How to Create Quantum Revenue While Traveling in Luxury | QRE263

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Hey, everybody, welcome back to Quantum Revenue

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Expansion, the podcast where we talk about turning your annual

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revenue into your monthly revenue. Today, I have a very

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special guest Anne Kulhanek. And she's going to talk about how to

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create quantum revenue while traveling in luxury, which is

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what she does every day for herself and her clients. And

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welcome to the show.

Anne Kulhanek: 00:00:38

Hi, hello.

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I'm so glad that you're here. And for all of you

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who haven't met, and yet, you're going to love her. She's been in

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our community for over a year. And she's also helping me plan

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my next Italy trip. So whether you're in the States, or you're

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somewhere else out in the world, the thing to know is that we're

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going to talk about how to have luxury not only while you're

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traveling, but every single day in your business, and really how

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to take those quantum leaps. So we're going to tie it all

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together today. Before we do that, though, really quickly, if

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you feel the poll, and you want to hang out with us at the next

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2x intensive. And by the way, like some of you have been

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hanging out with us for a while and you're kind of like I need

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help growing my revenue, I really want to grow my business,

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I could use some support, I could use someone else looking

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in on my business, we'd love to help you do that you can go to

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Ursula inc.co forward slash apply. All the details are there

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regarding how you can send us a little bit of information. And

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we will schedule a time to reach out to you and set a time to see

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if the 2x is a good fit for you. All right. Let me tell you about

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an by the way, I geek out on this, I used to watch all the

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travel shows, I don't watch it as much anymore. Because I think

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we have such a mix of different cable today, it's not as easy to

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go find the travel shows that I love that it was such an escape

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for me and I started traveling old was I when I first might

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took my first international trip, I was in college and I

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went to Germany, and have loved traveling ever since. So this is

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especially near and dear to my heart, and is the founder and

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owner of Premier Travel, a boutique travel agency located

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in Luxembourg, Wisconsin, where luxury travel is designed by you

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which Ann's going to explain what that means to us. And helps

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people who are totally confused or unsure about how to plan for

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a trip of a lifetime to actually experience a perfectly planned

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trip and create a lifetime of memories, which is what we all

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want. Because it's it's a little overwhelming when you think

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about that first European trip or that third trip that you're

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going on. But you would love some support. So and let's just

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let's dig in. So tell us a little bit like what what's your

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story? What, what brought you into the love of travel and into

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your own business?

Anne Kulhanek: 00:02:50

I kind of came in sideways. I had a friend who

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wanted to open a travel agency and I said, Oh, why not? And had

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never really traveled before that. We were in business

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together for about two years and then decided to part ways. And I

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ended up finding an office space or a building in my hometown and

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put up a sign and started started premier travel.

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So have you traveled much before that? Or

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was it just this

Anne Kulhanek: 00:03:23

Desire to travel desire I was I love helping

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people. And a travel agent. That's what you're doing is

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you're helping people. And that was back in the time before

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everybody had a home computer. The internet didn't exist.

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Right? So you called on the phone and a travel agent

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traveled everywhere. So when you came, you know, when a client

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came in, you could say oh yes, I've been there. And this is

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what it's like and this is a good hotel or this isn't. So it

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was a very different world at that time.

Ursula Mentjes: 00:03:52

Yeah. A more innocent world right in many

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ways. So one of the things in your bio and we talked about

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this at the beginning you said where did it go? You said you

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help people find their? Their their trip right their trip of a

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lifetime or create those memories. And you said we're

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luxury travel is defined by you and let me tell you I bought out

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this is one of my fine china cups. Okay, I don't I do drink

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tea out of these often or a little decaf coffee. I like

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these. But I brought it especially because there's

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something about travel that feels so luxurious for me even

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like people complain about getting on a you know, a flight

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that's like a commercial. I don't care put me in the back of

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the plane. You put your back by the bathrooms and I don't care.

