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The Logic Behind “Follow-Up” Email

The reminder came to me yesterday. Allow me to explain. I was talking in length with a good friend of mine on my monthly phone call within to catch up, solve the world’s problems and in short, tell each other how smart we both are. (Hey! We all need applause, even if ...
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Are You Asking For The Business? 

I recently asked a seasoned travel professional what he thought the difference was between an average salesman and a special sales professional. His answer was quick and was shared without hesitation. He said, “Professionals ask for the business. Amateurs don’t.” Contrary to a popular belief, asking to be of service ...
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How to make yourself smile

How do you feel when you ask your customers, “How was your experience with us?” I have a better question. Do you ever even ask your clients about their recent trip? I am betting that you don’t. And the reason why you don’t is because you are afraid of the answer ...
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Don’t Mess Up Your Future

Here is some good unsolicited advice. If you don’t want to regret your past, don’t mess up your future. The choice is up to you. As we begin another year I hope you have taken some time to reflect on both the good and the bad as it unfolded in ...
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Hooray For Winter!

It is December and you can usually find me ten miles north of Cooperstown, NY this time of year preparing for Christmas. Yesterday it was 78 degrees in Delray. Yesterday it was sixty degrees cooler in NY. The day before it was  4 degrees above zero. Very cool!  But today’s ...
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Don’t Lose The Laughter

“Hardships come but hardships go, and nothing makes both of the peaks more beautiful or its valleys more bearable than humor.” This quote was taking from page 205 from You, Inc, a book written by Harry Beckwith. You don’t have to tell me how stressful this business can be. I ...
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Follow Through

Failing to follow through. This is a huge mistake: Failing to follow through. After all is said and done, more is said than done.  The key is follow through. Everyone says they know this…very few people manage to do it. Talk is cheap, so after all is said and done, ...
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Harvard Business Review on Motivating People: You Care the Most

“Individuals must motivate themselves.” Harvard Business Review on Motivating People by Brook Manville and Steve Kerr, page 19 I have gone on record more than once and reminded audiences that, “I can’t motivate you. I can only stimulate your thinking so that you eventually motivate yourself.” That may sound strange coming ...
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Back to Basic Selling: Practice, practice, practice

“Plan and practice a brief, but strong presentation.” Back to Basic Selling by Robert F. Taylor, page 99 “You should be in sales. You have the gift of gab.” I have been hearing this recommendation all of my life. What people do not understand is that this is not a compliment ...
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Has Reading Your Mail Become a Boring Task?

I recently sent an associate of mine an email from Europe while cruising the Seine River on AmaWaterways’ AmaLegro. This morning, I received a reply which opened my eyes to the enormous opportunity available to ALL travel professionals. The email read: “Thank you for your kind postcard! It was such ...
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