Elena: Single Mama by Choice, Wellness Travel Agent by Design

Hey everyone, welcome to the No BS Travel Advisor Podcast. I'm Marcie Muensterman, your no fluff, no filter, tell it like it is coach. I'm so excited to bring you the stories, strategies, and straight up truths right from the mouths of your colleagues. So glad to have you here. Let's get to it. Hey everyone, welcome back to the No BS Travel Advisor Podcast. Today's guest is someone who embodies resilience. self-trust, and that bold energy we love in these parts. I'm sitting down with Elena, founder of Studio Rome, who's only been a travel advisor for about a year. When she filled out the form, it was around 6 months, and I was so excited to have a total newbie on the pod. She's a single mom by choice, a former fashion executive, and someone who turned chaos into clarity through yoga, manifestation, an excellent business strategy. And while most people are still trying to figure out how to find clients, Elena's already setting great boundaries in her business, creating those systems, and building something real with a long-term 3-year vision rooted in sustainability, wellness, and family travel. I am so pumped to have her here. Welcome Elena to the pod.

Thank you so much for having me, Marcie. Longtime listener, first-time guest.

I love it. I'm pumped to have you. And I want to talk about all the things, because one of the things you said a couple of times was that you feel like the universe brought you towards me. And I just want to talk about all the woo, because I believe that we're all in each other's space for like, for a reason. So how did you find me?

That is a great question. It was either the universe or the algorithms that brought you to me. One of the two, maybe a mix of both. But when I decided to become a travel agent, I wanted to do it right. So I went deep. I'm like, best this, best that. And there's a lot of noise out there, um, on the internet.

There is.

And I took a couple of courses elsewhere and it really felt like it just didn't mesh with my heart. It was like money-making things or, you know, there was one course where you have to pay $10,000 and then potentially they'll hook you up with some DMCs. And I was totally new. So I was like, maybe is that what you have to do to get started in this business? Um, I found you and your direct approach and also the processes that you had in place. Like I saw that you had the courses put together. They methodically made sense. And I think I joined, I signed up for, I want to say all 3 on July 1st. And like within 2 weeks I had done them all. And as I was taking your courses, I like created my own notes, even though you have like all the templates there. Right.

No, it's good. It's good to break it down so you can figure it out yourself.

I mean, that's the whole point. It's amazing. I go back and reference those notes as well. Yeah, I just, everything that you, everything you say jives with me. And if there was a thing here or there that didn't, I'm like, take what works for you and move on. There's something you talk about with commission splits and I'm still working my way through that. Um, and hopefully we'll get there next year. But, um, almost like 99.9% of what you said, I've been able to like implement so far.

That's amazing. I think that's really special for new advisors because there isn't as much methodical strategy. It's so often just take a few things, learn your— I'm blanking on the name right now. Learn your CRM. And then all of a sudden it's like, well, yeah, but how do I do this? Like, what happens when somebody reaches out to me? What is the process of how do I ask the questions? And I really don't think that we have access to a lot of that. I love too that you're like, there was so much noise, cuz there is. And I became one of those pieces.

Yeah.

Like, I was like, yes, let me be louder than everyone else. But also just, I always tell people like, it might not be me, but find one voice to listen to. Because it does get confusing and like piecemealing it together from like tons of different people doesn't actually make it easier to learn this business. So.

It doesn't. It actually feels a lot to me like when I became a new mom, which was during the pandemic, there is so much information out there. It's like information overload about like how to be a mom. Do you wanna be a gentle mom? Do you wanna be an overbearing mom? Like, do you wanna just be a mom of like the '80s? And at some point, You know, I, I would ask my mom, did you do— you talk about like pregnant pause. There's something called, or pregnant, um, pre-K pause.

Pre-K.

I read this—

Pregnant pause is a thing. Is that what you're about to talk about?

Yeah. So there's, um, Bringing Up Bébé, which was like this French rearing of children books that I read. And they have something called les pauses. And it's more about like not going to your kid in the middle of the night when they're crying. They have to learn on their own. And I would ask my mom, like, what do you do with this information? She's like, Just listen. The strongest tool out there is like your gut. Just listen to it. And so the same thing happened when I became a travel agent. I'm like, there's, I want to be the best mom. I want to be the best travel agent. Like, where do I go for this information? And after so much, I'm like, this speaks to me. This resonates. This is what I'm going to go with. And I'm actually going to just like block out the rest of the noise because it is too much. It is too much. And I can't spend all my time learning and none of my time earning. So you worked for me. Other things are great as well, but like, it just doesn't jive with the way my brain works.

Absolutely. I think that's so smart. And you're right about the mom stuff. I mean, I always talk about just the fact that when I became a mom, there wasn't as much social media judgment and conversation and influencers. And as I got into parenting, it got worse and worse for moms, I feel like, out there. So it's already confusing enough, but we also have to add that element of like How much do we share and what do we do? And with travel, it's very much the same thing. I'm sure it's like that in every industry. There's probably just loudness in every space of our life. So it is so smart, I think, for you to have like narrowed down and just focused, especially when you found it worked for you. And that's the whole point. If it's not working, we have to change it. But if you start off on the right foot, you're going to be leaps ahead of other new advisors. So I'm super excited. And speaking of being a mom, I would love to hear about your journey of becoming a single mom by choice.

Sure. I think we might need more than 19 minutes, but—

We might need more, but let's break it down for the audience because this is kind of a cool story. Like I was so pumped to read about this. Yeah.

Um, so I am a single mother by choice. That means that I chose to have my son on my own. In my case, I used a sperm donor, but there are lots of different ways to become a mom. So yeah, I think I always knew I wanted to be a mom. It was just In my bones, I didn't really question it, but I also loved traveling and loved adventure and loved partying and like just did not date marriage material for a very long time. And by the time I did, I was like, by the time I realized, oh, I gotta start working on having that kid I just know I'm gonna have.

Our eggs do not replenish. Who knew?

Who knew?

That once you start researching that, you're like, this is why there's a ticking time bomb in so many women.

I know it's crazy. So I think I was probably like, I don't know, 32 when I was dating a guy that was like 10 years older than me, was very clear about the fact that he never wanted to have kids. And I was like, oh, I think I do. So we broke up. Still, that guy is like one of the best relationships I've ever had. But, um, yeah, so I started dating the right kind of guy, like marriage material. And I would date a guy for like a year and a half, 2 years, and then go, this isn't the one. And then I met someone that was a single mother by choice and I was like, Wait, what? How do you do that? How do you afford that?

First of all. Right, right.

And I spoke to her and it was really interesting. So I was like, you know what? I'm gonna learn more about this. I read a couple of books and then I got a boyfriend. So then I dated another guy for like a year and then realized, ah, I don't think I wanna be with him forever.

Girl, time is ticking away with these onesie-twosie relationships. I know. I'm just gonna keep going. Like, I love this. It's like, y'all, she does not have trouble finding the men. It's just the right man to have a baby with.

Yeah. I mean, there's only gonna be one that makes the So, so yeah, then I started researching more and I actually went and like went on to the, like found the best sperm donation bank and then started like researching. They have, it's a website. It's like a dating website. You know, you go on, you see these cute little baby pictures and you're like, oh my gosh, do I want my baby to be like half Chinese? Like, this is so great. But there are a lot of requirements that you should look at if you're going to be, you know, use a donor. There's a lot of For primarily it's like health considerations. I had a genetic panel done. Turns out, I mean, I'm Latin, but I'm 21% Ashkenazi Jew.

Okay.

And there are a lot of like genetic factors, so I could not pick another Ashkenazi Jewish person.

Got it. Okay.

And like, just, you know, making sure that we're not recessive carriers for the same thing. There's all sorts of medical things that you wanna check. And then you're like, education, height, looks. When you have a child by, in this Manner, when they turn around 3 or 4 years old, they start asking questions like, where did I come from?

Absolutely.

So one of the books I read recommended pick a donor with similar features as you. Like if you do pick that half Chinese baby and you are a blonde-haired, blue-eyed, you know, woman, like that kid's gonna go, what? Like, who do I look like? But if they tend to look more like you, it's like more accepting. They have less self-identity issues. So they say, we'll see.

