A while back I had the chance to speak with a new client. She began by asking many questions about an Alaska cruise. When is it best to go, what ships are sailing and best of all – I want to see a glacier.  I was in heaven. Now, with all of my years of experience and travels, I get to share my knowledge with a new client. My mouth was watering. My voice was excited and I knew this was “in the bag.” After about 20 minutes of conversation, the magic words came up from her, “How much?” Of course, no one can just say any amount of money because of the variables of each cruise line. We overcame that too and now I was ready to ask for the sale. BINGO – she said, “Well I can just book this online.” “OUCH,” I said to myself. Then after what seemed like a lifetime, I responded, “Are you going to book direct with the cruise line or an internet company?” She replied, “The cruise line website.” My last effort came through – “You know we can book it for you and offer the same price PLUS maybe a little extra goody!” After a few seconds of silence, out it came – “I thought there was a charge for using a travel agency!” I smiled and told her very proudly, “NO!” Guess what – I made the sale and booked her trip for her right then and there. By the way, two other couples are joining them and using me as their agent!

- Gary