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That is a luxury experience. I love everything about travel.

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And so even in my workday, I like to bring a little bit of

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that luxury to it because it feels it feels like an

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experience right and to me travels and experience. So what

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is that? mean to you when you say that about luxury travel?

Anne Kulhanek: 00:05:03

Yeah, we believe luxury is defined by you. And

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what's luxury to one person isn't for another. And it's so

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funny. One of the first things I learned in working with clients

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is when they say they want luxury. And then you have to ask

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what is luxury? And one lady in my mind, I was thinking, you

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know, penthouse suite, you know, five star resort, just said, Oh,

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Luxury to me is having fresh squeezed orange juice in the

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morning. Oh, wow. Okay. So just like you got to get out of your

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head and what you think of something. And when you're

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working with people, it's find out what it is that they see as

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luxury. And for every one is different. And it's not about

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the money you spend or level of service, it is what's important

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to you. And that's what we work on is helping to dig into what

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our clients want, and then make sure that we have that included

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in their trip.

Ursula Mentjes: 00:06:00

Yeah. So beautiful. Thanks for sharing

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that. It's, it's so true. And it's like, it's just like in our

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business, right? I mean, we, I'm a big believer that in my day to

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day business experience, that I want to have that luxury

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included in different ways, whether it's a special coffee

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cup, or whatever it is, right? And so for our listeners, like

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how do you create luxury every day? And definitely leave it in

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the comments below. I'd love to hear like, what, what feels

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luxurious to you. Like, what are those experiences? Because

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that's, you know, and and I'm curious about this too, because

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to me travel, travel, opens up the brain, it allows me to be a

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dreamer again, it, it gives me a different perspective of the

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world. But I find that the experience of travel begins when

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I book, not when I get on the plane, have like, what do you

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think about that? You know, the anticipation of that? Is that

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just me? Or is that kind of a common thing?

Anne Kulhanek: 00:06:56

Oh, that is so true. With the planning, it's

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the picking things out, it's the researching, it's reading

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reviews, it is all those things that lead up to your trip at

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that sometimes, you know, you'll spend more time in that. And

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then when you're on the trip, sometimes it doesn't turn out,

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you know, it's a great thing. But it's like done in a flash,

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but you have those months of planning, where you're

Anne Kulhanek: 00:07:18

anticipating and just enjoying the research and the thing that

Anne Kulhanek: 00:07:25

you're you know, looking forward to? Yeah,

Ursula Mentjes: 00:07:27

Yeah, it's like that whole that whole

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experience. So, so interesting. I didn't know this about your

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business, or maybe you'd shared at one time and it didn't click,

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but that that you've originally had a business partner, and then

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you parted ways. And you continued. Now, what's

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interesting about that, first of all, business partnerships can

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be very complicated. And they don't typically, they don't

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always last if they do that's, that's really unique. And so

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what, what inside of you and made you say, even though this

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person is leaving, I'm going to continue what gave you that

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fortitude or that strength or that belief to keep going

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because that could have stopped some people?

Anne Kulhanek: 00:08:02

Yeah, we had different perspectives on things

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and different values. And I think that was the hardest part,

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because she was a friend. And her value was she was

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financially motivated, and made all decisions based on finance.

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And I'm people motivated. And I made decisions based on people.

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And it was just as we were working together, it was just

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like, ooh, this just doesn't fit right. It was so hard. That was

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a very difficult decision to do. It took me a long time to

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finally figure out, okay, I can do this on my own, at least I

Anne Kulhanek: 00:08:37

can try. And if I fail, I fail. But I'm still in business 23

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years later, and she's not. But but she's, she's wealthy.

