Keely Culpepper on Creating Experiences That Keep Clients Coming Back

Welcome to the Travel Business Unpacked, where we break down what it takes to build a thriving travel business. Here's your host, co-founder of Gifted Travel Network and best-selling author, Meredith Callaway. Hello and welcome to the Travel Business Unpacked podcast. I am your host, Meredith Callaway. And we have a special guest today, Keeley Culpepper, who is the founder of Blue Venture Travel. Keeley, welcome to the podcast. So excited to have you on today's episode. Thank you. I'm so excited to be here. Let me give Keeley a proper introduction because she did such a great job on her website. I was looking at her website before we hit record and I was like, "Whoa, she did a really good, like, short intro on her homepage and that would make for a really good introduction on this podcast." So she is the founder. She's a former corporate executive wife, Mom of two, and a traveler who always has to have a trip on the book to look forward to. Oh my gosh, that's like my first question. I love that. You say that. So we'll dive in there. And then I just want to read. She founded Blue Venture Travel to help families and professionals embark on the vacations of their dreams, especially when there seems to be no time in their busy schedules to plan it. She's so proud of the small yet mighty team of travel professionals at BVT, Blue Venture Travel, who are dedicated to giving our clients the very best, the best experiences, the best insider advice, the best memories and above all, the best service possible from the very moment they reach out to them. So welcome to the podcast. That is such a great intro. Well done on writing it. I love your website too. By the way, you guys did a fantastic job on your website. So if anybody's looking and lurking, it's blueventuretravel.com. It's a fantastic example of how to brand in the luxury travel sector. Thank you. Thank you. We got great help, professional help on that website, which I highly recommend. Yes. I highly recommend that too. Yeah. All right. So let's get the, let me, let me go back to what I was sitting at the gym the other day doing like working out. And I was thinking about how when you have things in your life, you know, that is stressing something stressing you out. It, there are times where it can be so consuming. And it made me realize how important having a trip to look forward to is to the mental health of your beings. Because when you are going through something, you know, that's life, right? You're going to have ups and downs. It is a rollercoaster ride. And there are going to be curveballs or moments of lows. And you know, you might get bad news or you might have be observing somebody else going through something or you might just be having a really difficult time with someone in your life. And like I said, it can consume you. And so one of the things that's so important when you're going through that kind of a time in your life is the ability to take your attention off of it. Right? Because if you let it consume you, you just kind of keep your stuck, yourself stuck in this. And you keep regurgitating the same thing over and over again. So, yeah, but when you have a trip to look forward to or even to think about, you know, planning, where can I go next? It does a really good job of, I mean, there's so many other mental health benefits of travel. But I love that you said that on your website that. So how long of you always had a trip on the books to look forward to? I was kind of raised that way. And they were always huge trips. I mean, there was a whole lot of Disney World in my childhood. Yeah. A lot of Disney World. But our family at a small family, I've went sister, there's four of us. And I have two children and husband. So there's four of us now. But we always have the next thing we were going to do together. And as an adult, I just love that travel breaks up the monotony of what daily life can become. Like I think I appreciate my daily routine. I appreciate my home better when I come home from a trip. I get so excited to come home, right? It just, it brings an appreciation. Yeah. You know, the change and the pause of the work and whatever the gifts that travel brings you, I think they're a lot more than the trip. So being able to like forward to it, like you said, is anticipating the trip is half the fun for me. Absolutely. I laugh with the travelers when they call me and they want to, I'm like, we could have been planning this longer and you could be excited about it longer that we'll make it happen either way. So in your bio on your website, it says that you left, you know, you were a corporate exec for 19 years and then you started this travel business and something that I'll share with you because it'll be public by the time this airs, which you don't know. But we have our second quarter half year rankings. And blue venture travel is number five on both lists. So congratulate. And that's just incredible. So blue venture travel is our fifth recognize sales revenue, which is basically commissions earned as well as forward booking momentum. So that's for the last six months what you have booked with GTN may not have traveled yet, but well done. I mean, congratulations. That's just, so talk about that journey. You during that 19 year career, how long had you been thinking about maybe doing something different and what did it take to actually make the decision and