Redrop: Rachel McDowell - Redefining what true success feels like

This is the No BS Travel Advisor Podcast. I'm Marcie Muensterman, and this show is for travel advisors who wanna run profitable businesses, charge what they're worth, and stop following outdated bullshit advice just because someone in the industry told them that that is the way it has always been done. Each episode brings real talk, practical strategies, and real stories from fellow travel advisors, because sometimes the best way to learn is hearing how someone else figured their shit out. So let's get to it. Hey friends, welcome back to the No BS Travel Advisor podcast. Today I am really excited to have Rachel McDowell, owner of The Unfiltered Traveler, with me. She was a client last year in one-on-one coaching, and then we have become very close, I feel. So I'm really excited to have her. She's a retired Army veteran, mom of twin boys. Holy cow. Runs women's adventure trips, started a brand, a separate travel brand with her husband called The Unfiltered Outdoorsman, still manages to work less than 40 hours a week while being like doing all the mom things. I know you volunteer for PTA and you're all over the place with them and all of their extracurriculars. And, you know, hubby disagreements on the side, figuring things out, moving to Portugal, doing all these things, and only been a TA for 3 years.

Yep.

So we're really glad to have Rachel here with us today. So get your coffee out, enjoy your car line with us, and let's get to it. Rach, what's going on, girl?

Hey, thank you so much for having me. This is really fun.

I'm really pumped you're here. So I just like wanna know, and I think so many moms probably wanna know, like, how do you manage 12-year-old twin boys?

With a lot of patience.

A lot of patience.

A lot of patience, a lot of like You know, boys are different. Boys are different than girls. And my twins are very different from each other. From the time they were born, they just like had different personalities and they are both involved in different things. So I've got one that's going to jiu-jitsu 5 to 6 days a week, competes competitively. We've competed internationally with him, or he's competed, not me. I just have to get him there. And then my other son is very into things like student council and swimming and theater. And so we are going different directions all the time.

Yeah. And I feel like, like any mom, you're just like living in your car.

Yes, I do.

I'm in my car more than I'm anywhere else now.

Yes. From like 4 o'clock until probably 8 o'clock, like I'm just not home. I'm just Ubering.

That is awesome though. So I know he either is competing in an international tournament or just did.

Yeah, he competed in Amsterdam for his first international competition over the summer, took gold in both divisions.

Oh, whoa. Congrats to him.

He's a little bad boy.

That makes it worth the trip.

100%.

And I know you guys traveled to like London and did a bunch of stuff, just the 3 of you.

Yeah.

That's something you enjoy doing with the boys, just you?

Yeah, I travel a lot with them just by myself. We went to London for like a long weekend in April, and then we spent 3 weeks in Europe over the summer. We went to Spain, Portugal, Amsterdam, and Belgium. Like all on this one trip. That was really fun.

That is so much fun. And how does your, like, what does your husband do when you're not, not at home with the boys? Like, what is he doing?

He, my husband is like a worker by nature, so he has another side business. And so when we're not home, he will just work pretty much nonstop. And then, you know, whatever it is that men do.

Yeah. Whatever it is that men do. We try to, uh, we try to avoid knowing all the deets. I'm really excited to talk to you about your business. It is a little bit more unique and I know you've come kind of a long from being a military Army, Army National Guard.

Am I saying that? Yeah.

Okay. 24 years. So thank you so much for your service.

I appreciate that. Yeah. I joined when I was a child. I joined when I was 17, when Bill Clinton was president. Like, never thought, I really honestly didn't even think about it. Um, there had been no war in my lifetime. Right. And so I joined to go to college. I joined to get in shape and then Here I am, however many years later, I ended up being full-time. I did 20 years of active duty service with the National Guard.

Wow. And I know that you did have to leave the military. Do you wanna tell us a little bit about that?

When I retired? Mm-hmm. Yeah. So when my kids were born, I knew I wanted to get out like right away. And so, but it was kind of a toss-up between, well, do I get out right now and then have to like start over? Because you get a pension when you're, if you do 20 years, right? Mm-hmm. And so I was halfway, I was over halfway. through my service when they were born. I was like, nope, I'm gonna stick it out. And that way, like, we can set us up for future. But it's great. Like, I'm home for my kids. Retiring was the very best thing. I don't miss it. I'm very grateful for my military service, but I am very happy to be out.

And how did you transition? Like, what were you doing in those transitional moments between your retirement and choosing travel?

Oh, when I got outta the military, I wasn't sure what I wanted to do. I knew that I, there were 2 requirements. I never wanted to punch a time clock again. I was never going to work for the man. Um, never.

The literal man. You were literally working for the president of the United States.

Literal man.

So you're like, I am done with this. Nope.

I love it. Where I want, when I want, how I want is what I wanted. And then I also wanted to do something that brought me joy. And I don't just mean like to the end result joy. I mean like something that I truly enjoy doing the process of.

Absolutely.

And that's travel. When I like kicked around a couple ideas, I thought maybe I wanted to be a personal trainer. No, there's too much science in that. It's not for me.

Right.

And then I was like, what do I wanna do? And it was travel. And I love it so much. I'm so happy to be in this place in my life.

I am so glad that you were able to find something you really, really love. So what does a day in the life of Rachel's travel business mom life— I heard a rumor that your husband brings you a coffee every single day as we all sit at spots. And I love too that like this is the standard. We're like, yay, he brings you coffee.

It's like the nicest thing, right?

It is the nicest. I love not having to make my own coffee, so I feel this.

Yes. Like it's, and it is. And he's like, oh, let me get up and get your coffee for you. Like it's just the sweetest. I love it so much. So I get up usually like 6 in the morning or so. He'll bring me a cup of coffee. I will usually drink my whole cup of coffee in bed before I even get up for the day.

Good for you. Yep.

And I just like, I don't know, sometimes I scroll, you know, whatever. Um, and then I get up, I try to work out before my kids are out the door, but oftentimes it's getting everyone up and out the door, breakfast, lunch, all the things. And then I'll work out after they leave, shower, and then head to the office. I'm usually in the office between 9 and 10 o'clock in the morning. Um, and then I work until 3 or so. Um, and then I do all my afternoon things. Picking up the kids, driving them to all their sports. Um, I try not to work on Fridays. Actually, Friday mornings I volunteer at the local food pantry.

Are you?

Yeah.

So busy girl. You've got a lot going on.

I do. I am. But I like, I enjoy it. It's all things that I like make me happy. There's very few things anymore that I do that like, oh, I don't want to do that.

That is awesome. I'm really happy for that. And I know before we were just chit-chatting about the fact that you were a recruiter for the Army National Guard. So that is very much a sales position in the Army.

That's correct.

Am I understanding that?

Yeah.