We'll see. I mean, all of our kids are gonna go to therapy for one reason or another, Elena. Don't worry about it.

I know.

And it's my, my husband and I look a lot alike and I'm always like, we did just turn into like the Taylor Swift song. Like everybody on the block looks like my husband, but it, it does make sense. And that's, it's amazing how much research you do for everything it seems like. And this is just an excellent way to lead your life.

Making informed decisions. Um, yeah, so I narrowed it down. There were all these baby pictures and you never know, like cute baby doesn't equal like a handsome adult, but like, that's not really the priority. So I like had favorited maybe like 5. Okay. The genetics match, education, um, what they look like, you know, no history of like cancer in their immediate family, et cetera, et cetera. And then I met another guy, IRL.

Of course.

And I was like, this will be the one. And he was an amazing guy and he wanted to get married and he loved me. And I was just like, I guess so.

Okay.

So we very mutually broke up. I called my doctor cuz I had been to a fertility doctor just to check things out and she's like, Everything seems fine, but like, yeah, you're getting older. We broke up. I called the doctor and was like, I'd like to come in and do, you know, IUI. She said, your eggs are fine. You don't need to do IVF. We'll probably do 5 to 6 rounds of IUI. And if nothing takes after that, we could try IVF. And I was like, let's just see how this goes and see what I'm up for emotionally and financially. So I went back to that shopping cart with like my 5 or 6 preferences. And it's usually just baby pictures. I went back to my cart and I was like, oh my God, this one, which was my favorite one, had a picture as an adult. And that is not common. And this guy was hot. I was like, I would date him in real life.

I would date him in real life.

I would date him in real life. Checked out so fast. I was like, check out. And they only allow so many checkouts. Like they can't have, you know, the reputable companies don't want, you know, 62 offspring from the same donor number.

Thank God to learn this.

God. There's a documentary about how things go.

Can you imagine your child growing up and having like a bazillion siblings from one donor?

I know.

There's like a Netflix special about that doctor that did that.

Yeah. There's, there's also just a random guy in the Netherlands that did that too.

Oh my gosh.

People are nuts. I know. So I checked out, went to the doctor that week. It was so March 8th, 2020 was a Saturday. I went in, they were like, Bop! That's it.

Wow.

March 10th, the world shut down.

Ooh, girl.

I know. So I went to my brother's house down in Asbury with a few people, and the doctor's like, okay, they're at Columbia University in the city, in New York City. And she's like, come on in for the blood work. And I'm like, I am not going anywhere near the city. And, um, yeah, eventually just— she kept saying, well, take a home pregnancy test. And I'm like, I'm not sending my brother, who's the only one leaving the house to get me a pregnancy test. So eventually I did get a pregnancy test and it was pregnant and I could not believe, I mean, I was—

First try, girl.

First try. 40 years old.

That's amazing.

And it worked. And then meanwhile, I'm living in this house with like 5 people who are drinking because it's the beginning of the pandemic. And like, what else do you do except drink and watch our, like, the world end? And, um, I mean—

Did anyone else know that you were on this journey or did you—

That's a good question. My mom knew. My mom's the only one that really knew. My brother, like, and some friends, they would like help me pick out the donor. I'm like, which is a cuter baby? You know, all the fun stuff. But only my mom knew that I was doing it right then. In fact, everyone still thought I had a boyfriend.

Okay. Well, you can still have a boyfriend and do the donor thing.

I mean, that's true. It's, it's a rom-com.

I think there's a movie about that too.

It's a rom-com. But yeah, so no, no one knew that I was doing that except my mom. And when they were eating smoked salmon and like, Drinking coffee that like made me wanna gag. They were like, oh my God, she, you're pregnant, aren't you? And I was like, mm-hmm, I can neither confirm nor deny that because I didn't wanna tell anyone until like 12 weeks or whatever.

Yeah.

Um, so yeah, I got pregnant first time in the middle of COVID and it was magical. Like in this period where like everyone was, you know, there's still, the world is a crazy place, but I just was like, oh my gosh, I'm gonna be a mom.

Like you got to really just take it in.

Yeah, I did.

And you weren't expected to do as much.

Yeah.

I mean, you don't have to go to all the things and do all the things. There's an excuse. Like you can use that excuse for everything being pregnant. So that is such a cool story and such a fun way to become a mom. And now he's 4?

He's 4. He'll be 5 next month.

That is such a great age.

He is the cutest thing in the world.

That is such a great age. And it says that you are a cook, a cleaner, bedtime storyteller, all the things. So you're doing all of them as well as your corporate day job.

Yeah. Yeah.

You have a lot on your plate, mama. That is a lot going on. So when do you have time to learn and do the travel advisor thing if you're working during the day and being a mom at night without a partner?

You know, it's funny. People are sometimes like, you're so brave, or how do you do it? And I'm like, but this is my life. This is, I didn't have a partner and don't have one. So I make the hours in the day work for me.

Like it.

It just works. We have our routine. I mean, I do wake up early and like I woke up this morning early. I mean, I am on a different time zone still, but like I woke up this early and was planning an Egypt trip before my son woke up. And I am productive during the day. I also have a job during the day that's like very flexible. During the day, I do work at a corporate travel agency. And so I'm just, I've got planning on my mind and I'm in the systems and I'll do something for work and I'll do something for myself. So I'm lucky in that sense. But before I became a travel agent, I worked in fashion and I commuted into the city and that did not work for me. Like I had a nanny, I did the commuting thing and my soul was just empty and it had to come to an end at some point. So this works for me and I'm super grateful that I can juggle all the things, like probably not eating as healthy as we can be. You know, I like, you feel like—

Girl, I just had mac and cheese for breakfast. Like this is where we're at right now. I mean, it's leftovers from dinner because that's That's all I have in my house.

Yeah. You did a great job. Your, your child ate.

Yay! I did it. I was like, I'm gonna be on with Elena for a couple hours, so I don't wanna get hungry and like cranky right in the middle.

You had, you had mac and cheese for breakfast?

Yes, I had mac and cheese.

I had a piece of tortellini for breakfast.

Oh, okay. Well, there we go. No, the kids, they eat bagels on their way out the door. Sometimes they have chips in the car. Like, no, we are not, we need to do better. Sometimes a banana.

I feel like that's successful, but.

No, they get up just in time to either— now my son is driving, so he drives himself. So he is getting up at the very last possible second before he has to leave for school. And then my son or my, my daughter rides, my husband takes her in the mornings, but it's round trip for him, almost 2 hours. And so she's in the car for an hour before she gets to school. And I'm less like, you have to take something on the road with you. And of course they leave like on a certain time and she's always last minute too. Now she like needs the full 45 minutes to get ready for school.

Wow.

But they do all that and I usually, I just chill in bed in the mornings because I do the afternoon routine.

Got it.

So I'm done working by 1:30 every day because I have to go do her car line.

That's beautiful.

So it's just the same, like the same but different, like depending on if you have that to share with somebody else, but not commuting, I'm sure is amazing.

It's, it's amazing. Yeah, I do commute like 20 minutes to an office. 3 times a week. But, you know, my mom also lives nearby. She moved up here to be close to me. I have a village. I've got, you know, really close, um, neighbors that have kids that feel like a family. So you kind of create your own family in a way.

You absolutely have to. And I think that that goes for any mom because not everybody has the same level of support, even if they have a partner. I mean, I'm, I'm very lucky because my husband is flexible and willing to help me, but sometimes he just can't because he travels for work. So sometimes I do the morning routine and the afternoon routine. And I think that's the biggest thing with being a travel advisor that we all are attracted to is just the flexibility. But it can absolutely get outta hand, as we all know. And I know you've had those situations too with crazy friends who want to do things and take advantage of your time. So how are you managing through those scenarios when somebody's super demanding of your time?

When I first started, I felt just, you know, wanting to do, say yes to everyone and everything. Like I wanted to get some sales under my belt. It was like, you know, texted 8:30 PM, hey, I'm thinking about this, texting them right back. Yes, let me research that and get back to you. It never worked. When there was no process and they, they were running the show, I was just chasing behind them trying to make things work. And I did, um, have an inquiry for a friend who had an idea for a trip. researched the heck out of that. And then she was like, actually, I think we'd like to do this. So we pivoted. I replanned it, an entirely different trip. And at the end, I mean, I'm talking like at least 14 hours spent doing all of this. Yeah.

