How To Successfully Sell Hawaii

If you book vacations to Hawaii, you’ve almost certainly heard famous questions such as which island should I visit; how long should I go for; how many islands should I visit in one trip, and what’s the best time of year to go.

Travel advisors who haven’t been to the islands might feel overwhelmed by these types of questions at first. While it’s not impossible to book destinations you’ve never been to, there are a few crucial steps to take before consulting clients on these places. Selling Hawaii vacations to your clients is within reach, and here’s how you can successfully do so.

Travel Agent Training for Hawaii

When you’re new to selling a specific destination or supplier, it’s important to take time for education. It’s only fair to your clients that you have a sense of what you’re planning for them. A great way to become well-versed in a destination is through specialist programs and training courses.

Firsthand knowledge from visiting is always the best way to learn, but since advisors don’t have time to explore every single destination out there, taking part in training courses is the next best thing.

According to The Keys to Travel Founder and CEO Sarah Key, “The Hawaii Tourism Board has an amazing travel advisor [free] training program.” The program can be found at agents.gohawaii.com, along with other tools including a media center and and interactive map.

Another helpful resources Key points advisors to are Facebook groups, two of which are “Resorts of Hawaii for Travel Advisors” and “Travel Advisors Selling Hawaii.”

Asking the Right Questions

Once you feel comfortable enough to navigate client inquiries and provide insight for their trips, it’s time to set up consultations. There is a lot more that goes into booking Hawaii than some other destinations, so advisors may want to consider blocking off time for a call or in-person meeting.

During a consultation, your clients may have several questions, but it’s also helpful for you to ask questions. Key has a host of questions she asks her clients and said oftentimes they build off one another depending on her clients’ answers. Some of the questions she starts with include the following:

• Are you celebrating anything special?
• Why Hawaii? What is drawing you to this destination?
• What do you envision for your dream Hawaii vacation?

In addition to these inquiries, Key also finds out if it’s their first time visiting Hawaii and if they think it will be the only time visiting or if they foresee vacations back to the islands in the future. This helps during the planning process to know if there are certain aspects of the trip that can be saved for future visits.

Key also asks about budget, accommodations, must-have amenities and if they are looking for adventure, relaxation or a mix of both.

Pairing Clients to the Islands

You’ll most likely have clients who would be happy during a stay on any and every island, but each island certainly has its own personality. According to Key, choosing which island(s) to send her clients to depends on what type of vacation they are in search of.

“It is all based on what they want to get out of their vacation experience,” Key said. “Each island has something special to offer. There is a Hawaiian Island for every type of traveler, you just have to find the right fit!”

For example, Kauai provides an off-the-beaten-path atmosphere many travelers are in search of, while Oahu offers busy city vibes and nightlife. If you have clients simply looking for great hiking and nice beaches, several of the islands check off these boxes.

Key reminds travel advisors that unlike Mexico and the Caribbean, Hawaii does not offer any true all-inclusive resorts. This destination is a place for those travelers that are looking to get out and explore.

“It is safe and a destination to experience, learn about the culture, and enjoy,” she said. “You can definitely relax, but it’s not a destination for sitting at the resort and never leaving the property.” Key also points out the Mālama Hawaiʻi Program, the destination’s program for travelers interested in volunteering while on vacation.

To learn more about selling Hawaii, visit the Hawaii destination page on VAX VacationAccess.

About the Author

Codie Liermann is the managing editor of The Compass. She began her career in the industry as a travel advisor prior to working as an editor. With a passion for creating valuable content for travel advisors, she aims to develop meaningful relationships with all types of travel companies in order to share their unique messages with the travel agency community.