Episode Description

Most travel agents think clients book once they’ve seen the right destination, deal, or itinerary.

That’s not actually how decisions get made.

In this episode, Kelli breaks down how questions — not explanations — are what help potential clients move from researching and scrolling… to feeling ready to book.

These are the kinds of questions you can use in your content, emails, conversations, and social media that help clients understand themselves.. which is what actually leads to confident decisions.

In this episode, you’ll learn:

• Why clients don’t struggle with where to go — but with what they want from the trip
• How to use questions to surface emotional and logistical friction
• The difference between pressure-based CTAs and momentum-based clarity
• How to reframe your value without talking about price
• How to turn one topic into multiple pieces of content that guide clients forward

If you’ve ever felt like people are “almost ready” but never quite booking, this episode will change how you think about marketing.

Key Topics Covered

• Questions that reveal the real problem clients are facing
• Clarifying expectations before destinations or itineraries
• Identifying friction without shaming or pressure
• Reframing value away from price and toward support
• Inviting momentum without urgency or scarcity tactics

Action Step
Pick one upcoming trip type you sell (family travel, cruises, Disney, honeymoons, etc.), Create content using questions, not explanations, and watch how your conversations change.