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So she got what she wanted, you got what you

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wanted. And what's interesting is you said something really

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important that I want to make sure we highlight for anyone

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who's either in a business partnership or has thought about

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a business partnership, is that if your values are not in

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alignment, forget it. It'll be it'll wear on you every single

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day, which it did. So you made the decision to part ways when

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you were able to do that and to continue on all these years

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later, in that moment. So for someone who might be facing that

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decision right now, and or just facing a tough business decision

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that they're just like, like what gave you the strength to

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say, I have to have this conversation and we're gonna

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part ways I'm gonna keep going like what inside of you gave you

Ursula Mentjes: 00:09:28

the strength to do that?

Anne Kulhanek: 00:09:30

Yeah, I was scared to death. It's very hard

Anne Kulhanek: 00:09:34

for me because I'm non confrontational. So I'm a people

Anne Kulhanek: 00:09:38

pleaser, and just want to make sure everybody's happy. But

Anne Kulhanek: 00:09:41

yeah, I think it was just in my heart going into work. It was a

Anne Kulhanek: 00:09:44

drive and I just would just, you know, physically, I was just

Anne Kulhanek: 00:09:49

getting rundown and I just couldn't deal with it anymore.

Anne Kulhanek: 00:09:52

And I just thought even if I've lost my investment and lose

Anne Kulhanek: 00:09:55

everything, it doesn't matter, but I can't stay in this heart

Anne Kulhanek: 00:09:59

space or this heads. face where I was, you know, it just wasn't

Anne Kulhanek: 00:10:02

it wasn't worth it.

Ursula Mentjes: 00:10:03

Yeah. So it was more painful to stay there than

Ursula Mentjes: 00:10:06

it was to make the decision to move through the fear and do it

Ursula Mentjes: 00:10:09

anyway. Yes, exactly. Yeah. Well, and I'm just bringing this

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out, because we all face business decisions that are

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tough. But if we don't move through them, like, if you

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hadn't done that, you probably wouldn't have stayed in

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business. Like that might have just imploded at some point. And

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you would have been frustrated, it could have been a fight,

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like, a lot of things could have went south. So kudos to you for

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making that decision early. And parting ways. And you know, you

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both got you both continued your journey, which is beautiful. All

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right. So you moved out on from that kept growing the business.

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So do you remember a moment where your monthly income and an

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easy way to think about is where there was more money left at the

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end of the month, and there was bills, like all of a sudden your

Ursula Mentjes: 00:10:54

app? For you,

Anne Kulhanek: 00:11:01

It took a long time, it wasn't in our business.

Anne Kulhanek: 00:11:07

We don't make money until after the person travels. So and you

Anne Kulhanek: 00:11:10

might book something a year out or so. And it's solely based on

Anne Kulhanek: 00:11:14

your sales. Yeah. So it was a long time, I invested a lot of

Anne Kulhanek: 00:11:18

time and a lot of my own finances into keeping the

Anne Kulhanek: 00:11:21

business alive. And then was had debt for many, many years. But I

Anne Kulhanek: 00:11:29

can't say when was a time. One time though, I can say one time

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that was a that I can remember very clearly was when I had all

Anne Kulhanek: 00:11:39

debt paid off and had money in my savings account. So it's

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like, you know, finally you can just relax. And it's not like

Anne Kulhanek: 00:11:49

you're behind. And it's an amazing feeling to not have any

Anne Kulhanek: 00:11:53

debt. And to know that you have money in the bank account. If

Anne Kulhanek: 00:11:56

something goes wrong, like COVID, I'm going to survive, I

Anne Kulhanek: 00:11:59

have money in my savings account.

Ursula Mentjes: 00:12:02

Let's talk about that for a second. Because I

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know it affected our world, my world, a training world, but I

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know I can't imagine what it was like in the travel industry. I

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mean, how did you and your team work through those first few

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months of realizing, okay, there's no cruise ships, there's

Ursula Mentjes: 00:12:17

no Oh, and now they're closing hotels for I mean, what did how

Ursula Mentjes: 00:12:21

did you work through that?

