In this Office Hours episode, Grace Van Hollebeke shares why most travel advisors struggle with referrals—and how a simple system can change everything. Instead of hoping clients will refer them, top advisors engineer referrals consistently and effortlessly. Grace breaks down:

• Why referrals don’t happen on their own (even from your happiest clients)
• The exact steps to turn one happy client into five new ones
• How to make referrals feel exclusive without offering discounts
• A proven, non-pushy script for asking for referrals
• The small changes that make it easy for clients to send business your way

If you want a predictable, steady stream of new clients, this episode gives you the exact steps to make it happen.

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Key Moments:

• (00:00) Engineering Referrals in Travel Business – Why waiting for referrals keeps you stuck and how top advisors generate them consistently
• (02:31) Creating a Structured Referral Process – How to prime clients before they even take their trip and build referrals into your business model
• (05:49) Making Referrals Feel Exclusive – Why positioning matters more than incentives and how to create a VIP experience
• (07:13) Simplifying the Referral Process – The easiest way to ask for referrals without being pushy

Key Takeaways:

• Referrals should be an intentional, structured part of your business—not left to chance
• Clients won’t refer you unless you give them a reason and an easy way to do it
• Exclusivity is more powerful than discounts—position referrals as an invitation, not a transaction
• The best referral requests aren’t direct asks but subtle nudges at the right time
• Automating your referral process can save time and ensure consistency

Follow Along:

• Grace Van Hollebeke: LinkedIn | [email protected]
• Lucia: Website

Try This Challenge:

This week, send one message to a past client using the script from this episode. See how many referrals come in.

Need help setting up a referral system? Lucia’s CoPilots can build it for you in just a few hours. DM Grace on Instagram (@GraceVanHoll) for recommendations.

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