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BNI & The Power of One
BNI 883: Weekly Presentation 153 - Jeannette Cona-Larock - Travel Agent
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It's. Welcome back to BNI and the Power of One. We are back with our weekly presentation coaching episodes where we review somebody's submitted weekly presentation. If you ever want to submit yours, go to bnipower of1.com you can leave it there. Today's comes from Jeanette Khanna Laroque. That's again, hopefully I'm pronouncing that right. Jeanette Connor Laroque. She's from Wilmington, Delaware and opening it up, trying to is a travel agent. Awesome. Now doesn't tell me how long you have. So, Jeanette, I'm gonna go under the idea that it's a minute. It's funny, my son just had a homework assignment where he had to do like a script and do two podcasts. One had to be a minute long. And I could. And I was helping him set it up and I was like, you don't have enough words here. I could immediately tell. And so by the length of yours, I'm hoping it's about a minute. But I'm going to time it either way, knowing that you and I speak at two different speeds. So. But it gives us a point of reference. So here we go. Good morning. My name is Jeanette Connor larocque with the Magic for Less Travel. This chapter's travel agent. As we head into the fall season, here's a little reminder. Travel plans can fall apart faster than leaves from the trees. Flights get delayed, bags get lost, and sometimes life just happens before you even get to the airport. If you have friends or family who already have their vacations booked but didn't include travel insurance, that's where I come in. I can review their plans, make sure they are covered, and help protect their investment so one unexpected issue doesn't ruin their entire trip. Referrals mean so much to me. And helping your loved ones avoid a major stumble in their travel plans is one of the best ways to lend a hand. So who do you know that's ready to travel but might need that extra layer of protection? Okay, so that took me 45 to have 46 seconds. There's a lot missing, unfortunately here. Okay. So you narrowed your focus down to one very lowest common denominator niche product, which is the travel insurance. And that's a really good thing. However, we need to teach people still the three things around that. So who are you looking for specifically giving a very specific example. Who, how. How do we identify somebody like that? How do I know somebody's going on a trip? How do I know that there might be an opportunity for Your product or service. And what do I say to them? You, you get to the who friends or family who already have their vacation booked. I would challenge you to be more specific. I want to meet your sister who's going on vacation this fall. Again, this was submitted a while ago, so let's just go into the fall. But it could be anytime, right? I want to meet your sister who is planning a family vacation for school vacation week. I want to meet your brother or your best friend who's talking about their trip that they planned for spring break. That's more specific because it paints a picture. Okay, yes, it can be any one of these friends or family members, but you got to get them to really identify somebody specific in their mind. And when you say, I want to speak to your brother, they will. They may not have a brother, but they'll start thinking of somebody just like that. The more vague you are, the less likely that happens. Okay, so already have their vacation booked. I would be again, specific with what type of vacations are happening at that time of year. Spring break, school vacations, Christmas vacations, fall, whatever that is. Now, I know they're already booked, so that can kind of be the how. So when you hear them talking about their vacation, this is how I identify how I I how the opportunity presents itself to me. They're talking about their vacation plans. They're talking about how excited they are to go away or they're stressing about it, whatever. Pick one of those areas. You're at your friend's house and they're talking about how excited they are to get away for a week during school break. Now I've got the who, I've got the how, what do I say? And that part definitely didn't happen here. Like, what do I say to my potential referral that I know is going on vacation? To bring up, you know, travel insurance, it's got to be some kind of leading question. Maybe it could be a general statement. Typically a question, a conversation start is going to be your best bet. Okay. It's going to be better than just, hey, did you know such and such and such and such about travel insurance? You'd want something more specific or more more natural and easy. Hey, did you guys by chance book travel insurance? And when they say no or have never done that, or that seems like a waste or whatever they might say about it, you can say, blah, blah, blah. Actually, I know somebody who is a travel agent, swears it's one of the most important things. I'd love to connect you just to See if maybe they can help you out, something along those lines. So I think this needs to be reworked in that way. Right? When you say referrals mean so much to me and helping loved ones avoid a major stumble, that's not helping you actually get more. It's all true. Very, very true. But it's not helping you actually produce the referral that you're looking for in that situation. So again, who. Be more specific. Your brother planning his vacation for spring break. How, when he's talking about how excited they are to finally get away on spring break with the kids or how nervous they are or how anxious they are, whatever that is, you want to pick that time, ask them, hey, did you guys happen to use select travel insurance? And when they say no or they say whatever, tell them xyz. That'll be a more effective weekly presentation for all of us. Again, it's reminding ourselves what is the purpose of a weekly presentation. The purpose is to train our fellow members on how to actually bring the referral to us. It's not just a time to state what do we want in terms of referrals, it's training people on how to identify and hopefully how to close the referrals we want. And so if you have that training mindset, your language will change a little bit. Your approach is going to change versus, you know, it'll be less commercially, it'll be less salesy, it'll be less gimmicky, it'll be really focused on again, okay, if I got to train them, what are we going to train them on? Who am I looking for? How do you see them and how do you bring them to me? Those are the three key elements of a weekly presentation, of a featured presentation, and even kind of how you want to approach your one to ones. But all these things are different topics for a different day. So Jeanette, thank you so much for submitting. Really appreciate it. For everybody else, continue to submit yours. You can go to bnipowerofone.com write it up, make sure you let me know how long do you have so that the advice I'm giving you is better suited based on the time. The less time you have, the more efficient we need to be changes our approach a little bit. Have a great day. Sam.