TIQUE Talks: The Business Podcast for Travel Advisors

Thank You To Our Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

What you needed from a host agency when you started may look different from what you need today. Jennifer talks with Jay Johnson of Coastline Travel Advisors to discuss how advisors can evaluate the support, technology, and relationships behind their commission split. Jay explains why one-size-fits-all models fall short, how to get more from your existing tools, and what to address with your current host before considering a move. Plus, he shares why a simple post-trip conversation can lead to better client experiences and future bookings!

In This Episode:

• Looking beyond commission splits when evaluating a host agency

• Finding operational support that gives you more time to serve clients

• Maximizing your current technology before switching platforms

• Using post-trip conversations to improve recommendations and encourage future bookings

• Recognizing when your host agency no longer fits your business needs

TIQUE Resources Mentioned

• Join The Niche Community

Additional Resources Mentioned

• Automate to Accelerate with Callan Faulkner

Related Listening

• 79. Host Agency Culture: Finding the Perfect Fit for Your Travel Business with Stephanie Lee

• 116. How to Handle Changing Host Agencies with Ashley Theis

• 140. Behind the Scenes of a Host Agency with Keith Waldon

About Jay Johnson:

Jay began working at his family’s travel agency while in college. What started as a part-time job to help pay his way through school became a long and rewarding career. About 10 years ago, Jay recognized that continuing in the industry meant scaling the business or risking being left behind. When COVID shut down the world, he used that time to strengthen the company’s foundation. Coastline invested in TravelPro 365, a booking technology that helped advisors work more efficiently, opened new storefront offices, and acquired several agencies within a short period. Jay is deeply proud of Coastline’s employees and advisors and credits the team with driving the company’s continued growth. He believes the best is still to come.

http://www.coastlinetravel.com/

@jayjohnson_cta

Connect with TIQUE

• https://www.tiquehq.com/

• https://www.instagram.com/tiquehq

• https://www.facebook.com/tiquehq

• Inquire About Speaking

• TIQUE Contact Form

Your clients are excited about their vacation. Your inquiry form? Probably less exciting. Jennifer and Robin discuss how to get the information you need without making the first step feel like an administrative chore. From giving the talkers a chance to talk to asking questions that actually tell you something, they share ways to make your inquiry process feel like the beginning of a personalized travel experience. Luxury service starts well before the itinerary!

TIQUE Resources Mentioned

• Client Communication Templates

• Join The Niche Community

Additional Resources Mentioned

• Wispr Flow: A voice dictation tool for talking through your answers instead of typing them

• Calendly: A scheduling tool discussed as an option for combining appointment booking with a few initial questions

• Oprah Winfrey on The Mel Robbins Podcast: The conversation that inspired Jennifer’s take on serving clients

Related Listening

• Tique Talks’ 2025 Client Experience Series

• Hot Take: How To Get Clients To Read Your Emails

Connect with TIQUE

• https://www.tiquehq.com/

• https://www.instagram.com/tiquehq

• https://www.facebook.com/tiquehq

• Inquire About Speaking

• TIQUE Contact Form

Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

Moving back to your hometown can feel like going backward, but for Emily Hegenberger, it opened new doors. Jennifer chats with the founder of GCG Travel to discuss how trading Los Angeles for Chicago’s North Shore helped her find balance and grow her travel business. From turning personal connections into referrals to setting clear fees with friends and family, she talks about how putting down roots can help you grow a business while making room for a life you love.

About Emily Hegenberger:

Emily is the founder of GCG Travel, a luxury travel advisory specializing in culturally immersive, experience-rich travel for families, couples, and milestone celebrations. A lifelong traveler who has visited 37 countries and 45 states, Emily has split much of her life between South Bay Los Angeles, where she and her husband raised their two children, and Chicago’s North Shore, where she grew up and returned four years ago. Today, she’s a mom of two teens, one in high school and one studying in Paris, and a devoted pet mom. Emily is also part of the founding team at URLife Media. Today, she brings together decades of personal travel, travel-industry experience, storytelling, and curiosity to create highly personalized journeys for her GCG Travel clients.

https://www.instagram.com/globecoloredglasses/

Today we will cover:

• (04:00) How putting down roots can create new opportunities for your travel business
• (09:00) Building trust and referrals within your existing network
• (13:00) Setting clear fees and boundaries with friends and family
• (17:30) Offering paid itinerary reviews as an introduction to your services
• (26:30) Using AI to refine workflows and lighten your mental load

JOIN NICHE → Join the Niche community and get access to the prompts and tools to map your client experience, build SOPs, and tailor your process to your brand voice!

