PHOTO: A couple enjoys the sunrise at Haleakala.

So, it’s already November and your client decides he or she wants to spend Christmas in Hawaii.

Well, that’s just dandy, but the problem is prices are sky-high and your client is expecting a bargain, as well as a phenomenal Christmas Day surrounded by lit-up palm trees, fireworks, parades and whatever other extravagant things your clients demand these days.

As you have probably realized by now, being a travel agent can be tough, especially when your clients expect the best and don’t give you much of a window to make it happen. But you have also already probably realized by now that being a travel agent can be exciting, because when you do make that dream come true, and defy the odds, you are making someone’s day.

And that’s what the holidays are all about, right? The spirit of giving?

So, don’t get all stressed out if one of your clients all of a sudden comes up to you and wants a Christmas miracle in Hawaii wrapped up in a nice little bow. Be merry.

And be thankful that there is still a way for you to make this Christmas miracle happen.

Here are some tips to help you meet your clients’ demands during the holidays, whether you need to book a cheap flight or need to reserve a luxurious hotel room at a bargain.

Airfare

When looking for a deal and for variety, whether it is for a flight or a hotel room, booking tools such as HotelRewards that allow you to filter results and to scan a wide database while also gaining commissions is always a good place to start. But there is more to it, of course. Fly.com has become a fairly popular option for finding the ideal travel period to fly. Using the site’s “Fare Calendar,” you can choose roughly when you would like to fly as well as the departure and arrival airports and the site will give you a rough estimate of roundtrip prices for that month.

For example, when choosing to fly from Los Angeles to Honolulu around Christmas time, it was apparent that landing in Honolulu on Dec. 15 or earlier would save substantial airfare. If you departed from Dec. 16-26, fares were significantly higher. So, your clients may pay a little more for extra room nights if they arrive in Honolulu 10 days before Christmas, but considering there was a $100-$400 difference in airfare price if you arrived later, your client may actually be saving money overall.

HotelRewards and Fly.com are just a couple of examples of tools that can help you make these last-minute bookings, however. There are many more tools out there that will help you succeed. Being flexible and creative is not only a good quality for an agent, but it’s almost a necessity these days. Following a strict blueprint can have clients coughing up hundreds of dollars more than they need to. Of course, it’s your job to convince them to be more flexible at times, too.

Hotels

PHOTO: Even when it’s cold on the Mainland, the beaches are warm in Hawaii.

Beyond using a premier booking tool, agents should also look for room nights when prices are lower.

Again, that may mean being flexible, but it should prove to make your clients happy in the long run given the money they save. Since Hawaii has a high ADR, this is extremely important, especially if you are booking closer to Christmas.

It’s also important to have a good knowledge of the different hotels in Hawaii, of course. If you only have a rough understanding of the top hotels, you may be missing some up-and-coming hotels that are cheaper and just as nice, if not nicer.

If your clients are interested in experiential travel, you are in even better shape because you don’t have to cater to the premier luxury hotels. For example, Hovelstay.com, a relatively new site, calls itself “anti-luxury” without missing a beat. That’s because, despite offering accommodations that most vacation rental sites wouldn’t accept, its offerings are truly unique, such as a hale or small hut on the beach, a tree house in the forest or a rainforest tent for campers. And, because listings are $99 and under, clients will certainly save money.

If your client is willing to be flexible, then there is no reason then you can looking beyond the standard options that are available. It is a good idea to expand your reach a little bit and discover what more is available to you, and you may end up finding your clients a bargain while growing your knowledge of different accommodation options in the process.

Car Rentals

If you are pressed for time and your client doesn’t want to pay too much for a car rental, there are a number of options beyond the traditional car rental companies.

DiscountHawaiiCarRental.com is a great resource in this respect, a site that searches for cheaper prices around the Hawaiian Islands. You can also check out Craigslist.com if your client doesn’t mind driving a car that isn’t brand spanking new. Just use good judgment when choosing whom to deal with on the site.

It’s always a good idea to advise your client to take pictures of the rental car before they take off with it, too. You don’t want to be charged for damage to the car that didn’t come from you. And, given that some car rental companies charge for excess dirt, it’s a good idea for your client to take it to a car wash if it’s too dirty before returning it.

Airline frequent flier miles can also be used toward car rentals sometimes. It’s always wise to check to see if the company will knock the price down.

Also, some credit card companies offer discounts on car rentals. Booking agents sometimes offer discounts through loyalty points.

When it comes to families, always check a car rental company’s extra fees. Some car rental companies will charge extra for passengers under 25 years of age, for example.

And, don’t forget, gas in Hawaii is expensive. Unless a client has to have that red shiny sports car, you will save significant money booking a hybrid or fuel-efficient vehicle. In the end, saving your clients money on gas in Hawaii could significantly increase the options available to them, which means more time having fun.

Activities

PHOTO: Clients can warm up on the beach in Maui this winter.

The great thing about Hawaii is that free or cheap outdoor activities are easy to find. Some state parks on the Islands don’t even charge for entrance, and those that do don’t charge much.

It’s also easy to find cheap snorkel equipment, surfboard and body board rentals and more for exploring the beaches.

And, if your clients like to hike, you can spend an entire day—or an entire month—walking around Hawaii’s vast wilderness, from lush green mountains to tropical sparkling beaches, for completely free.

Also, some hotels offer complimentary activities as part of the guest’s stay. For example, Four Seasons Resort Maui at Wailea offers a canoe adventure, the use of cabanas, a children’s program, a daily food amenity at the pool (served four times throughout the day), the use of tennis courts (including rackets), the use of snorkel equipment, an introductory scuba diving course, a video game room and more…all for free.

Unless your client wants to go skydiving or jet boating or do something of an extreme nature, they do not need to be spending too much of their budget on activities in Hawaii because there is so much right in front of you at no cost at all. Hawaii is unique in this aspect, so clients should take advantage of this.

Use Your Connections

Last but not least, use your connections, memberships and loyalty rewards.

This should go without saying, but it’s easy to lose track of the contacts you’ve made or the memberships you’ve signed up for throughout your career. Staying organized is key in this respect. File people’s names away. You can even alphabetize them by category. It’s easy to forget names or people you met years ago. Make sure you don’t forget by writing it down and keeping it in a handy place. You never know when that tour guide you hit it off with could come in handy.

As far as memberships and loyalty programs, read the fine print and understand all the benefits you are getting. Some memberships cost a pretty penny or take a while to obtain, so you may as well use them once you have them.

One of the main advantages of having an agent for clients is tapping into your resources, so don’t come up empty-handed when they request a discount at a particular hotel or a bargain inter-island cruise. Like most occupations in this world, connections are extremely important. You don’t have to have a vast amount of experience as an agent to make connections right from the start and use them to your full advantage.

Take the time not only to meet the Hawaiian people working in the travel industry but also to form strong bonds with them. Love them and they will love you back.

And don’t forget to say “Aloha!”