QUALIFYING CLIENTS “( The ) biggest trend is seeing more and more people looking to include something in their trip that requires them to move ,” said Glover . “ That can be a hike , cycling or photography .”
Adventure travel looks different for everyone , and the first step to cracking what it means to your clients is simply taking the time to ask . Glover noted questions like “ How do you envision your trip ?” or “ Have you considered seeing the city on a bicycle ?” are good places to start .
Left : Glover on a bike trail in Colorado ; Above : Exploring Alaska ’ s Denali National Park
From there , advisors can hone in on the specifics including which excursions and activities might be the right fit . “ Once I know what activities the client may be interested in , then I ask the particulars ,” she said . “ I may need to know how mobile the client is , are they experienced at the activity , and it ’ s important to ask how comfortable they are with the recommendation .”
In addition to asking questions — or examining all sides of the argument in legal speak — Glover says nothing can compete with first-hand experience . “ The
best way to recommend activities is to try different activities ,” she said . “ When I go to destinations , in addition to looking at properties , and going on tours , I try to find something that allows me to move . I have hiked waterfalls in Costa Rica and done Bikram yoga in Norway . There are so many options so I try to open my clients to different activities they might not have thought possible .”
ADVICE FOR ADVISORS Are you looking to break into the adventure travel niche ? Glover has three tips for advisors : 1 ) Be adventurous , 2 ) Do not limit yourself and 3 ) Be open to different experiences . “ Try not to think of adventure travel as an all-or-nothing ,” she said . “ An adventure trip may be a trip that has cycling daily on a multi-day trip , but it can also be one day out of a long trip .”
Above all , if you do your research and work with the right suppliers , diving into this exciting world can be easier than it seems . “ I want people to not be afraid of adventure travel ,” she said . “ There are a lot of resources and suppliers that can help you plan that single bike ride in a city or an African safari ; do not be afraid of the unknown .”
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