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Your bank balance may look healthy, but that doesn’t mean every dollar is yours to spend. Jennifer and Robin talk about budgeting, client funds, and setting aside money for upcoming expenses so a future bill doesn’t catch you off guard. They also share how AI can help you make sense of your business numbers, even if you’re starting with bank statements and a lot of questions.

Want help making sense of your business numbers? Be sure to attend the November 5th AI session inside the Niche community! → JOIN NICHE

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

What changes when you don’t just sell a destination, you live there? Jennifer talks with Brittany Pigorini, founder of Unfolded Travels, about how living in Lake Como shapes the way she plans and sells travel. Brittany shares how firsthand knowledge, site visits, and local relationships help her set expectations, recommend the right destinations, and elevate client experiences. She also talks about building a Europe-focused niche and navigating the seasonal rhythms of a travel business.

About Brittany Pigorini:

Brittany is the founder of Unfolded Travels, a luxury travel advisory based in Lake Como. After producing nearly 750 events a year in Austin, she closed her business and moved to Italy with her husband and two sons. Now she plans firsthand-informed trips across Europe and Africa and co-runs La Dolce Guida, a vintage Fiat tour company on Lake Como. When she’s not planning travel, she’s putting the finishing touches on her Italian villa.

Today we will cover:

• (04:00) How living in a destination shapes the way you sell it
• (11:00) Finding a niche through your expertise and the clients you attract
• (24:00) Preparing for busy seasons and managing slow periods
• (38:00) Using automation, social media support, and saved resources to protect your time

Enjoyed the conversation? Subscribe to Tique Talks and leave a quick rating or review to help more travel advisors find the show!

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That inquiry sitting in your inbox? You don’t have to say yes just because you could figure it out. In this Hot Take, Robin and Jennifer unpack why booking outside your specialty can eat into your profits and put client trust on the line. Learn when to expand your expertise, when to refer out, and how to build referral partnerships that let you say “not my specialty” without making your client feel like “not my problem.”

Before busy season hits, identify one type of inquiry you’d love to refer out, then start a conversation with an advisor who specializes in it. Want a community to make those connections? Join the Niche Community! Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

Your RSVP isn’t just a dinner reservation, and ghosting that supplier event costs more than an empty seat. Jennifer chats with Yina Munoz, founder of ALLabout Representation, about why roadshows deserve a spot on your calendar, how to get on the invite list, and what suppliers invest to meet you. From showing up prepared to following up afterward, they unpack how to turn a few hours together into relationships that support your travel business for years.

Don’t wait for the next invitation to magically land in your inbox. Pick three suppliers you’d love to know, introduce yourself, and ask to join their event lists. Connect with Yina’s team at http://allaboutreps.com/ to explore their portfolio and upcoming opportunities.

About Yina Munoz:

Yina is the Founder and Owner of ALLabout Representation, a luxury boutique sales representation company connecting travel advisors with exceptional boutique, family-owned, and sustainable hotels and DMCs across Mexico, the Caribbean, Europe, and Africa. Acting as an extension of her partners' sales teams, Yina has built a portfolio of properties known for soul as much as style — including Chablé Yucatán and Colima 71 in Mexico. Raised in the Dominican Republic, Yina’s early love for hospitality led her to Cornell University and eventually to founding ALLabout, based in the New York City metro area. Celebrating five years in 2026, the company introduced a refreshed brand and a partnership with AVANCE Collective, donating for every advisor inquiry submitted. At its heart: meaningful advisor relationships and creative storytelling that brings hotels and destinations to life.

http://linkedin.com/in/yinamunoz

https://www.allaboutreps.com/

Today we will cover:

• (04:00) How roadshows differ from trade shows and FAM trips
• (08:00) Getting on suppliers’ invite lists without waiting for your host agency
• (19:30)The planning, expense, and lost opportunities behind an RSVP no-show
• (28:00) Preparing for a roadshow, asking better questions, and practicing good event etiquette
• (32:00) Turning supplier introductions into lasting relationships through thoughtful follow-up

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Thinking about hiring because you’re drowning in inquiries? That’s usually a sign you needed to start months ago. Jennifer and Robin get real about how long it takes to hire and train someone, why “I’ll just hand this off” rarely works, and what to do now if a new team member isn’t in the cards.

Ready to get ahead of your next hire? Explore Agency Expansion Academy for a hiring framework, and join the Niche Community for AI trainings and tools to streamline your workflow. Learn More and Pick Your Membership Tier → NICHE COMMUNITY

Weremoto → Connecting top-tier talent in Latin America with life-changing remote work opportunities.

