Your client's initial consultation is among their first impressions of our agency (and may be their first impression of you). This call can not only influence whether or not you secure the client's trip -- it can make or break a long-term relationship, costing tens of thousands of dollars over the course of a client lifetime.

No pressure.

No, really -- no pressure now that you have our Travel with Awestruck guide to consultative selling. We have refined this guide with the combined decades of experience across our independent advisor base. Our team has held consultation calls for every type of travel, from luxury FIT safaris to corporate incentive travel to destination weddings. Now, we have codified our best practices and are sharing them with you. 

Keep in mind that this guide should be used as a starting point. Every advisor develops their own approach to consultations with time, and the best consultation call is the one that authentically represents you, your expertise, and your unique value proposition. 

That said, read on for some of our tried and true tips and best practices in holding your consultation call and qualifying your clients.

Holding your consultation call

What does a successful consultation look like?

Download our guide to consultative selling here

A successful consultation has three objectives: establish credibility, build trust, and qualify your clients. Of these, qualifying your clients is the single most important goal.

Qualifying your clients allows you to:
  • Recommend destinations, accommodations, and activities that align with their interests, creating a personalized and memorable experience
  • Set realistic expectations from the beginning, reducing the risk of dissatisfaction and minimizing the need for proposal revisions
  • Streamline the booking process by clearly understanding their needs upfront, saving you time and making their process seamless
  • Identify what the client values most, helping you maximize satisfaction and increase the likelihood of repeat business and referrals
  • Build trust and rapport by asking thoughtful, relevant questions that demonstrate your investment in their experience and your expertise

Ultimately, the best consultation will be the consultation that is authentic to you, your expertise, and your unique value proposition. Feel free to download our proprietary Travel with Awestruck guide to consultative selling below for our best practices and how to structure your consultation call.

Download our guide to consultative selling here

What am I supposed to ask to qualify my clients?

The questions you ask will look different depending on the type of trip you are planning. Ultimately, it will be up to you to customize the list of questions you ask based on your unique client needs and consultation style. 

If you need help getting started, please see below for our sample question bank. You can feel free to use these questions during your consultations, editing them and adding your own as needed.

General trip information

  • Do you have a passport? Will your passport be valid for at least 6 months after the date of your return?
  • What is the purpose of your trip (e.g., vacation, celebration, honeymoon)?
  • Have you already chosen a destination, or would you like recommendations? If you already have a destination in mind, why this destination?
  • What are your preferred travel dates? Are these dates flexible? How many nights do you want to be away?
  • What is your overall land budget for the trip? (This includes hotels, transfers, tours, etc. — airfare is handled separately). I know most people say they’re not sure about budget, but it’s truly important for me to have a ballpark number. It helps me understand the level of accommodations, experiences, and pacing that are the best fit for you — and ensures I’m creating a trip that feels right, not too much or too little.
  • Will you be using airline or credit card points to purchase any components of your trip?
  • Where will you be flying from? 
  • Would you like us to book your flights? 
  • Are layovers acceptable?
  • Do you have any airline preferences?
  • Will anyone in your group require special accommodations (e.g., mobility assistance, dietary restrictions, allergies)?

Accommodations, amenities, and activities

  • What type of accommodations do you prefer (e.g., hotel, resort, villa, cruise)? 
  • Do you prefer all-inclusive accommodations? 
  • Where have you stayed in the past? What have been your favorite properties? Least favorites? Why? 
  • What amenities are most important to you (e.g., beach service, spa, golf, concierge)?
  • Do you plan on doing any excursions? What types of activities interest you (e.g. shopping, cultural tours, culinary experiences)?
  • Are you celebrating anything special during this trip?
  • Describe your perfect day on this trip.
  • What type of experience are you looking for (e.g., relaxation, adventure, cultural immersion)?
  • What are the most important things to you when you travel (e.g., high quality food)?
  • What are your travel "deal breakers" (e.g., flight over X hours, a beach that I can't swim in)?
  • Tell me about the best trip you have ever taken. What made it so exceptional?

Destination questions: Hawaii

  • How familiar are you with each of the islands and their unique offerings? If they are unfamiliar, be prepared to speak to the differences
  • There are no all-inclusive resorts in Hawaii. Are you comfortable with non-all-inclusive options?
  • Which islands are you interested in visiting (Oahu, Maui, Kauai, Big Island, Lanai, Molokai)?
  • Are you looking to visit one or multiple islands?
  • Are there specific experiences you’re looking to have while in Hawaii (e.g., surfing, snorkeling, hiking, luaus, volcano tours, cultural experiences, whale watching, helicopter tours, national parks)?
  • Have you visited Hawaii before? If so, what did you enjoy most about your trip?
  • Are there any islands or attractions you would like to revisit or avoid entirely?
  • Are you comfortable renting a car?

Europe, Asia, South America, and Africa

  • What country or countries are you interested in? What destinations within those countries are you interested in? You cannot go gorilla trekking in Rwanda and see Cape Town in South Africa in 8 nights. You cannot go to Lake Como and Amalfi in a 7-night stay.
  • How many times are you comfortable changing accommodations in [insert total days of trip] days? For example, if clients are asking to visit Rome, Amalfi, Florence, and Tuscany, this requires at least 3 different hotels, which is too many for a 7-night trip
  • Have you traveled to [continent] before? If so, where have you been? What did you enjoy most about your trip?
  • What is the main purpose of your trip (e.g., relaxation, art, culinary experience, history, adventure)?
  • Are there any specific landmarks that you are looking to see?
  • Are you interested in private tours, small group tours, or exploring on your own?
  • What type of accommodation do you prefer (boutique hotel, luxury property, villa, eco-lodge)?
  • Do you prefer accommodations that are secluded, or right in the heart of the action?
  • Are you most interested in must-see sights, or off-the-beaten-path experiences?
  • Are you interested in specific experiences (e.g., cooking classes, wine tours, concerts, castles, vineyards, sports)?
  • Are you adventurous with food, or do you prefer familiar cuisine options?
  • Are there any mobility issues, or anything that would prevent you from walking uneven ground, steps, or long distances?

Destination questions: Caribbean and Mexico Fun and Sun

  • Do you prefer adults-only or family-friendly options?
  • Will your children be in the same room, or do you prefer separate rooms?
  • What amenities are most important to you (e.g., kids club, waterpark, exceptional spa, golf)?
  • Do you prefer a tropical or polished, high-rise feel?
  • What is the vibe you are looking for (e.g., relaxation, party, wellness)? 
  • Do you have a preference as to the size of the resort?
  • Do you prefer a resort with an opulent luxury feel, or authentic Caribbean?
  • What activities do you enjoy?
  • Do you intend to do any off-site excursions? Are there any of particular interest? 

Download this excellent resource from Mexperts for more detail