transition and yeah, start there. Okay. Yeah. I'm super excited about the rankings. Thank you for sharing. That always amazes me because we have, we have amazing friends and competition in the network. And so yeah, I started and I stayed at the same company for 19 years. I started right out of the college. I had a bit of a sticker. I did some IT consulting stuff for them and then I moved in house. And it was a huge company and it afforded me the opportunity to move around and do a lot of different jobs under the same umbrella. And what I really learned at that company, I learned to tell them things, but project management, which is what every job is. So no, I did not start out thinking like I'll take this and go via travel advisor. Ultimately over time, I ended up getting burned out. I was staying there because of the great package. I've been on a great package and there are great people there. But the day day was not fun. And at that point where I was like, it's not fun. So I had a friend in travel and I was talking to him a lot and I decided I was going to pick up this travel hobby was not going to be a career. Right. Because it would be my outlet of something fun to do. And I had the time I was working part time at that point. I got full in part. I was part time at that point. So I was like, I'll fill in on my off time. Right. Or hobby. And it just took off. I never saw it. You know, my husband tells me in straight was, I don't have a well. I'm at all in like I was totally consumed with it. Like it came to a busting point where you could not keep doing both jobs. I'm like losing my mind. And you know, having a supportive family, I think is so important. Our friends, whatever whoever your circle is to support you, it was a really big decision to leave really the consistent package. I mean, I was getting a paycheck every two weeks for 19 years. So to move to something that's a commission based model. This is very on the financial business. Right. Yeah. But yourself. You're out there. You have to sell yourself. Well, totally. And like what if it doesn't work? You know, so then you lay there. That's all very exciting. I you know, I faith is a big part of my life and my family and my friends. And that the combination of all of that and really marinating all of that decision with with those components in my life gave me the confidence to go do it. And I'm amazed that it's been as successful as it truly. I think it's because I did learn a great skill set at in my previous jobs that apply here, both handling people and then the details of a project, which is what every trip is. So it's really. It's really. But it's a whole new I've I basically kind of like it's exciting to think about if someone is in a career they don't like, you don't have to stay there. And people say it all the time, but it's really true. You can re-invent yourself and do whatever you want to apply yourself to do. And that's kind of what travel was for me. It's been awesome. I love that you said that I it's one of the things I've been saying in my digital media posting is like life is too short to be in a career that doesn't let you up. Yes. And I agree like it's so we live in a time in a in a in a first world country where you know technology is so advanced that you know starting a business the possibilities are endless to start a business. Yeah and but the fear of the unknown and leaving the comfort of like you said getting a paycheck every two weeks for 19 years. Yeah. Concriple people but look at what happens when you do when you take that lead look at what what's happened for you so how many years has it been so my happy started in 2017 and then I broke out in 2019 I left the corporate job to do this full time blue bench year it was originally named differently but I broke out on my own and aligned with gifted in 2020 so we're six years in to running our own agency and I say we alike there's a small team of us but it was it was me at first just me yeah now are a little bit bigger yes and you have a team of four plus two I do yeah that's right so we have two advisors in Texas and and then I have two admins in the south okay okay so so many questions where to begin when you were in that hobby stage you know between 2017 and 2019 how did you build a book of business get clients basically yeah the I think one of the keys was my parents I found a specific packet of potential clients and I went and presented to them so my parents number retirement community with a bunch of people who were traveling and my dad said why don't you come over here well those are cocktail party for our friends you can tell them what you're doing and I made this presentation again I was so I was like what this I was so nervous and some of these clients are still with me today they are like cornerstones of our business I just spoke to one this morning he's become a dear friend he was my dad is known heaven he was friends with my dad it's just been so long to see the evolution of friendships they come in this but that was that was an anchor group of like I'm gonna put myself out there with this group of people they have the means to track all the time yep and then of course I was selling some friends in where I live my parents are in Georgia I'm in Alabama and it's a referral based business so as soon as you do a couple trips and you do them well they tell their friends and yeah and I I was a kid you grow you I do think you have to be patient with