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What if growing a team isn’t about scaling faster, but scaling smarter? In this episode, Jordan Rush and Kim Hebert, who took over Explorateur Travel after Jennifer sold the agency, pull back the curtain on what it really takes to expand a team with intention. They break down how they prepare each new IC cohort, what onboarding looks like behind the scenes, and why a cohort-based model creates stronger consistency, accountability, and retention. You’ll also hear the honest realities of growth, including the time and profit tradeoffs of running a team, how they balance mentorship while still managing their own clients, and how they know when it’s truly the right time to expand again. If you’re considering growing your agency or wondering what it takes to support ICs well, this episode offers a refreshingly honest look at building a mentorship-driven model that lasts!

About Explorateur Travel’s Kim Hebert & Jordan Rush:

Kim Hebert stepped into ownership of Explorateur Travel in 2022, bringing a people-first leadership style shaped by her background in marketing, advertising, and travel design. After joining the agency as a Travel Designer in 2020, she quickly became known for her attention to detail and ability to turn client visions into seamless, highly personal itineraries. A Louisiana native, Kim is driven by connection and collaboration—values rooted in her time with Kappa Delta that now guide both Explorateur’s client experience and internal culture.

Jordan Rush also became co-owner in 2022, inspired by the agency’s mission to create thoughtful, one-of-a-kind travel experiences. With over a decade of experience in hotel sales and event planning, she brings a strong foundation in hospitality, relationship-building, and service excellence. Her Kappa Delta roots continue to shape her leadership, emphasizing community, purpose, and meaningful partnerships that support clients at every stage of their journey.

Today we will cover:

1. (02:30) Why Jordan and Kim chose a cohort-based model for growing a team
2. (12:45) What onboarding actually looks like behind the scenes
3. (22:30) What they look for when selecting new ICs
4. (30:50) How interviews are structured and what questions they ask
5. (34:00) The real cost of running a mentorship-based model
6. (45:50) How Jordan and Kim balance mentoring with client work

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2025 taught us a lot…and not all of it was comfortable. In this Hot Take, Jennifer and Robin reflect on the lessons that shaped the past year: why growth felt heavier, what constant change actually costs, and how shifting trust and consumer behavior forced a rethink of how businesses operate. They discuss what worked really well, what stopped working, and the hard truths about resilience, revenue, and sustainability that only show up when you’re deep in it. From outsourcing growing pains to decision fatigue and the pressure to always evolve, this conversation is a candid look at what 2025 revealed behind the scenes and how those lessons are shaping a calmer, more boring approach to 2026.

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Download the FREE Sales Call Roadmap: tiquehq.com/sales-call?utm_source=Podcast+Episode+148&utm_medium=Podcast+Shownotes&utm_campaign=Sales+Call+Success+Roadmap

This episode challenges one of the most common and costly misconceptions in business: that marketing and sales are the same thing. Anthony Cifelli, Marketing Strategist and Founder of Truevail, explains why confusing these two roles quietly undermines trust, confidence, and conversions. You’ll learn why visibility alone doesn’t lead to bookings, how inconsistent or generic marketing pushes the right clients away, and what actually makes potential clients feel confident enough to say yes. Anthony shares why consistency matters more than clever campaigns, why emotional connection beats promotion, and how staying present over time (not chasing quick wins) is what builds a business people remember. If marketing feels loud but bookings feel quiet, this episode reframes what’s really missing and why fixing it starts with alignment, not more content.

About Anthony Cifelli:

Anthony has always had a passion for marketing and connecting with people, which led him early on to follow his family into the hotel business. Today, he brings nearly 40 years of experience across the hospitality and travel industries. He began his career with Hyatt Hotels before going on to help build the sales team for what was then a little-known airline, Virgin Atlantic Airways. After a decade-long hiatus as a chiropractor, Anthony returned to the travel industry, spending the next ten years on the representation side with Janine Cifelli Representation. Having founded multiple small businesses along the way, he experienced firsthand how overwhelming marketing responsibilities can be. That insight led him to create Truevail - which helps Travel Advisors with their marketing so that they can focus on their clients.

truevailapp.com/affiliates/tique

Today we will cover:

