.
• People interpret events in different ways.
• People give more thought to their words than to your words.

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For a trustworthy and reliable travel agency that specializes in China travel, China Tour has you covered. Creating fantastic tours of China that focus on the rich history, magnificent landscapes, and the lifestyles, this company puts the best of the best in China on display.

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Here are three questions to ask yourself:

• “Today, How Can I Add More Value To My Relationships?”
• “What Makes Me Different?”
• “How Can I Get and Keep My Client’s Attention?”

The answer to these three questions may consist of just seven words. I arrived at this answer having witnessed two recent events.

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Anyone who has been on a safari in Africa knows about the “Big Five” of African wildlife (lion, leopard, buffalo, rhino, and elephant). But Patagonia has its own Big Five: the puma, guanaco, huemul, Andrean condor, and ñandú.  All of them roam the wilds of Torres del Paine National Park, calling it home along with over 20 other mammal species and more than 100 types of bird.

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Oberammergau may be a foreign destination to you, but this sleepy town is known around the world for its tradition of passion plays and woodworking. Thanks to Collette, the supplier sponsor of this article, you will no longer be in the dark about the many history of the arts in Oberammergau.

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Little things make a huge difference in the way we are perceived among strangers. Here is an example of proof as it pertains to my public speaking business.

I direct a question to a woman in the audience. I ask the women if she would recognize and appreciate the courtesy of a man opening a car door for the woman. A resounding “YES” comes back from the group. Women from all audiences appreciate this courtesy although they are fully capable of opening their own doors.

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For this week’s Independent Consultant, Mary offers insight to a reader inquiring about building their own travel site.

Hello, my name is Devon and I would just like to start by saying that I love your website. It has the most comprehensive articles to answer almost all of my questions regarding the travel industry! I have spent hours reading your various articles and already feel like I am way more knowledgeable about the travel industry than I ever would have been by simply scouring Google.

I am an avid traveler myself and have traveled all over the world but only recently considered it as an actual potential career. Most of my knowledge of the travel industry has mostly just come from the perspective of a traveler and I quickly realized how little I actually know about the industry as a whole.

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Queenstown, New Zealand is more than being the resort town it is known as. With beautiful waterfalls and mountains, it is the epitome of serene. Thanks to Goway Travel, the supplier sponsor of this article, your Queenstown travel dreams can become reality.

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