Jamie Biesiada
There are a lot of places in the world travelers can't go right now.
While there is certainly value in talking to clients about those destinations for trips down the road, why not focus on places they can go?
That was the theory behind New York-based Embark Beyond's "100 Places" initiative, curated by Anne Scully, Embark's partner of advisor development.
"Here's what I realized, especially with new advisors," Scully said. "I think Covid kind of put cobwebs in everybody's brains. They go so nervous that everything was shut down, they weren't looking to what wasn't shut down and what was open and doing really well. I do think it's really important that we know what we can offer a client."
Scully's 100 Places is a list that highlights places Americans can travel to right now, both inside and outside of the country. Advisors can easily send the list to clients.
She developed the list by tapping into her expertise as an agent. Scully included some of her personal favorite properties, ones operating today with adequate staffing and service levels to ensure a good guest experience.
100 Places includes everything from ranches to luxury resorts here and abroad.
"I had to give [our advisors] a reason to call their clients," Scully said.
She likened it to a shoe salesman with an empty shoe store: He won't sell any shoes, because he doesn't have any.
Her theory appears to be working. Scully was happy to report that sales are "going through the roof."
Scully encouraged her fellow advisors to keep in touch with their clients regularly, even if it's just to say happy birthday or happy anniversary. And don't be afraid to talk travel, because especially with vaccine rollouts, many want to.
"I don't have a client I don't talk to every three months," she said. "Every quarter you should be in touch with your clients."
Hear more about Embark's latest endeavors from Scully on Episode 22 of Travel Weekly's flagship podcast, The Folo.