yourself yeah it takes them to get it if you want a referral based business which is what I wanted yes yeah I mean if you you just said it right like that is the key is if you do it well then you will get repeat business and referrals and that is a very consistent theme on this podcast when I am interviewing top producers there is a period of time in the business in the beginning of the business where you are working really hard on marketing and attracting clients and then it's not like you never have to market again at all you always have to market but you can really take your foot off the gas pedal or ease it up because and and so how in your mind how do you do it well like what what are the things that you want to have in your toolbox to make sure that you actually do plan travel well do a good job with your clients so that they do refer you and come back again yeah so I mean I have a few I guess thoughts on that but the first is we we care I care about you trip like it's not a transaction it is a thoughtful yeah it's not to the thoughtful discussion with the client and then in that first call it's rare that I would even like give them decisive points I'd like to tell them give me twenty-fours I want to think about this conversation I want to think about who they who they were traveling with what they like what they don't like and before we start coming back with ideas so it's thoughtful it's being thoughtful and then I over time certainly through gifted and virtuous so we've developed an incredible partnership around the world of people I'd trust to handle the logistics of these trips and having you know just a very keen eye for detail the details matter and people experience that when you have paid attention to the details or you know if you if you didn't for some reason but I think it's being thoughtful and being really into human the details being thoughtful having the right connections yeah and and continuing to generate those relationships so you are going to I mean I'm guessing you've been to virtual so travel week multiple times you are doing the some of the shows where you have the one-on-one conversations that's super important I want to layer in one more thing that is probably so natural to you and obvious to you that it didn't even come it's that top of mind and that is having really good workflow processes right you know from the moment you get the inquiry to the moment they return from travel because you were a project manager for so long you said that there are some skills that you brought from your you know executive corporate career to this business and I'm guessing that's one of them for sure did you design your workflow processes like how did that evolve it's a continuous evolution I mean we can we get better always yeah so we just August August September for Eveline the rhythm of the industry for us and for our book of business August September is our quieter time okay we will I was just talking to the team yesterday so we will have a workshop in August where we have what I call fall projects and it's breaking down what what did we love that went well this year and but really focusing on I didn't like X Y and Z how can we do this how can we do this more efficiently and we over time I didn't understand that day one or or maybe have done day one to figure that out over time we figured that out and we do that annual look in the fall what can we fix what can we change so that we start the wave season you know the beginning of January with some enhancements to our processes I think it can always change you better for sure yeah for sure I would agree to but I'm I'm just guessing that you it was probably just so natural for you to put those into place from day one because like you said travel planning is is a huge piece of travel planning is is just project management and the only way you're going to be able to stand top of those details is to have systems processes and some kind of order to it all right and you do need to have it I mean I came from a world where we would have process flows before we had ever implemented some things I was trying to do that but having that on paper before you're trying to exit when you're executing and trying to back into a process it's well that I'm crunchy absolutely I'm curious in the nine years that you've started this business what challenged you the most I mean from a personal perspective I still struggle with I hate letting people down I'm in like I'm an achiever and I want to say yes and I want to execute and we've gotten and you realize I think over the course of of time and the evolution of your business not every client is the right fit and it's fun to finger to them and to us to take on the trip so that's still something I'm learning I mean I've been hearing that for years in the industry and being trained and mentored on that but it's still a struggle for me to not want to say yes to help the trip but the trip might not be the right fit for us and we might not be the right fit for them so I don't know that that's the biggest challenge but it's just something that's continually I'm still trying to work on that yeah you said that when you started the business it was just you but now you've got the team how did you build that team was it a very natural organic thing or did you was a very deliberate that you went out and like I need to hire someone how did that go a little of both I would say so like the first hire was an admin her name