Anne Kulhanek: 00:12:23

It was like a warzone. It had to because we

Anne Kulhanek: 00:12:27

had people traveling that we had to get home. We had people that

Anne Kulhanek: 00:12:31

were going to be leaving in the next couple of days or weeks

Anne Kulhanek: 00:12:34

that we had to figure out is this real? Is it just the flu is

Anne Kulhanek: 00:12:38

the last day you know, it was like just the unknown. And just

Anne Kulhanek: 00:12:42

trying to help our clients through it. And it was like,

Anne Kulhanek: 00:12:45

Okay, let's get your money back if we can. And unfortunately,

Anne Kulhanek: 00:12:50

some suppliers did not give money back, even though and you

Anne Kulhanek: 00:12:54

know, because I don't know, it's just that it was a pandemic, and

Anne Kulhanek: 00:12:58

even travel insurance companies said, Oh, didn't you read the

Anne Kulhanek: 00:13:01

fine print? pandemic?

Ursula Mentjes: 00:13:07

Pandemic coming, right,

Anne Kulhanek: 00:13:08

exactly. Yeah. So everybody know, read contracts.

Anne Kulhanek: 00:13:12

But yeah, we learned a lot. And one of the things though, is we

Anne Kulhanek: 00:13:16

just because I had a savings account, got some government

Anne Kulhanek: 00:13:19

loans in between to stay open, because we couldn't just close

Anne Kulhanek: 00:13:22

our doors and walk away. We had all this stuff in the stuff

Ursula Mentjes: 00:13:27

booked out for years, right? Like you had stuff

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that was booked out that people were still like, Hey, I hope I

Ursula Mentjes: 00:13:31

can go on my tour. I hope the pandemic ends. Remember for

Ursula Mentjes: 00:13:33

three years, we were like, nope, the pandemic ends.

Anne Kulhanek: 00:13:37

Yeah. So yeah, it was tough. And it's still it's

Anne Kulhanek: 00:13:40

bouncing back now. But I would say financial, it'll probably

Anne Kulhanek: 00:13:43

take us a couple years to regain that. Just the I'm now in debt

Anne Kulhanek: 00:13:48

again. This alone, that kept our doors open. But I just felt it

Anne Kulhanek: 00:13:53

was extremely important. Just that we had to fulfill our

Anne Kulhanek: 00:13:57

clients, we could just walk away and leave them hanging. So we

Anne Kulhanek: 00:14:01

had to fight for them to try to get those refunds for a lot of

Anne Kulhanek: 00:14:06

travel suppliers gave you credit that had to be used within a

Anne Kulhanek: 00:14:09

year and then some of them extended it. So it was a

Anne Kulhanek: 00:14:12

bookkeeping nightmare as well. Trying to keep track of who had

Anne Kulhanek: 00:14:16

with what. Yeah, so But otherwise, we made it through.

Ursula Mentjes: 00:14:21

Yeah, you did it. You knew you would I just

Ursula Mentjes: 00:14:24

get the sense like you.

Anne Kulhanek: 00:14:26

Yeah, I was hoping that yeah, it was so

Anne Kulhanek: 00:14:31

unknown to so unknown. And it lasted so long and all over the

Anne Kulhanek: 00:14:35

world. Right, you know, yeah, so just crazy.

