TIQUE Talks: The Business Podcast for Travel Advisors

Join the Waitlist for The Travel Business Intensive by TIQUE!

Imposter syndrome? We don’t know her! In this Hot Take, Jennifer and Robin unpack why so many travel advisors are undercharging, overextending themselves, and wondering why they’re burned out by clients who treat unlimited access like a personality trait. From planning fees and pricing psychology to luxury perception, boundaries, and profitable service suites, this conversation is your reminder that your business is not a nonprofit. Whether you book five-star Italy itineraries or budget-friendly cruises, the goal is the same: build a business that pays you, protects your time, and supports the life you’re trying to create. Plus, hear why Shay Bacani might convince you to raise your rates immediately at The Travel Business Intensive this August!

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Thanks to Our Tique Talks Sponsors:

• Cozy Earth - Use code COZYTIQUE at checkout
• Flytographer - Earn commission on professional vacation photography
• Travel Collection - Connect and learn more about TC’s DMCs

From lighting and ambiance to design and sensory experience, the psychology of a space may matter more than most advisors realize. In this episode, Jennifer talks with Sara Bacon, founder of Opulist, a US-based searchable platform curating aesthetically compelling hotels, restaurants, coffee shops, and bars based on vibe and design rather than traditional travel metrics. Sara shares her background in psychology and how her research into neuroaesthetics supports the idea that beauty signals safety, abundance, and comfort, ultimately shaping nervous-system regulation and overall guest satisfaction. You’ll learn how travel advisors can improve client experiences by psychologically matchmaking hotels to client personalities, elevating even the most functional trips through intentional venue selection, and using Opulist’s vetted visuals and map features to build more emotionally resonant itineraries. Sara also touches on branding, consumer behavior, romanticizing everyday experiences, and why modern travelers are ultimately buying a feeling, not just a destination.

About Sara Bacon:

Sara is the founder of Opulist, a design-forward media and discovery platform spotlighting the most beautifully designed places to stay, eat, and drink. She leads Opulist’s vision at the intersection of hospitality, travel, and design - building a trusted brand that celebrates beauty not just as a luxury, but as a vital part of how we experience the world. Sara calls Newport Beach, CA home, but will travel anywhere a stunning location beckons her to. She’s equally delighted by fancy restaurants and local dive bars, and believes that one of the truest expressions of gratitude for this life is to enjoy it fully. Through her work, she hopes to help others do the same.

opulist.co

instagram.com/opulist

Today we will cover:

• (02:40) Meet Sarah Bacon; the origin of Opulist
• (07:25) The science of neuroaesthetics and why beautiful spaces make us feel safe
• (11:50) Why beauty and design influence creativity, abundance, and well-being
• (15:40) Why even “functional” trips should feel intentional and elevated
• (22:20) Psychological matchmaking: pairing hotels to client personalities
• (27:55) How Opulist vets hotels, restaurants, bars, and coffee shops
• (37:45) Content creation tips for capturing ambiance and “vibe”

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Join the Waitlist for The Travel Business Intensive by TIQUE!

Some clients are dream bookings. Others make you question your career choices before your second cup of coffee. In this Hot Take, Jennifer and Robin get honest about toxic clients, scope creep, people-pleasing, and the moment you realize a trip is no longer profitable because a client is draining every ounce of your energy. They break down how to set boundaries before things spiral, when to try salvaging the relationship, and how to professionally “bless and release” a client without the guilt, drama, or five-paragraph apology email. Consider this your PSA to stop bending your business to fit the wrong people.

Mentioned In This Episode:

Scaling With Systems

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Thanks to Our Tique Talks Sponsors:

• Cozy Earth - Use code COZYTIQUE at checkout
• Flytographer - Earn commission on professional vacation photography
• Travel Collection - Connect and learn more about TC’s DMCs

Carrie Wallace, CEO of FamGuru, shares how travel advisors can use FAM trips more strategically to grow their business. From choosing the right FAMs and preparing clients for out-of-office time to building stronger supplier relationships and retaining destination knowledge, this conversation is packed with advice advisors rarely talk about. Carrie also explains how FamGuru helps organize photos, notes, and supplier insights into usable content and post-trip reports. Plus, the conversation dives into the small details that make a big impact, such as thoughtful follow-up, proper etiquette, intentional networking, and how to stop returning home from FAMs feeling overwhelmed instead of equipped to sell.

