Geraldine Ree

As a small business owner I know how challenging it can be to ask for referrals. There is a sacred contract between you and your customer that is built on trust, loyalty and extraordinary service. It can feel pushy to ask for referrals, and yet without them it is challenging to build your brand and your business. The secret to building referrals is to lock down your position with your existing customer first, BEFORE asking if you can work with their circle of influence. So often I hear advisors asking for referrals before the simple question, are YOU happy with my service? It's a small difference but there is an order to retention that always starts with your existing customer first. If they are delighted with you, their endorsement is a natural next step.

Profit isn't what is left over. It is what fuels getting started. The fastest path to a thriving travel business is to build profitable customers who keep coming back. Simply put, earning more on every booking allows advisors to invest time and add value that they are often giving away for free.