So it's like you've done sales, but it's very different than travel. So like, how is it different and how do you spend those days and structure your days now that you're out of the military?

Yeah. Um, so in regards to sales, it is very different because when you're selling the military, so I've had a lot of sales training and experience. I was a recruiter for a number of years and then I was a leader of recruiters and so on and so forth. And so I've taken lots of training, read lots of books, led lots of like sales discussions. But it is different because when you're selling the guard, you're selling a lifestyle. Mm-hmm. Okay. And so, and that's very different than selling a trip, right? And so, right. Also the clientele is very different, right? You're working with obviously 17-year-old, 18-year-old kids. Yeah. And parents.

Yes.

Versus, you know, my clients now are mostly 40-year-old women.

Um, yeah, absolutely.

Yeah. So it, it's very different. It's, and it's hard because like in the Guard, there's one product, it's the National Guard, and that's all you're selling. There may be different things within the Guard.

And you know that like inside and out, obviously, cuz you've been doing it your whole life. Yes.

Yes, exactly. Like top to bottom, you could ask me any question and I could probably answer all of it right off the top of my head. Whereas in the travel industry, there's 8 million products and not just like, I mean, you know, there's obviously so many countries and cities and then trains and planes and it's overwhelming to sell everything in the travel industry because you can't possibly know any, everything.

Correct.

Um, I also think that like I, because I knew everything in the military, I also came to travel and was like, oh my God, why am I not getting this? And it took me a minute to go. You're not getting it because there's hundreds of products. Of course you can't possibly remember that.

Right. So how are you navigating all of the different options that you have to sell, especially being 3 years in? I think you're probably closer to knowing what you want to do now. I do think it takes some time when you're newer, like to get your footing and do all the trainings and then figure out, okay, I really did not enjoy that, but I enjoyed this. So what kind of process have you been going through as far as trainings and those types of things to get you to where you are today?

Yeah, um, that's a really great question. So I don't sell as much as I used to in terms of like options. And so I've really narrowed down what countries I'll, I'll sell. Um, I'm very particular. I will only like sell countries that I'm very familiar with or that I'm really interested in learning about. Otherwise, I'm just, I'll pass it along. I also have narrowed down I don't do cruises anymore, very few, if any. And I don't do Disney anymore because there's too much to keep up with.

I have no Disney people on the pod this season, and I'm so bummed about it because every single person that's been on this season has been like, I do not do Disney. If you're a traveler listening to this, trust me, there are plenty of us that do.

Yes, yes, yes.

But it's like a whole thing about, like, you either want to do it and you're, like, obsessed with it. Or I feel like you weed yourself out of it. Like there's just so much going on.

I'm just not, I'm not doing a service to the client because I'm not staying on top of all of the like millions of changes that happen all the time. I'm just, I can't, I, and I'm not interested in doing that. Same with cruises. Actually, what made me decide that I no longer wanted to do cruises was because I went on one last October and I was like, oh, I'm really missing a lot of information. I didn't know.

Mm-hmm.

All of these things.

Same girl. Same.

Right?

I went on a cruise over the summer and I was like, there is so much to know and understand about these ships.

I think we were on the same cruise, the Utopia, right?

Yes. Yes. Yeah.

Yeah.

Yeah. Yeah. But did you like love the Utopia?

I—

Same response. Nobody can see our face, but we're both like, it was fine.

There were I mean, it was fun. My kids loved it. My kids, they came begging to go back on that cruise.

Perfect. It was perfect cruise for the tween teens, for sure.

Yes. Yeah. Um, so anyway, so that's, and then in trainings, like, so I've done some, like I did a New Zealand training and I thought maybe I really wanted to go sell that. And then I was like, you know what? I don't know that I'm, that's actually for me. Um, I would probably pass that along.

I like that you also like do the training and kind of decide. It's like, we're not saying like, don't explore. But the more you are getting into this, you will have these opportunities to scale. And I believe that what you're doing with finding those things and being an expert, a specialist in just a smaller amount of things will pay off in the long run because you will become that go-to.

Yeah.

Absolutely. Like, this is what I do. And that just gives so much confidence with your knowledge. And then you become somebody that knows it inside and out, just like you did the military.

Yeah. And that feels good, right? That feels, I walk away feeling good. My clients feel better about it. And then I've also kind of found that I really love doing these women's group trips.

Absolutely. I can totally tell because I know you're planning another one next year. So let's talk a little bit about Machu Picchu because we kind of did this together. I'm going to give like a little bit of credit to myself because we were, we were in one-to-one coaching. So tell me how you came to have that idea and then the process that you went through to get it sold out.

Yeah. So, um, and you should give yourself credit because you were a huge help to get me there, like to get to the finish line.

That was the inspiration for Lead the Manifest too. Like it really was like training you in how to sell out your course, uh, your group was what led to like this huge desire to write that course.

I love that. I love that. I mean, we had so much fun doing it.

I know, it was a blast doing it together. Yeah.

Yeah.

Yeah, for sure.

So I really like adventure trips. You know, I've been to Antarctica. I love whitewater rafting. I love hiking. I love being in nature and I love doing these things that like other people don't do.

Like me, I would never do any of those things. You couldn't pull me to go to Antarctica.

Gosh, Carly, you're so—

I'm sure it's amazing. I'm sure I will just live vicariously.

Okay. But I think there's a group of women out there who also want to do those things. And don't know how, or they're afraid to because they don't know anyone.

Yeah. They don't have anybody to take with them. Even their husbands won't go or their partners. Like, or Eric will be like, are you crazy?

Yes. Right, right. They'd be like, like, which was funny because honestly, like when I put this Peru trip together, my husband had never once mentioned going to Machu Picchu or Peru. Right.

Mm-hmm.

Then he comes back and he's like, well, how come it's not a couple's trip? I really wanna go. You literally have never mentioned Peru ever. And now that I'm putting together this bad And how long have you been married? So we've been married, um, 18 years in November.

Oh, he should have mentioned it. He should have mentioned it at some point.

Yes. Yes. We've been married a very long time.

Yeah. Oh, that's so funny. So I know, I remember, I'm just going to tell you like my, the moment you told me you were going to do this, we didn't know each other very well. And I was like, there is, I very rarely am like, no, that's not a good idea. But in my mind, quietly, I was like, There is no fucking way. Like, how is she gonna find 14 women to go on this trip?

You were?

Yes, because in my limited, like, scarcity mindset, because sometimes I go there— well, I always call it reality, but I also know that it's scarcity because Miranda coaches me on this. I was just very nervous for you. How does she know this many people? I know she's in the Army, I know this, I know that, but like, in my mind, I personally don't know maybe a handful, very small handful of women who would even And I remember just thinking like, I really hope she has the network for this, just in my own mind privately.