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The right listeners are what create opportunities beyond the downloads.Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

After burning out in a high-level corporate career, Sarah Magnoni took a leap into entrepreneurship and built Cobblestones & Castles, a travel business offering immersive, history-focused European group trips for women. Sarah shares how she turned a personal passion into a profitable niche, why she refuses to create cookie-cutter itineraries, and how embracing a little “delusion” helped her sell out trips and build a business entirely her own.

About Sarah Magnoni:

After decades in advertising technology and moving up the corporate ladder, Sarah walked away from a high-paying leadership role to create her own path. As the founder of Cobblestones and Castles, Sarah helps women travel solo, within a group. With a focus on European history, specifically women's history, her small-group trips include exclusive experiences and private access to authors, historians, and castles. Sarah is also an author and writer and is currently working on her second book.

https://www.instagram.com/cobblestonesandcastles/

https://www.cobblestonesandcastles.com/

Today we will cover:

• (01:30) Transitioning from corporate burnout to full-time travel entrepreneurship
• (05:00) Building and selling small-group trips for solo women travelers
• (10:00) Creating distinctive itineraries through strong DMC relationships
• (18:30) Why niching down makes marketing, supplier selection, and growth easier
• (29:00) Taking calculated risks and leaning into what is already working

NICHE is Tique’s membership community for travel advisors who want support refining their business, strengthening their positioning, and learning alongside other advisors who are serious about growth. Sarah is a member himself, and many of the strategies discussed in this episode are the kinds of conversations happening inside the community. Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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If your calendar is already filling up for next year, when are you going to step back and look at the business you’re building? In this week’s Hot Take, Jennifer and Robin make the case for blocking time now to review your numbers, reset your capacity, and re-fill your cup. They share how to pause discovery calls without leaving inquiries unanswered, and how to tell clients what to expect before you’re out of office.

Block the time you need on your calendar now, then tell your current clients and future leads when you’ll be available! Want more conversations and resources like this? Join the Niche community! Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

When Mer Bleue started growing, founder Dianna Hetzel thought she had everything under control. However, the client inquiries multiplied, her workdays stretched to 15 hours, and costly mistakes began affecting the experience she had built her business around. Dianna joins this episode to talk about the changes that helped her get her time back. She shares how she decided which parts of the business needed her attention, why her first hire was a bigger step than she had planned, and how giving team members ownership of outcomes made delegation work. If your inbox runs your day and you keep telling yourself you can take on just one more trip, this conversation will help you see where support could make a difference!

About Dianna Hetzel:

Dianna founded Mer Bleue, a luxury travel design studio, with no client list, industry contacts, or sales background. Drawing on 15 years in education and a love of connecting with people, she grew it into a small team creating highly personalized trips. Client relationships remain her favorite part of the job—though finding the perfect hotel comes close.

https://merbleuetravel.com/

https://www.instagram.com/merbleuetravel

Today we will cover:

• (04:00) The warning signs that growth is stretching you too thin
• (11:00) How Dianna chose her first hire
• (17:30) Delegating outcomes instead of individual tasks
• (24:30) Keeping the client relationship while handing off the details
• (35:00) Planning time for work that moves the business forward

Resources Mention In This Episode:

Buy Back Your Time by Dan Martell

The ClickUp Business Hub

NICHE is Tique’s membership community for travel advisors who want support refining their business, strengthening their positioning, and learning alongside other advisors who are serious about growth. Dianna is a member himself, and many of the strategies discussed in this episode are the kinds of conversations happening inside the community. Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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Big sales numbers might earn you an industry award, but they don’t necessarily mean your business is healthy. Robin and Jennifer share the four financial metrics every travel advisor should track to understand what’s profitable, what’s sustainable, and where the real opportunities are hiding.

Curious what your numbers are actually telling you? Join Robin and Jennifer for the November 5th training inside the Niche community, where they’ll help you analyze your financial metrics and make smarter decisions for 2027! Learn More and Pick Your Membership Tier → NICHE COMMUNITY

FOLLOW ALONG ON INSTAGRAM @TiqueHQ

Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

If Instagram has you wondering whether travel advising requires a side hustle as an influencer, Jace Tarbell has another strategy. Jace shares how he uses LinkedIn to build genuine relationships, attract higher-value clients, and generate business without relying on perfectly curated travel content. From optimizing your profile to thoughtfully engaging with potential clients, this episode proves you don’t need to go viral. You just need to show up where the right people are already doing business.