About Carrie Wallace:

Carrie is the Chief Executive Officer of FamGuru. With more than 20 years as a travel advisor and agency owner, Carrie Wallace has explored over 80 countries across 5 continents. A natural problem solver and MBA graduate from Northwestern’s Kellogg School of Management, she combines deep industry relationships with a passion for innovation to simplify travel for advisors and clients alike. Carrie is also a frequent speaker on entrepreneurship, technology, and the future of the travel industry.

famguru.app

Resources Mentioned in this Episode:

Episode 3: Preparing To Go OOO? Do These Things First

Mastering FAM Trips

Today we will cover:

• (04:00) Why FamGuru exists
• (11:30) Preparing clients & your business to go out of office
• (15:40) Building better supplier relationships during FAMs
• (20:35) Avoiding overwhelm & organizing information while traveling
• (28:50) How FamGuru works before, during & after a trip
• (33:25) Post-trip follow-up, feedback & relationship building

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Started your travel business with zero network, zero book of business, and zero luxury clients? Same! In this Hot Take, Robin and Jennifer discuss what it looks like to build a business from scratch when you don’t have a network or years of sales experience backing you. From awkward early marketing attempts to learning how to show up consistently online, this episode is the reminder that success isn’t about who you know. It’s about visibility, resilience, systems, and staying in the game long enough for people to finally pay attention. If you’ve been feeling behind, discouraged, or stuck in comparison mode, press play now!

Mentioned In This Episode:

Episode 83: Attracting Ideal Clients & Fostering Relationships Built On Trust with Heather Keller

Episode 168: How To Sell A Million In Your First Year with Katie Gibson

Seven Figure Sales

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Thanks to Our Tique Talks Sponsors:

• Cozy Earth - Use code COZYTIQUE for 20% off
• Flytographer - Earn commission on professional vacation photography
• Travel Collection - Connect and learn more about TC’s DMCs

Think a DMC is automatically out of your client’s budget? Think again! Jonathan Epstein, Chairman and owner of Celebrated Experiences, explains why that assumption is costing you better trips, smoother client experiences, and more profitable bookings. He also gives details on what really goes into DMC pricing. From navigating budget conversations to protecting your time and reputation, you’ll learn how the right destination partner can elevate your service without adding more to your plate. If you’ve been hesitating to reach out to a DMC because of price, this episode will change your mind!

About Jonathan Epstein:

Jonathan is Chairman of Celebrated Experiences, a leading luxury destination specialist for England, France, Ireland, Italy, Scotland, and Wales. Since joining the family business in 2006, he has helped grow the company from four employees to a 70-person team serving travel advisors across North America and Europe. Jonathan also founded Celebrated Impact, a charitable initiative that donates $1 for every hotel room night booked, contributing more than $400,000 to organizations and disaster recovery efforts. Passionate about mentorship and hospitality, he serves on several nonprofit and industry boards. A Birmingham native and Trinity College economics graduate, Jonathan lives in Atlanta with his wife and two children.

instagram.com/celebratedexperiences

Resources Mentioned in this Episode:

Supplier Communication Templates: tiquehq.com/shop/supplier-communication-templates

Start With Why by Simon Sinek: amazon.com/Start-Why-Leaders-Inspire-Everyone/dp/1591846447

Today we will cover:

• (01:50) Meet Jonathan Epstein; what makes Celebrated Experiences different
• (04:10) DMC vs. destination specialist
• (11:00) Working efficiently with mid-range clients
• (17:40) The “5-minute rule” that shapes the entire trip experience
• (28:30) Peeling back DMC pricing
• (34:00) Planning fees + why they matter to your partners
• (40:35) Red flags with client funds and financial handling
• (51:40) Overcoming fear of losing clients
• (55:10) Let experts create the magic

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TIQUE’S TRAVEL ADVISOR APPRECIATION SALE IS LIVE!

Enjoy 20% OFF May 4th-8th → SHOP NOW

Should you put your pricing on your website? Yes. Full stop.

Jennifer and Robin make the case for fee transparency, because hiding your pricing doesn't convert skeptics, it just attracts the wrong clients. Robin shares a cringe-worthy Botox appointment story that proves exactly what happens when financial surprises ambush people mid-process, and Jennifer breaks down the many ways to coach clients on investment before they ever land on your calendar. Clear is kind, "starting at" is your best friend, and the right clients won't bat an eye.

