2. Learn as much as you can about your clients, not just their vacation style

Find out about their children, grandchildren, important dates and tastes in dining and sports. This will give you excuses to contact them (“Just think! Next year’s your 25th wedding anniversary – shall we think about planning a special trip?”) and make you feel part of the family (“How did Jennifer’s soccer team do this year?”). Be more than ‘just’ their travel agent.