How long have you been in the business? (thinks) For 31 years – Crazy!
What was your first job? When I was 7, I sub-contracted the paper route from our local paper boy and he paid me 25¢ in total for the whole street. Was my dad mad!
That’s when you decided the travel industry would be a lucrative career? (laughs) You got it!
Tell me about your first airplane ride. When I was 14, I went to Miami with my Mom. Then when I was 15, I started travelling with my friends on student standby tickets.
How has the business changed since you got into it? Oh man – where can I begin? Every part. I came in at a really good time when everyone was small – it would be hard to start on your own now. And there were just a handful of suppliers. Communication was different too – no faxes, much less emails. I remember sending telexes!
What drives you crazy? People that don’t know what they’re talking about. Who don’t look at a map.
What was your biggest individual sale? About $200,000 for a family on a Seabourn cruise and tour in Asia.
Do you have a magic sentence to close the sale? No, I just have a conversation with everyone as an individual. I’m always in touch with my people – my client base isn’t that big.
Do you have any time management strategies? I wish I did! That seems to be the biggest issue in everyone’s life in this city.
How do you cope with jetlag? Hm! I put myself in the headspace of where I’m going to and psych myself into believing that I’m already on their time.
What do you do to keep you clients loyal? I give them good service. I’m honest, straight up and honourable. If you don’t know the answer, tell them and find out and get back to them.
What’s the best piece of advice you ever received? “In business, if you want to be a good collector you have to be a good payer.” Also, “Laugh and the world laughs with you, cry and you cry alone.”
If you had to spend six months in a destination, which one would you pick? There are so many! That’s what I fantasize about. I know: Argentina – those people know how to party!
If you weren’t doing this, what would you be doing? Probably politics or public service of some kind. Maybe an architect? Or some sort of social work. I like everything. There’s just not enough time in one lifetime.
If you’d like to be featured in Up Front, please email martha@gk.openjaw.xyz.
