Diary of a Luxury Travel Agent
by Anita Pagliasso-Balamane
Author of "How I Made A Small Fortune as a Home-Based Travel Agent"
(www.redticketproductions.com)
President, Ticket To Travel (www.aticket2travel.com)
OSSN Western Regional Manager
Email: sanjoseca@ossn.com
Phone: 408-531-9228

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9:30 a.m. -- I have just finished creating a custom personalized full-color cover insert to slip in the front of the binder. The title says "Prepared especially for Mr. and Mrs. Christensen." Also included in this cover sheet are the names of each island they will visit in vertical bullet points along the side. I incorporated beautiful pictures of Greece and, of course, I included my name, logo and agency information.

10 a.m. -- Inside the "Greek Blue" colored binder I purchased, I have inserted fold-out maps of each city and island that they will visit during their stay and four-day cruise. Each destination in the trip has a section and a tab for easy reference. I have also included my personal packing tips, cruise advice, hotel information, transportation guides, tour and restaurant suggestions, emergency contact information, copies of itineraries to leave at home, and extra copies of their passports. I will also reassure them that I will keep a copy of their passports and they can feel free to call me at any time should they lose them. I have enclosed copies of the letters that I composed to send on their behalf to every hotel manager of each hotel where they will be staying. I will remind them that they will now have the hotel manager's name should any problems arise.

12 noon -- I have finally completed "The Book." Putting all of this together has taken me about four hours.

4 p.m. -- I am now putting together a gift basket that includes a bottle of Greek wine I purchased on my last trip to Athens and a beautiful tabletop book showing all the gorgeous views in hopes of getting them excited about their upcoming trip.

5 p.m. -- It was a delightful surprise when I arrived at their home to find that there were other couples there for a pool party and dinner. Everyone wanted to see what I had brought over -- and they were quite impressed with all of the detail and effort that I had put into their trip. As they all shared a glass of the Greek wine I had brought, everyone was intrigued to hear all about the trip. They also expressed an amazement that I would come out and make this type of presentation on a Sunday!!!

As it turned out, I will be coming home with the names and phones numbers of new prospective clients because I was asked by a couple of the dinner guests to call them next week to help them plan some upcoming trips. What I have learned is that, if you treat your clients with special care and extra attention, they will repay you with a wealth of referrals.

I have also provided all of the travel services for several group golf trips for this client. He mentioned tonight that he wants me to start planning the next trip to Puerto Vallarta. The first golf trip I put together for him earned me nearly $10,000 in commissions. In addition, his wife is the local Rotary Club President, and she told me tonight that it looks like I will have the opportunity to send a contingency of members to the annual convention in Copenhagen next year.

But give up a Sunday, you say? You bet I will!!! If you are serious about dealing with affluent travelers, you must first understand that time is what they lack the most. Making the travel planning process as carefree and effortless as possible will cement your relationship and value to them. By meeting the clients on their schedule and at their convenience, you will have the opportunity to sit down with them to make sure you have met their expectations, and you can provide any additional guidance or services that they may require.

7 p.m. -- Finally back home! Not bad for a day's work -- even if it was Sunday.

7:15 p.m. -- Dear Diary: What about my article on selling luxury travel? Done! I realized that this day says it all. I think I'll sleep in tomorrow.

[Note: This article was published previously in Agent@Home Magazine.]