Ursula Mentjes: 00:14:39

Yes. And yeah, you're like, it was it's

Ursula Mentjes: 00:14:43

interesting how in some ways it it pulled the world apart

Ursula Mentjes: 00:14:48

because we couldn't see each other but it brought the world

Ursula Mentjes: 00:14:49

together because it was a global pandemic, which is pretty

Ursula Mentjes: 00:14:53

unbelievable. Like when you look back at it. It's like I think we

Ursula Mentjes: 00:14:58

all not think I know we all have PTSD. PTSD, especially Yeah,

Ursula Mentjes: 00:15:01

especially business owners, right. And of course, those who

Ursula Mentjes: 00:15:03

were we lost during that time and just a frightening time. And

Ursula Mentjes: 00:15:08

to your point, we all read contracts now. And we also know

Ursula Mentjes: 00:15:11

what we would do if this happens again, which I think is very

Ursula Mentjes: 00:15:13

interesting. And you know, what else? What else is possible? But

Ursula Mentjes: 00:15:16

cancel, cancel. We're all good, like health. We're coming into

Ursula Mentjes: 00:15:22

times of great health and great travel. So what looking back at

Ursula Mentjes: 00:15:27

that time, because of course, we talk about money on the show,

Ursula Mentjes: 00:15:30

like what was the biggest myth or limiting belief about money

Ursula Mentjes: 00:15:33

that you had to overcome? To continue to, like you invested

Ursula Mentjes: 00:15:37

in your business, you grew your business? Like, what did you

Ursula Mentjes: 00:15:39

learn about money during that time,

Anne Kulhanek: 00:15:42

um, I think I grew up in a, with a mindset

Anne Kulhanek: 00:15:45

that there's never enough, small Midwestern town, work hard for

Anne Kulhanek: 00:15:49

your money, there's people that are rich, and then there's a

Anne Kulhanek: 00:15:52

smart, you know, so there was a difference. And it was just

Anne Kulhanek: 00:15:56

something that I don't think was ever said, but it was just what

Anne Kulhanek: 00:15:59

I believed, from growing up. And as I came into the travel

Anne Kulhanek: 00:16:05

industry, at the beginning, it was all about what's the

Anne Kulhanek: 00:16:09

cheapest price, but I think that might have been the mindset of

Anne Kulhanek: 00:16:12

myself, as well as people who are attracting, no looking for

Anne Kulhanek: 00:16:16

our biggest trip or, you know, things and it was always what's

Anne Kulhanek: 00:16:19

based on price. And to be fair, in the travel industry, there's

Anne Kulhanek: 00:16:23

always advertisements about, oh, this is on sale, this is on

Anne Kulhanek: 00:16:27

sale, week after week, they just name the sale differently. But

Anne Kulhanek: 00:16:30

it's kind of that's how they grab people's attention is by

Anne Kulhanek: 00:16:34

sales. So it does teach people to only look for the lowest

Anne Kulhanek: 00:16:38

price. But through learn working with people, I had people who

Anne Kulhanek: 00:16:44

had more of money, and they weren't concerned about price.

Anne Kulhanek: 00:16:47

And just realizing that somebody told me something at the

Anne Kulhanek: 00:16:50

beginning of my sales career, it says sell out of their wallet,

Anne Kulhanek: 00:16:54

not yours. So just because I can't afford that. Around the

Anne Kulhanek: 00:17:00

world cruise doesn't mean that you can, you know, you can't,

Anne Kulhanek: 00:17:05

and that I can't help you to have the best experience

Anne Kulhanek: 00:17:08

possible. So it's not about my, my finances, it's about theirs

Anne Kulhanek: 00:17:13

and what they're looking for. Yeah,

Ursula Mentjes: 00:17:15

and what they want, right what they're showing

Ursula Mentjes: 00:17:17

up for. And that's a big, so big, like, just, it is so easy

Ursula Mentjes: 00:17:21

for us to shop out of our own wallet, just because we have so

Ursula Mentjes: 00:17:24

many limiting beliefs. And you know, like you I was brought up

Ursula Mentjes: 00:17:27

on farm, we had some points, I don't think we had any money.

Ursula Mentjes: 00:17:31

I'm not really sure. We had government food stamps at one

Ursula Mentjes: 00:17:34

point. But growing up on the farm, you know, we had like the

Ursula Mentjes: 00:17:36

cattle we had, you know, we had access to food. And that was

Ursula Mentjes: 00:17:39

certainly a blessing. But the limiting beliefs My goodness.