That's so funny because like, that is not what conveyed. Like you were a total hype girl and you're like, you've got this.

Because I would never, I would never, especially in a coaching situation, squash this desire and passion because I know if you have that, it will be successful. Even if it had been 4 people, I think we did talk about that. It's like, yeah, get these women on and then you will attract more of them. So it's just a mindset shift for me even during that time when I was like, if she really believes she can do this, like, let's fucking go. 'Cause that—

I was so scared.

I know. So I couldn't be more scared too. I couldn't be like, I'm terrified for you, Rachel.

Yeah.

Oh my God. No, no, no. I mean, I am an encourager. I believe that every idea, if it is rooted in your mind, it can come true. Like, I believe it's already happened. So I had to really dig deep for that just for coaching purposes, but also I was like, If she has this idea, it's gonna work. It's just a matter of like taking those steps. And once you started getting people into the group, I was like, oh, this is happening. This is like the ball has rolled down the hill. She does have this network. I think I just don't always know everything about your businesses. And I think we dove into that within the first like few weeks of working together.

Yeah. It was like one of our first goals, like, cause I like had, I had been Having this idea for months about like, I really wanted to create this inspiring trip. And for me, right? Like it's inspiring to me. And if other people are inspired, great. But like, and then, but I didn't know how, I didn't know how to like get it from point A to point B.

Right.

And then obviously to Z. And so like we talked about and you're like, okay, let's, here's where we start. Like, let's, you, you lined it all out for me and I did all the research and I put it together in spreadsheets and documents and budgets.

The A to B to Z is where I thrive. I'm like, I can get I just don't, didn't know for sure if the network was there, but as we found out very quickly, there are women who are like totally down. Just, it was awesome. It was so awesome to watch.

It was. Yeah. We sold out that group trip, I think in 2 weeks.

Mm-hmm.

And I had a waitlist 10 deep.

Wow. I don't think I knew about the waitlist.

Yeah.

So that is amazing. That is amazing.

We started with 14 slots and then ended up adding 2 more because I could go up to 16 and then still had a waitlist at the end.

Incredible. That is fantastic. And I know you planned it through G Adventures. Is that right?

That's right.

Did you enjoy working with them?

Yes. So there were some things that I didn't know to ask, specifically with Machu Picchu. Honestly, because Machu Picchu is so highly regulated by the Peruvian government, once the permits are purchased, so I had to have someone dropped out, they couldn't come. And I actually couldn't fill them from the waitlist because there were no more permits left.

Yes, we did talk about this. It's just those hiccups and things like that. So how did you navigate that hiccup even though you couldn't fill the spot?

Basically, I just let everyone know. I let everyone on my like group that was going know, FYI, we're down one person. This is why unfortunately like permits are sold out. There's nothing I can do about it. I sent a waitlist, the email to the waitlist and said, hey, but if you wanna do a trip on your own, let me know. Like I'm happy to do it. I'm actually considering doing Peru again. And getting—

oh, I was just gonna ask because you had this huge waitlist.

Yeah.

Uh, that's so cool.

I'm waiting, I leave tomorrow for Peru, and so I'm waiting until I take the trip to decide.

I did not know you were leaving tomorrow when we scheduled this. Why did you not tell me when I was like sending you 4 dates to choose from?

It's fine. Yeah, cuz I can make you—

I'm good. I'm good. It's fine. So how, wait, hold on, pause. So how long are you gonna be in Peru?

So I leave tomorrow and I come back the 23rd. 10 days.

Okay. And are you taking your husband this time?

No.

Okay. No, this is the trip.

This is the trip.

This is the trip. How am I so out of it? I really thought it was in September.

No, it's, this is the trip.

This is so exciting. Please share like the itinerary. I wanna know everything now. Like I remember looking at it 7, 8 months ago, but now here we are. Yeah.

Yeah. Yeah. So this, this is the trip. Up into September of next year. And so, um, I leave, I'm going a day early.

Okay.

And then, so I'm gonna get into Cusco on Thursday, and then I booked myself the city tour. So my group comes, comes in on Friday. They're gonna meet at the hotel. I have all the transportation arranged for them, and then they're gonna go on a city tour. I'm gonna stay so that I can make sure that their rooms are prepared. Um, and I'm gonna drop cute little gifts. in their room for them that I'm gonna get like locally sourced on Thursday when I'm there.

Oh, good.

Um, yeah, yeah, I'm really excited about that. And then, so while they're doing all of that, then they'll come back and we'll do our G Adventures meeting and we have a group dinner planned. And then the next morning we move on to another city, all in Thai Tambo. Um, so cool. And then one of my favorite things about G Adventures actually is that they give back to the community that you travel in. Um, and that's really important to me. Like I really wanna work with companies that are sustainable and like give back and, and, cuz obviously overtourism is a thing.

It is.

And then we start hiking the following day and we camp for 3 nights.

The camping freaks me out. Like, how serious is the camping?

So, okay, so I'm a little nervous. This is the part that I'm most nervous about. Like, I'm 43 years old. I haven't slept on the ground in, I don't know how long. And yes, I may have been in the Army, but I was in recruiting.

She's like, I was in the soft beds, y'all.

Yes. Yes.

We were not in the bunkers.

No, we were staying in hotels, ma'am.

Yes.

Um, but it's fine. We have like, they set up the tents for us. They have a, um, Sherpa that packs most of our gear for us, like from place to place. Um, it's gonna be really amazing.

It is going to be so memorable. I just cannot believe That I did not know coming into this podcast, you guys, that this was even a conversation we're gonna have, cuz I thought it was last month and I was prepared about it for last month. But obviously she cannot answer those for us, so we'll have to have her back next season. But, um, I'm really excited for you. And so you have 15 women coming.

Including me.

Including you. And where are they all from? Did they know each other? Like, how did you attract them? What kinds of things did you do or say to get them onto this trip? Because it It is a totally adventure spirit. I mean, they do have to have hike— I mean, hiking up a mountain and the camping thing and eating weird food and all the things. So like, how do you attract a 10-deep waitlist on such a big different kind of trip?

So a few of them are very close friends of mine. Mm-hmm. And then everyone knows me through One person or another. So like, oh, I love that. Like there is, there's someone who's going that I worked with her husband in the military. We've met, but I don't like know her very well.

Mm-hmm.

Another works with my, my husband works with her husband.

Okay.

So like we're friends, but like that's the connection. And then friends of friends basically is how the, oh, and then one woman, um, we were on the PTA together and she's now a good friend also. So.

Awesome. So just all like the nooks and crannies of your life.

