time wasters will kill your sales…avoid them
If you’ve been in the travel industry for any length of time, you’ve met them: the tire kickers. These are the people who ask for quote after quote, request endless options, and then either ghost you — or worse, take all your hard work and book the trip themselves.
It’s frustrating, exhausting, and worst of all, it can cost you real revenue. In an industry where your time and expertise are your product, dealing with tire kickers can drain your business dry if you’re not careful.
The good news? You can avoid them — but it starts with changing how you market, how you set expectations, and how you price your services. Here are three ways to cut down on time-wasters and protect your profits:
Stop Marketing to Tire Kickers
One of the biggest mistakes travel advisors make is trying to attract everyone. But not every lead is a good lead. When your marketing focuses on discounts, "free quotes," or "lowest prices," you’re going to attract shoppers — not serious bookers.
Instead, craft your marketing around the value you bring, not the deals you can find. Focus on experience, personalization, insider access, and stress-free planning. Clients who value expertise will respect your time — and your fees.
Customize your marketing to attract serious travelers, not “shoppers”
Set Clear Boundaries
From the first conversation, set clear expectations about how you work. Let potential clients know:
- How many options you will provide
- Your consultation or planning process
- Your response timelines
- What happens if they "shop around" on their own
Boundaries aren't just about protecting yourself — they build respect. The right clients *appreciate* structure and professionalism. If someone balks at the idea of a process, that’s a red flag they’re probably not your ideal client.
If you think your client won’t shop around for a better deal, think again…
Develop a Strong Pricing Strategy
Nothing filters out tire kickers faster than a planning fee. Charging a consultation or research fee shows that your time is valuable and that you're offering a professional service — not free travel agent labor.
You can apply the fee toward the booking if they move forward, or you can structure it as a non-refundable planning cost. Either way, it weeds out people who were never serious in the first place.
If you don’t value your own time, no one else will either. Pricing your services properly is a game-changer in turning inquiries into paid, loyal clients.
Want to learn more about how to deal with tire kickers — and how to set up a travel business that protects your time and profits?
Join us for a FREE live webinar on May 12 at 7:00 p.m. where we'll dive deep into:
- How to recognize tire kickers early
- How to create marketing that attracts real buyers
- How to structure your pricing to protect your bottom line
Don’t miss it — your business (and your sanity) will thank you!
