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Welcome to Selling Luxury, the podcast produced by the editors of Luxury Travel Advisor. This series inspires and educates travel advisors who want to enter the luxury arena and provides great insights for those advisors who are already successful in this niche.
Ruthanne Terrero, VP and editorial director of Luxury Travel Advisor, chats with Kimberly Wilson Wetty, co-president of Valerie Wilson Travel, one of the top luxury travel agencies in the country. Here, Kimberly shares observations on what it’s like to sell in the luxury space, based on her extensive experience in the industry.
Valerie Wilson Travel is nearing its 40th year in business (to be celebrated in 2021), and Wilson Wetty has been with the family agency for 25 of those years. In those two and a half decades, she has seen luxury evolve from a concept that “didn’t even really exist” (“deluxe” was the term used) to an “overused” word due to different definition from person to person.
Wilson Wetty also discusses what she looks for in a new advisor—whether in-house or an independent contractor. What makes for a good advisor? “It’s really someone who loves customer service, who understands the little nuances of being able to put together a trip” she says. Other traits include being thoughtful, organized and a good communicator and you must have a longing to learn. Wilson Wetty adds that the main differentiator between “newbies” and her top advisors is confidence.
Another tip that she offers for becoming an all-star advisor? “Always tell the truth.” If you’re unsure of a destination or the difference between two room categories, don’t be afraid to ask a colleague or the supplier.
Also discussed in this episode: Upselling, sustainability and planning further down the road. Listen, enjoy and comment!