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This week’s Hot Take tackles a question from a Niche community member about how to prepare your business for the whirlwind stretch in January and February when travel inquiries surge (aka Wave season). Jennifer and Robin explain how to use the end of the year to reflect, audit, and refine so you enter 2026 clear on who you want to work with, confident in your systems, and ready to handle Wave season at full capacity. They also remind listeners that January and February don't look the same for everyone, and that’s okay! Success in 2026 isn’t about doing more … It's about doing what matters better. From knowing your dream clients to building repeatable systems and staying grounded when the industry gets noisy, this episode will help you enter Wave season with clarity, confidence, and total control!

Resources Mentioned:

Episode 151. Hot Take: Holiday Spending Trends

Episode 159. Hot Take: Commission Reconciliation

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If you’ve ever walked into a room full of successful peers and thought, “What am I even doing here?”, this episode is for you! Kerry Dyer,  Chief Development Officer at Brownell Travel, has built a career leading, mentoring, and inspiring advisors to grow thriving businesses with confidence. After delivering a powerful presentation on imposter syndrome at Virtuoso Travel Week, Jennifer and Robin knew it was essential to bring that conversation to the podcast. In this episode, Kerry unpacks what imposter syndrome really looks like, the most common triggers advisors face, and how to reframe self-doubt before it takes over. From perfectionism and comparison traps to boundaries and self-belief, she shares strategies you can start using today. You’ll walk away with tools to build confidence, celebrate your wins, and finally feel comfortable owning your expertise, because you do belong in the room!

About Kerry Dyer:

What began as a “happy accident” turned into a 30-year career in luxury travel. After earning a BFA in Art History, she joined Maritz Travel, where her passion for sales quickly emerged. She went on to spend 14 years with Four Seasons Hotels and Resorts, ultimately serving as Director of Leisure Sales for the Americas, followed by a successful tenure as Director of Sales and Marketing at Mandarin Oriental, Atlanta. Now, as Chief Development Officer at Brownell, she leads Marketing, Partners, and Advisor Development, bringing her deep industry expertise and leadership full circle.

brownelltravel.com/hosting/team/kerry-dyer

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Have you ever realized you didn’t get paid because you missed one tiny step? This week’s Hot Take question comes from Katherine, who recently discovered that one of her DMCs didn’t send her commission…because she hadn’t invoiced them. (Wait, what?!) 

So, should you be sending invoices for every trip? Or only when asked? 

Robin and Jennifer break it all down: which suppliers require invoices, how to track commissions, and the one system that’ll save you from chasing payments. Press play and learn how to make sure every dollar you’ve earned actually lands in your bank account!

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Think your business isn’t “sellable”? Think again! Shay Bacani, founder of Centura Financial, joins Robin and Jennifer to discuss what it really means to build a business that can operate (and even sell) without you. She shares how to stop playing small, why profit is the number that actually matters, and how to turn your lifestyle business into a true asset. From knowing your numbers to hiring top-down and documenting everything, Shay makes the intimidating side of money and valuations feel surprisingly doable. Hit play to get your financial wake-up call and start treating your business like the valuable asset it is!

About Shay Bacani:

Shay is the founder of Centure Financial and a Certified Financial Planner who helps entrepreneurs turn lifestyle businesses into true assets. She believes every business owner should understand their numbers and how those numbers drive scalability, sustainability, and long-term valuation. With a passion for education, Shay translates complex financial concepts into actionable strategies that empower her clients to build wealth and make confident decisions. Her approachable yet strategic style has made her a trusted guide for business leaders who want to align day-to-day operations with long-term growth.

centurefinancial.com/meet-founder

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How do you go from “I want to hit $2 million” to actually doing it? This week’s Hot Take comes from Winnie, who asked: “I would love to hear more about setting financial goals for 2026, and specifically how to ask for the referral from past clients in the most polite way. It's one thing to say my gross revenue should be over $2 million, but how do you proactively go after that business?”

Jennifer and Robin break it all down across referrals, financial goals, marketing, and metrics. You’ll learn how to identify your highest-value clients, ask for referrals that don’t feel awkward, and build repeatable systems that turn great service into sustainable growth. They also share why your next revenue leap depends more on conversion rates and client experience than chasing followers, and how SEO, email marketing, and even AI can help you land your next client. If you’re ready to break through your current ceiling and scale smarter in 2026, this one’s a must listen!

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Do group bookings make your head spin? Let’s fix that! Ateet Ahuja, founder of Indian Destination Wedding, joins Jennifer to unpack the difference between group contracts and flex groups, how to choose the right route for your clients, and what it takes to manage large scale destination events with confidence. Ateet shares his journey from corporate life at Dell to planning luxury Indian weddings around the world and why niching down didn’t limit his business, it exploded it. Together, they discuss what to look for in fair attrition and cancellation terms, how to set client expectations, and how to avoid the pitfalls that trip up so many advisors. Tune in and finally feel confident saying, “I’ve got this,” the next time a group inquiry lands in your inbox!

