Column: Gaining trust is key to securing clients

11/7/2013 | Travel Research Online

Travel agents need to show empathy and a sincere desire to help clients achieve their travel aspirations to gain their trust and their business, Richard Earls writes. "[A]ll of the agent's collateral, demeanor, choices and presentations have to exude a client-centric perspective. Empathy combined with confidence, with a bit of personality thrown in, equals trust," Earls writes.

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