Yeah. And I like basically kind of started like, hey, I've been thinking about doing this Machu Picchu trip before it was even just like little like tidbits of like, ooh, I've been thinking about this, engaging interest and like putting it out there. Oh yeah. Okay. I'll let you know when it's ready. Right. And then really targeting those people coming back around and saying, hey, I finally have it together. Here's the information. It was easy because it didn't feel salesy and it wasn't, it was literally just like, hey, I would love, I only invited people that I wanted to go on the trip with me.

Very cool.

And so I was like, and so it wasn't salesy. It didn't feel gross. It felt really good to be like, oh my gosh, please come. Like, here's the itinerary. And it, what's really cool is some of, like, one woman didn't even have a passport before this trip.

Okay. Wow. This is gonna be her first international trip. Oh my gosh.

Like she had been to Mexico before you needed a passport, but like, yeah, this is like her first real international trip. Wow.

That's so cool.

Another woman, like, Hasn't done anything for herself. Kids just went off to college and now she's like, no, I'm gonna go. I have someone's mom coming with. Wow.

That is gonna be so neat. Oh my gosh. I'm really excited to hear how it all goes. 'Cause this is just so interesting. And I love that you almost like handpicked your group, like started with the closest people to you. And I think that's something you guys have to really take into consideration when you, if you are trying to do group trips, how are you going to approach All of it from start to finish and what kind of trip it is. So did you, when we, I know we talked about the, the conversation that you were gonna have to have about the complexity of the trip and that it was not 5-star hotels. There would be a situation with a tent. So they knew, right? Like there's so many disclaimers. I know we worked long and hard on your terms and conditions.

Yes. Yes.

And everybody got insurance.

Every, it was a requirement.

Okay.

Um, so this is one thing, so G Adventures requires it that you have A minimum of, um, like $200,000 of repatriation and a med— um, what is it? Emergency medical.

Yes.

Um, but I encouraged strongly that they all get regular trip protection also, not just the medical portion. Okay. Okay. Um, you know, I even had to tell them in the like fine print, hey, by the way, it's not uncommon to not have hot water or electricity while in Cusco.

Wow. Yeah. And you still had a 10-person waitlist. Like, that is crazy. I love this. I love the adventurous spirit of women in general. Like, I am not sold, still not sold, still not interested, but I'm very glad that you are so well connected to so many women who have such an adventurous experience. I think, which I talked to Megan about this a couple of weeks ago, she took a group to Montana and it was, her story is amazing as well. Again, another super adventurous group of women, 11-mile hike, all the stuff they did. And I was just sitting there like, wow. I feel like I need to change from the inside out to be one of these women. Like, it's just not my thing, but there's obviously a market for it. And I do still think, even though I had 2 of you on this season, that it's such a small niche, but there are enough women who are interested. So I'm super excited for you and this trip and cannot wait to hear more about it after you get back.

Yeah. Thank you.

Oh my gosh. All right, let's get back a little bit to the Everyday Travel Advisor stuff. I know that you like used to, when you first started, made a lot of mistakes that a lot of new TAs make, mostly just that like quote everything, answer instantly, be available all the time, 24/7. What made you make a shift away from those bad habits?

So my kids. So part of getting out of the military, I traveled a lot with the military. I was gone a lot. There was a period of my life where I was working 3 hours away and my family was still at home and those days were really hard. And when I got out of the military, the whole purpose was so that I could spend time with my family and I could be there for my kids. You know, they were 11 and my kids would say, Mom, you should go back to the military because you're working more now than you were then.

Oh no.

And I, it was a total gut check for me. I'm also by nature like a I'm very driven. I wanna be the best. Mm-hmm. Um, recruiting is very much a, I've, I have boxes of trophies from like being the best in recruiting, top, top team.

'Cause you're like a baddie. Like you're like, if I'm gonna do this, I'm gonna be all in.

Yes. Yeah. But now I see like what a waste that is. Not to say that like my, what I did was a waste, but like the amount of time and energy and effort for what? For a box of trophies? I don't care about that shit.

Right.

I'm literally like throwing them away right now.

I'm gonna interrupt you. I just threw away, my husband actually found them and he was like, what the hell is this? And it was awards and trophies I had won in the first 8 years of my travel career. Cuz I won like so many big all-inclusive brand awards. I won all the major awards at the agency I was at. I wanted to be number one and I have the, and they're just like in the boxes that they came in. I've never even taken them out.

Yeah.

And he's like, why? And I was like, maybe one day the kids will have some more respect for me. Like, I was like, they're like stacked up. And he's like, no, they need to go in the dumpster.

Yes.

Yes.

Right.

That little bit of winning vibe in common.

It's easy. It's easy to get wrapped up in it, especially when like that's your natural personality. But when my kids said that, I was like, whoa, I need to gut check here. And I need to think about like, what is my goal? Is my goal to be the the best for people that don't necessarily appreciate me. And I, I say that with like, you know, well, just not the people inside your house.

Like, exactly. These people don't matter. I mean, it's wonderful to be able to accomplish what you did in the military, but it, at the end of the day, like, it's like what they say, like, who's gonna be by your graveside? It's just, you have to be there for the people and the kids saying something like that. I just got Like, I would've felt so, and I, I know my kids were old enough to tell me that I worked too much. Thank God.

Yeah.

It was, I was a workaholic.

So it was bad. I felt, I felt like I, first I thought, no, I'm just working at home.

Right.

So they see me working more versus like, you know, outta sight, outta mind when I would go to the office. But then I was like, they're like, you're always on a call. You're always texting at dinner. And I'm like, shit, you're right. Like, nope. And so I. Started like taking, I started listening to Marcie and I started like taking appointments only. And if you can't make an appointment, then I can't work with you. And I got a lot of pushback at my retreat.

I was gonna say, what did that look like? Yeah. Oh, through your agency. Okay. Yeah.

Yeah.

Not clients. It's because that old school mentality, especially if they've been around a long time, I feel like it's just something that they can't change that it's not even like a bad thing. It's just, they can't see it. From the new perspective of like trying it this way, but just seeing what happens. Like, what's the worst that can happen just trying something new?

And to me, I was like, even if I lose clients, it's okay. Because again, my kids and my family are the most important.

Right.

And so that, that was really what shifted me to like, I need to work less mentality.

And I know that when you started this process, it was not easy. Like that shift, you really had to, we talked a lot about it. So what kinds of things did you do every day that kind of just got you to a place where you were feeling more comfortable? Okay, y'all, let's pause for a quick break. I need you to know you have never been trained in sales. Yeah, you might know how to use your CRM and book a preferred vendor or post on Instagram, but none of that teaches you how to close the damn sale. And if you're tired of hearing that travel sells itself while you watch prospects take your hard work and book elsewhere, it's time to fucking change that. I am introducing you to the Propose to Close Sales Course, a no-BS step-by-step program designed to help travel advisors like you weed out tire kickers, stop quoting in the DMs, and finally close close sales without feeling pushy or salesy. This intensive 10-hour, 9-module course will teach you how to qualify prospects, send one fabulous proposal instead of 5, 10, 15, build real connections very quickly, and close the sale in under a week. Whether you're brand new or a veteran stuck in burnout, this course will give you the skills and confidence to transform your travel business and your fucking life. So if you're ready to stop spinning those wheels and start running a business that works for you, head to my website to grab the Propose to Close sales course. And don't forget to check out the show notes for an exclusive coupon code. Okay, now back to the pod.

