Compass_Summer 2021 Master | Page 56

IT ’ S NOT ABOUT THE

MONEY

TIPS FOR FINDING THE PERFECT TRAVEL EXPERIENCE FOR EVERY CLIENT ’ S BUDGET .
WORDS / RUTH TERRY

Finances can be deeply emotional and , for most of us , talking about them is even more taboo than discussing things like sex or religious beliefs .

That reality can make it hard for clients to open up about their travel budgets and for travel advisors to feel totally comfortable asking about them . But you ’ ll have to broach the “ B ” word if you want to help them maximize their travel investment .
Here are some expert tips for navigating that conversation with your clients and helping them be more strategic with their spending .
Ease into the money conversation Even if you happen to be one of those rare individuals who happen to be perfectly comfortable talking about finances , your clients may not be . A less direct approach can help put them at ease — and give you clues as to the travel experiences that are a good match for them .
First , start by zeroing in on your client ’ s “ travel personality ,” says Kristin Braswell , owner of travel
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