JENSON / SHUTTERSTOCK . COM through their experiences .”
Fischer staff deliver 24 / 7 service to clients , remaining constantly available and staying in touch with local partners . This includes routine services like filling out requisite travel forms and pandemic-era paperwork and checking them in , as well as the unexpected like arranging emergency passports or obtaining a last-minute visa so a client could visit a dying relative . Recently , the Fischer team managed to evacuate a client from the Bahamas after she contracted COVID .
To deliver that exceptional level of service and make the most of 2022 ’ s emerging travel trends requires cultivating real relationships with clients , learning their passions and preferences . But that comes with a cost .
“ It makes you feel really humbled and good that you can do this , take care of your clients like that , not just send them on a trip , but to have that level of care ,” says Fischer- Rosenthal . “ But you can ’ t do that and sustain it with just a 10 % commission from hotels , it ’ s just not going to happen at our levels .”
Fortunately , many discerning travelers are willing to pay more for travel that aligns
with their wanderlust desires and penchant for exceptional service — a virtuous cycle of investment that gives travel advisors the resources they need to not only continuously surprise and delight their clients , but treat them with the utmost care throughout the journey .
In 2022 , clients are willing and able to up their investment in luxury travel experiences . There are many models to capitalize on that . This could take the form of a flat-rate subscription like Inspirato Pass , which affords access to a menu of experiences and concierge service for a single monthly fee of $ 2,500 . Or , travel advisors could consider charging additional fees for service , a strategy Fischer Travel has found extremely successful . Whatever model travel advisors choose , it should always be in service to the client .
“ Life is all about relationships and the better you get to know your client to be able to offer experiences and services that appeal to them , the more they will learn to trust you and your instincts ,” Fischer-Rosenthal says . “ You have to provide intuitive service , not reactive service .”
5 WAYS TO ATTRACT AND SERVE ELITE CLIENTS
BUILD A CALENDAR OF CLIENT MOMENTS . Noting client birthdays , anniversaries and other special life events facilitates relationship building between you and your clients , as well as reminding them of additional vacation opportunities .
NETWORK WITH VENDORS TO LEARN AND BUILD RELATIONSHIPS . Attend luxury travel trade shows that feature true luxury brands to educate yourself on the market and what clients are looking for .
LEARN YOUR CLIENT ’ S PASSIONS . Build itineraries that speak to their interests and desires , including both exclusive experiences down to the smallest details of sleep schedules and diets .
TRAVEL AND VISIT MANY PROPERTIES . The best way to recommend the ideal luxury accommodations for clients is to experience them yourself and provide an accurate description of amenities .
BE OF SERVICE . Providing quality service to clients creates a trusting relationship that can continue for generations to come .
SUMMER 2022 / THE COMPASS / 37