So I was really nervous about like turning clients away, especially when I talked about like different, like what I would sell and what I wouldn't. I was like terrified that I'm like, oh my God, but what if nobody else ever comes to book with? What if that was my only option? And we talked a lot about like, okay, so what, what will happen? What will happen if they don't come back? Right. And it's like, okay, someone else will come in their place and it'll be the right people. And, and then we just make a different plan. And it was a lot of like mental shift of like, okay, whatever it will be, it will be. And I'll work to like market to the people that I really wanna market to and have the voice.

Mm-hmm.

For the, it's like the people that want to be in my orbit will be, they'll hear it. We will connect and that's okay.

I love that. I love that so much because it really is a mindset shift more than it's even an actual physical shift. I mean, all you really had to do was send a calendar link. Now that physical shift was simple, but it's the mental shift of what's going to happen if they don't make an appointment. And it's like, well, then you didn't work for free and you didn't even actually have to talk to this person. They don't make an appointment. So we're just reducing, automatically reducing how much effort you're putting into somebody that you don't know for sure is even going to be a client at that point.

Yeah. It took some work too to like text, like people will text at, you know, all hours. And it took a moment for me to like really work on some boundaries and be like, hey, I see your message. I'm not in the office. I'll get back to you whatever day. Tomorrow or the next day or whatever was like the answer. And so that was just really some like practice on my part, but like once you do it, it feels fine. It feels like it just takes practice.

I love that. So what did you, like, how long, I guess, did it take for you to decide you were making that change and then implement those changes? And when did you really start to see results?

So I'm very much, once I make a decision, to me, like the very worst part of anything is ambiguity. And once I decide that like, this is the way that I want to move forward, That's it, right? Like a decision made. Now we are going that direction.

Right.

So I would say like, it took a while to decide. And then once I decided, then it was like implementing it, put all the systems in place. And then I said, okay, yes, this is what I'm doing. Um, I would say results almost immediately, right? Because I felt good and comfortable with saying, hey, I see your text. I'm not in the office. I'll get back to you tomorrow. Okay, no problem. Right? Like, people don't care. People understand. They just don't want to be ignored.

People do understand. And this is something we talk about all the time in Maximize. I talked about it on Megan's podcast as well. It's like people reach out to us when they're thinking about it. And if you are catering to a woman, like a busy, busy lifestyle woman like us, I catch myself texting my hairstylist at random hours of the day, but I know she's just gonna get back to me when she can. Like, It's just because I don't wanna forget. And so it's like giving that benefit of the doubt that they're not texting to annoy you or interrupt your dinner. They're just thinking about it right now and they haven't thought about it in 2 days and they don't wanna forget about it for 2 more days. Right.

Yes.

Just giving them that opportunity to then either make the appointment or just wait, uh, you know, wait and I'll get back to you tomorrow. Most people are totally okay with that.

Yep. Yep. Agreed. And then like also sending my calendar invite out to people, like I have clients right now. They were like, oh, I don't wanna bother you before Peru. And I'm like, oh no, here's the calendar invite. Get on my schedule so that we can plan because they're busy people too, you know? And I'm like, get on the calendar that way it's set and checking back in with them beforehand.

Yes. I actually have an example of something similar. Like I actually never answer my phone during the day and I don't know why I answered my phone last week on Thursday, but I did. And I ended up talking to a woman who My name from someone else. She just called at a random time. I picked up, we ended up having a 45-minute consultation right then and there. I've not done this in years, like broke all my own rules, but she, I just got a vibe like right away. And then I told her I was leaving this Saturday cuz I'm going to Italy this Saturday.

Yeah.

And literally she has not wanted to bother me. And I'm putting that in quotes, guys. So I've been following up with her, texting her, letting her know like what I'm doing on the backend, cuz I already started planning cuz I got so excited. But I did tell her like, are you okay to wait until November 8th to get your proposal? Guys, today it's October 14th. And she was like, oh my gosh, yes, I don't mind at all. And actually I just didn't even wanna bother you this week. I thought you were already gone. And I was like, I love this person. Like, I don't know how I got so lucky.

Yes. That is the best feeling.

I know. And she was a direct referral from a fantastic client who kind of like like gave her a heads up of how I work. Like, she works appointment only, she charges a fee, she, you know, only does very high-end luxury Italian vacations, and that's what she wants. And we just had the best conversation, and then we've just been chit-chatting, and she's of course like not trying to bother me, you know. And then it's easier than when they do text you because you know they're not being demanding.

Yeah, yeah, yeah, yeah. And that like, that like conversation and voice or Zoom or whatever people— like, I do a lot of Yes, I love that. It's a connection. You feel more, you like, you have a better relationship and like, I feel better. Like, I don't know, I want my clients to be my friends, you know, more or less.

Same. I mean, that's how I feel about all of you guys too. Like, I'm like, the more we talk and get to know each other and share these stories, the easier it is for us to connect and not be competitive. And also just understand like how to make these connections. Because if somebody came to me and was like, I wanna go to Peru, I would be like, okay, hold the phone. I have to text Rachel or whatever. And I think too, that's just something you wanna build with the relationship with your client.

Yeah.

Because those connections lead to bigger networking, better networking, more specific networking. Like the fact that her friend was like, Marcie does this. You, you're asking for this. Go talk to her. And she had reached out to 2 other TAs who never even got back to her. She was really even struggling with the TA situation before she came my way, but because her friend said, no, Nope. You just have not found the right person, you know? And it was, so it was a really good fit for us, but it's like, if you're not telling your clients too exactly what you do and how you do it, they're never going to be able to refer you with confidence.

Yeah.

Yeah.

But that takes clarity with self.

Absolutely. Absolutely. I love that so much. Okay. So I also want to ask you about this situation with your husband.

Yeah.

Okay. I know you guys are like building a business on the side of your side business. So tell me more about that because I've not talked to anybody who's really in the TA world with their hubby.

Okay. So my husband and I, we've been married for 18 years almost.

Mm-hmm.

We are planning an international move and— Heard.

Yeah, eventually.

And so we've been thinking about like, okay, what does that look like for him and what is he gonna do when he retires and kind of in the same way, like, what did I wanna do? Something that only made me happy. He loves to fish and hunt and he wants to fish and hunt for the rest of his life. Like that's all he wants to do ever.

