TIQUE Talks: The Business Podcast for Travel Advisors

Are you doing way more work for your clients than they actually need…and getting paid the same no matter what? In this Hot Take, Jennifer and Robin explain why offering one all-inclusive level of service is quietly burning advisors out, and how a simple tiered service suite can change everything. Learn what basic, mid-level, and concierge tiers should look like, and how clearly showing your service levels and starting prices on your website instantly filters for the right people. They also introduce a formula-based planning fee approach that takes the emotion and guesswork out of pricing, so you can confidently explain exactly how your fees are calculated based on trip complexity. If you’re tired of bending over backward for every trip and still feeling maxed out, this episode shows you how to tighten your process, protect your time, and serve clients more intentionally.

Press play, then head to the Niche Community for more resources, support, and real conversations around pricing, boundaries, and building a more sustainable travel business. → https://www.tiquehq.com/niche/?utm_source=Tique_Talks&utm_medium=Show_Notes&utm_campaign=Ep185&utm_content=Niche

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Guida Botelho from The Travel Institute joins this episode to talk about the significance of certifications for travel advisors. She shares her career background with The Travel Institute, the role it’s played in shaping advisor education since 1964, and what certifications are really meant to do beyond adding letters to your name. You’ll learn how certifications should be used, why they still matter in today's travel landscape, and why foundational education is key to building a sustainable, professional business. If you’ve ever wondered whether certifications are worth the time and investment, this conversation is for you. And if you’re looking for more resources to elevate your travel business, be sure to join the Niche Community!

Niche is the premier travel agent community where ambitious advisors learn proven systems, get ongoing support, and grow their business with confidence. → https://www.tiquehq.com/niche/?utm_source=Tique_Talks&utm_medium=Show_Notes&utm_campaign=Ep186&utm_content=Niche

About Guida Botelho:

Guida is Vice President of The Travel Institute, a nonprofit organization dedicated to advancing professionalism and career success in the travel industry through education. In this role, Guida provides strategic leadership across education, partnerships, and workforce development initiatives that strengthen the industry and elevate the value of professional credentials. Known for a clear-eyed, results-driven approach, Guida champions education that delivers real-world application, career mobility, and long-term relevance. By aligning learning pathways with industry needs, partner priorities, and emerging trends, Guida plays a key role in shaping the future of travel education and ensuring advisors are prepared to compete—and win—in an evolving marketplace.

thetravelinstitute.com

[email protected]

linkedin.com/in/guida-botelho-ctie-b36603284

Scholarship link: thetravelinstitute.com/travel-agent-training-scholarship

Today we will cover:

1. (03:30) How The Travel Institute has shaped advisor education
2. (08:45) Why credibility and education matter more than ever
3. (11:00) How certifications impact client trust and professionalism
4. (18:00) Using education to improve sales and client conversations
5. (27:30) Avoiding burnout and building a long-term travel business
6. (30:30) How to leverage certifications strategically

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Thanks to Our Tique Talks Sponsors:

1. Cozy Earth - Use code TIQUEBOGO

Something has quietly shifted in the travel industry and advisors are feeling it. In this Hot Take, Jennifer and Robin talk about a pattern that’s showing up again and again inside the Niche community, and it’s changing how trips are being booked, planned, and managed behind the scenes. What used to take years of planning is now happening fast! Expectations are higher, timelines are shorter, and the margin for error has never been slimmer. For advisors, this shift is exciting, but it also exposes exactly where businesses are strong and where they’re vulnerable.

No doubt about it: 2026 isn’t rewarding hustle. It’s rewarding those who are prepared and unshakeable. Are you ready?

Have a topic you’d like discussed in a future Hot Take?

Join the Niche Community and submit your questions anytime through the form on the platform. → https://www.tiquehq.com/niche/?utm_source=Tique_Talks&utm_medium=Show_Notes&utm_campaign=Ep185&utm_content=Niche

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Sales doesn’t have to feel awkward or pushy and this episode proves it! Sales strategist Sarah Murray returns to discuss what actually moves clients from “just thinking about a trip” to confidently booking with you, without burning yourself out or chasing people who were never serious to begin with. This conversation reframes sales as relationship-building and positions you as the guide through every stage of the booking lifecycle. You’ll learn how to spot high-intent leads, avoid getting derailed on discovery calls, follow up without feeling awkward, and move clients forward in a way that feels aligned, professional, and sustainable. If you’re tired of tire-kickers, ghosting, or feeling like sales is the hardest part of your business, this episode is a must-listen! Want to go deeper in this topic? Sarah will be teaching The Art of the Effortless Upsell inside the Niche Community on February 12th - Don’t miss out!