is Sam because I was just drowning we got you get to the point where like whoa this is a lot yeah but so it was organic in that way but then we I was thoughtful I talked to other agency owners and advisors like what do I want that job description to look like what are the skills we're looking for in someone and I networked my way into her with a job description and a you know clear outline of responsibilities and we got so lucky we hit it off and she's been with me ever since and I have a second admin now so over time based on the volume the the decision to hire was made and trying to be thoughtful about and not every hire is worked I'm add some admins kind of go for different reasons yeah and I've learned along the way like a certain skill may or may not lend itself correctly and what I was looking for the advisor portion so the two advisors in Texas was definitely organic those I wasn't shopping for those they came about and it's an option. It's been, I love getting to do this business with other people. So when I'm, it adds a layer of complexity, right? I'm running payroll still. I mean, my account is like, I will run your payroll, but I like to do it. And I'm like, you know, but I, so it's more work to have a team and it's to me, it's more fulfilling. It's a personal choice. So I don't, my personal, you know, my aspirations for the team are to never be too big. I'm a small group, kind of girl. So I don't think we will grow very big, but I'm always open to the knock on the door and to thoughtfully think through that is the right next person to come on. Yeah. I think there's a lot to learn from you and it's not necessarily obvious to the, you know, newbie, but from where I've sit and having observed travel entrepreneurs for 20 years now. What I think someone can learn from you is you keep the doubt and the fear quiet somehow. You seem to be managing that well because look, when you start a business, it's uncomfortable. And when you get uncomfortable, the voice of fear gets really loud and it doesn't mean that you don't have fears, you don't have doubts, you don't have anxiety, you don't have overwhelm, but I sense a real confidence and a real positive expectation from you. So, is it something that you're conscientious of managing? Yes and no. I mean, I think over at this point in my life, it's natural. It wasn't a lot. Yeah. But it's from a practice of, it's really, I think it largely has to do with my face. I just think big picture in life, I think what we're doing is so much, you know, keeping things in perspective and every day's a new name. It's an opportunity. I over time and just through prayer and I think that I've been gifted, it's been a blessing to be gifted with confidence on who I am and what we're doing and if it changed tomorrow, it changes. I think it is, it's just a frame of perspective, you know, and as you age, you know, having to tell my dad goodbye for heaven, that was really hard. And it's like these big, hard moments in life shape you and in some ways, it gave me more confidence. Like, I better go do this thing. He would be so proud of it. He was an entrepreneur and it motivated me and so yeah, I appreciate you saying that. I think your time, it becomes more natural and it really is true. It's as easy as faith over fear. Like, are you going to have, it's a choice and when you feel the same choice, by the fear you have to, you have to step away and acknowledge it and speak to it or consume by it. Yeah. 100%. I agree with you all heartedly. And by the way, I'm sure your dad is also helping, you know, right? I always say when close ones cross over that now you have a very powerful angel. Yeah. You got some real powerful angels rooting for you and guiding and offering all kinds of help. In a special. He just asked for it and tap into it. High travel business unpack listeners. The travel industry has a problem that few people are talking about. There's a massive business education gap and it's why so many advisors fall into the accidental hobbyist trap. I give to travel network offering meaningful business education and guidance has been at the heart of what we do since day one. Travel business university is how we're solving for it and whether you're brand new to the industry in building and growth mode or already running a seven figure business. TVU has a program and a community designed for exactly where you are. Visit gifted travel network.com or check out the link in the description to learn more and apply. I have a question for people who might be listening to this episode. The first type of person that the question is on behalf of is the person who maybe is in that year 19 of a career collecting the paycheck and feeling. I really want to do this but I just worry about the discomfort of that. What advice do you have for someone who hasn't taken the leap yet? It's a great question. I would probably say play it forward. Like if you don't almost like the reverse of if you don't take the leap. But do your eyes look like in six months, 12 months or the next year and are you satisfied with that? Does that you fulfillment and you're fully satisfied because the only way we get at the more we learn this life is short. And I think I think I was two years too late taking the leap. Think goodness I did when I did. Like looking back I can see that in hindsight. The itch was there and it was building so I would play it forward and like really and spend time thoughtfully thinking like