Are you escorting your groups for free? My research shows that roughly 50 percent of agents who travel with their groups end up losing time and money because they pay their own way. The other half don’t escort groups at all.

Instead, they lose time and money cleaning up the disasters that occurred on the trip because they were not present to fix the problems themselves. And sometimes they lose the client, too! The pros know the importance of escorting their groups. Stress and risk significantly decrease while value and convenience increase.

Clients (and the group leaders) enjoy themselves while you tend to all the details and accrue powerful loyalty. In my group boot camp, I share all 100 escorting tips that the pros practice daily. These 10 will get you started on the right path.

Assess how the group will be more successful with an onsite coordinator than without. The mere size of a group does not determine the need for an escort. The level of complexity does.

Set the stage by describing the event with you as the onsite group leader. Position yourself as an indispensable component of the group.

Review in fine detail the features and benefits of how your services will play out and avoid numerous disasters that might occur without you.

Appeal to the group leaders’ sense of relief that you will lift many burdens off their shoulders. Rather than be mired in stress and risk, the group leaders can instead build relationships and enjoy the experience. Don’t layer on extra fees for escorting. The pros include all costs in an-inclusive package that is built into the per-person cost of the trip.

Ensure you cover all your travel expenses plus a fair wage for every day of work.

Share testimonials of prior successes and anecdotes of how you “saved the day” or “raised the bar” on the group experience. The pros insist that their purpose is to avoid disasters, maximize success and transform the event from a good one into a great one.

Assure clients that during the event your actions will be visible, yet your presence will be invisible. The objective of the onsite coordinator is to remain a step ahead and behind the scenes.

Provide a detailed list of services in the group agreement letter down to the finest detail, including value-add services like hosting a hospitality desk to conveniently answer all questions and resolve issues for guests.

If a client says, “I am not paying for your airfare, room and meals,” your response should be, “You don’t. You couldn’t afford me if you paid me direct. I will be part of the high value-blended package. The risk is too high not having me there!”

The “disappointment cost”’ is always higher when agents don’t insist on escorting groups and building themselves into the package price. Come get 90 more success tips in Group Boot Camp!