In the world of travel, airline commissions is a relic of the past. For today’s travel agents, the challenge lies in balancing increased revenue with delivering extraordinary customer experiences. Perhaps the most underutilized tool in achieving this balance is up and cross selling.

Whether your agency is selling flights, tours, cruises, or FITs, mastering these the up or cross sell can be a game-changer, simultaneously boosting your profits and creating loyal clients.

Among many other “goings-on” in life, I can’t explain where I come up with my nightly dreams. They are extremely detailed and often times creative. And I am neither detailed nor creative.

Nonetheless, there I was in my latest dream entering a coffee shop I frequent regularly. I might add that this particular dream is a recurring one. (Something else I have yet to come to grips with.)

I entered and as I usually do, greeted the owner by name. Normally, he returns the greeting with a smile and by saying cheerfully, “Mike, how is your day unfolding so far?” But today, (in my latest dream) he barely acknowledged my presence. Obviously, he had other things, and perhaps more pressing things on his mind, and at the…