As agents who specialize in groups already know, there is strength in numbers.

And as I’ve shared before, I’ve learned that putting in extra effort brings outsize returns. According to a motivational sales tape I listened to years ago, putting in 50 to 100 percent more effort can help you make – wait for it – 500 to 1,000 percent more money.

And the way for home-based travel advisors to make those kinds of returns is to sell groups of any kind – a wine club, a soccer team, a multigenerational family, country club members.

Find it difficult to focus on finding and creating groups because you’re caught up in the day-to-day hustle-bustle? Do whatever you must do to carve out some time to sit down and focus on groups. Write down names of people you know – or don’t know but are familiar with – who can serve as Pied Pipers and attract others to your tour and cruise groups.

Don’t be intimidated to approach a potential Pied Piper you don’t know personally – many people are open to hearing about a travel opportunity. Don’t hesitate to ask your BDMs for advice if you would use their products for your groups. One agent we’ve interviewed in the past took her BDM along on her visit to a potential Pied Piper to add credibility – and it worked.

Read the articles in this issue and start planning your first or your next group. And let me know how it goes.