I mean, it takes so much time to do one trip and then pivot. I mean, it's like, okay, it's, we're not pivoting one tour. We're pivoting an entire vacation.

Yeah. And I wasn't charging fees at the time and I wanted to help my friend and all of this stuff. And at the end she was like, you know what? I feel like I just, I don't really know what I want. I think we're going gonna skip the vacation this year. And she did. And I was, I took it really personally and—

Wait, she went on the trip?

No, she did not go on the trip.

She did not go on the trip. Okay.

But she said, I just, I'm overwhelmed. Like, I don't even know what I want to do anymore. I keep changing my mind. So a couple of things, like I was hurt for a day, talked to my mom and she's like, listen, she doesn't know how much work you put into it. She doesn't know how easy this is for you or how difficult it is. You got to learn about Alaska. In fact, there's a place that I'm dying to send someone in BC when I get the chance. Like I got to learn about Alaska. I got to follow up with my friend and say like, hey, I'm creating my website. My process will be on there when you're ready to work with me. I'm here. And she just reached out to me and she wants to book a trip to St. Barts for her birthday. Um, so I'm like, perfect.

She's had a good experience from you. I know it's so hard not to take things personally. We talk about this so much in Maximize of just like realizing that people Are super uneducated about the time we spend, but also every decision that they're making, 99% of the time, it has nothing to do with you. You know, she got overwhelmed. She was probably looking at her calendar. She was like, do I really want to go to a cold destination or whatever these things are? The money comes into play. But I really, I think the biggest thing to take away from when we are not chosen in that moment is it's very rarely, very rarely about us. It has everything to do with them and we're not with them for every decision. So it's like, we just have to, as I say, release the outcome. And I know that's a really hard part of our job, but I'm glad she came back. And I wanna know, like, you're like, I have this process on my website, but like, have you set up an appointment with her yet?

Yes. I sent her the link.

Yes.

Like, and you know, I will, even with an intake, and I do have like a small intake form. Yeah. It's just like, here, what are we doing? But like, It's gonna be a call.

Absolutely.

I mean, it's gonna be a video call. I wanna see her face. I wanna catch up, but like, I wanna know when I mention something, like what her eyes look like when I mention this hotel or when she tells me what kind of hotel she stays at. I wanna be able, I don't know, I just wanna be able to read the language with her. So, um, yeah, I'm excited. St. Barts.

St. Barts is gonna be so fun to plan. And if you have not worked with Ultimate Jet Vacations, you should look into them because And they are fabulous for those 5-star luxury experiences, like in St. Barts. They can do everything for you.

Okay.

They will make your life so easy.

I, do you know Wendy from Ultimate Jet Vacations?

No, I don't know Wendy.

She was at Ultimate Jet Vacations. She went to Shaw Wellness for a while, and I've been planning a retreat with her, and now she's going back to Ultimate. So now I've got like a person. I love it. I'm very jealous.

Yes, if you need another, like, I use Ruby. I don't use her, I hire her, and she's fantastic for the Caribbean as well. And I just started working with a Christina for my Europe stuff, and it's been going really, really well. So I really love them, and they just treat our clients with such deep respect, and it's fabulous, fabulous. So that's very exciting. She's gonna have an awesome St. Barts trip. And I know that you have come from the fashion industry. What did you do in the fashion industry that's helping you become Okay.

Another 90-minute segment, but I was in, um, fashion sourcing and development on the design side for—

So cool.

Yeah. For, I guess it was like probably 18 years.

Wow.

And something that I've always done. And really what that means is, you know, I held a few roles on that side, but when a design— I worked in handbags and shoes. So when a designer would like sketch something out, I would find the materials, I would find the factory, I would work on the timeline, the cost to get it made. And most of our development is done in Asia or in Europe. So over that experience, I would go to different countries to find factories that would like mesh with our quality and our scalability, um, make sure that they were like paying more than minimum wage, like fair living, that they respected sustainability, that they, you know, we would do like audits with them. So social and environmental audits. Wow, that's awesome. So I would go explore different countries to find out who would be best in class for making our products. And then I would travel with the design team to check in on development and production. So I've been to those places. Like I've been to China like 15 times.

Wow.

Not since being a travel advisor. I'm like, I don't really need to go back anymore. And taking founders and designers with me who have like very high standards and having to pick the hotels with them and go on those trips with them, having to be in a car in China with everyone, 6 people in the car going, How, okay, what time is breakfast? When does the car leave? How long will it be to get to the factory?

How, right?

Just knowing what anyone who's going to be in a foreign place or just didn't look at the agenda or itinerary beforehand, like what they're going to want to know.

No one reads anything we send.

Yeah, no, that's not lovely.

Which also means if you were the person planning these big-ass corporate trips, like they're like, Elena, tell me where I have to be every minute of the day.

And even like now you have clients and I'm like, it's in your Travefy, but it's okay. Yes, I'm here. Or there'll be like a DMC that can help them out while they're there. But so just like, I think having a respect for budget is really something that I understand, like takes me out of like shopping out of my own because it's someone else's wallet. Um, managing time and understanding pace of things. And when someone's like, I want to go to 4 towns in Italy and I've got 10 days and I'm like, No, you don't.

No, you don't have 10 days. Exactly. I love that. The pace of things. That is so important for us to understand.

Yeah. And then I think just like picking places, like I have a certain design, like design aesthetic and sensibility, and not everyone has the same one, but making sure that I don't send my clients to places that like, I'm going to have to deal with getting a phone call on. Like, I'm just not going to book a 3-star hotel, even if that's It's not an aligned client for me really, because that might be your budget, but like, what if, yeah, I mean, there's just so many things to go over.

We're too connected. We're just too connected to that recommendation. Even if we wouldn't stay there and they're just demanding that we, if we can't stand on our 2 feet with it, like I'm the same way.

It's so difficult.

It's like, I don't want to be affiliated with any part of having a bad vacation.

Yeah.

So, you know, those, that quality level of just understanding all that, but also just partnering with Asian companies that also are just within fashion. I also worked in fashion. I was a salesperson for a fashion designer and they did the same thing. They had this whole sourcing situation and were traveling and making sure everybody was being treated ethically. And I think that can relate to travel so well. And just blending those 2 worlds for you. That's incredible.

It does. There's, um, you know, when I think about sustainable travel, it's like, it's a buzzword and a lot of clients or prospects don't, they're not looking for a sustainable trip. That's not like what they're looking for. They're looking for an amazing trip. But if there are pieces that factor in what like the 4 C's are, some, some people say it's 3 C's, but it's culture, community, commerce, and conservation. Like if I can weave some of those things in, then that's great. And I actually personally plant a tree for every traveler.

Oh, you do?

Yeah. What a cool thing. Is that on your website? Yes, it is on my website.

Okay, good. I was like, that was not in the forums. I love that.

It was not in the forums. Well, my website did just go live like a month ago. Yeah. So I do that and it's a way that I just think it's like doing our part and it's not terribly expensive and people like to feel like they're doing good and But they're not going to compromise on quality or, you know, comfort or want to think their money's going to be spent on that instead of their actual trip.

Absolutely. And I do think it is a buzzword, but there is one thing to have it as a buzzword and there's another thing to have a full definition of what that means to you and your business. And I think that will really make you stand out, Alaina, that you have had so much experience. And I always tell people, it doesn't really matter what you did before you're a travel advisor because you're bringing bringing a skill set to this industry that it probably needs, and understanding those things is going to be so dynamic for you moving forward. I think it's fantastic. So yeah, that is awesome. Do you miss fashion?

No, not at all.

We do not miss the commute or the corporate.

Do not miss the constant feeling like you need something new. It was like very materialistic. Oh, what's this season's new shoe? Like, my designers are rang row, and you know, all these things. And it's like, I I don't need new things. I'm very happy. I, I'd rather spend my money on experiences now. And there's also like something that's very different that I just didn't know until I came into travel is in fashion. My experience is there is information gatekeeping. There is a corporate— there are only so many spaces at the top. There's a certain way that people act and act and dress and push other people down that I just thought was the norm. I thought that was life. It's the only world I knew.

