TIQUE Talks: The Business Podcast for Travel Advisors

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You thought starting a travel business meant freedom, flexibility, and maybe even five-star perks. But behind the scenes? It’s duct-taped systems, second-guessing every decision, and wondering why it still feels so hard. In this fiery Hot Take, Jennifer and Robin pull back the curtain on the real reason your business isn’t flowing and it has nothing to do with your talent. It’s what you’re avoiding. The investments, the systems, the foundations that separate hobbyists from professionals. This episode is the line in the sand. Keep piecing it together and stay stuck, or finally build something that works. Need additional guidance? Email [email protected]!

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Thanks to Our Tique Talks Sponsors:
Travel Collection - Connect and learn more about TC’s DMCs
Flytographer - Earn commission on professional vacation photography
Cozy Earth - Use code COZYTIQUE for 20% off

Group trips sound like easy money until you’re managing contracts, chasing availability, and realizing your “100 guests” is really just 60. In this episode, Marilyn Cairo, VP of Sales for Groups at Classic Vacations, breaks down what makes group bookings and destination weddings run smoothly and profitably. From qualifying clients and locking in dates to navigating contracts, attrition, concessions, and those last-minute weather calls, this is a clear, no-fluff look at how to book large groups the right way so you can avoid the headaches later. If you’re ready for group trips to feel streamlined, strategic, and profitable, this is the episode to press play on!

About Marilyn Cairo:
Marilyn is a seasoned sales leader with over 30 years in the travel industry, known for driving revenue growth and building high-performance teams. She combines strategic vision, disciplined execution, and strong client relationships to consistently exceed goals and elevate performance. A respected speaker and thought leader, she delivers practical insights on sales, branding, and innovation that challenge teams to evolve and perform. Currently serving as Vice President of Sales, Groups at Classic Vacations, Marilyn continues to shape modern sales leadership with a results-driven and people-focused approach.

linkedin.com/in/marilyn-cairo-sales-leader
classicvacations.com/v2/ta-registration

Recourses mentioned in this Episode:
Sales Call Roadmap: tiquehq.com/sales-call
Travel Advisor Contracts: thelegalpaige.com/collections/industry-travel-advisor?aff=143
Episode 156. Group Bookings 101: Contract vs. Flex with Ateet Ajuha

Today we will cover:
(02:05) Meet Marilyn Cairo
(05:40) How to properly qualify a group client
(12:20) Dates, destinations, and setting realistic expectations early
(21:45) Contracts 101: how the process works through Classic Vacations
(26:00) Why every advisor needs a client contract before signing anything
(29:35) Advisor vs onsite planner
(34:45) Concessions explained: what you can actually ask for
(40:20) Using group tech to simplify everything
(49:15) Tapping into corporate incentive travel

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The world feels chaotic and your clients can feel it too. So what actually happens to your business when uncertainty hits? And more importantly, how do you stay booked when everyone else is hesitating? In this Hot Take, Robin and Jennifer talk about how to navigate unpredictable seasons without losing momentum. From what to say to clients right now to how to adjust your booking strategy, systems, and offers, this is the behind-the-scenes guidance most advisors don’t think about until it is too late. If bookings feel slower or clients are second guessing, this episode will show you how to pivot with confidence, stay visible, and position yourself as the expert people trust when it matters most. Because the advisors who get this right are not just surviving these seasons, they are coming out stronger because of them.

Have a topic you’d like discussed in a future Hot Take?
Join the Niche Community and submit your questions anytime through the form on the platform. → JOIN NICHE

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Thanks to Our Tique Talks Sponsors:
Travel Collection - Connect and learn more about TC’s DMCs
Flytographer - Earn commission on professional vacation photography
Cozy Earth - Use code COZYTIQUE for 20% off

Meredith Calloway, co-founder of Gifted Travel Network (GTN), breaks down what it really takes to build a long-lasting career in travel. She shares why so many advisors stay stuck in an employee mindset, and how shifting into intentional entrepreneurship starts with getting clear on your message, audience, and brand. The conversation also dives into mental fitness, unpacking how fear, limiting beliefs, and industry setbacks like 9/11 and COVID shape your growth, and how to tell the difference between intuition and avoidance. You’ll walk away with practical, CEO-level shifts you can start implementing today - from reverse-engineering your revenue goals to investing in yourself, surrounding yourself with the right community, and building habits that support long-term success!

About Meredith Calloway:
On a mission to help entrepreneurs build businesses they love, centered around their passion for travel, Meredith draws on more than 20 years of entrepreneurial experience, lessons learned through trial and error, and a deeply cultivated resilient success mindset. In 2001, she left her career on Wall Street to establish her own boutique travel agency, Hills of Africa Travel. She founded the Global Institute for Travel Entrepreneurs (GIFTE) in 2011, providing education and support to help “accidental hobbyist” travel advisors build sustainable businesses. In 2013, she co-founded Gifted Travel Network (GTN) alongside Jennifer Cochrane and Vanessa McGovern to address gaps within the host agency landscape. GTN introduced a comprehensive, all-in-one approach to marketing, business strategy, and mindset education for travel advisors. While leading both GIFTE and GTN, she ultimately chose to sunset GIFTE in 2021 to focus fully on GTN’s mission: delivering an elevated hosting experience for luxury travel advisors.

giftedtravelnetwork.com
linkedin.com/in/meredithhill
instagram.com/meredith.calloway

Today we will cover:
(02:40) Meredith’s journey: leaving Wall Street to start a travel business
(05:10) Why your brand must start with your message and ideal client
(09:40) What it really takes to build a six-figure travel business
(13:55) Reframing challenges; setbacks vs. comebacks
(20:35) Intuition vs. fear
(26:45) Practical shifts to thrive as an advisor

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If you’re still not using Loom, you’re making your sales process harder than it needs to be. Robin and Jennifer break down how voice, tone, and storytelling drive higher conversions, why your “perfect” PDF is getting skimmed (or ignored), and how Loom removes friction in a way calls and emails simply can’t. They also share exactly how to use it without feeling awkward on camera, how it can increase your average booking value, and how to make your offers feel more personal without adding more to your plate. If you’ve been saying “I’ll never use Loom,” this might be the episode that proves you wrong!

Have a topic you’d like discussed in a future Hot Take?
Join the Niche Community and submit your questions anytime through the form on the platform. → JOIN NICHE

FOLLOW ALONG ON INSTAGRAM @TiqueHQ