Wave Season is right around the corner, and the advisors who get the most out of it are the ones who prepare now. Traditionally, Wave Season runs from January through March, when cruise lines and tour operators roll out some of their best offers of the year. Lately, it seems to be running a little longer, with strong promotions stretching well past the usual window. That gives you even more opportunities, as long as you’re ready.
The best way to get ready? Pull your client list together now.
The holidays are the perfect time to start a conversation. Families are together, and somewhere between the turkey and the pie, someone always asks, “So where should we go next?” Put out a few feelers before then. A quick note to past clients and warm leads can go a long way: This is the time of year when families get together and talk about vacations and what they want to do next. If your family starts dreaming, I’d love to help you plan it.
New to travel and don’t have a full client list yet? That’s completely normal, and the holidays are a great time to build one. Start with the people you already know: family, friends, neighbors, coworkers, your church or community groups, even the parents on your kids’ sports teams. Let them know you’re now a travel advisor and that you’d love to help with their next trip. Share a quick post on social media, mention it at holiday gatherings, and ask happy clients and friends for referrals. Every conversation you start now could become a booking when Wave Season offers arrive.
When Wave Season offers arrive, you’ll already know who’s interested, where they want to go and when. In the meantime, the holiday season brings plenty of selling opportunities of its own.
Black Friday and Cyber Monday: sell value, not just price
Black Friday and Cyber Monday have become major booking moments in travel. More suppliers are starting their sales early, with “early access” offers in October and deals that run well into December.
What to expect: reduced deposits, onboard credit, free upgrades, extra guests sailing free, airfare offers and percentage-off fares. Many sales last only a few days, and some fares are non-refundable, so read the terms closely.
How to present the deals: don’t send every sale to every client. Pick the two or three offers that fit each client’s interests and budget, then explain them simply: what’s included, what it’s worth and when it ends. A short, personal note beats a long list of promotions.
How to compete with online booking sites: you probably won’t win on price alone, and you don’t have to. Online sites show a fare. You show the full picture:
- Which offer is actually the better value once onboard credit, perks and deposits are factored in
- Exclusive amenities and group rates available through Oasis that clients can’t find online
- Price monitoring after booking, so you can catch a better promotion if one comes along
- A real person to call when plans change or something goes wrong
When a client says, “I found it cheaper online,” walk them through what’s included on both sides. The lowest fare and the best value aren’t always the same thing.
Last-minute holiday travel
Every year, some clients decide in November that they want to be somewhere else for the holidays. Availability for Thanksgiving, Christmas and New Year’s is tight by then, which is exactly when an advisor’s knowledge matters most.
- Set expectations early. Let clients know options are limited, and prices move quickly. Have a first and second choice ready.
- Be flexible on dates and departure cities. Leaving a day earlier or flying from a nearby airport can open up options that don’t show up in a quick search.
- Look at drive-to ports and destinations. Cruises from a nearby port take airfare, often the hardest piece over the holidays, out of the equation.
- Don’t overlook river cruises. Christmas markets sailings on the Rhine and Danube are some of the most magical trips of the year. Mulled wine, twinkling lights, and centuries-old markets right outside the ship. Holiday-week sailings sell fast, so it’s also a great time to plant the seed for next year’s dates.
- Move fast once a client says yes. At this time of year, the cabin that’s available this morning may be gone by afternoon.
Give the gift of travel
Travel is one of the most meaningful gifts there is, and the holidays are the perfect time to suggest it. A few easy ways to package it:
- A planned trip wrapped and ready. Help a client surprise their spouse, parents or kids with a fully booked getaway. Add a printed itinerary or a small, themed item to open on the day.
- Gift certificates. Not sure where the recipient wants to go? A travel gift certificate lets them choose later and gives you a new client in the process.
- A deposit as a gift. Paying the deposit on a future trip makes a big gesture without the full cost up front. It’s also a natural way to lock in Wave Season offers early.
- Milestone and family trips. Anniversaries, graduations and family reunions coming up in the new year make great holiday “announcements” around the dinner table.
Share a gift-of-travel post on social media and a quick email to your list in early December. Many people are looking for a meaningful gift and simply haven’t thought of traveling.
Why winter trips need travel insurance
Winter is one of the riskiest times of year to travel. Snowstorms ground flights, holiday crowds stretch airlines to their limits, and one delayed connection can unravel an entire trip. For cruise clients, it can mean missing the ship altogether.
Here are the kinds of situations travel insurance is designed for:
- The missed embarkation. A snowstorm cancels a client’s flight to Miami the day before their Caribbean cruise. Without coverage, they may pay out of pocket for a new flight, hotel nights and travel to catch the ship at its next port, or lose the trip entirely.
- The holiday illness. A family member gets sick the week before a Christmas markets river cruise. With cancel-for-covered-reasons protection, the nonrefundable trip cost can be reimbursed.
- The lost luggage. A checked bag goes missing during a busy holiday connection. Baggage delay coverage can help pay for clothing and essentials until it turns up.
- Medical emergency abroad. A client slips on an icy street in Vienna. Many domestic health plans offer little or no coverage overseas, and emergency medical evacuation can be extremely expensive.
Coverage varies by plan, so always review what’s included and excluded with your client before they buy.
Offer travel insurance on every booking
Make insurance part of every booking conversation, not an afterthought. It protects your clients, and it protects you.
Keep the conversation simple. You’re not selling a product; you’re making sure your client understands their options. A few scripts to try:
- “Before we finalize everything, let’s talk about protecting your trip. Most of what you’ve paid is nonrefundable, and winter weather is unpredictable. Here’s what a plan would cover.”
- “I recommend coverage on every trip I book, especially over the holidays. If a storm cancels your flight or someone gets sick, I want you to have options.”
- “If you’d prefer to skip insurance, that’s completely your call. I’ll just send over a quick form confirming you’ve declined it.”
Why does it protect you? When something goes wrong and a client has no coverage, they may look for someone to blame, and the advisor is often first in line. Consistently offering insurance, and documenting the conversation, shows you did your part.
Get “the client declined” in writing. A verbal “no thanks” isn’t enough. Have clients sign or email back a simple waiver confirming they were offered coverage and chose not to buy it. Save it with the booking record. It takes two minutes and can save you a lot of trouble later.
Make it a habit: offer it every time, explain it clearly, and document the answer.
Ready to build your travel business with confidence?
At Oasis Travel Network, we believe independent advisors deserve the freedom to build their business their way, with the support, education, technology and community to succeed. Whether you’re gearing up for the holidays, getting ready for Wave Season or planning your next stage of growth, we’re here to help you make the most of every opportunity.
Your agency. Your vision. Our support.