About Jace Tarbell:

Jace Tarbell grew up in California’s agriculture and livestock industry before moving to Missouri in 2020. After building a successful graphic design and marketing business, he entered the travel industry in late 2024 and sold $750,000 during his first full year. After changing host agencies, he founded Somewhere Travel Co. and began expanding beyond his existing network through strategic partnerships and LinkedIn.

Today, more than a third of Jace’s cold leads come from LinkedIn, with those leads booking trips worth 126% more on average than leads from other sources. In two years, he has sold more than $1.5 million in travel, and over half of his business comes from repeat clients and referrals.

thesomewheretravel.com

@travelwithtarbell

@thesomewheretravelco

Today we will cover:

• (04:00) Why LinkedIn works for attracting busy, high-performing professionals
• (12:00) Positioning your profile to immediately communicate who you serve
• (22:00) Creating authentic content without becoming a travel influencer
• (28:20) Using comments, connections, and DMs to build relationships strategically
• (32:00) How LinkedIn elevated Jace’s client quality, trip value, and close rate

NICHE is Tique’s membership community for travel advisors who want support refining their business, strengthening their positioning, and learning alongside other advisors who are serious about growth. Jace is a member himself, and many of the strategies discussed in this episode are the kinds of conversations happening inside the community. Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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AI is supposed to save you time, but first, it might send you spiraling down a very productive-looking rabbit hole. Jennifer and Robin discuss why AI feels so overwhelming, what travel advisors should really be using it for, and why automating the human side of travel planning is the wrong place to start. The goal isn’t to master everything or build an app by tomorrow. It’s to give AI one job, train it well, and make your business a little easier to operate.

Ready to stop experimenting with random prompts and start using AI for practical tasks inside your travel business? Join the Niche community for step-by-step trainings on client experience, intake workflows, SOPs, finances, and more! Learn More and Pick Your Membership Tier → NICHE COMMUNITY

If you’re ready for a deeper dive into AI, check out Callan Faulkner’s 12-week course → AUTOMATE TO ACCELERATE

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

If you’re treating AI like Google, you’re leaving much of its potential on the table. Tern co-founder and CEO David Shull is back on the podcast; this time to unpack why context, frameworks, and better prompts are the keys to generating stronger AI output. He explains how travel advisors can use AI as a business analyst, strategic advisor, client experience assistant, and sales tool, all without sacrificing the human relationships at the heart of the industry.

Want help putting these strategies into practice? Join the Niche Community for the Tern team takeover on October 8, where you can ask questions about using the platform and its AI capabilities. Then, join Robin and Jennifer on November 5 for a live training on the four financial metrics every travel advisor should be watching! Learn More and Pick Your Membership Tier → NICHE COMMUNITY

About David Shull:

David is the co-founder and CEO of Tern, the platform independent travel advisors use to run their businesses. Tern is the fastest growing platform in travel and preferred system for advisor serious about building a business in travel.

http://tern.travel/

LinkedIn: @dsshull

Instagram: dsshull

Today we will cover:

• (05:00) Why AI needs context
• (18:00) How to build AI frameworks using expert roles and advisory boards
• (29:00) Combining templates and AI to personalize the client experience
• (36:00) Using business data to identify profitable niches and difficult clients
• (44:00) Turning client history and supplier offers into personalized sales opportunities

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Waiting for the “right time” to fix your broken processes, document workflows, review your fees, or finally get organized? Spoiler: it’s not coming. Jennifer and Robin explain why the same chaos follows travel advisors from one busy season to the next, and how discipline, time blocking, and the right systems can break the cycle. It’s time to stop operating on vibes and prayers! If you need the accountability, structure, and resources to tackle what keeps getting deprioritized, join Niche today. Learn More and Pick Your Membership Tier → NICHE COMMUNITY

Resources Mentioned In This Episode:

#173. Hot Take: Should You Change Your CRM

5 Plug-And-Play Email Templates

Seven Figure Sales: The travel agent sales training to raise rates & close confidently

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

Not every FAM trip, conference, or industry event deserves a spot on your calendar. Shannon Lamarche, founder of Premiere Luxury Travel, joins this episode to discuss how she evaluates educational opportunities based on alignment, cost, client demand, and potential ROI. She shares her process for choosing the right events, organizing supplier knowledge, following up strategically, and avoiding the entitled behavior that can quickly damage your reputation. Before you accept another invitation because the destination looks fun, listen to this episode!