I understand. That's my dad. My dad was a big game hunter and fisherman. Okay. Yeah. And he even, um, scouted and took people on trips to elk hunt in Colorado for 26 straight years.

Cool.

When I was a kid. So yeah, I totally understand the passion because it's like a whole other world of travel. It's definitely not like the stuff that even the Machu Picchu trip is different.

Yes.

Than this.

So. So he's been taking groups to Africa every other year to hunt in South Africa. I mean, well, the first year we went, I was actually 5 months pregnant with my twins.

Wow.

And so he, since then, so 13 years, he's been taking every other year. And finally we were like, hey, why don't we just do that? Why, why isn't that what we decide to do? So we have launched the Unfiltered Outdoorsman. He's doing escorted hunting and fishing trips around the world. So we have actually already sold out a blue marlin fishing trip for July of '26 in Spain, in the Canary Islands. We've got a tuna, like a, he caught a 700-pound tuna last April.

Holy shit. Oh my God.

I didn't even know they made them that big, to be honest.

I did not know. I had no idea. That's so cool.

Wow. Okay. It's cute.

Yeah.

We're working on like Cabo trips and he's, so my husband is very sociable. Everybody loves Chad. Like he can talk to anyone. He doesn't get annoyed by people. He doesn't like, he just—

That must be so nice. Yeah.

Right.

I live in perpetual annoyance, so I'm like, how do you get there? How do I get there?

There's things that have been happening and I'm like, uh, and he He's just like, eh, it's business. It's how it goes. And I'm like, okay. So it's, we, we are both very Type A personalities.

Mm-hmm.

It's taken us a long time to get in this place where we're like, okay, we're both supportive of each other. You know, we want to win. And so it's, we are a very good complement to each other. What he's good at, maybe I lack patience and vice versa. You know, the things that I'm really good at. he could do better. So we make a really good team. It's been really fun. It's been very frustrating at times.

I bet. Is that just communication of like how it's done? Because I mean, travel is like very regimented. I mean, you have to have a process. You have to have steps. Is that where maybe like the excitement sometimes takes over the actual processes?

He's a handshake kind of guy.

Oh, okay. No, we don't do that here.

We don't do handshakes.

I'm like, because those terms and conditions gotta be real, real Yeah. He's over here like, shake my hand and you're gonna pay me X amount of thousands of dollars.

Yes, that's it. Right.

And he's like, well, I love that for him.

So cute. And he's like, well, doesn't it seem like a bit much? And I'm like, no. So you may think that these people, like, it's fine. It's all fine until it's not. And I'm like, and some of these trips are very expensive. And so a lot of the people that are going have a lot of money. I'm like, I'm like, rich people don't care about their money until something goes wrong. And then like, that's not a fight I want to be in. Right. And so I'm like, we need to make sure we dot all of our i's, cross all of our t's. And it has been a little frustrating to get him on board with that process.

Yeah. I mean, hasn't he ever assigned his own terms and conditions, like with the companies that he travels with and goes on? He's checking the box, right? Yeah.

It doesn't mean he's read a single one of them.

Well, that's true. That's true. It's just like we live in a very litigious society and you have to protect your like house from these people.

Like that's— Yes.

This is big. Yeah.

So, but it, but it's been really good. It's been really fun. Like it's fun to see the end result come across. It's, I think it's going to be great. Like we're going to add some more places and like—

Awesome. It's going to be awesome. And that's his thing. So, you know, it's just, is it more like a partnership? Like he takes these trips. You're not necessarily going on all of them.

I'm not going on all of them. We'll see. Like our life is gonna change. And so we'll see how things change moving forward and, and what that looks like when we're not living in the United States anymore. But as of right now, it's just him going on these trips.

Yeah.

And that's fine.

That's great. Yeah, absolutely. That's his passion. And he also hopefully will have a successful business. And you are moving out of the US.

Yeah, we're moving to Portugal.

That is really cool. So tell me all the things and how you chose Portugal. Why are you moving and like, what are all the things going on?

Yeah. So I have wanted to move to Europe for years. I really want to live a lifestyle that's slower and walkable, and I want to get away from what I think is very uniquely American in the sense that like bigger and better and more and more and consumerism, because I, you know, obviously these are generalizations, right? So I don't want to like, All right. Of course, things may look differently when we're there, but I'm allergic to gluten in the United States, but I can go to Portugal and have it, no problem. And this is a huge thing for me.

Like, I have been following some Americans who have moved to Europe and my sister's celiac and she was able to also enjoy bread and pasta in Croatia last year. And obviously it's, it's a totally different thing, but I've heard amazing things for people who did do move For like just simply their digestive system.

Right. Like it's a big deal. Like when we were there in the summer, I was like, I'm going to try it. I'm going to see if it makes me sick. And it didn't. And it was wonderful. Like, and even the gluten-free stuff there is so much better than the gluten-free stuff here. I actually did a video on my, in my group when we were in Spain, I bought some gluten-free bread and like in the US it's like this big, you can't see, but it's just like, I don't know, however big that is, the size of a coaster basically. In Spain, it's double the size and it's floppy.

It's like the same texture as our bread, like as a gluten-filled bread. Yes. Yes.

Um, so anyway, so we're, we're looking for that. We thought it was going to be Spain. Um, we thought we were going to move to the Canary Islands mostly so my husband can do this, like fishing trips and that kind of stuff. But when I went over the summer, it didn't feel like what I wanted.

Okay.

And I know that sounds like very like, but I was expecting to like feel a certain way about it. And then in desperation I was like, oh my gosh, what if, do I move? Do I not move? Do I pick this? Even if like it does, is it better than the US? We have a good life here, right? We're, we have a great community and a great life in the US. Then on a whim, we went to Lagos, Portugal. Mm-hmm. And we got there and I was like, This is it. It felt perfect. It's be— if you've never been to the Algarve, you're gonna have to come visit me. I know you're gonna come visit.

I was just gonna say, I'm like, wait, when do I plan my trip?

Yes.

When do I visit? Yeah.

Yes.

That's awesome.

I'm so excited. I'm so excited. Great.

It's gonna be incredible. Are the boys on board? Because I'll be honest, like my kids are a little bit older than yours.

Mm-hmm.

And I have been also wanting to leave for multiple reasons. Mm-hmm. And every time I'm in Italy, I have Déjà vu. Like, I feel like I lived another life there and that I could make it my own. And I think like, okay, would you guys ever come with me? Like, and they're just adamantly against moving. I, uh, and they're both, you know, Jude will be in high school next year. Max is already a sophomore. So we're just in that final stage. And I'm like, well, when you guys go off to college, there is a very high probability that I am making this dream happen.

Yeah.