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Thanks to Our Tique Talks Sponsors:

• Cozy Earth - Use code COZYTIQUE for 20% off
• Flytographer - Earn commission on professional vacation photography
• Travel Collection - Connect and learn more about TC’s DMCs

Multi-destination trips look dreamy until the seams start to show. In this episode, Milena Stancati of Travel Collection dives into what makes complex itineraries work and where many advisors quietly lose control. From missed transfers and mismatched service levels to chaotic handoffs between countries, she shares the exact points where trips fall apart and how to fix them before your client ever notices. You’ll learn how to structure trips like a story with intentional pacing, why “three nights minimum” changes everything, and the behind-the-scenes systems top advisors use to manage multi-country travel without the overwhelm. If you want to sell bigger, more complex trips without the stress (or the risk), this is the episode you need to hear!

About Milena Stancati:

Milena Stancati is a travel industry leader and Head of Business Development at Travel Collection Limited, where she partners with travel advisors across North America. With nearly seven years at Context Travel, she helped scale global experiences and deepen culturally driven travel. Raised in an Italian-American family, her love of travel was sparked by stories of heritage and history, leading to a lifelong passion for exploring the world. She’s visited 70+ countries and spent a year traveling across continents with Remote Year. Now based in Charlotte, Milena brings a thoughtful, story-first approach to travel, and when she’s not working, she’s chasing her goal of running a half marathon in every U.S. state.

instagram.com/travelcollectionltd

Recourses mentioned in this Episode:

Travel Collection Form

Simple Fee Calculator

Today we will cover:

• (03:00) Meet Milena Stancati; Travel Collection
• (08:55) The biggest failure points (the “seams”)
• (17:30) How to fix the seams before they break
• (24:00) Structuring a multi-country itinerary that flows
• (33:20) Client briefs, transition checklists, and partner coordination
• (40:30) How to structure planning fees for multi-destination trips
• (43:10) Post-trip debriefs; improving future trips

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TIQUE’S TRAVEL ADVISOR APPRECIATION SALE IS LIVE!

Enjoy 20% OFF May 4th-8th → SHOP NOW

You thought starting a travel business meant freedom, flexibility, and maybe even five-star perks. But behind the scenes? It’s duct-taped systems, second-guessing every decision, and wondering why it still feels so hard. In this fiery Hot Take, Jennifer and Robin pull back the curtain on the real reason your business isn’t flowing and it has nothing to do with your talent. It’s what you’re avoiding. The investments, the systems, the foundations that separate hobbyists from professionals. This episode is the line in the sand. Keep piecing it together and stay stuck, or finally build something that works. Need additional guidance? Email [email protected]!

FOLLOW ALONG ON INSTAGRAM @TiqueHQ

Thanks to Our Tique Talks Sponsors:

• Travel Collection - Connect and learn more about TC’s DMCs
• Flytographer - Earn commission on professional vacation photography
• Cozy Earth - Use code COZYTIQUE for 20% off

Group trips sound like easy money until you’re managing contracts, chasing availability, and realizing your “100 guests” is really just 60. In this episode, Marilyn Cairo, VP of Sales for Groups at Classic Vacations, breaks down what makes group bookings and destination weddings run smoothly and profitably. From qualifying clients and locking in dates to navigating contracts, attrition, concessions, and those last-minute weather calls, this is a clear, no-fluff look at how to book large groups the right way so you can avoid the headaches later. If you’re ready for group trips to feel streamlined, strategic, and profitable, this is the episode to press play on!

About Marilyn Cairo:

Marilyn is a seasoned sales leader with over 30 years in the travel industry, known for driving revenue growth and building high-performance teams. She combines strategic vision, disciplined execution, and strong client relationships to consistently exceed goals and elevate performance. A respected speaker and thought leader, she delivers practical insights on sales, branding, and innovation that challenge teams to evolve and perform. Currently serving as Vice President of Sales, Groups at Classic Vacations, Marilyn continues to shape modern sales leadership with a results-driven and people-focused approach.

linkedin.com/in/marilyn-cairo-sales-leader

classicvacations.com/v2/ta-registration

Recourses mentioned in this Episode:

Sales Call Roadmap: tiquehq.com/sales-call

Travel Advisor Contracts: thelegalpaige.com/collections/industry-travel-advisor?aff=143

Episode 156. Group Bookings 101: Contract vs. Flex with Ateet Ajuha

Today we will cover:

• (02:05) Meet Marilyn Cairo
• (05:40) How to properly qualify a group client
• (12:20) Dates, destinations, and setting realistic expectations early
• (21:45) Contracts 101: how the process works through Classic Vacations
• (26:00) Why every advisor needs a client contract before signing anything
• (29:35) Advisor vs onsite planner
• (34:45) Concessions explained: what you can actually ask for
• (40:20) Using group tech to simplify everything
• (49:15) Tapping into corporate incentive travel

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