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The Lounge by Travefy Podcast is back and we’re starting strong with a special Sales Workshop series built to help travel advisors master every stage of the sales funnel. In our kickoff episode, sales expert Glenda Beagle shared one line that stopped us in our tracks: “Whoever holds the proposal holds the power.”

This article breaks down a simple shift that keeps control of the conversation, reduces price-only comparisons, and moves clients toward a confident “yes.” 

Spoiler: it only takes five minutes and your voice.
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Why proposals get ignored (it’s not what you think)

Clients don’t live in our world. When they receive a link or PDF with hotels, flights, and pricing, three things can happen:

1. They fixate on the number without context.
   
2. They compare your proposal to the cheapest options they find online.
   
3. They freeze, because there’s no clear next step.
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None of those paths lead to “book now.”
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The proposal rule: Present, don’t just send

Glenda’s rule is simple: present the proposal live (phone or Zoom) or, if schedules are tight, record a five-minute walkthrough. Your goal isn’t to read items aloud; it’s to frame decisions, highlight trade-offs, and announce the next step.

“You are the hype team,” Glenda says. “Walk them through why you chose each element and exactly how to move forward.”

The 5-minute walkthrough script you can use:

Use this outline to record a quick Loom (camera optional) over your Travefy Proposal:
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• 0:00–0:20 — Energy + context
  “Hey John and Nancy! I’m so excited about this plan—it hits your must-haves and gives you great options where it mattered.”
  
  
• 0:20–2:00 — The story of the trip
  “Day 1 you’ll land and head straight to a beachfront property with easy access to the ruins you asked about. I chose this resort because the quieter wing gives you sleep (you mentioned light sleepers), and the onsite spa is the best in the area.”
  
  
• 2:00–3:30 — Options and trade-offs
  “You have two room choices. Option A is closer to the water (amazing sunrise views); Option B saves ~$350 and adds club lounge access. Let’s pick based on what will make you happiest in the mornings.”
  
  
• 3:30–4:30 — What’s included & risk handled
  “Transfers are private—no back-alley shuttle roulette. Travel insurance quote is attached with the exact coverage you asked about.”
  
  
• 4:30–5:00 — Clear next step
  “Two quick questions: A or B for the room, and do we enroll you in insurance now or after room selection? Reply with A/B and ‘yes/no insurance,’ or grab a time on my calendar in the button below and we’ll finalize together.”
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Why this works

• You supply meaning, not just data. Price becomes one factor inside a narrative, not the whole story.
  
• You surface objections early. Live, you can hear hesitations; by video, you invite specific replies (“I heard you pause—was it the room or flights?” in your follow-up).
  
• You own the next step. You’re not waiting; you’re leading.
  
  

What to say when time is tight

“I don’t have time to present every proposal.”

Take five minutes now or take five hours later chasing ghosts. Most advisors close during the call or right after the video because momentum is preserved.
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Where fees fit (and how to explain them in one line)

After your consultation confirms fit—but before deep research—position your professional fee with confidence:

“Yes, I charge a planning fee. The best part is it allows me to work for you, not just suppliers who pay commission, so I can recommend what’s truly best.”

Clients value alignment. Fees make that alignment explicit.
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Objection vs. rejection (and what to do with each)

• Objection: “What about Aruba instead?” Often indecision or fear in disguise. Loop back to consult: “Sounds like something changed, let’s revisit priorities so we decide with clarity.”
  
  
• Rejection: “We’re not traveling this year.” Great—now you have a timeline. Set a reminder in Travefy to check back when it is a better time.
  
  

The human + Travefy play (how to do this in your account)

• Build the proposal in Travefy with 2-3 clear options.
  
  Pro Tip: Create a Decision in Travefy to clearly lay out options side-by-side.
  
  
• Record your 5-minute walkthrough over that Proposal (Loom works great).
  
  
• Embed your next step:
  
  
  • Have clients Approve the Proposal/Decision in Travefy so they receive the Proposal they selected for their own records.
    
    
  • Include Form(s) within their Decision or follow-up so you can collect CC Auth information to make payments, passport info, and any other additional info you need to get.
    
    
  • Use Automations to nudge: “Now that you’ve received the Proposal, what are your thoughts?”
    

Your weekly habit: wins over worries

Confidence compounds. Try Glenda’s ritual: every Monday, write your goal; every Friday, log one win, no matter how small. That record becomes your proof bank when impostor thoughts show up.
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Try this on your next proposal

1. Schedule a 15-minute review call before you do any quoting.
   
2. If they can’t meet, send a 5-minute narrated walkthrough—not a silent link.
   
3. End with 2-3 choices and a single next action.
   
   

Then watch how often “ghosts” turn into “go-ahead.”

Keep learning with The Lounge Podcast: Sales Workshop Series

This article was inspired by our kickoff episode with Glenda Beagle of The Art of Selling Travel. For more strategies, mindset shifts, and real-life examples, subscribe to The Lounge by Travefy podcast and listen to the full conversation. 

💙 Share this with an advisor who needs a quick win today.