It's like, just mentally prepare now that that we aren't gonna live in this ridiculously sized house forever. It's just so much to take care of. Like you were saying, like, it's just like stuff and I don't know, it's just a lot. And I'm like, can I get a 2-bedroom apartment in a small Tuscan village, please?

Yes. Like that's like, we are probably gonna get like a, I don't know what to call it. Like in Spain they call it a finca. I don't know what they call it in Portugal, but basically like I want a house and then I want a couple little houses on the same property. So that like people can come visit and they can stay for as long as they want. Like, and I can make one an office. I don't know. I just want, we want a little bit of space, but I also want to be able to ride my bicycle to the store and fill my basket. And that's my groceries for the day. I don't want to go to Costco. I don't want to buy a month's worth of toilet paper anymore. Like I just want to buy my fresh tomatoes and my fresh, whatever. My kids are mostly on board. I think they are excited. They're nervous.

Mm-hmm.

Obviously, you know, they just started middle school.

They have Americanized schools, they have sports, they'll be able to get involved. Obviously your son's already traveling in Europe for jiu-jitsu. I can't pronounce that, y'all.

Yeah, yeah, yeah.

And you know, there's all kinds of things to do and kids are really— They'll be fine. They're gonna be fine. I agree. I think—

is your husband gonna be Yeah, he's, he's, it's taken him a long time to get there, but I think he's actually looking forward to it now. So.

Awesome. Well, I know we're also going to want to know once you're there and settled, like how to run a business overseas, because this is definitely like the whole taxes thing and there's just like a lot that goes into it. So we might have to reconnect in a future episode about that.

Yes. I'll let you know because as of right now, I'm like winging it. I'm like, it'll all work itself out. I need to get our visas to get there.

I know several TAs that live in Europe and, you know, in first season on my very first episode, I interviewed, see, like Corinne and she's been living in Germany for 10 years.

Yes.

And has a very successful travel business. And one of her clients literally got up at 4:30 in the morning to meet with her because that was the only time that Corinne could offer her. And because of the time zone change. And I just thought during that conversation, like they will adjust. Like your aligned client will adjust. We'll figure out the tax thing. You'll, you'll get there. You'll get there.

It'll all work itself out. Like, I'm not worried. I do think I'm gonna like narrow my sales scope when I move. Okay. So it's on my like back of my brain thought list of like more Port— obviously more Portugal. I feel like I should visit a few.

Of course. Absolutely. Yeah, absolutely. And you're gonna get to know so many people in the area and be able to support their businesses and Yeah. And just make those really good connections in the travel world that you can't always get just being on the other side of the pond, literally.

Yep. Yep.

Yep.

That's the plan. I'm excited. Awesome.

That will be awesome. I love that. That is what to me represents true freedom in a business and in a life. I mean, that's what you're building and that is like legacy level lifestyle. Like that's gonna be so cool, Rachel.

Thank you. I'm excited. Yes.

All right. Well, we're kind of getting to that point in the episode where we like to tell all the agents, like, Okay, you've listened to the whole thing, but like, what are 3 things that they could do right now after they get off of the, out of the car line or when they have a break in their day that they could like focus on without paying anything to get their business on track?

Okay. I have 3. They may not be like immediate action items, but they're things that like are free you can do. So my number one thing that you can absolutely do today day is set up your calendar control. If your life is not on a color-coded calendar and you are busy, you are really missing out.

Love color-coded calendar. Yes. I mean, this is absolutely overwhelmingly the number one piece of advice almost every single person who has come on here has said, like, get the calendar together.

It's life-changing. It, like, you're in control of what it is that you're doing. And I say color coding, this little like off story. But my doctor's name is Dr. Patterson and my kids' pediatrician is Dr. Patterson. And I just put it in there and I was like, oh boys, you have a well-child check. 'Cause they just turned 12. And then I went to look at it and I was like, oh, it's the wrong color. That's my appointment.

That's my appointment. Exactly. I mean, it's just that simple.

Yeah.

But also when you have ADHD, like being able to see the colors really does help your brain. It just organizes it in your brain. Like everything yellow is me, everything gray is Eric, everything red is Max, everything purple is Jude, like clients are blue. Like it's just so much easier to look at. And then you can, like, I like that I can just like take things off, like by clicking that color off and then I can just see my stuff or I can just see Jude's stuff. So it's, it is like, and also it's fun.

It is.

I get so much joy out of my calendar. Like I also like taking things off of it. Like I took 2 things off of it yesterday. I was like, yes.

That's funny. I, but it's like, it's the same thing as like checking the box. It's that same feeling if you're a lister.

Yes. Serotonin boost all day long too.

Yes.

Yeah. And I, I don't know about you, but if it is not on there, it does not exist in the worst way.

Well, yeah, you know, I had, I was like, oh shit.

That's right. We had to reschedule this because you didn't have the PTA meeting on your calendar. That's hilarious.

Okay. Yep. Okay. Yep. And I didn't put it on my calendar because I was at like this event at the school and it's, you know, 800 people and so overwhelming. And then, then I just forgot to put it on there.

Mm-hmm. Yeah.

Okay.

It happens. I mean, it's not to say obviously even with control that things aren't going to slip through the cracks, but especially when you have like flexible schedule, you can then hopefully move things around that are like not, you know, PTA is much harder to move because it's like a big group, but if it's just your stuff, so much easier to navigate.

Yeah. Yeah, for sure.

Yeah.

Um, okay. I think that you should narrow down the type of vacation you want to serve And really think about like what makes you happy to sell and to talk about and to research and to plan. That's the stuff that everybody should be selling. And if something, if you get a client that requests Aruba and you've been to Aruba and you're like, ew, you shouldn't sell Aruba.

Mm-hmm.

That, that to me, I think is like a really big game changer. Um, if your host agency isn't meeting your needs.

I really like this one. I mean, it isn't necessarily going to be easy to do. And like you said, it's not gonna be something you can walk outta here and do right now. And it might cost a little bit of money because you might have to invest something differently and getting reorganized. It's going to be a time— transitioning agency is a lot of work and time. But I love this advice, Rachel, because I know you went through a transition and it wasn't that you disliked your host agency. It was just not meeting all of your needs, both like after you'd spent some time with them and you were like, And then financially.

Yeah. Yeah. That's it.

Yeah. So I think it's really special that that is a piece of advice. I mean, we talk about hosts a lot, but at the end of the day, like a host needs to be something that you're not, that you get to decide what it is, not them. Like they get to decide what their business model is. And then you get to decide if it fits what you're doing in your business right now. It's just like any other position. Like it's like choosing any other job. People leave companies all the time when they're not meeting their needs, unless you're, you know, contracted with the military. Not the same.

Right.

Right.

But then you don't have to stay. You can eventually get out.

