The Discovery Call: Your Most Valuable 40 Minutes

Before you plan a dream itinerary or quote a trip, you need to understand your client — their story, their style, and their “why.”

That’s the purpose of the discovery call. It’s not just a conversation — it’s the foundation of trust that determines whether someone books with you or browses elsewhere.

At Riveting Trips Group, we train advisors to approach every discovery call with confidence, curiosity, and clarity.

The Goal: Connection, Not Conversion

Forget the hard sell. Your goal is not to push; it’s to connect.

Luxury clients want to feel seen and understood. When you ask thoughtful questions, they recognize your expertise — and that’s what earns their business.

Prepare Like a Pro

Before your call:

  • Research the client’s inquiry form or referral note.
  • Review their travel history or any mutual connections.
  • Have a few destination ideas ready (just enough to inspire).
  • Set the stage: quiet space, camera on, confidence up.

Pro tip: use a branded Zoom background or an elegant digital backdrop with your Riveting Trips logo — professionalism matters.

The 6 Essential Questions to Ask

These questions uncover preferences, priorities, and hidden motivations:

1️⃣ “What inspired this trip?”
 → Reveals emotional triggers — family time, celebration, relaxation, adventure.

2️⃣ “Who’s traveling with you?”
 → Identifies decision-makers, age ranges, and group dynamics.

3️⃣ “What’s your ideal travel experience — luxury resort, boutique hotel, villa?”
 → Clarifies style and comfort expectations.

4️⃣ “Do you have a budget or investment range in mind?”
 → Sets realistic parameters early.

5️⃣ “What are your biggest pain points when planning travel?”
 → Positions you as the solution.

6️⃣ “What would make this trip unforgettable for you?”
 → Allows you to deliver a wow factor.

Presenting Your Process and Fees

Once you’ve learned about their dream trip, explain your process clearly.

Sample Script (Riveting Trips Style):

“Here’s how I work: after this consultation, I’ll craft a personalized itinerary using my luxury network to secure VIP perks and exclusive access. My professional planning fee is $500, which covers research, design, and ongoing support from start to finish.”

Then pause. Confidence is key — clients mirror your certainty.

The Perfect Follow-Up

Within 24 hours, send a follow-up email that includes:

  • A warm thank-you
  • Recap of what they shared (“You mentioned you’d love wine tasting in Tuscany…”)
  • Next steps and payment link for your planning fee
  • A sample itinerary or destination teaser (optional)

This simple system closes more inquiries and demonstrates professionalism.

Common Mistakes to Avoid

❌ Talking too much — ask, listen, and mirror their excitement.
 ❌ Leading with price — lead with value and vision instead.
 ❌ Sending proposals before charging your fee — always qualify first.
 ❌ Skipping follow-up — most sales happen after the call.

How Riveting Trips Helps You Master Discovery Calls

Our advisors don’t guess — they’re trained.

We provide:

  • Scripts and templates for high-converting calls
  • Roleplay sessions with mentors to refine delivery
  • Client intake forms to streamline onboarding
  • CRM integration to track every lead and follow-up

Confidence comes from preparation, and our system gives you both.

Take the Next Step Toward Higher Earnings

You already have the passion. Now it’s time to build the profit.

If you’re ready to elevate your income and independence, join a host agency that gives you the tools, training, and community to thrive.

Ready to start earning doing what you love?
 Apply to become a Riveting Trips Independent Advisor and learn how we help new advisors launch and scale their business.

Next Steps: How to Get Started

If you’re craving more meaning, freedom, and creativity in your work life, it might be time to pivot into travel advising.

👉 Here’s how to take the first step:

Complete our application and our team will see if Riveting Trips is the right fit for you.

Start your training and begin building your dream business.

The world is waiting—and so are your future clients. Your next great adventure starts with saying yes to yourself.

About us

Riveting Trips is a luxury travel design agency led by Conde’ Nast Top Travel Specialist Jeanie Colclough. We specialize in crafting bespoke journeys that inspire connection, curiosity, and comfort—for families, executives, and adventurous souls alike.