is this what I want in my life? For this next trajectory and then socializing it with whoever your close fear is. Everyone needs their people, whether it's friends, family, fate, whatever it is. My circle is so awesome and they were they are so supportive and that's really important. And they'll be honest with you. I mean if I come up with a crazy idea, my circle would have said that's a bit of a stretch. This one was a good idea and you know they said go for it. So then my net that's great by the way, incredibly good advice. I love that. I love the play it forward and ask yourself how do I feel if I don't take the leap of faith in six months? I mean love that. Okay so the other question is what advice do you have for the person who has started their business but they're not seeing a momentum bill. They're still kind of stuck in that you know slow growth really struggling to attract the right client. What would your advice be to someone like that? I would say be patient because it does not build overnight. It really takes some patience and some just endurance to know it's going to come. If you're doing or if you have processes, if you're working with the right partners for travel, it's going to come. You're going to build great trips for someone who's going to tell one more person and then one more person. So new patient and then our network is awesome. Like I have learned so much through the people and this network. So get to know some people and ask their advice and get on these calls, get in the train. Like just listen and absorb. Yeah. There's a lot of wisdom in this network. Yeah. Yeah. I like that too. It's true. I mean there are so many people you know doing this now is a second career and that's definitely the case in our network. And so what's cool about that is we have so many people in our network who come with years of experience doing something else. Yeah. And sometimes that's marketing. Sometimes it's branding. Sometimes it's project management workflow processes. Sometimes it's technology. Right. So there's such a wealth of experience that is helpful to anybody who's going to be an entrepreneur. Yeah. I love that answer. All right. So let's talk about travel. Yes. Let's. What are some destinations or travel experiences that have surprised you in a good way that you you know didn't recommend before but now you're like oh my gosh you have to do this. That's a hard question for me because I do you think I lean optimistic. So I'm like I'm usually like yes you should go do it. Like that. None of my natural inclination for a lot of most trips. I think I'll say backing up as an advisor there were destinations that really intimidated me to okay and for other people. Okay. Like real like Africa terrifying. Yeah. I've never been it's Africa. Like and so working through that and it's all it was again it was about finding the right partner to help build that trip out and feel good about it. I'd had one client one time this is a bit of a st way story but I think I can tie it back. He called me as a new client referred to me. Great guy and said I basically have traced my family roots back to the 1800s in Norway at this farmhouse and I want to go to the house with my whole extended family. Do you how do you think you can get me there and I I said his name was girl I said listen I have one person I can call and we'll find out if it's I have them know I am and in the way the story was unbelievable. The one guy knew it was like I think I know someone knows this person we ended up making this whole trip happen around the farmhouse in Norway. We got permission from the family to have their picture taken on the farmhouse. It was so crazy and I think it was so important that I was honest with him. I was excited for the challenge. There was no promises I could make it work but it was it was really fun to like yeah to try and just say I don't know if we're gonna do it or not but let's try let's see where this goes and that one worked out really well. That was fun. I love how is it challenging trip that I was intimidated to take but yeah yeah I love that. It's just, you know, knowing the right people, right? It sometimes comes down to having the right connections. And if it's meant to be like that trip, if it was meant to be, I think it's having that perspective. I mean, my perspective is if this isn't meant to be that door is going to open. And if it's not, it's okay if it closes. You know, and that's where I was knowing my people pleasing gets a little bit in the way because I want to be able to say, yes, yes, yes, we can do it. I was like, yes, yes, for the asterisk, huge asterisk. And it was awesome. Yeah. Going back to there was something I had wanted to add on to what you were saying about, you know, if someone's struggling with the client attraction piece, you know, and your your advice is to be patient. I know that sometimes people will look at, you know, listen to your story and be like, well, you know, I don't have connections. I don't have parents who live in a retirement community. And so, and I say to that person coming from it from that perspective, that's letting your fear talk, what you just said, now I love that. Like, if it to be, it's meant to be. And if you are meant to be selling luxury travel, then you will, the door will open. The opportunities will come. And so you pay for that. Are you a hotel snob talked to me about like, when not my, my team, we'd love that question. And