About Shannon Lamarche:

Shannon specializes in designing high-touch, custom international journeys for travelers who care deeply about how they travel—not just where they go. Her ideal clients are seasoned travelers who value exceptional food, wine, culture, and history, and who want their trips thoughtfully paced, intelligently routed, and handled end-to-end by an expert. Shannon's background is rooted in producing complex logistics and details (as a former film & television producer), which translates naturally into travel design that feels seamless, intentional, and calm—especially for trips with many moving parts.

http://www.premiereluxurytravel.com/

@premiereluxurytravel

Today we will cover:

• (03:30) How to determine whether an educational opportunity aligns with your business
• (09:00) Calculating the true cost and potential ROI of FAM trips and conferences
• (13:00) Balancing trade shows, destination experience, and time away from your business
• (25:00) Organizing supplier information and turning new connections into opportunities
• (37:05) The FAM trip etiquette every travel advisor needs to follow

Resources Mention In This Episode:

ClickUp Business Hub Template

NICHE is Tique’s membership community for travel advisors who want support refining their business, strengthening their positioning, and learning alongside other advisors who are serious about growth. Shannon is a member herself, and many of the strategies discussed in this episode are the kinds of conversations happening inside the community.

Learn More and Pick Your Membership Tier → NICHE COMMUNITY

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Jennifer and Robin torch the idea that every agency needs its own homemade curriculum, pointing out that IATA rules and DMC basics don't change agency to agency no matter how "unique" you think your brand is. They call out the ego and scarcity mindset behind DIY training, explain why refusing to invest $500 in proper onboarding may be a sign you’re not ready to hire, and reveal the hidden cost of maintaining your own curriculum. If you want to scale, retain great advisors, and escape the hiring hamster-wheel, it’s time to invest in education that already works.

Resources Mentioned In This Episode:

Tique’s Course Suite

Buying for an Agency or Team? Explore Enterprise Pricing

Have A Question → Email hello@tiquehq.com or Submit a Contact Form

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Thanks to Our Tique Talks Sponsors:

• Smeuse Studio - Strategic branding and website design for travel advisors
• Travel Collection - Connect and learn more about TC’s DMCs

You may think collecting a client’s payment is simply another step in the booking process, but how that money moves could dramatically change your responsibility when something goes wrong. Megan Mack, founder of Heirloom Adventures, talks about the critical difference between receiving a credit card authorization and collecting a direct payment. She explains when an advisor may unknowingly begin operating like a tour operator, what becoming the merchant of record means for your business, and why your host agency’s insurance may not offer all the protection you assume it does. From PCI compliance and supplier terms to chargebacks, travel insurance, and client agreements, this conversation will make you take a much closer look at every point where money changes hands in your business. If you collect client funds, process payments, or rely on a platform to protect sensitive information, this is one episode you cannot afford to skip!

This episode is for educational purposes only and does not constitute legal or financial advice. Consult the appropriate professionals about your specific business, contracts, and state requirements.

About Megan Mack:

Megan was drawn to travel from a young age. Never one to sit still, she dreamed of seeing the world and connecting with people along the way. She discovered the world of travel advising after a friend told her, “I would totally hire you to plan a trip for my family.” Inspired by that moment and by her desire to help other families explore the world with their children, Megan set out to learn everything she could about travel advising.

https://heirloom-adventures.com/

Today we will cover:

• (02:40) Meet Megan; what made her question how she collected payments
• (05:55) Vetting your technology for PCI compliance
• (09:10) Credit card authorizations versus direct payments
• (17:55) When collecting funds makes you a tour operator
• (27:10) Building liability protection into client agreements
• (35:45) Retainers versus flat planning fees
• (38:50) Auditing every point of liability in your payment process

Resources Mention In This Episode:

#150. What Every Advisor Needs To Know About Protecting Client Data with Kacie Darden

#216. Don’t Assume A DMC Will Break Your Client's Budget with Jonathan Epstein

The Legal Paige - Travel Advisor Templates

NICHE is Tique’s membership community for travel advisors who want support refining their business, strengthening their positioning, and learning alongside other advisors who are serious about growth. Vanessa is a member herself, and many of the strategies discussed in this episode are the kinds of conversations happening inside the community.

Learn more and Pick Your Membership Tier → NICHE COMMUNITY

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Jennifer and Robin introduce Niche’s new community manager, Maddy McCutchen, and reveal what’s changing inside the community. Maddy shares how she went from listening to Tique Talks as a travel advisor to helping shape the future of Niche through weekly office hours, improved member support, recognition programs, and more opportunities for advisors to learn from one another. They also preview the new AI training series designed to help advisors streamline their workflows, strengthen their systems, understand their finances, and turn their 2026 metrics into meaningful momentum for 2027. There’s no doubt about it - you need Niche! Join today and get the education, resources, and no-gatekeeping support you need to build a stronger travel business.

Learn more and Pick Your Membership Tier → NICHE COMMUNITY

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