Ursula Mentjes: 00:17:46

Yeah, and that's one of the reasons I do the show, and

Ursula Mentjes: 00:17:49

especially for our women, business owners over the world,

Ursula Mentjes: 00:17:51

because I find, especially with women, women tend to hold on to

Ursula Mentjes: 00:17:54

those limiting beliefs even more, and then, you know, tend

Ursula Mentjes: 00:17:57

to believe that they can't invest the money in the

Ursula Mentjes: 00:18:00

business, because it's for the family. There's a lot of

Ursula Mentjes: 00:18:02

limiting beliefs. And so thank you for sharing that and

Ursula Mentjes: 00:18:05

demonstrating. And you did say something really interesting,

Ursula Mentjes: 00:18:07

which I want to make sure you've said many interesting things.

Ursula Mentjes: 00:18:10

But another thing I want to point out, you talked about debt

Ursula Mentjes: 00:18:12

in your business, and you didn't make it bad. You just made it

Ursula Mentjes: 00:18:16

like there was debt in my business. And it was really cool

Ursula Mentjes: 00:18:18

when we paid it off and then going through the recession or

Ursula Mentjes: 00:18:21

no recession. Well, the pandemic which included a recession,

Ursula Mentjes: 00:18:25

there was some debt in the business, again, that you're

Ursula Mentjes: 00:18:26

paying off. And yet what do we know about investing in the

Ursula Mentjes: 00:18:31

business like, it can look like debt, but what can debt at times

Ursula Mentjes: 00:18:36

allow us to do our What did allow you to do?

Anne Kulhanek: 00:18:40

The debt that I had well, through COVID is

Anne Kulhanek: 00:18:44

helped me stay open helped me keep my employee employed, and

Anne Kulhanek: 00:18:49

helped us just it got us through where money wasn't coming in.

Anne Kulhanek: 00:18:53

And it was beyond you think so we booked something. Finally,

Anne Kulhanek: 00:18:58

when COVID was over, we weren't paid for another year yet. So

Anne Kulhanek: 00:19:02

there's that lag time. So it did just it, it kept it kept our

Anne Kulhanek: 00:19:07

lights on. Earlier in my career. It was more of an investment it

Anne Kulhanek: 00:19:12

was to get up and running. But then I once remodeled my office.

Anne Kulhanek: 00:19:18

At one time I thought oh, luxury travel, I want to look and feel

Anne Kulhanek: 00:19:23

luxury. It's you know, and present luxury. So I remodeled

Anne Kulhanek: 00:19:27

my office, because I'm a big believer in that. You have to

Anne Kulhanek: 00:19:31

feel it yourself. Yes, I want. I want to feel luxurious, just

Anne Kulhanek: 00:19:36

like you were saying, I want to be surrounded by beauty. I want

Anne Kulhanek: 00:19:40

to look good. So remodeling, that office was a big part of

Anne Kulhanek: 00:19:45

that. Yeah. And just kind of made me feel it's not my

Anne Kulhanek: 00:19:49

expectations up of how I'm going to interact with my clients.

Anne Kulhanek: 00:19:52

Yeah, compared to what the office looked like before,

Ursula Mentjes: 00:19:55

which probably increased your competence and

Ursula Mentjes: 00:19:57

confidence sells people by your competence like when people come

Ursula Mentjes: 00:19:59

in And they're like, and helped me find this luxurious trip to

Ursula Mentjes: 00:20:03

wherever or this this memorable trip, or I want to take my

Ursula Mentjes: 00:20:06

family here. And they come into that space. And you know, and

Ursula Mentjes: 00:20:09

just how you present yourself. It's like you're competent, I

Ursula Mentjes: 00:20:12

know that you're gonna figure it out for me. And the other thing

Ursula Mentjes: 00:20:14

that you project is that how much you care. So not only are

Ursula Mentjes: 00:20:18

you gonna figure it out for me, you're gonna make sure it goes

Ursula Mentjes: 00:20:20

really well. And who doesn't want that? In a travel agency,

Ursula Mentjes: 00:20:23

right? Like from start to finish? I can imagine your

Ursula Mentjes: 00:20:26

clients just love you. And I have a feeling your clients come

Ursula Mentjes: 00:20:28

back, don't they? Do? They do for years? And years and years?

