Home Based Travel Agent - June 2008 - (Page 14) YOUR Lifeline Continued from page 13 Travel. However, getting to know your potential clients is only half the challenge. Once you’ve listened enough to learn important details, you need to be prepared to follow up with the information they are seeking. Be prepared. “Know what to say, even if you don’t say it,” advises SCORE. The organization suggests structuring your pitch “like the trunk of a tree that leads to increasingly specific information.” This way, you’re prepared to handle any question that may come your way. Pitches structured this way also can stand up in any environment, from the corporate trade show to the chance meeting at the country club or the grocery store. Jennifer Allan, author of the book Sell with Soul, makes a similar point on the Real Estate Network blog Active Rain (www.activerain.com). She says that preparation is key, especially in the real estate market. “Preparation means being ready to speak intelligently and knowledgeably about the local real estate market without a hint of a sales pitch. Don’t want to prospect? Then don’t. Spend that time learning the heck out of your market… Knowing your market is the best way to prospect to strangers. No fancy business card, well-rehearsed elevator speech or slick closing technique will beat the confidence that exudes from you when you know your stuff.” Be Truthful Once you’ve participated in the give and FOR THE AGENT take of the conversation and learned about your potential client’s needs, make sure that you don’t overpromise your ability to meet those needs. As always, honesty will be your best policy. Author Abrams shares a story of a hotelier acquaintance whose strategy is to “promise customers a Chevy, then deliver a Cadillac.” By underpromising and overdelivering, he has built an exceptionally loyal customer base and generates terrific word-of- mouth marketing. By following a similar approach, your reputation will likely precede you and make closing the sale a cinch when people know you will deliver above and beyond their expectations. Service like that simply sells itself, no pitch required. — Jennifer Glatt Enroll today, exclusively at UNIVERSITY w w w . t a u n i v. c o m 14 Home-BasedTravelAgent JUNE 2 0 0 8 http://www.activerain.com http://www.tauniv.com
Table of Contents Feed for the Digital Edition of Home Based Travel Agent - June 2008 Home Based Travel Agent - June 2008 Contents Editor's Note Publisher's Note Your Lifeline Agent Spotlight New Technology Industry News Hot Deals Indentifying Agents Delivering Documents Culinary Vacations Pacific Northwest Cover Story: Cruising Scandinavia Agent Access New Products Home Based Travel Agent - June 2008 Home Based Travel Agent - June 2008 - Home Based Travel Agent - June 2008 (Page Cover1) Home Based Travel Agent - June 2008 - Home Based Travel Agent - June 2008 (Page Cover2) Home Based Travel Agent - June 2008 - Home Based Travel Agent - June 2008 (Page 1) Home Based Travel Agent - June 2008 - Contents (Page 2) Home Based Travel Agent - June 2008 - Contents (Page 3) Home Based Travel Agent - June 2008 - Contents (Page 4) Home Based Travel Agent - June 2008 - Contents (Page 5) Home Based Travel Agent - June 2008 - Contents (Page 6) Home Based Travel Agent - June 2008 - Contents (Page 7) Home Based Travel Agent - June 2008 - Editor's Note (Page 8) Home Based Travel Agent - June 2008 - Editor's Note (Page 9) Home Based Travel Agent - June 2008 - Publisher's Note (Page 10) Home Based Travel Agent - June 2008 - Publisher's Note (Page 11) Home Based Travel Agent - June 2008 - Your Lifeline (Page 12) Home Based Travel Agent - June 2008 - Your Lifeline (Page 13) Home Based Travel Agent - June 2008 - Your Lifeline (Page 14) Home Based Travel Agent - June 2008 - Your Lifeline (Page 15) Home Based Travel Agent - June 2008 - Agent Spotlight (Page 16) Home Based Travel Agent - June 2008 - Agent Spotlight (Page 17) Home Based Travel Agent - June 2008 - New Technology (Page 18) Home Based Travel Agent - June 2008 - New Technology (Page 19) Home Based Travel Agent - June 2008 - Industry News (Page 20) Home Based Travel Agent - June 2008 - Hot Deals (Page 21) Home Based Travel Agent - June 2008 - Indentifying Agents (Page 22) Home Based Travel Agent - June 2008 - Indentifying Agents (Page 23) Home Based Travel Agent - June 2008 - Indentifying Agents (Page 24) Home Based Travel Agent - June 2008 - Indentifying Agents (Page 25) Home Based Travel Agent - June 2008 - Delivering Documents (Page 26) Home Based Travel Agent - June 2008 - Delivering Documents (Page 27) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 28) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 29) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 30) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 31) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 32) Home Based Travel Agent - June 2008 - Culinary Vacations (Page 33) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 34) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 35) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 36) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 37) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 38) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 39) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 40) Home Based Travel Agent - June 2008 - Pacific Northwest (Page 41) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 42) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 43) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 44) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 45) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 46) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 47) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 48) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 49) Home Based Travel Agent - June 2008 - Cover Story: Cruising Scandinavia (Page 50) Home Based Travel Agent - June 2008 - Agent Access (Page 51) Home Based Travel Agent - June 2008 - Agent Access (Page 52) Home Based Travel Agent - June 2008 - Agent Access (Page 53) Home Based Travel Agent - June 2008 - Agent Access (Page 54) Home Based Travel Agent - June 2008 - Agent Access (Page 55) Home Based Travel Agent - June 2008 - Agent Access (Page 56) Home Based Travel Agent - June 2008 - New Products (Page 57) Home Based Travel Agent - June 2008 - New Products (Page Cover4)
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