• (02:15) Anthony's background in sales and marketing
• (05:30) The real difference between marketing and sales explained simply
• (12:45) Attracting the right audience vs. attracting everyone
• (19:15) Why emotional connection matters more than promotion
• (21:15) The long game of marketing and why consistency beats quick wins
• (25:45) Common marketing mistakes travel advisors don’t realize they’re making
• (31:40) Aligning sales and marketing for sustainable growth

Sleeping Barber episode: The Eight Fundamentals of Effective Marketing

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If your Instagram posts look good but your calendar is still wide open, this episode explains why. Marketing is louder than ever, but buyers are savvier, more discerning, and far less impressed by pretty posts alone. In this Hot Take, Jennifer and Robin talk about the uncomfortable truth most business owners avoid: marketing can attract attention, but it doesn’t close the sale. They unpack why high-value clients choose competence over aesthetics, how weak sales confidence leads to scope creep, and why feeling “weird” about sales is quietly costing you revenue. This conversation reframes sales as what it actually is, a confident, consultative process that builds trust, protects your time, and turns warm leads into paying clients. If you’re tired of creating content that performs but doesn’t pay, and you want to stop relying on vibes to grow your business, this episode will change how you think about selling!

ENROLL IN SEVEN FIGURE SALES → tiquehq.com/seven-figure-sales/

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Cruising has quietly changed, and this episode explains why more advisors should be paying attention. Luxury cruise expert Kemi Wells-Conrad, founder of Wells Luxury Travel, returns to share how small-ship and yacht-style cruising delivers the kind of bespoke, high-touch experience many travelers assume only exists on land. Kemi breaks down how to handle the “I hate cruising” objection, why luxury cruises often deliver better value than mass-market sailings, and how to confidently match the right cruise line to the right client. From better ports and longer stays to fewer crowds, elevated dining, and inclusive pricing, this episode shows why luxury cruising is becoming one of the smartest tools in an advisor’s sales strategy. If you want clients stepping off the ship saying, “that was worth every penny,” press play!

About Kemi Wells-Conrad:

In 2014, Kemi joined the travel industry, working as the Director of Sales – Corporate and Leisure at North South Travel, where she oversaw the team, handled all strategic partnerships, sales and marketing for the agency. Six years later, at the start of 2021, Kemi decided to launch her own agency, Wells Luxury Travel, a boutique collective for advisors specializing in four key pillars: adventure, celebration, sustainability and wellness travel. Kemi is a proud member of the Travel + Leisure Advisory Board, is a featured A-Lister in their annual awards and sits on the advisory board for National Geographic Lindblad Expeditions. Kemi previously ran the Young Travel Professionals and then Millennials in Travel Vancouver chapter, as well as sitting on Virtuoso’s Global Member Advisory Board for over 6 years. She has been quoted and featured in a variety of publications, including Travel + Leisure, Robb Report, CNBC and BRIDES.  

wellsluxurytravel.com

@kemiwellsconrad 

@wellsluxurytravel  

Today we will cover:

• (02:20) How Kemi fell in love with cruising
• (08:15) Selling the value of luxury cruising to hesitant clients
• (14:25) Why luxury cruises offer better ports and longer stays
• (22:15) Advisor benefits of selling cruises
• (28:45) Marketing cruises to non-cruisers
• (33:00) Who’s actually booking luxury and expedition cruises now
• (36:30) Hosted sailings and advisor education opportunities

Listen to Episode 120: The Real Cost of Running A Travel Business with Kemi Wells-Conrad

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As the new year approaches, Robin and Jennifer discuss the five questions every advisor should ask themselves before January 1st. These questions will help you check in on your work-life balance, the support systems you’ve built, and whether you're creating the opportunities you actually want. Hear why data should guide your next moves (not just your gut), how to spot the trips and clients that truly fuel your income, and where your systems might be costing you time. It’s a practical, feel-good reset for anyone wanting to step into January with more clarity and momentum. Also, be sure to join the Niche community if you’re craving deeper support and resources in 2026!

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Download the FREE Tech Stack Checklist: tiquehq.com/tech-stack?utm_source=Podcast+Episode+154&utm_medium=Podcast+Episode+154&utm_campaign=Tech+Stack

If choosing a task management system feels overwhelming, this episode is for you! Jennifer chats with system strategist Sarah Wills, founder of HeySwillsy and the expert behind Tique’s ClickUp Business Hub. Sarah explains what a task management system actually does for your business, how it differs from a CRM and email marketing platform, and why the right tool can completely transform the way you work. She shares the essential features to look for, and explains why some platforms fall short while others scale effortlessly with your business. You’ll also hear what finally pushed her toward ClickUp, how she helps travel advisors customize their systems, and the surprising ways data tracking can save you time, money, and stress. Whether you’re drowning in sticky notes, managing a growing team, or trying to keep client work from slipping through the cracks, this episode will help you understand the logic behind your systems so you can work smarter, not harder!

