Today’s episode digs into one of the biggest challenges travel advisors face: the massive gap between what clients think a trip will be like and what the experience is actually going to be.

Sean from Virgin Voyages joins Glenda to unpack how client perceptions are shaped long before they talk to an advisor—through clickbait videos, influencer reviews, social media drama, friends’ stories, and those glossy marketing photos that never tell the full truth. We break down why assumptions are not facts, why advisors need to lead with real experience, and how understanding a client’s mindset, anxieties, and sense of belonging can completely change the outcome of a sale.

We talk openly about inclusivity, body confidence, and how often clients are really asking, “Will I fit in there?” even if they never say the words out loud. You’ll hear how travel advisors can reclaim their role as the original “influencers” by sharing grounded, experience-based insights rather than reacting to the viral online noise.

You’ll also learn practical strategies for when a client asks for a specific cruise line, resort, or destination that you know isn’t the right fit. We cover how to ask better questions, how to propose alternatives without sounding pushy, and how to shift the conversation from price to value. Because let’s be honest, “too expensive” usually means “I don’t see the value” or “I don’t see myself there.”

We also discuss the moments when it’s not only okay but necessary to say, “I can’t in good conscience book this for you,” and how those boundaries actually build long-term trust.

Sean finishes with his top producer tips for selling more Virgin voyages: using advisor communities and tools, leaning into smart upgrades, following up consistently, selling the experience instead of the itinerary, and leading with Virgin’s adult-only, inclusive, fun-forward vibe.

If you’re ready to shift from order-taker to trusted advisor, this episode gives you the language, confidence, and mindset to help clients choose the trip that truly matches who they are and how they want to feel when they travel.

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