Tips for selling the most upscale luxury travel : Travel Weekly

Jamie Biesiada

Luxury travel advisor Kristin Chambers has planned some truly extravagant trips for her clients.

Chambers, the Boston-based founder of DA Luxury Travel and Travellustre, focuses specifically on “ultraluxury” customers who are willing to spend a lot of money on their travels (think weekly spend of $100,000 to over $2 million). of dollars).

Focusing on this customer base results in a long-term partnership between advisor and client, Chambers said.

“They need that built trust, and they need those long-term partnerships,” she said. “But really what that means when you serve the ultra-luxury market, which I particularly do, you need creativity, and you need a lot of ingenuity and you need transparency and trust.”

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Chambers has been in the industry for nearly 19 years. She worked for a small agency for a few years right out of college. In the mid-2000s, she realized that hospitality was about to move away from the transactional. Instead, she thinks, advisers should focus on things like in-depth destination knowledge and manual selection guides.

In 2007, in this spirit, she launched her personal brand, DA Luxury Travel. The agency was, as its name suggests, focused on a luxury clientele.

The definition of luxury is different for everyone, Chambers said, but “essentially it means forward-thinking service and truly authentic, designed itineraries. None of that for the mass market.”

Her agency has done well, growing double digits every year, and other advisers — both experienced and new — have approached her about partnering. Thus, in 2016, she founded the company Travellustre. Although set up as a hospitality agency, Chambers prefers to describe it as “a portfolio of premier travel advisors.”

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But more on her personal brand, DA Luxury Travel, specifically the type of trips she plans.

She chartered an entire SeaDream Yacht Club ship for a family group. It will sail from Dubrovnik, Croatia to Venice, with unique activities along the way. On the one hand, she rented a palace for a special dinner and musical performances. On the other hand, she lined up colorful Beetle convertibles to take her brightly dressed customers up a mountain. At the top they will have a beautiful celebration of the sunset over the harbour.

For another trip, she did a full resort buyout in the Caribbean for a large family for a week. They are not such a big family, however, they just wanted the resort to themselves. She has been busy organizing performances and culinary experiences.

These are bookings that most advisers would be jealous of. Here are Chambers’ tips for working with ultraluxury clients.

“One, don’t be intimidated,” she said. “They are people too.”

Do what you say you will do, be loyal and dedicated to the customer, Chambers said.

When researching clients, she advised looking for industries or markets that have had particularly good years. This indicates that indoor workers would have similar financial success.

But she also encouraged advisors not to neglect their current business volume. Many situations could have changed, and a client who had been dormant with your agency for five years could have moved into this ultraluxe space at that time.

This is also the perfect time to organize big budget trips for clients. She encouraged agents to go out and see the experiences that vendor partners have gathered and share that research with their current business portfolio.

“Now is the best time ever to throw those ideas out of left field,” Chambers said.

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