Dear Travel Agent,

Let’s talk about a very common mistake that people make when they use the word expensive. Every time someone uses the word expensive, they are also making a judgement. A judgement is a characteristic that is determined by a person, but not by a search engine.

As travel agents, we need to get rid of any judgement when quoting a price to a client or a prospective one. The only thing we are entitled to do is provide is a reality check (when the budget is too small for what they are requesting), so we do not waste anyone’s time.

But, the word or notion of expensive should be erased from any travel agent’s brain. I have seen clients coming in with a budget of $10,000 per person to destinations like Tanzania in high season (migration), and who then ended up spending over $20,000 per person for accommodations, private tours and vehicles, once everything else was included.

Remember that what someone else’s priority is, may not necessarily be yours. What someone else’s lifestyle is, is not necessarily yours, so do not pass any judgement by thinking that anything is expensive, or even worse – saying it!

I strongly believe that this is one important factor for the success of any travel agent. Once all judgement is off the table, clients will feel much more understood and comfortable in recommending their travel agent to friends and family they really like.

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