Mm-hmm.

And when I came over to this side, I'm like, wait, you're sharing this information with me? I just started. I can't do anything for you. And like, it is It is so lovely and I make so many better connections with people now than I ever did. I mean, of course I have my like work wives and husbands from every company that I've worked at, but like, it's just, I wish I, I wish I made this shift 20 years ago. Like I would have been so good at this, but everything happens for a reason and I'm here now.

It does.

Yes, it does.

And like I said, I feel like you're going to bring so much of that over and you're probably going to be so much more giving in this industry and sharing and you already have been, you're here, you're sharing your story. And I think it's really important. There's a lot of gatekeeping in travel as well. You just got really lucky that you found somebody who doesn't do that. But also just really, I know that you're the person that you partnered with within your host, that she's a super giver and just, you did fall into a situation really, in my opinion, that allowed for that all to look that way. But so much of this we're learning as we go now, because for some reason everybody wants to keep secrets from each other on some side of it, you know, and I think we see that most in like the social media piece of it. It's just real crazy out there. But, but it's not always been this way. That's the reason I was like, we have got to start sharing information, especially during COVID There was a lot of misinformation being shared, but also just this like judgment amongst our community. And I was like, guys, everybody gets to make the decision for themselves and whatever works for one person may not work for another. But, and that's really When I started getting really loud on the internet, because it was like, why are we keeping some of this secret? And why are you not willing to help someone who's brand new or who started in 2019 and then this happened? I mean, like COVID was so crazy, but I think since then the newer agent has, in my opinion, is such a blessing to our communities because you guys have this fresh face on the world that we are still like jaded. And I'm like, no, I love talking to new advisors because they're so excited and And it brings me back to being like, why do I love this job? And it's just like, it's supposed to be fun. It's supposed to be— we're supposed to share what we learn and know, and there's no reason to keep it a secret. Seriously. I mean, it just makes no sense, but you will have something to offer. I mean, you already do, but I think that's, you know, 18 years of experience anywhere, you have something to share with all of us. So I'm really excited.

Thank you.

So excited for you.

Yeah.

Okay, y'all, let's pause for a quick break. I know you want to be the best travel advisor that you can be, and if you're tired of being a one-and-done booking engine and ready to build a business rooted in loyalty and referrals and providing the best white glove concierge care from close to is the course for you. You will develop a workflow that keeps you in control of your time and service the hell out of your reservations after the deposit is placed. You'll never miss a final payment again. You'll continue to connect with your clients between the deposit and their descent home. You will master that post-booking client care in ways you never thought imaginable. Learn how to VIP your clients that allows them to feel so special without breaking the bank of your business. You will sell more insurance. You will upsell them throughout the experience, build those relationships, all while setting boundaries. There is no 24/7 here. You'll learn to manage hiccups like a pro, and you'll have the confidence to follow up with them after they return and encourage them to rebook for next year. Stop chasing new leads and start creating raving loyal fans who never want to travel without you and refer you to everyone they know. Head to my website to grab From Clothes to Home, and don't forget to check the show notes for an exclusive coupon code. Okay, now back to the pod. That's fantastic. So I know you charge fees and you're new. How does that feel for you? I know a lot of newer agents don't feel confident in this arena because they don't think that they have anything to offer. So why should they be free? You know, why shouldn't they be free?

I mean, I just say that's just the way it is. That's the barrier for entry if you wanna work with me. And if you don't, then we're not aligned and we're not gonna waste anyone's time. You don't have to waste mine. I don't have to waste yours. And it feels fine. It's a decision that I made. pretty early on because of you. I'm so glad. And you know, my time has value.

It does.

And I put so much love into it too. So I'm not just researching, like, I'm going to make you a beautiful proposal and you're going to want to feel like you're on that trip. And I'm going to make you a playlist before you go. That's like a fresh pizza of Egypt. Like, I'm going to put so much love into this and I want you to feel that. And at the end of the day, you are not going to hesitate. That you paid. And I actually saw like a little, can't tell you who it was, but it was some Instagram post where it was not a travel advisor, travel agent, travel advisor. And she said, you guys, I just found out there's such a thing as a travel advisor and they did X, Y, and Z and it cost me $600. And you know what? I would've—

I've seen that Instagram.

Made mistakes if I hadn't done this. So it was totally worth it for me. So like, I just, you know, I, I, I'm trying to like fine-tune what I say to people when they're like, you know, when they want you to price match or, you know, explaining how it works. And it's also maybe not fine-tuning, but it's like, there are different types of ears. There are different types of people and like, okay, this person is my mom's friend and they X, Y, and Z. So I'm like tailoring what I say to them about how it works. But like, I'm not a booking agent. I'm going to find you the property that matches the best for you where I know you're going to have a great time. I'm going to reach out to the manager or the DMC or the, you know, anyone that I have a contact with to make it special for you. And I'm going to make sure it's special. I'm going to follow up with you. Like, it's so much more than just booking. I just decided, like, I made the decision in my head. It's fine with me. I'm not going to second guess it.

I think it's special that you're a doer. There's a lot of people that spend just so much time overthinking, overthinking. What do I say? How do I present? And there's something just What Elena is saying, you guys, is basically just so straightforward, but also just, she's tailoring it to the person she's talking to as well without hesitation. It's all in the delivery. And I also think in the belief that our time is valuable, like the true belief, because it is. She's got a million other things going on. And if somebody is just going to drain her energy, there's really no reason to, you know, spend time with that person. Even if it, even if they pay, sometimes I'm like, okay, paying doesn't also mean you get to drain my energy.

Yeah.

So continuing to So being able to hold boundaries through the whole experience is super, super important. But because it does sometimes take 14 hours to research, like it's, I think they said the average person who uses Google to plan their vacation spends 30 hours of their own time planning it.

I believe it.

Imagine being able to cut some of that down using, you know, hiring an expert. And I did see that video where she said, I only had to pay $600 and I know I would've made $600 worth of mistakes on my own trip. And I think that's such a great way to look at it because even I make mistakes on my own trips because I don't, I'm not paying attention to the details like I do with Michael.

We're our own worst clients. Yeah.

I always tell people the story where we got to the airport and I had misspelled Eric's name. He couldn't check into the hotel or the airline and we didn't know why. And we get there and it's like, I forgot a letter or I mistyped it or whatever. And he's like, what the hell? And I'm like, it's fine. It's so easy to fix when we check in. Don't worry about it.

Oh my gosh.

But it's like things like this happen. So imagine if that would've cost a couple hundred dollars to fix. By the way, it didn't. It was one letter, thank goodness. So they easily re-ticketed it for us.

Oh my gosh.

But these things happen to the everyday person. So I think it goes to show too that when you do care about something and you invest in it, that it just feels so mutual on both sides too. Like we're in this together now that there's a little bit of money involved. So what do you start your fees at? Good for you. It might be time to raise them up for 2026.

I know, I know. My agency recommends $500, but because I'm—

Good.

Because I'm new, I'm like, let me start at $250 just so it's something. And you know, once people pay $250, not a lot in the big scheme of things, like they're committed, you know, they're less likely to like flake out. So I've had better success Just, I haven't had anyone pay the fee and not like follow through. So that's a good sign.

That's awesome. That's, that's awesome. I mean, it does happen, but then I'm always like, hey, that wasn't the most perfect match. Like I was helping a friend, a very good friend, a regular client. Um, I charged her $500. I put together this beautiful proposal. It was for Paris and I think it was for Paris and London. And they just really, really wanted to do an Airbnb instead. And I just couldn't get on board and she understood and she was like, we can either do parts of it together. And I was like, you know what, why don't you just take the itinerary? You paid for it and you guys can put all that together. And she did. She had a great time. We texted while she was there and we're still friends because, you know, my time wasn't wasted putting that— that's what she paid for. So I think too, just— If it happens, understanding that again, it's not personal. It's just what she wanted specifically. Was not something I offered. You know, if you're not a travel advisor and you're listening to this, like travel advisors can't work with Airbnb. Like it's in their terms and conditions that we can't book them. You know, I think it's important too to just continue that education. And she's like, no, I totally get it. Like once she realized I just really want this kitchen, you know, and she really had found something she fell in love with. So I think it's just, it had nothing to do with me. It wasn't any, you know, it's just part of it. So if it does happen. And you get paid, at least you didn't, you know, spend even more time on something that you weren't going to get paid to do. Yeah. I think that is awesome.

