Travel Opens Eyes and Hearts

Whenever I get to be around a group of my advisors, I’m reminded just how diverse our industry truly is. People from all over, with very different backgrounds and views of the world, can come together around one shared interest: travel.

I often must remind myself of that fact. Even when our worlds look very different, we do have common ground. I’m proud to say that within my agency we have advisors with all kinds of perspectives and beliefs. While that diversity can feel uncomfortable at times, what stands out most is how well our advisors accept one another.

When I find myself worrying about what others might think, I come back to that shared purpose. When we focus on what we do and that is making travel accessible, meaningful and inclusive, we can get along. Travel is for everyone.

The same is true when it comes to our clients.

Not everyone you work with will share your views.
Not everyone will want to travel where you want to go.
Not everyone will travel the way you would travel.

That’s why it’s so important to never sell from your own point of view, but instead from what works for the person sitting across from you.

So how do we do that?
By getting to know them.
By asking questions.
By listening.

Not every destination or supplier is right for every client, and that’s okay. But we do have to be curious. We must be willing to hear opinions and preferences we may not personally relate to. We must stay open.

The best advisors work with people for who they are, not who they wish they were. They don’t sell from a place of “I would never travel like that,” but instead from “I can see why someone would want to travel like that.”

I have to remind myself of this often. Over the years, I’ve developed my own travel likes and dislikes. My older kids are quick to point out that some people just want to go to as many places as possible and don’t care much about the plane seat or the hotel room. Meanwhile, I’ve become a bit of a travel snob along the way.

They ground me.
And honestly, my advisors ground me too.

How Can You Become a More Curious Advisor?

Here are some questions that can help you truly understand the person you’re planning travel for:

• What does a great vacation look like to you?
• Tell me about a trip you loved and why it stood out.
• Tell me about a trip you didn’t love and what you would change.
• What matters more to you: comfort, value, experiences or flexibility?
• Are you more interested in seeing as much as possible or slowing down and really experiencing one place?
• How important are things like location, room size, food or amenities?
• What is your tolerance for flights, connections and travel days?
• Are you someone who likes structure, or do you prefer flexibility?
• Who are you traveling with, and what do they care about most?
• Is there anything about travel that makes you nervous or stressed?
• Are there experiences you absolutely want or absolutely want to avoid?
• What would make this trip feel worth it to you when you get home?

Being curious doesn’t just make you a better advisor. It makes you a better listener, a better problem solver and a better partner in your client’s journey.

Travel opens eyes. Travel opens hearts. And when we approach it with curiosity and respect, it opens doors we never expected.