About Ateet Ajuha:

Ateet and his team have been at the forefront of planning culturally diverse destination weddings since the mid-1990s. As a recognized expert in South Asian weddings, he brings a profound understanding of the cultural nuances that define these vibrant and meaningful celebrations. His expertise encompasses every aspect of the event—from traditional cuisine and attire to music and customs—ensuring each wedding is both authentic and memorable. Ateet is also highly skilled in contract negotiation and vendor relations, having built strong partnerships with leading all-inclusive resort brands and top-tier vendors specializing in South Asian weddings.

indiandestinationwedding.com

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In the Niche community, a member recently asked how to prepare for ILTM, and it sparked a bigger conversation: how do you really prepare for trade shows, and which ones are actually worth it? This week’s Hot Take dives into all things trade shows and how to make the most of them. Robin and Jennifer discuss why niche-specific events often bring the best ROI, how ego and confidence both play a role in attending, and why you should align shows with your true business focus. From prep tips like reviewing supplier lists and packing smart, to etiquette advice on punctuality and professionalism, this episode is a must-listen for any advisor gearing up for an industry event.

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Have you ever come home from a trade show with a stack of business cards and no idea what to do with them? Kristen Heitman, luxury travel advisor and one of Tique’s OG clients, joins this episode to discuss all things ClickUp, including her thoughts on The ClickUp Business Hub Template. Kristen walks through how she built a central hub for her supplier relationships (complete with commission details, meeting notes, and rep connections) so she can easily find the right contact when she needs them. She also shares how this system goes beyond contacts to track leads, forecast revenue, and even automate testimonial-driven marketing. If you’ve ever wasted time digging through emails or spreadsheets trying to remember who reps that perfect hotel, this episode will show you how to build a streamlined system that saves clicks, keeps you organized, and helps you grow your business with confidence!

About Kristen Heitman:

Kristen is a Luxury Travel Advisor with Steuber Travel Group and is based in Atlanta, Georgia. After spending over a decade as an epidemiologist at the CDC, where her work focused on building surveillance systems for infectious diseases and data analysis, Kristen made the bold decision to leave her government career in August 2023 to pursue luxury travel planning full-time. Her natural curiosity and love of discovery, once applied to solving public health mysteries, now guides her in uncovering the world's most enchanting destinations and exclusive experiences. Kristen specializes in approachable luxury experiences for successful, detail-oriented professionals, crafting bespoke itineraries that feel effortlessly elegant yet thoughtfully curated. Her background has given her an exceptional eye for finding those special, hidden moments that transform a beautiful trip into an unforgettable journey. When she's not designing extraordinary escapes, Kristen enjoys spending time with her husband, two sons, and two Whippets in Atlanta.

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Connect with Sarah at HeySwillsy for Custom ClickUp Setup

Listen to Episode 150: What Every Advisor Needs To Know About Protecting Client Data with Kacie Darden

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The line between serving your clients and sacrificing yourself can get blurry fast. In this Hot Take, Jennifer and Robin dig into a challenge almost every advisor faces: setting boundaries and avoiding burnout. From overstuffed inboxes to client requests at all hours, it’s easy to lose control of your time and energy when you’re trying to grow a business. They share the hard-won lessons and strategies that help advisors protect their sanity, create healthier client relationships, and build a business that actually supports the life they want. Whether you’ve been feeling stretched thin or just want to get ahead of the overwhelm, this conversation will give you the confidence to start drawing the line where it matters most.

Resources Mentioned:

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Paige Griffith, small business attorney and founder of The Legal Paige, is back! This time she’s tackling the hot topic of AI in the travel industry and discussing what's legally safe vs. what could flat-out land you in hot water if you’re not careful. You’ll hear how the FTC and U.S. Copyright Office are already cracking down on AI generated content, and the key disclaimers and contract clauses that actually protect your business when AI shows up in proposals, itineraries, or marketing. Paige also shares why ChatGPT contracts are a recipe for disaster, how one careless copy-paste could put client confidentiality at risk, and the ethical line between using AI as an efficiency tool or passing it off as your own expertise. AI isn’t going anywhere, so hit play and make sure it’s helping your business, not putting it at risk.

About Paige Griffith:

Paige is the Founder & CEO of The Legal Paige; Small Business Attorney & Advocate. Paige is a dedicated attorney and entrepreneur, passionately committed to empowering small business owners—especially creatives—with the legal tools and knowledge they need to build sustainable, legitimate, and peace-of-mind businesses. She founded The Legal Paige in 2018 after balancing law school with running a photography business, recognizing firsthand the legal uncertainties creative professionals often face.  With more than nine years of legal practice, Paige has built The Legal Paige into a leading legal education platform and contract template shop serving thousands of clients.   Paige’s approach combines legal expertise with accessibility. She is known for breaking down complex legal topics into clear, digestible advice through her blog, podcast, YouTube channel, and speaking engagements. She’s deeply invested in helping business owners not just avoid risk, but actually feel confident about their legal choices.

thelegalpaige.com

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Contracts for Travel Advisors: https://thelegalpaige.com/collections/industry-travel-advisor?aff=143&utm_source=Podcast+Episode+152&utm_medium=Podcast+Shownotes&utm_campaign=Legal+Paige+Link

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