This just made me think of something and maybe it's like a free things down, free things down to start the conversation. So my, um, the owner of my agency, she, we have a small agency. It's only 12 people. She's amazing. She gave me ideas for when I was, you know, just getting started. She's like, I recommend starting at $500. We, we pay $500 or we charge $500, but like, if you want to do $250, that's fine. Another thing she said we could do, not around charging, but to draw business to you is to, she has a document, legally binding document drafted by lawyers where you can switch out the names, but create like referral systems. So if you refer someone to me, you will have X percent of my commission in perpetuity, like forever for the life of this client, which has been something that I actually haven't done yet, but it's like for the right client, that would be a great way to like tie us together. More long-term. Not to do with fees, but it just got me thinking about money there.

Yeah, absolutely. Just, it's interesting how people have created those systems and processes within their own industry, you know, in their own businesses. And we don't hear or talk about money enough to like fully understand that there are so many options for business models in this industry and how we choose to work with specific clients. And the other thing is a lot of people ask me like, Like, well, what's your minimum spend? And it's like, well, it depends on the kind of trip because obviously a Caribbean vacation at an all-inclusive is going to have a very different minimum spend than 12 days in Europe, you know? And so it really comes down to just understanding how much things cost and how much money I'm making per booking. Like, what do I want to make on a 5-night all-inclusive versus a 12-night European vacation? They're very different and how they're planned is different. The time investment is different. But it's, it's just really understanding all the facets and how to make a certain amount of money per booking. It's just, you know, what does that look like for you as an individual agent as well?

Yeah, absolutely.

So what is your number one motivator for being a travel advisor?

Number one.

Like what gets you up in the morning to do this job?

Honestly, like creating beautiful things for people, creating life experiences for people. Honestly. That's really what it is. Like people, it's just like a designer. They have an idea in their head of something that they want to create and I get to bring it to life. Like that is so creative. That is so rewarding and giving back. I'm using a skillset that I have. I get to connect with community. I get to learn new things. Like yes, there's money at the end of it, but like making something beautiful happen for someone is the thing that gets me out of bed in the morning, which is also why I think it's hard for me when like they don't follow through with the proposal.

Wow.

And I'm like, I don't I might get angry, I might get hurt, but I'm like, you're not going to have as beautiful a time as you would booking with me, you know?

Right.

Absolutely.

You're like, I know this is your vision.

Yeah. And I'll write to them like, you're going to have an amazing time, the Marcie, like the write-off. But like, I just love making beautiful things happen for people.

I love that too. And I love when they come back and they're just like, oh my gosh, blah, blah, blah. And they just want to tell you all about it and they want to like share photos and it's like, okay, but can you also then put that in my private group? That'd be great. I need more people to see this. Yeah, I think that is so special. And that's really what it comes down to when I talk about having fun and really understanding your why is like, what is going to get you out of bed every day to do this job? And it's not, doesn't always have to be money. It's just that also being paid for that is excellent and we all deserve that. So I think it's been really just enlightening too, just seeing the journey of like all the decisions you kind of have made in your whole life to get here. And then just to have that freedom to make those choices, like continue to make those choices. It's fantastic. So I'm so excited for you and I'm like loving all of the things. So what is your specialty? Like if you, like, what's your perfect aligned client look like?

That is a tricky question to answer because I feel like I'm still figuring it out. Like the universe has been dropping breadcrumbs for me and I am just following them. Like, I don't know where it's going to lead, but I'm on this journey. So like really, I started out with a couple of different clients, either like designers that I had worked with that just Like want to go on vacation with their, you know, friends or their partners or their families. But that's like one kind of clientele. I'm going to book them wherever they like want to go. They want to go somewhere different. That's like, no one else is going to, like, they're going to go to Malta. They're not going to go to Croatia. Like, just like, what's the next thing? And then a bigger part of my clientele are like families that want vacations. And so they'll reach out to me with like a last minute booking for X, Y, or Z, like summer booking. And I'm like, this is great. You're paying too much. You're not getting the right rooms. Like, why don't we Look to the future. Like, yes, let's book this summer trip, but like also let's look at the next couple of years. And like, I have an offering called the 18 Summers Portfolio. So like I charge a fee, I charge $2,500. I will plan your family's first trip and then we'll map out a certain amount of years. Like, when do you want your children to be immersed in arts and culture? What about nature? What about going back to like your legacy homeland if you're from Italy, Italian? Like, so we'll look at things or Disney, you know, like when do you go small? When do you go big? And we kind of like like, look out and I'll give them this like kind of memory map. We can set up like family portraits abroad, things like that. So we'll do that. That means I'm not always planning an all-inclusive. It means I'm sending them to different parts of the world and I'm still learning and I might not be perfect at that, but like, that is a huge part of it. But what I found, and this is more where my, where I'm leaning now niche-wise, is that when I send any family on away, they've been wanting something for the parents big time.

Mm-hmm.

It's gotta be the kids' club. It's gotta be immersed. Can the mom go to a spa? Like sending a family to Enchantment in Arizona is perfect because the kids will be watched and the mom can go to Miamo down, you know, right across the street and get a spa. Like it's covering this wellness. Like we don't always just wanna go away with our kids to like give them an experience. Like, yes, we wanna raise a global citizen, but like what's in it for us too? We've worked hard. We need a break. We don't wanna come back from vacation like needing another break. So it's this wellness aspect. So I have been somehow just like falling into the wellness, whether it was planning for families to go away or like I went to Virtual So Travel Week and did the wellness circuit and like really bonded with these people.

Good.

You know, all like Shaw Wellness or Paul Maya. And now I'm like creating some retreats with them next year because in my community, like I went to a, I hosted a booth at a wellness event, met a bunch of people that like want to go away and I'm I'm like, let's make this happen. So I'm just kind of, and it interests me immensely, wellness. So it's such a big word and there's so many different types of wellness.

Right. And I know you do a lot of yoga and meditation, so it fits your personality as well.

Yeah, it feels right. And, you know, I'm still learning a lot, but like, how can I continue to offer wellness for even the children? Right. But like wellness, when we think about like yoga, meditation, cenotes, like sound baths and all of that for longevity and like, and kids too. You know, finding care for them. So wellness, I think, is like my main jam right now. I just got back from Ananda Spa in the Himalayas, which is in India, and did a week-long, I guess it's a fam. There were like 5 of us and it was an Ayurvedic rejuvenation.

That sounds incredible.

It was like truly transformative.

Wow.

Highly recommend to anyone.

And how did you get connected to that fam?

Great question. So I went to Virtuoso Travel Week. By myself. I was the only representative from my agency and it's an insane week in Vegas.

It really is insane. I've heard this. I've never been to Virtuoso Travel Week, but I've definitely seen a lot of stuff online about it. So.

Yeah. I mean, I'm sure you've been to like other kind of—

I've been to other conferences for sure. It's very just intense. Lots of meetings.

Yeah.

It's like speed dating through DMCs basically. And like high-level connections.

Yeah. Yeah, it's, it's amazing. It's a lot, but so, so worth it. If anyone's listening, has an opportunity to go, go, go. If you're going by yourself, go.

And stay focused. Stay focused because don't use it as just a socializing— like, I, I think that's my number one thing is like, I don't need to go get drinks. I have like 14 meetings. Like, focus on what you need while you're there. You don't have to do everything either.

You can pick and choose. No, say no. Don't go to what you don't want to go to. I was on a wellness track, so I went to a lot of suites and got like IVs and oxygen bars. So it was like very—

So cool.