You can eventually make the decision to leave. Yeah. And I think outside of the actual effort of just transitioning, which can take some time, you guys, like it's definitely not easy, quote unquote, but I have never spoken to a travel agent in the last 3 years who has regretted changing their host company. Like I have, I've never had a conversation with somebody that's like, I wish I could go back. Now they may have chosen another shitty host company by accident and they're in a situation where they have to leave again, but it's not like they're looking backwards thinking I could be there now. It's like, no, they're only moving forward. So I think it's worth making that change if it doesn't fit.

And I think the big theme is like, like you said, like you, what is it that works for you? All of these things, all of my advice has to do with like the travel agent themselves. And nothing else. Like, what is it that makes you happy? How can you get control over you and what serves you? Because like, I really believe that like when you are happy, just like what they say about like being a mom, when moms are happy, their kids are happy. When travel agents are happy, their clients are happy. Like, and that doesn't mean happy all the time. It just means like has systems and things in place that bring peace and joy and happiness.

For sure. And this is supposed to be a fun Like it really is. And the pros should far outweigh the cons on the day-to-day. And if it doesn't and you're listening and you're just like, I don't feel that way. I don't feel happy. I'm exhausted. I'm burnt out. Like something has to change and it has to be you changing it. Like your host company's never gonna change their spots. Your clients that are driving you nuts and being rude to you are never gonna change unless you start to make those decisions to change.

Yep. That's right.

That's a lot. That is a lot, but it's definitely Really good advice. And I really also like when you're selling something you absolutely are into and passionate about, it doesn't feel like sales. It feels like education. It feels like sharing. And so that's the reason it becomes more fun.

Yeah, agreed.

Yeah, all those things kind of work together. So I love this advice. Thank you so much. But now we have to do the unpopular opinion. This is one of my favorite parts of my Okay. What is your TA unpopular opinion?

I don't think that everything I sell needs to make me money.

Okay. What does that mean?

So I would rather book, I do a lot of FIT, but I would rather book a client on a tour or a transfer. I mean, obviously I'm not like not making money. Let's be clear.

Right.

Like I'm not saying work for free.

And do you charge fees?

I do charge a fee.

Okay, good. Okay.

Yes. But I would rather book a transfer for a client and not make a single penny, but have the peace of mind that the driver is gonna show up and is gonna be there and they're gonna communicate and they're gonna be friendly and take care of my clients. I would do that every day of the week, especially when you're thinking about things like, or tickets. I would rather just like book your tickets direct sometimes and save the hassle for all of us and not make $20.

Right.

That's okay.

It is okay. I really like this tip too, because A, you charge a fee. So if you're charging an appropriate fee, it doesn't matter what the commission is on some of these different components are, which actually give you more access to more options for your clients because you're not always thinking about the commission. And I think it's a really great way to support people who also cannot afford To pay travel advisors commission. Um, because that does exist in some of these areas that we're selling. Like, it's like we wanna support the person that actually provides this service, but if he charges any more just to give you $20, it's not going to work out for him in the long run.

Right, right.

Yeah. So I love that. And I think a lot, you might be surprised, there are a lot of agents out there doing that.

And okay.

I do feel like it is an FIT thing for sure. Like there is an appreciation for that. And if you don't know what FIT is, it's fully independent So it's just that idea that you can quote unquote piecemeal something together a little bit and get them exactly what they want. But in doing that, charging a fee is key because you are still managing all of it. And yes, the client should have to pay for that. They should have to pay for that connection with that person and they should have to pay for that to get a little bit better, like quote unquote deal. And, you know, things like that to also then guarantee No issues or not?

Yeah. I, this is, I know we're at the end, but I'm gonna share this story.

Oh, I wanna know. Let's do it. I love it.

I had clients that, so she was, she is a teacher at my kids' last school and she reached out and she said, hey, we wanna go to Greece. We wanna go to Italy. There's their family of 5, grossly underestimated what their trip was going to cost.

Oh no. I think you were supposed to know a little bit.

Right. So like when we had the consult call, I was I was like, I think it's gonna be about like $20,000 to $25,000 for the, for the trip.

Sounds like a lot.

Right, right. But they're a family of 5. And so, uh, and so they were like, yeah, that sounds great. So then I went to my first and I was like, oh, I wanna find a supplier that can do Italy and Greece, right? Because if I'm gonna use a supplier, I might as well do one that does that.

Yeah.

Marcie. My first quote came back and she was like, I can't do that for less than $40,000.

And I was Oh gee, that is a lot different than the quote or the, uh, expectation that you set. Yeah.

And that didn't even include air.

Oh, I know. Yeah, I, I know. And so I was like, I've had those quotes come by and I'm like, holy shit.

Yeah. So I ended up doing, and I went to like a couple different places, like, fine. Like I, cause I'm just not as familiar with Greece as I am with Italy. And I'm like, I'll just do the Italy piece and I'll find a supplier with Greece. Still no, still no, still no. Everything was so outta budget. So I ended up doing a full FIT and at the end I was like, really should have charged them more. Should have charged a higher planning fee. But that was my mistake, right? Like this is, and it was fine.

And this is how you live and learn. I mean, you've only been a travel advisor for 3 years and while you have a lot of experience in terms of travel, it doesn't always match up with the mistakes we make because they They're so dynamic, and it's not to say you're never gonna make a mistake. Like I actually am in a very similar situation where I gave her a range, and then I went to my supplier who I love love, and they're very high DMC, and I knew they were going to be higher. But she was like, "Oh no, I probably need another ten K." And I was like, "Girl, no. Now I'm not going to be able to hire you because I already told her thirty grand. Like I'm not going back for ten thousand more." But I did actually, and she said it was. fine. So the other option is always to go back and be like, this is where I'm at with this to get you exactly what you want. And I think just over the years, I have more confidence doing that. If I do screw it up, I don't beat myself up anymore. I'm just like, I either have to have a really honest conversation or I have to pivot and figure out another option where we can get everything within the original budget, which can take a lot longer.

Yeah.

And mean less money and all those things, but it's always worth it to fulfill the needs for the client.

And like, I feel good about this trip, right? Like it was a lot more work and a lot more time. So my per dollar, you know, or per hour rate was a lot less, but it's fine. I feel really good about their trip and I know that they're gonna have a great time.

They're gonna have an awesome time. And that's all that matters for all the referrals and all the things and just taking care of them. So, well, Rachel, I have loved our conversation. I'm so glad you could come on today and especially considering you are leaving tomorrow. So I really appreciate your time today, and I'm super pumped, um, for everybody to listen to this and just take away those awesome nuggets that you shared with us. I really hope you had fun too.

And I loved it. Thank you so much for having me. Really.

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. I hope you're 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 fucking deserve. This is Marcy Munsterman signing off with zero fluff and a whole lot of heart.