JOIN THE NICHE COMMUNITY → https://www.tiquehq.com/niche/?utm_source=Tique_Talks&utm_medium=Show_Notes&utm_campaign=Ep184&utm_content=Niche

About Sara Murray:

Sara is a sales consultant, trainer, speaker and podcast host working with leaders and sales teams to unlock the untapped potential in their prospecting and business development efforts. Her platform, Prospecting on Purpose, empowers professionals via her virtual and in-person workshops to enhance their communication skills, approach prospecting creatively, confidently connect with clients, and address business needs rather than simply push products. As the host of the popular podcast "Prospecting on Purpose," Sara provides a valuable platform for discussions on prospecting, sales, business strategies, and mindset, leaving listeners with tangible takeaways and increased confidence.

saramurray.com

Today we will cover:

1. (05:00) Reframing sales as relationships, empathy, and authority
2. (07:00) What a sales pipeline really is and why advisors need one
3. (12:30) Staying in the driver’s seat on discovery calls
4. (18:30) Presenting proposals without losing control of the narrative
5. (26:00) The four real reasons clients hesitate to book
6. (29:00) Asking better questions to uncover what’s really holding clients back
7. (38:00) A simple follow-up phrase that actually gets responses

Sales Call Roadmap → https://www.tiquehq.com/sales-call?utm_source=Podcast+Episode+184&utm_medium=Podcast+Shownotes&utm_campaign=Sales+Call+Roadmap

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Thanks to Our Tique Talks Sponsors:

1. Cozy Earth - Use code COZYTIQUE for 20% off

Cancellation fees: rude or required? In this Hot Take, Jennifer and Robin explain the significance of implementing a cancellation fee to protect your time, effort, and business. They break down when to enforce or waive a fee, how to position it as company policy (not a personal decision), and the systems every travel advisor needs so cancellations don’t turn into unpaid labor. If you’ve ever been burned by last-minute cancellations or clients who don’t respect your time, this episode is your sign to tighten your policies and protect your business. Tune in and then take the conversation further inside the Niche community!

JOIN THE NICHE COMMUNITY → https://www.tiquehq.com/niche/?utm_source=Tique_Talks&utm_medium=Show_Notes&utm_campaign=Ep183&utm_content=Niche

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A beautiful website means nothing if it doesn’t make people click, book, or buy. Ingrid Urena of Penguin Designing joins this episode to answer the question: what actually makes a website convert? She walks through the foundational “ingredients” every high-performing website needs: crystal-clear messaging rooted in your audience’s language, strategic site structure that supports SEO and discoverability, and intentional design choices that guide visitors toward action. You’ll hear why clarity beats clever every time, how smart structure boosts both SEO and conversions, and the sneaky copy and design mistakes that quietly send potential clients clicking away. Plus, Ingrid covers the core legal elements every website needs to protect both you and your clients (because “I’ll add that later” is not a strategy). If your site feels more like a digital business card than a sales tool, this episode shows you how to turn it into something that actually converts!

Want even more insights from Ingrid?

Watch the replay of her training inside THE NICHE COMMUNITY, and download the Travel Website Roadmap and an SEO Checklist for Travel Advisors!

About Ingrid Urena:

Ingrid is a brand strategist and Showit expert with 10+ years of experience helping creative founders and coaches build profitable websites. As the founder of Penguin Designing, she blends design psychology with conversion rate optimization to turn digital presences into money-making ecosystems. Her work and teaching have been featured in Showit, Flodesk University, and across industry summits and communities.

instagram.com/penguindesigning

penguindesigning.com

Today we will cover:

1. (01:00) Meet Ingrid: design expert and ShowIt Design Partner
2. (03:00) The importance of knowing your target audience
3. (11:40) How website structure impacts SEO and discoverability
4. (18:50) Must-have legal pages every website needs
5. (25:55) Using segmentation to guide visitors through the right journey
6. (32:35) Balancing beautiful design with effective design
7. (38:30) What to review monthly, quarterly, and yearly to keep your site converting

Download the FREE Tech Stack Checklist: tiquehq.com/tech-stack?utm_source=Podcast+Episode+182&utm_medium=Podcast+Shownotes&utm_campaign=Tech+Stack

JOIN THE NICHE COMMUNITY → tiquehq.com/niche

VISIT THE TEMPLATE SHOP → tiquehq.com/shop

EXPLORE THE PROGRAMS → tiquehq.com/programs

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If January has you overwhelmed and considering hiring help, this episode is a must-listen! Jennifer and Robin explain why January is not the right time to bring on employees or independent contractors, how reactive hiring can hurt your business, and what to focus on instead when leads are flooding your inbox. They cover smarter alternatives like outsourcing and project-based support, how to identify workflow breakdowns, tighten client boundaries, and prepare your business for sustainable growth before bringing on a team.

Resources Mentioned in this Episode:

Agency Expansion Academy → tiquehq.com/agency-expansion-academy

Travel Business Launch Lab → tiquehq.com/travel-business-launch-lab

JOIN THE NICHE COMMUNITY → tiquehq.com/niche

VISIT THE TEMPLATE SHOP → tiquehq.com/shop

EXPLORE THE PROGRAMS → tiquehq.com/programs

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Download the FREE Job Descriptions for Travel Business Roles: tiquehq.com/job-descriptions?utm_source=Podcast+Episode+180&utm_medium=Podcast+Shownotes&utm_campaign=Job+Descriptions

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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Thanks to Our Tique Talks Sponsors:

1. Cozy Earth - Use code COZYTIQUE for 20% off

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.

VISIT THE TEMPLATE SHOP → tiquehq.com/shop

EXPLORE THE PROGRAMS → tiquehq.com/programs

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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

JOIN THE NICHE COMMUNITY

VISIT THE TEMPLATE SHOP

EXPLORE THE PROGRAMS

FOLLOW ALONG ON INSTAGRAM @TiqueHQ

Thanks to Our Tique Talks Sponsors:

• Cozy Earth - Use code COZYTIQUE for 20% off