But during that week we had back home in the US, we had a call with Hidden Doorways, which is a representative of some hotels, and I was going to miss that call. So I wrote to the woman who's the owner and just said, hey, I know you're going to Virtuoso Travel Week. I'm missing the session that's being held in the US. Would you like to meet for coffee? And she's like, absolutely. So I met the owner, we sat down and had coffee, talked for, you know, half an hour, an hour. And she was like, I need you to meet someone on my team that is a wellness specialist. And this guy has been in the game for like over 40 years.

Wow.

He was in Las Vegas from Palm Springs for like 4 hours. He did a training with Skylark and then he met with me. And in our conversation—

How cool. Connection to connection. From one email. From one email. From one email.

This is what I'm talking about, breadcrumbs. So I sat down with him at a bar and I'm like, would you like a glass of wine? Because that's what I was having. And he's like, no, I'm wellness. I'll have some water. And I'm like, oh.

Like, wait, I thought it was made of grapes. No, I'm just kidding.

We're in Vegas. Uh, so we had a conversation for however long, an hour, and he invited me in right then and there. He's like, wow. We were having a conversation. I'm like, which is like, what's your favorite wellness retreat? And he said, well, the most transformative one is Ananda. And I'm going there in a few weeks. Would you like to come? And I'm like, and I, I grappled with it a lot. I mean, it's—

Because it's time away, time away from your son, and you're a single mom.

And it's like, I, you know, 24 hours to get there each way. Um, so I grappled with it and sat with it. And I'm like, you know what? This is a good return on my investment. Like, it is a good, you know, return on investment could be like time or money. And this was fam, but you still have to pay for, you know, you've got to leave your tips for everyone. You've got to pay for your Uber and, you know, your flight. So I decided it was a good ROI and I just couldn't push it down. Like my mom's like, you just left. You were just in Vegas. You're not going to leave him again. And I was like, but I am.

And he'll be okay. And he was.

He was great. He was great. You just have to bring him a toy home from any trip and he is happy.

Yes.

So yeah, so that's how I—

That's good. Elena, the best thing I could have ever done as an early— like the, there's a lot of regrets. I have a lot of regrets for being a workaholic when my kids were super, super little. But one thing I do not regret and have never regretted is leaving them for X amount of time very early in their lives, just because it's good to spend time with, A, your family, other people besides the 2 people who are raising you or the one person who's raising you. And then also they have this independence now. It has paid off in dividends of like my son travels to see my family every year now by himself. Like we're, you know, we're planning trips for the future and we're splitting them up. Like Eric takes Max somewhere, I take Jude. We don't always have to be together. Like, we all have different interests, like things that they've taken away from the trips we've taken them on. And they've known how to clear security since they were 2 years old. Like, this is a skill they need in life. So trust me, you're doing okay. Don't feel bad. I didn't mean to go off on a tangent, but I truly believe that I did not mess that part up.

That's good. Um, I'll miss something else out, I'm sure. Yeah, it's, it's good. I, I feel fine having left and It was such, I mean, it really was a transformative experience. And I went and I'm like, okay, I need, who do I know? Or when I meet someone who's going to match this property perfectly, like it's not for everyone. You eat Ayurvedic food for 7 days, but they like make every meal just for you. Like it is special. It is very special. And I had probably 10 massages in the week. Like you meet with a doctor, an Ayurvedic doctor. He's like, this is your dosha. He'll look at your tongue and feel your pulse with his fingers. And he's He's like, you have a headache right now and you're hungry. I'm like, yes, how did you know? He— it's magic. And then he's like, I'm prescribing you one head rub, one foot rub, one facial. Like you have treatments a day. It's, you know, you do yoga and meditation every morning.

I'm ready. I'm ready to go. It was like, I actually do have a headache right now. I always have a tension headache. It's just like getting old.

Yes. The tension headache.

I know. It's, it's because we don't relax enough. Like, let's be real.

We have some exercises for you. Exactly. Yeah. Like bring what works in my life and it, you know, there's, you know, an hour-long routine that we have there. I'm not going to be able to do that back here, but I'm going to take a couple of things that work for me. Um, yeah, I saw that property.

And you'll be able to pass that on to your clients, or if you do meet someone, it's like you now can qualify that person for that exact experience. And the more wellness experiences you have, the more you're going to be able to really start to niche down into and just become known. Right? Like, that's a really cool experience.

And I went with travel agents that like have been in the game. I mean, there was an 85-year-old woman in my fam.

Wow.

She was amazing. So these people, like you talk about agents that were around before, you know, the pandemic, before 9/11, they were around when you were like flying tickets to someone to get them overnight on time.

She was clearly around before my parents were even married and doing all the things.

So I learned so much from them too.

And I have concerns. I have concerns about this, but like, I'm also not gonna judge an 85-year-old woman. She can do whatever the fuck she wants.

Yeah, it was, yeah. So, so you learn so much on these BAMs and for every experience you just like, I just try and take the bits of knowledge, you know, from, from everywhere.

Absolutely. I think that is really cool. So when you guys were there, was there like meditation and different things like that? Or did, was it just like, this is your schedule and this is what you are doing?

It's great. And it's also for anyone listening that wants to do a retreat. It is an amazing place for a retreat because you go together, but when you see a doctor, it's like really personalized for you. So you have 3, there's an intensive and a comprehensive program. So you have between 3 and 4 appointments per day. There's a 4-handed massage that is the most amazing thing in the world. And then you can have breakfast, lunch, and dinner. So many people are like eating by themselves. So many people are there by themselves, but every day they give you choices. Like there's, you can go on a safari, you can go whitewater rafting, which I was not doing without a cholera shot. You can go to Rishikesh, which is the birthplace of yoga. which is, you know, 20 minutes away and do this like ceremony in the Ganges. But every day there's meditation and yoga, there's fitness, there's, um, there are Vedanta talks. So it's like, you know, how to be a good human being kind of lessons, sound bath healing, which is insane there. They just have all these things and it's like, go to what you want to, don't go to what you don't want to.

Very cool.

Yeah. But if you did take a retreat there, for anyone that's interested, it's like, you don't really need to do much. You're like, hey gang, let's go. Everyone go to your appointments and we can meet at mealtime. So fantastic. Special place.

It's a really nice balance too, especially if you're with people you don't know very well, but you like get that connection time and then you get your own individual time. That's super important in my opinion for all group trips. And sometimes I feel like we overdo it, like with the scheduling and the itinerary and being together. And I actually leave on Saturday for 19 days.

Wow. I'll be gone.

I'm doing Italy with my husband, then I'm going on my group trip. But we have 3 full days of nothing planned, like in Italy, in Tuscany. Sounds fun to me. Bring your favorite book. Like we're at this villa, 800 acres of wine, you know, grapevines and olive trees. It's like, enjoy yourself. Like slow down, like live la dolce vita kind of thing.

Make your own magic.

Yes. Yes. We just booked the massage therapist to come out 2 days so that they can make appointments appointments with her. Like, it's so important to slow down and just like invest in yourself, like take that time. So I think that is so special. And I know you do a lot of manifesting and it's in your form that you like talk about how it's work to manifest. So I want to hear a little bit more about this because as someone who is just learning to manifest and starting that journey, like I really appreciate what you say about it's, you can't sit around waiting for abundance to find you.

Yeah. I I mean, there's so much work that I've done. I mean, I follow like Regan Hillier and I did a manifestation course with her on Mindvalley. She's pretty great. I do meditations with Jeremy Allen, Joe Dispenza. Like I will listen to falling asleep at night. I will listen to like nighttime sleeping manifestations and things around abundance or money or self-worth or, you know, and just hammer it in all night long. But—

I think that's smart though. I mean, if that's, if you're looking for something to happen, You have to invest in understanding it and learning about it.

Yeah. I think like in one way you don't want life to just happen to you, but you also have to like, what I've learned is that like, just think about a result that you want. Like, just be like, I would like to be a successful travel agent. You don't have to put like specifics into it. Because in my head, I will go through specifics. I'm like, okay, so I'm going to book 2 trips to Ananda because I just went there. You got to release that stuff. Just put out to the universe. Be calm, clear space in your head. Say like, this is what I want and I'm gonna let the universe figure it out. Haha, universe, let's see how you work this out. Like just being calm about it. Do I have everything figured out now? Like I'm not rich, but I'm happy. And like, I'm just gonna like, it's exciting. I'm so lucky to be alive and I'm gonna like wait to see how it unfolds. So like, I don't know, just manifesting can work in a lot of different ways, but they all kind of say the same thing. Like you've gotta—

Yeah.

