Column: Appealing to emotions is an agent's top priority

12/3/2013 | Travel Research Online

When pitching a trip to a client, it's vital for travel agents to begin by capturing the attention of the explorer within that craves excitement, romance and adventure, Richard Earls writes. "Without your help, your clients will approach their planning from the same rational, logical mindset they use to purchase a washer and dryer... The rational side of our mind gives undue weight to matters like price. It's up to you, the travel professional, to assist in breaking through those barriers to a life experience," Earls writes.

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