Whatever your opinion is on fate, sometimes it’s hard to contest the fact that some things are simply meant to be. For Glenda Beagle, working in the travel industry is one of those things. “I had applied randomly to a blind ad in a newspaper to be a receptionist, as a way to save for a family vacation to Hawaii,” she said. That was in 2006, and after working her way up to the position of “travel advisor,” entering talks to buy the business, and, ultimately, deciding to open a brick-and-mortar agency in a new city, 18 years later, that pivotal blind ad sealed Beagle’s fate as a successful podcaster, business coach and agency owner.
In addition to landing the career of her dreams, Beagle has found her experience in various roles has made her an expert in sales, and she’s determined to share her knowledge with others through her podcast “Art of Selling Travel.” “It didn’t take long to realize that I loved coaching even more than I loved selling,” she said. “I knew (that sales) was by far the training that lacked the most in the industry, so it was a perfect fit.”
Easily accessible to anyone with a connection to the internet, podcasts are one of the most popular mediums in modern entertainment. And, whether they tune in during a workout at the gym, their commute to work or while cleaning around the house, Beagle explained that “Art of Selling Travel” began as a way to connect with other travel pros, even when they weren’t in the same room. “It was a way to talk about some of the struggles they were having inside of Facebook groups, but that couldn’t be answered in just a line or two,” she said. “Everything I do, either on the podcast or as a coach, is through the lens of what I wish someone was talking about in the industry or what I wish I knew when I was building my travel business.”
In addition to tapping into Beagle’s wisdom, listeners to the pod will hear from various guests whose expertise runs the gamut. “(We’ve had) everyone from current travel advisors who had questions they needed coached through to Liz Wilcox, an email marketing guru (and) finalist from “Survivor” season 46, and amazing sales minds like Gina Trimarco,” said Beagle.
When asked what she’s learned on the show, Beagle remembered Erin Erdos’ advice for getting started with automation and another guest’s practical approach to accounting. However, Beagle noted her most memorable moment as talking with Wilcox about what she learned on “Survivor.” “She said ‘(I learned) to give myself grace, I’ve always given it to everyone else, but I hadn’t extended it to myself.’ That one rocked me to my core, I think we all forget to extend grace to ourselves,” said Beagle.
Regarding advisors, Beagle understands they might be hesitant to don the title of “salesperson.” But she says they shouldn’t be. “Sales is something we all do every day in some capacity. Getting a puppy to sit on command for a treat or our kids to pick up their toys is all sales. Ultimately though, I get it, no one wants to ‘bother people’ or be ‘icky’ when it comes to sales — but your clients need a nudge, they need YOU to have enough confidence left over so that they can borrow some from you.”
For those who are still hesitant, Beagle recommends a change of perspective. “Sales is simply the process of helping your clients to discover opportunities they didn’t know were possible, guiding them through the selection process and ultimately receiving payment for securing the most amazing adventures,” she said. “That’s it — nothing sleazy or manipulative, only helping your clients.”
Finally, Beagle wants advisors to know that an objection is not the end, only an opportunity to ask better questions. “So often travel advisors stop when they get a ‘no.’ The reality is, there are more — better — questions to be asked,” she said. “It’s so common … to internalize that ‘no’ as a rejection of yourself, however that’s never what it’s about … The ultimate key to sales success is the ability to ask better questions while remaining detached from the outcome.”
What’s in Glenda’s Carry-On?
“Books, old school paperback books. I always pack too many of them, but love having them with me when I travel. And yes, at least one at all times is sales or marketing-related.”
Originally appeared in the Fall 2024 issue of The Compass magazine
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