Get into the energy, focus on it, and then like kind of let it go. We can talk more about that later too, but I absolutely love manifesting stuff. Sometimes I'll just be like, all right, God, show me a sign. And then like, you know, I'll be like a little bit more specific. I'm like, show me how some money can come into my life. And like, I'll get a check from Rakuten for like $1.28, you know, whatever it is.

We literally talked about this on Miranda's pod last week. We were like, thank every penny. And one of the examples I gave was a $5 I was like, my husband's like, what is even this check? And I was like, it doesn't matter. We have to be so appreciative of every single penny that comes in that we didn't expect to get.

Hey, thank you, penny. And like, you know, drink your water. Tell you, like, water holds memory. I'm woo. I'm definitely woo woo. But like, water holds memories. Drink your water and be like, I love you. You know? And then that's your water manifestation with water.

Yeah, I mean, I have a lot of Moon stuff that I do with water, and even just like floating, like I will write something down on a strip of paper and let it float in the water, and just, I believe also some of my best ideas have come just like floating in the ocean or being in the shower, or I just, I find very, even though I'm a Leo and I'm a fire sign, I'm all about my water moments, and I do actually also feel like it's just kind of putting it out into the universe.

Yeah.

Like if you don't speak it either, like I believe in speaking those things out loud, even if it's just, you're the only one that's hearing it.

Speaking out loud, I have those erasable pens, you know, dry erase pens, and I'll write on my mirror or something. Like there's some numbers that are good. Sometimes I'll write the numbers up and then like, I'll wipe it away the next day. But yes, an expo.

This is my money dry eraser. It's green, you guys, you guys can't see it, but I have a dry erase and I write on my window right next to my desk.

Anything that works. I just, it's getting it out there. And then also just like letting it go. My Ayurvedic doctor that I saw at Ananda was, um, Um, I have anxiety. So he's like, what are you here for? And I'm like, the experience, but also anxiety, which is this, the stress shoulder and like tension headaches. And one of the things he told me to do was at the end of a day, so like the end of a workday at 6:00 PM, write down the things that went well and the things that were frustrating or didn't go well. Now, when it comes to the things that are frustrating or didn't go well, like decode it. Does it mean anything? Was it about me? And then like find a way to release it so that you are left with this positive space. And it makes you feel accomplished. So then you don't— so that's, he calls it the happy hour and you create this like serotonin levelness, leveling out, I guess he said. And then that helps melatonin be created so you can sleep easier at night.

That makes so much sense. Yeah.

And I'm like, okay, so I'm going to do this and I'll be able to do it. Like, that's one thing that I can commit to doing for 5 minutes. Can I really decode it and let it go? Maybe not, but at least I'm like going through the process. And so it can—

And it might get easier. Like the more you practice it, the more, because my husband always says that his, he had a therapist one time tell him that like historical reference in your own life too will teach you how to release things because like historically what happened when this happened. And I think too, that'll teach your brain like historically how bad was it?

Yeah.

Like you can keep like looking back. And so the more you practice doing that activity of just like, was it in my control or was it outta my control? Did it have anything to do with me? Was it personal? Or, you know, like I'm struggling with something right now. Like literally 3 out of 7 tours I booked for a client for next week canceled like in the last 48 hours. So I've been trying and I'm very frustrated. Like I'm over it, but it just made me click in. Like I would definitely try to release that tonight because it has nothing specifically to do with me, even though it's my vendors and things like that.

Mm-hmm.

It's just literally somebody just messaged me this morning and was like, I'm having surgery. It's immediate. Like, obviously that has zero to do with me, but trying to find—

yes, right.

Yes. I mean, now I have to figure it out, but it doesn't technically— like, and it's giving me anxiety. Like, it really is because she leaves in like 4 days. But it's like, we will get it figured out.

Yeah.

I have lots of other connections. Like, what historically does it work itself out? It does. So it's just like believing in that too. So yeah.

And then it frees up your energy for like something positive. For a positive.

And then you can be more creative. Like I've, I've started looking at different options and moving some of her other tours. Like she's going to end up with an entirely different itinerary to make it happen, but it's like, that's what we're here to do. And that's where I really shine too. So I'm always like, no, look at it as a positive. Like this gives me the opportunity to really be the hero of this vacation too.

You're so lucky you get to do that.

Exactly. Absolutely. I love that activity. I think I might have to steal it because that's such a great way to, I I always tell my kids in the car ride, like whenever I'm in the car, I sometimes pick up my best friend's children too. We do like, what was the best part of your day today? And what was the absolute shittiest part of your day? And just, and then we talk about how to turn that into a positive. Like we can let that go. It didn't really matter. That math test can be retaken. Like, you know, whatever. And it's, yeah. So we just talk about just turning it into and then just releasing it, you know? 'Cause my daughter gets really anxious about her grades and I'm like, well, I personally was highly intelligent in school, but like, don't really feel like it matters now, you know? So I try to like balance. It's like, yes, we can be achievers, but we don't have to be perfect in those achievements, you know? And it's just, you're gonna have shitty days. Like you're gonna have hard things that happen. So just talking about them out loud is also super helpful. Like not just—

It's good that you're teaching them that. Yeah.

It's parenting at its best. It's just not shoving it under the rug and pretending like nothing bad ever happens. Like we just, I don't, we don't, we live in reality. So I always say that too. Like, let's talk about reality and then we can talk about how to, how we're going to navigate it. It's, you know, it's, they're going to be out of the house one day. They're going to have to figure this stuff out. That's why I'm like, but hiding it and procrastinating or avoiding is just, it's not ever going to make it easier to deal with. So I love this so much. This has been so fun.

Yes.

And it is coming to the end of our time, but I would love to hear the 3 free things that you think an advisor could do, like right after she logs off of here and heads into the office tomorrow morning to start her day. Like what could she do that are free?

Okay. 3 things.

Today.

The number one thing would be, okay, I'm sure so many people have webinars, video conferences through their agencies with DMCs or with BDMs or hotel representatives. Turn your camera on and send a thank you note.

Whew.

Yeah.

Turn on my camera.

Turn on your camera and send a thank you note. These people, like, it's their jobs, but they're taking the time to be with you. And I know you might be in the car and you might not look pretty. you don't like to be on camera, but like, they do this all the time. Imagine how many people have their cameras off.

So many. And even my webinars, like even the ones I do, it's like 2, 3, 4 screens of blank.

Yeah.

Like it's so annoying.

Think about the other person on that end. Half the team, or like you said, 3 or 4 people have their cameras on. Guess who that presenter is going to remember? Those 3 or 4 people that had the cameras on. And send a thank you note. Probably very few people send a thank you note. Just thank you for your time. It was very interesting. I hope that one day we can work together. Because guess what? When you do need to work with them, they're gonna remember you. Like, it's just gracious. And if you were on the other, just think about if you were on the other side, what would mean something to you? So I think that is a good one.

I love this advice so much. Um, we, we do sometimes feel entitled to a BDM's time, energy, expertise because we're the client in that situation. But I believe that their time, energy, and expertise is valuable, just like we're valuable. But if we treat them like our worst clients treat us, like how can we expect to build that relationship? That's what I always tell people. A lot of the time people will be like, oh, I emailed my BDM. They don't email me back. And I was like, well, have you shown up for them in any way, shape, or form ever?

Except my name.

Besides this one email, because they do have thousands of agents that they're dealing with. They do have a lot of demands and those jobs are 24/7 for so many of them. Like they live in other countries and they have to travel all over the US and they're always on a plane. So like really meeting them where they are goes a long way. And it's so simple to turn on your camera and make eye contact. Yes.

Do it all the time. Kids running around, you're cooking, whatever. But when you can, yeah, just a little graciousness goes a long way.

It can make a big impact on your business long-term. That's the thing is like something small that has a big impact, turning on the camera, sending a thank you card or an email. That is— I love that. What is number 2?