you have a hotel snob on my team. She's snobbered, and I am, and we can laugh together about, it's a really funny question. We went on this trip to Italy in some of the places we stayed were subpar to our senior somewhere up anyhow. We laughed a whole lot about it. Yeah, I am more interested in the experience I'm going to have somewhere. But yes, I want to lay my head on a clean, really good smelling pillow. And I want to order room service. And I do appreciate all those things that the big picture for me is what am I going to do in that place. And then when I get back to the hotel, I do want to feel homey and settled in all those things. Yeah. Yeah. Yeah. Yeah. What are so for your, the hotel snob on your team? What are some of the musts in a hotel or what's a deal breaker in a hotel? Well, we all love, like don't you love when you travel if you come back to someplace and they say, hey, Ms. Colt, that's how it was your day. Yeah. Just to know, it's going by their name. When you go to the Caribbean resort and you don't have to keep signing, like if you go, get to go to a resort where they're like, we got your tap. Yeah. We put it on the room. They know you. Like that's the kind of place. I've never been to a place like that who knew me like that. And I didn't love it. Like the service, if they know you by name and they're that feels so good. Everybody wants to be known. I think that's that's a big one. And then down to we laughed on this Italy trip is several years ago where we had this whole adventure of different types of places. And we decided that if you have a really friendly dormant, it's probably a great place. We made this kind of joke about it, but it turned out to be a stereotype that we sort of proved true because we stayed in some places with some unfrily dormant and or no dormant. And that was like, whoa, well, yeah, just a different experience. It's so that kind of became a little team joke. It's true. I think so. The friendly dormant is definitely a good sign that they're kind of a good stay. I mean, they're putting service first. They're if you think about it from a business perspective, they're very first interaction with you. Like they've invested in that person in that personality. I do think it's bigger than and we made a big joke about it, but I think it's true. I got to stay at the doorchester in London this past spring. And what this was so awesome when you check you always check in early for these, you know, jet life likes and they do a great job of trying to get you in your room. But what they had a little extra gem, they have a spa with these spa chairs that are supposed to help your jet lag and their complimentary to anyone during your stay. I thought that chair changed my life. I was like, I went every day to the chair. But I was like, what is such a great little, I mean, that's a life's our little pearl that like you're not going to get everywhere that is so memorable. And I will go back to the dormant just to get the chair again. It was awesome. Do you have a favorite hotel in the world? You know, like one place that just like you were like chef's kiss. This is. Um, gosh, I don't even know. No, because I like, I mean, that was a great experience recently. We went to Paris a couple years ago and there is a hotel there that is like an eight bedroom apartment and there's. It's outside a jewelry store and this main part of Paris is a hidden door. It's the crate. It's so cool. It's the kitty crago season the network. She gets set up the site tour here and you get let in by the dormant. It looks like it's a private residence and you go in and I think it was eight. It might be 12th and it was really probably one of the most unique places that the living room and the bar was like supposed to be like your home. It's very small and very homey. So that was really really unique. That's so so cool. I stayed at this place many, many, many years ago before it was actually Belmond. But my. And it's in, you know, Cancun area, Riviera Maya really. It's on a beach that is perfection. I don't know if they have the seaweed, whatever it's called, but I think it's been mostly clear of it. But what is so cool about that property is that it was originally a private estate and they turned this private estate into a hotel. So the gardens were all already so manicured and you just. You feel like you're walking into a private estate. Not, you know, it doesn't have the. There's just an essence that's a little bit elevated above feeling of going into a beautiful, on-clusive resort in Mexico. There's just something a little bit elevated and it reminded me. I mean, any safari lodge in Southern Africa would be my favorite place. And it just. There was something about the same vibe that you get that when you stay in a safari lodge that Belmond and Roma has. So. I just. When we're having. To travel as much as we do, I think it's fun to kind of collect these and share. It's so fun. I get to try to build my room in September. So you have me extra excited. I think I've never been in. I'm very excited. I just love it. And it doesn't feel like you are in Kentcune at all. It feels very. It feels very Mexican. Like there's a. It just oozes culture, you know, a beautiful Mexican culture. So enjoy it. And it's not all inclusive, which is kind of refreshing sometimes in that part of the world. It's, you know, when it's not all inclusive, it's all a cart. I don't know. I feel like the quality of the food and