The Art Of Selling Travel Podcast | Sales Coaching for Travel Agents & Advisors

I saw a job ad for an “experienced closer” and for one brief second thought, “That would be so simple.” Then I remembered I don’t want to work for other people.  But it got me thinking about what actually makes someone a great closer. And here’s the truth: sales is easy. What makes it complicated is the meaning we attach to it. In this episode of The Art of Selling Travel Podcast, I break down why travel advisors overcomplicate sales, why you need to stop letting your clients drive the bus, and why it is none of your business whether your client can afford the trip. Plus: my grade seven sales hustle, my own Pretty Woman moment in a Vancouver shoe store, and the client who paid a $2,000 planning fee without blinking and went on a $30,000+ trip to Africa. Additional Links:  Download the Essential Lessons PDF: Essential Lessons PDF Join the priority list for our upcoming groups workshop: Groups Workshop Join the priority list for upcoming sales workshops: Workshop Priority List Join the Facebook Group: Facebook Group Connect with Glenda on Facebook or Instagram

Your client has everything they asked for. The quote is perfect. And they’re still saying “hmm, I’m not sure.” That’s not a price problem. It’s an uncertainty problem. I recorded this the day after the Alberta referendum, after waiting more than three hours for results (and eating way too much chocolate). It reminded me what uncertainty does to the human body, and how often it shows up in travel sales without us noticing. In this episode of The Art of Selling Travel Podcast, I talk about why uncertainty stops travel clients from making a decision, and how you as a travel advisor can replace it with confidence. Not by having every answer, but by asking better questions, knowing your client, and only putting forward trips you’d stake your reputation on. Plus: the client I turned away who ended up on the 6 o’clock news. Best commission I ever gave up. Additional Links:  Download the Essential Lessons PDF: Essential Lessons PDF Join the priority list for our upcoming groups workshop: Groups Workshop Join the priority list for upcoming sales workshops: Workshop Priority List Join the Facebook Group: Facebook Group Connect with Glenda on Facebook or Instagram

The most expensive signature in your travel business isn’t your lease, your software or your mastermind. It’s the one you never got. In this episode of The Art of Selling Travel Podcast, I’m talking about why every travel advisor needs signed client authorizations, and why “I’ve always done it on a handshake” is a risky way to run a business. It all started on a coaching call. One advisor’s host agency had just updated its terms and conditions and was now requiring signatures on every booking. Plenty of advisors were struggling with the change. She had been doing it all along. I’m also sharing a story from my early days in the industry, back when credit card numbers went on Post-it Notes in the file. One client filed a chargeback with Air Canada for a first-class flight to Australia and claimed she never took it. That could have cost the agency thousands. It didn’t, because one card imprint with her signature on it ended the chargeback on the spot. We’ll cover the three signatures every travel advisor needs on file: a credit card authorization to protect you from chargebacks, a travel insurance waiver to prove coverage was offered (including the parts they declined), and signed terms and conditions so you’re not on the hook for everything a client “didn’t read.” I’ll also explain why friends and family bookings need signatures too, and how to simplify the process with a Google Doc of supplier terms and the templates already built into your CRM or invoicing tool, like TravelJoy, Travefy or Tern. If clients pushing back on paperwork makes you squirm, this one’s for you. Don’t stutter, don’t apologize, just make it part of your process. An ounce of prevention is worth a pound of cure, and in a world where scammers are going hard after travel, your paper trail is your protection. Additional Links:  Download the Essential Lessons PDF: Essential Lessons PDF Join the priority list for our upcoming groups workshop: Groups Workshop Join the priority list for upcoming sales workshops: Workshop Priority List Join the Facebook Group: Facebook Group Connect with Glenda on Facebook or Instagram

Want last minute bookings to close out 2026? There's still time.... But first, ask yourself the real question: do you actually WANT last minute clients? In this episode of The Art of Selling Travel Podcast, I'm breaking down how to fill your calendar with holiday and late fall bookings without training your audience to always book last minute. Because whatever you market is what you get. Market the deal, you get deal hunters. Market to the procrastinators, and well... you get last minute procrastinator Pollies that move as fast as a hurricane. Plus, why the best way to grow your sales is to stop booking one trip at a time, how I mapped out 10 years of travel for one client, and the four magic words that got me a booking the morning of the first snowstorm. Additional Links:  Download the Essential Lessons PDF: Essential Lessons PDF Join the priority list for our upcoming groups workshop: Groups Workshop Join the priority list for upcoming sales workshops: Workshop Priority List Join the Facebook Group: Facebook Group Connect with Glenda on Facebook or Instagram

"I'll get to it next year" and other famous last words. Spoiler... next year never comes. There are still three months left in 2026, and that's plenty of time for your plot twist. In this episode of The Art of Selling Travel Podcast, I'm talking to every travel advisor with a "when I get around to it" list that keeps growing. Updating the website, starting the weekly email, or building the group landing page. We're breaking those big, scary projects into 15-minute bites so you can actually get them done before the holiday chaos hits. Plus, a public service announcement about Black Friday deals (they suck, and waiting for them has cost real clients real money), why your outdated website is NOT the reason you aren't getting sales, and what a bear on a mountain taught me about finishing what you start. Additional Links:  Download the Essential Lessons PDF: Essential Lessons PDF Join the priority list for our upcoming groups workshop: Groups Workshop Join the priority list for upcoming sales workshops: Workshop Priority List Join the Facebook Group: Facebook Group Connect with Glenda on Facebook or Instagram