Connect with Sarah Wills:

heyswillsy.com

instagram.com/heyswillsy

Today we will cover:

• (01:30) Meet Sarah Wills; how she became a systems expert
• (03:45) What a task management system actually does
• (08:20) What to look for in a task management platform
• (10:25) Trello vs. Clickup
• (19:35) How Sarah uses Dubsado and ClickUp together
• (24:10) How advisors can see referrals, return clients, and true marketing ROI
• (29:15) How to reevaluate your process using time tracking
• (38:15) Team management inside ClickUp; onboarding team members or ICs
• (47:30) What not to use ClickUp for

Check out the ClickUp Business Hub Template → tiquehq.com/shop/clickup-business-hub-template

Listen to Episode 154: How To Organize And Store Industry Contacts with Kristen Heitman

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Today’s question is one that hits Tique’s inbox at least once a day: Should I change my CRM? Jennifer, Robin, and Ashlyn (Tique’s workflow guru and product manager) break down why the answer is usually not so fast. Before you chase the next shiny tech solution, hear why you should first fully use the features you already have, and how skipping that step can lead to unnecessary costs, messy migrations, and full-blown workflow chaos. Ashlyn walks through what a CRM should be doing for your business, how to evaluate whether it’s actually falling short, and why tightening your processes often solves the problem long before a system switch ever will. You’ll also get a rundown of the five travel-industry CRMs they recommend and how to assess which tool aligns with your business. If the lure of a new platform has been calling your name, this episode is your sign to pause, evaluate, and make moves with intention instead of impulse!

 Workflow Implementation → tiquehq.com/workflow-implementation

Connect with Ashlyn → [email protected]

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THE 2026 ROADMAP: MASTERING AI FOR GROWTH 

Tickets Now Available! → tiquehq.com/ai

Everyone wants the secret sauce to becoming a successful travel advisor…so Robin and Jennifer brought on someone who actually knows. One of the most dynamic voices in the industry, Jenn Lee joins this episode to discuss the common traits that top advisors share. You’ll hear why mindset, confidence, leadership, and resilience matter just as much as destination expertise, and why thinking like a business owner isn’t optional if you want to grow. Jenn also gets into the systems high-performing advisors rely on (hi, CRMs!) and how the right processes can completely transform your workload and profitability. And yes, she goes there: what to do if you love travel but aren’t sure agency ownership is your forever lane. From alternate roles to niche paths, Jenn explains how you can still build a career in travel that aligns with your strengths and brings you joy. Listen now!

About Jenn Lee:

Jenn is a dynamic leader in the travel industry, serving as President and Chief Marketing Officer of both Travel Planners International (TPI) and its sister company, Vacation Planners. With over 30 years of experience building and managing sales teams for Fortune 500 companies including Marriott Vacation Club, Ryland Homes, and Premiere Farnell, Lee brings strategic vision and an entrepreneurial mindset to empowering independent travel advisors. Known for her "let's get it done" culture and passionate advocacy for the travel advisor community, Lee also serves on the board of the Family Travel Association. Based in Maitland, Florida, she is dedicated to elevating the travel planning experience and creating opportunities for travel professionals to thrive both personally and professionally.  

linkedin.com/in/jennleelovestravel

Today we will cover:

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Ready to keep clients coming back all year long? This Hot Take dives into one of the most overlooked revenue streams in the industry: hotel bookings. What starts as a story about a friend booking Gleneagles without looping in her travel advisor turns into a massive reminder that your clients do not automatically know to come to you for hotels. And that gap is costing advisors thousands of dollars a year with almost no lift required. From mentioning it on intake calls to promoting it consistently in newsletters and on social media, learn easy ways to bake hotel-only bookings into your process. Also learn how this service smooths out slow seasons, reduces burnout, diversifies your revenue, and strengthens client loyalty without adding hours to your workload. If you want more clients thinking of you for every trip, hit play and learn how to incorporate this profitable, low-lift revenue stream for 2026!

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