the drinks goes up. Yeah. It's hard not to think that. Yeah. Hey, Travel Business Unpacked listeners. It's Meredith. I want to tell you about something my team and I decided to do for you. You probably know that my book, The Seven Figure Travel Entrepreneur, is out on Amazon. You know, I poured my heart into this book because I truly want to help the people who feel called to build a career in a life around that love for travel. And if I'm honest, it gets to me a little. All these ads promising you can become a travel advisor and start earning off the trips you're already planning or worse, the ones that make it sound quick, easy, a walk in the park. It's not. And I wish someone had told me that on day one would have saved me a few gray hairs. And still more and more people are falling into what I call the accidental hobbyist trap. There is no silver bullet. And in my humble opinion, handing sophisticated booking tools to people with no real training or guidance on booking travel isn't just unhelpful. It's reckless. But with the right framework and the right understanding, I've watched what's possible. I have a front row seat to so many people in our network living lives they love because they found real sustainable success. Since February, we've been running ads offering the first chapter of the book for free. And when my team and I talked about freshening things up, we consider swapping it for chapter six, which is the deep dive into the far from average action plan. It's all about the how. It's what everyone seems to want. But if you ask me which chapter I'd want you to read, if you could only read one, it would be chapter seven. Chapter seven is about cultivating the emotional fitness you need to actually follow through on everything else in the book. A strategy is only good as your ability to execute it, and execution has less to do with the plan and more to do with the emotional state that you're in when you take the action. And here's what I love about chapter seven. It won't just help your business. It will touch every part of your life in the most positive way. Most of us were never equipped to notice when we're making decisions from fear instead of trust or how to intentionally shift into a better state before we act. We can't control what other people do or say or think. The only thing we can control is what we think. And what we think shapes our emotional state, which shapes what shows up for us. When you start proving to yourself that something different, something better is available to you and you have control over that. It liberates you. I'm so proud of this chapter proud enough that we want to put it in your hands for free. So if this resonates, you'll know you're ready for the rest of the book. If you want to get your free copy of chapter seven, use the link in the description and find the full book on Amazon. So we are already at the top of the time here, end of the time here. So I want to end with my favorite question of all time, which is, can you share your favorite pinch me? Oh my god, I can't believe I get to do this for a living moment that you've had in your career as a travel advisor. It's a really thin question. And I wouldn't give you about ten answers, but I'm narrowing to one. This past spring, I was able to go to, I was in London, a reference that trip twice now, noteworthy's a dare partner and they had an anniversary celebration. And it was a week, or a few days of events that were all unbelievable. And yeah, and they were bringing in travel advisors from all over a lot of US travel bazaars as well as Brits and some Europeans. And the grand finale event was in the natural history museum. Hundreds of people in the industry are in this room. Yeah. And they have the King's Guard process in with, so the guys in the red, with the white and the black, very hats. They're, they're playing England's national anthem, but then they played America's. I have goose bumps talking about, I literally was like, I cannot believe this is my plan. And all these people, there's so much opportunity in the travel industry. There's tons of advisors there, but there were hoteliers and just, just like, British members and all, every role you could think of was probably in that room. I could not believe those there. I saw him. Yeah. It was an amazing event. And it was a great reminder that it's a huge industry. There's so much opportunity to be part of it. And yeah, I will remember it for a really long time. It was really special. Yes, I remember having a lot of FOMO of the pictures of that event. Because I actually was the one that received the invite for, you know, owner manager from Nikola Butler, because I was in London last July. And I went into the office because they had, they did, they were the DMC for our priest day in London when it was there. She invited me to that event, but just worked out for Jen to go. I mean, I, you're Nikola and I was out of throw a party. I was. It was, it was really awesome. Yeah. Yeah. All right. Well, this has been awesome. So thank you so much, Keeley for being a guest today on the podcast. And yeah, if anybody wants to get a hold of you, reach out to you. What, where would you direct them? Absolutely. They can go to my, our website. You can get me there or Keeley at bleepinchotravel.com. Crazy. Awesome. All right. Thank you, everyone, for listening and thank you, Keeley, for being a guest today. 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