Number 2 is we are travel agents. We run a business. Even if you have a host agency, there is a free resource out there that not enough people are taking advantage of. It's called SCORE. It is a free mentorship program. Look it up. I did it when I was in the process of starting my website. So you go on, it's for any type of business owner. If you own a card shop or a florist shop, like you can find someone. So you go on, you request a mentor. Could be in your area, might be somewhere in the US, and they match you with someone and it's free.

Very cool.

And I, I have my mentor, Peter. He's amazing. And he like made me write a business plan. I'm like, I'm not asking for a loan. Doesn't matter. We're writing a business plan. And it helped me get crystal clear on who, outside of like figuring out who my target customer is with your exercises, like this took it to another level. Like I came up with a business plan. Like, where do I see this place? The reason that I decided to use Studio Room Travel Instead of my name is because I see down the line people working for me and I wouldn't want to, like, I just want to open it up for people to do that. Like, he made me think 10 steps ahead of where I needed to be. And he just has insight. He's, you know, 65-year-old retiree who just does this for fun now, uh, or to be kind. So I think SCORE is a great place to go.

Awesome. We will put the website in the show notes.

Good. Yes. Yeah, we will drop that. You're very lucky. And then another one This is a good one, I think, is there's a website called Quoted, Q-E-D, Quoted, and it's a place where like reporters go, writers go to get quotes from people. So, you put your, you fill out a profile, you write down some hashtags of things that apply to you. So, travel, travel agents, Europe, whatever, and you'll get email notifications when someone's looking to write an article and That is a cool idea. Girl. I know. So if it's—

So fun.

It's amazing. And I've only done one because you can't use AI for this stuff. They will write, these do not rate AI. Like they can tell these are reports.

I literally had to write that today in a post because I'm looking for podcast guests for next season. And I'm like, I've gotten a couple of AI filled out forms, which is your story and your Specialties. And like, the questions I ask you guys are not ChatGPT appropriate. Like, I'm gonna say it out loud, but please do not use ChatGPT or you will not be chosen to be on the show.

ChatGPT is great, but not for everything. Um, yeah, and these writers know. Like, they know.

Oh my God, of course.

Yeah, whether this or that.

Yes, and I'm not saying I don't use it. I'm like, but not to—

There's time and a place.

Be authentic. Yeah, like It's good. Girl, girl, I have so many thoughts.

Yeah.

I love this idea. I'm absolutely going to fill out a profile.

It's good. And if you like, especially if you're an agent with your own site, you can, if you start getting quoted by, you know, publications, throw it in the bottom, talk about credibility and it gets your name out there.

I mean, SEO is so good once you're quoted. I actually have been quoted in some articles and whenever I Google myself, they pop up.

Yeah. So it's great. And you, you know, you, I think it gives you a certain amount of credits free per month, but then you want to pitch, as they call it, you have to pay, which I'm not paying. I'm waiting for the ones that fit and are aligned with me.

Sure.

And then I can write to them. So I found, I found that resource out and I'm like, this is a goldmine. How come no one's talking about this?

Yeah, because people don't know. I mean, there's so much out there. Like you said at the beginning, like there's just, it's so much noise. It's like finding the right things that make sense for your business. I mean, that's what this entire situation is all about. Just, I keep saying, even if you're just an entrepreneur, listen to this pod because there is so much like stuff inside of these hour and a half interviews. Like you guys are giving us all just gold in this. And I'm just like, oh my gosh, everyone should be listening. Not just because it's me, like literally because my guests are full of gold. Like you guys have the best ideas. It's yeah. Every, every single episode is like this. I'm just like, listen to the episodes, listen to them again, because you're going to hear something different. Like the next time you listen. And I love this. I'm so excited. So we will also drop the link for Quoted in the show notes. And I'm also going to have Elena send me all of her information so, um, that you can follow her, connect with her if you feel connected in general, like in general to her. Okay. What's your third one?

Do I have a third one?

I have an email. I have an email.

Camera on. No, camera on, score, and question.

Okay, cool. All right. Yeah.

But I've got more. I've got more.

I love it. No, you had sent me an email and I scanned it because I'm not— it was like, I need to hop on. But, uh, no, I love that. I love these ideas. I love just being able— and you've given so much to us today. And for our, our last must-do each episode is what is your unpopular travel advisor opinion?

Okay. This is hugely controversial. However, I am with an agency where I give more of my split than most people would say is good. But for me, it has value. Right now, I'm with an agent. She's the first woman that ever sent someone to Orbit. She's next level.

So cool.

And she is willing to mentor. She's getting a little bit older and she's like, I, I, I'm not gonna have this forever. Like, I wanna teach people. So she's a mentor. She is like, I've gone with her to polo matches and hosted events. She's introduced me, like when I went to Virtuoso Travel, She's like, here, you're going to lunch with Mandy and Oriental, dinner with Belmont. Like, I wouldn't have had those opportunities otherwise. And she gives me so much mentorship. And so for me, that's really valuable. Like, I don't think, am I making as much as I would if I was with another agency? I don't know, because maybe I wouldn't be having the sales or like—

The value is not necessarily in just the dollar.

Yeah, it's, it's definitely like quality, not quantity at this point. And for me, it works. Right now. Um, I don't necessarily, like, it's a rare situation that I'm in and I don't know that it would work for everyone else, but like, you have to see like return on investment again. Like everything that I do is valued and like, is it worth my time or my money? And my choice here was like, I'd rather be with this person. Previously I was my first agency. I was with an agency that just like wasn't an aligned agency for me. Lovely people, but it like focused on Disney and that just like wasn't who my clientele was.

Right. So for me, this I think what we can take away from this, because obviously I talk a lot about splits, is that as long as you know what you are getting for the split, like have a full understanding of what that value is to you. And if you're okay with lower split because you are getting either mentorship or some other version of what's important to you. I've never said, hey, like I don't like hosts or I don't like this. It's what I don't like is like the control aspect of it. aspect of a lot of smaller agencies, plus they take all this commission from you. Like, there's like these combinations of different kinds of agencies that are, in my opinion, taking advantage of really successful people because of uneducation. But Elena, you've done all your research. You know exactly what you're looking for. You've made so much effort into understanding what you need right now in your business. And if that means giving up a little more commission to get you where you need to go, that is not— perfect fit. That's, that's what I'm saying. Find your perfect fit, but don't just also look at all the bells and whistles somebody is saying. It's like, she's obviously also walking the walk with you, you know?

Yeah.

She's lining up opportunities. She mentors you. She answers all your questions. Like, she's ready to potentially retire in a few years and she wants to make sure she's leaving a legacy. And that is— being around legacy-leaving women is like worth every Like, that's how I feel. So. That's fantastic. I'm glad that you have found somebody that meets all your needs and will lead you where you need to go next in this chapter of travel. So I love this so much. Thank you for sharing so much with us today. This was packed.

Yeah, I'm obsessed.

So it has just been a joy and I'm so grateful to you, Elena.

Yeah, same. And if anyone ever has any questions about single, single parenting out I'm here for you.

Love it. Thank you so much.

There are not a lot of resources out there.

There's so much noise and then there's like, you can hone in on one person. I really appreciate that. So we really loved having you and you guys, this is the last episode of season 2. So if you are missing me, I'll be back in 2026. But until then, just go back to episode 1 and start over fresh. Bye guys. That's a wrap on today's episode, friend. Thanks for hanging out with me again on the No BS Travel Advisor Podcast. I hope you're leaving this episode feeling fired up, inspired, and ready to take back control of your business. And let's be honest, your fucking life. If today's episode hit home, do me a favor and share it with your fellow travel advisors who need to hear this. And don't forget to leave a review. Your support means the world and helps me reach more badass advisors like you. And hey, if you've got a story to share or some no BS advice of your own, you've taken a course or two of mine, maybe you've been a coaching client, I want to hear from you. Head to my website to apply to be a guest. I'd love to feature you on an upcoming episode. Until then, you fucking got this. Keep being bold, keep being unapologetic, and keep building the business you deserve. You fucking deserve. This is Marcie Muensterman signing off with zero fluff and a whole lot of heart.