In this Office Hours episode, Grace Van Hollebeke shares why most travel advisors struggle with referrals—and how a simple system can change everything. Instead of hoping clients will refer them, top advisors engineer referrals consistently and effortlessly. Grace breaks down:

Why referrals don’t happen on their own (even from your happiest clients)
The exact steps to turn one happy client into five new ones
How to make referrals feel exclusive without offering discounts
A proven, non-pushy script for asking for referrals
The small changes that make it easy for clients to send business your way

If you want a predictable, steady stream of new clients, this episode gives you the exact steps to make it happen.

Want our full (& free) Networking Playbook? 👉 GET HERE

Key Moments:

(00:00) Engineering Referrals in Travel Business – Why waiting for referrals keeps you stuck and how top advisors generate them consistently
(02:31) Creating a Structured Referral Process – How to prime clients before they even take their trip and build referrals into your business model
(05:49) Making Referrals Feel Exclusive – Why positioning matters more than incentives and how to create a VIP experience
(07:13) Simplifying the Referral Process – The easiest way to ask for referrals without being pushy

Key Takeaways:

Referrals should be an intentional, structured part of your business—not left to chance
Clients won’t refer you unless you give them a reason and an easy way to do it
Exclusivity is more powerful than discounts—position referrals as an invitation, not a transaction
The best referral requests aren’t direct asks but subtle nudges at the right time
Automating your referral process can save time and ensure consistency

Follow Along:

Grace Van Hollebeke: LinkedIn | hello@letslucia.com
Lucia: Website

Try This Challenge:

This week, send one message to a past client using the script from this episode. See how many referrals come in.

Need help setting up a referral system? Lucia’s CoPilots can build it for you in just a few hours. DM Grace on Instagram (@GraceVanHoll) for recommendations.

Enjoyed this episode? Leave a review and share it with a fellow travel advisor.