Become a Home Based Travel Agent

Surfing, the Essence of Travel
By Tom Ogg

It was a normal afternoon in Punta Mita and a friend of mine and I took a panga out to El Faro to surf the NW swell and afternoon off-shore wind. Grady and I had a bunch of waves and there were only two other guys out and I knew them both. It was a building swell and the perfect direction for El Faro, a perfect long and hollow right point break. I saw a large set on the outside and started paddling as fast as I could to avoid getting caught inside. I made it over the first set wave and then the second. As I cleared the second wave I saw that the fourth wave in the set was unusually large. I paddled over the third wave and then turned my board to take off on the fourth.

It was a two-paddle take off and a steep drop. When I hit the bottom of the wave I did a sweeping bottom turn into a long wall. I saw a peak on the wall that looked as if it would pitch before I got to it. I pumped my surfboard and gained the necessary speed to reach the peak just as it was about to throw. I pulled up into it and stalled. The peak then pitched completely over me and it was like time stood still. Everything seemed to unfold in slow motion. I could see the sunlight through the crystal clear blue ceiling and was in awe of the deafening sound. I could see the sunlight shining on the face of the wave as it continued to pitch in front of me as I sped towards the opening that could let me out of the tube that I was in.

I flew out of the barrel with so much speed it was unreal. I could hear Grady and the other guys that had all been caught inside hooting and shouting at me. I then saw the rock the size of a VW that resides in the lineup when it gets big enough and turned, hit the lip and went flying over the top of the wave exhilarated from the intense experience.

Everyone paddled out to wait for the next set and the next exciting experience.

Surfing is about individual expression and the thrills one may experience from doing it…..just like traveling. Surfers never talk about waves because it is a personal endeavor; it is not a group sport, much like avid travelers never really talk about their experiences.

As travel agents we have to remember that we are selling lifetime experiences, excitement and self expression. While our bucket lists may be substantially more impressive than our client's, his or hers is just as important to them. Here are three things that you can do to motivate your client by recognizing this fact.

Get Excited About Your Client’s Vacation: To your client, the 4-day Bahamas cruise he or she is booking with you is the most exciting thing he or she may have done in a long time. To you, going to the Bahamas may be the most boring thing you could think of. But, let your client know just how exciting his or her choice is going to be and accentuate all of the positives about the future experience. Don’t be negative about any aspect of the cruise, just talk about the positives, as if going to the Bahamas is something you dream about doing too. Your excitement will engage your client and link you together in a way that will bring him back to you again and again.

Build Your Client’s Excitement Before They Depart: Communicate excitement to your client. Send them emails about things to do in the Bahamas. Send them links to the fabulous bargains to be has at the World-Famous Straw Market, the water taxi system, the fantastic beaches, fishing, snorkeling, sunning and about visiting Atlantis. Share tips on how to maximize their cruise experience and how wonderful the shows will be and the dining. Conmey to your client that they are about to go on a cruise of a lifetime.

Identify What Your Client Found Most Exciting When They Return: When your client returns, call them up and interview them about their experience. Give them the opportunity to share their likes and dislikes and let them know that they are helping future clients by sharing their new-found expertise on the Bahamas. Even though you probably know every word they are going to tell you, it is extremely important to allow you client to feel important by having accomplished such an interesting and worldly travel experience. Ask open ended questions such as “What was your favorite experience on the cruise?” to identify “hot buttons” for future travel. Besure to enter your findings in your CRM and start te next sales cycle during the interview.

Clients Just Want to Have Fun!: Always to measure your client’s expectations by theirs, not yours. Once that you have uncovered your client’s hot points be sure to use them in the future. If they loved the snorkeling in the Bahamas, be sure to point to the excellent snorkeling in the next cruise you sell them. If it was the entertainment, ditto. By engaging your client’s sense of adventure and excitement, you will have the opportunity of enjoying a lifetime of loyalty from the client.