Column: How to get up to speed on an unfamiliar niche

08/13/2013 | TravelMarketReport.com

Agents may sometimes find that a large number of their clients prefer a niche market or special interest that's outside their expertise, writes Steve Gillick, founder of Talking Travel. In these cases, it's the agent's duty to cater to their clients' demands by learning all they can about the market, through research and by experiencing the niche themselves. "Your goal is not only to be able to talk the talk ('I know what antiquers want because I've spoken to many') but to walk the walk ('I've enjoyed antiquing and I know what may be of interest to you.')," Gillick writes.

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