Anne Kulhanek: 00:20:32

years? And years? And years? Yes, yeah. And for

Anne Kulhanek: 00:20:35

our

Ursula Mentjes: 00:20:35

listeners, I'm just pointing this out, because

Ursula Mentjes: 00:20:37

this is one of the things right, like, there's a lot of ways to

Ursula Mentjes: 00:20:39

get new clients. However, we were just talking about this at

Ursula Mentjes: 00:20:42

the CEO table this week, a lot of ways to get new clients, but

Ursula Mentjes: 00:20:44

sometimes it's like, it's much easier not sometimes it's just

Ursula Mentjes: 00:20:48

much easier to continue to work with the clients already in your

Ursula Mentjes: 00:20:52

space. So you're not constantly going out and just, you know,

Ursula Mentjes: 00:20:55

grinding. And I'm curious about that. I'm going totally off

Ursula Mentjes: 00:20:59

script, just so the world knows. I'm going off the script

Ursula Mentjes: 00:21:02

department with and how do you like, I mean, you're and share

Ursula Mentjes: 00:21:07

it, I'm just gonna, I'm just gonna say this and share that

Ursula Mentjes: 00:21:09

she has brownies in her oven right now. So there's gonna be

Ursula Mentjes: 00:21:13

bigger that goes off. But I love that I bet it smells amazing in

Ursula Mentjes: 00:21:17

your house. I love brownies. And she's taking them to an event

Ursula Mentjes: 00:21:19

tonight with her clients. So what I'm curious about is, what

Ursula Mentjes: 00:21:21

are the things that you've put in place to stay in touch with

Ursula Mentjes: 00:21:24

your clients? Like, how do you let them know you appreciate

Ursula Mentjes: 00:21:26

them? How do you invite them back? Like, what are some of the

Ursula Mentjes: 00:21:29

tips that you have to continue to work with existing clients?

Anne Kulhanek: 00:21:35

Yeah, we are very hands on we meet with people in

Anne Kulhanek: 00:21:39

person on frequently, or if they're distance via zoom, and

Anne Kulhanek: 00:21:45

have kind of our process is to do a thorough interview with

Anne Kulhanek: 00:21:48

them. So we know exactly even though they say, oh, I want to

Anne Kulhanek: 00:21:51

go to Hawaii, you know, what do you have? Okay, tell me why do

Anne Kulhanek: 00:21:55

you want to go to Hawaii? What do you want to do? What are you

Anne Kulhanek: 00:21:57

imagining, you know, so once we figure that out with them, then

Anne Kulhanek: 00:22:02

we shop and give them options and let them make choices and

Anne Kulhanek: 00:22:07

help them to do that, and then book it. And then frequently, we

Anne Kulhanek: 00:22:10

try to stay in touch between the time that they've booked and

Anne Kulhanek: 00:22:14

made their deposit to the time that their final payment is

Anne Kulhanek: 00:22:17

ready, just keeping in touch, sending them additional

Anne Kulhanek: 00:22:20

information about why we can use that as example. Like things to

Anne Kulhanek: 00:22:24

do on Maui or whatever. And then when it comes to travel document

Anne Kulhanek: 00:22:29

time, if you're local, they'll come in, and we'll review all

Anne Kulhanek: 00:22:33

the travel documents with them, explain everything, give them

Anne Kulhanek: 00:22:36

tips about how to get through the airport, some people don't

Anne Kulhanek: 00:22:40

have their like Delta Airlines app on the phone will help them

Anne Kulhanek: 00:22:43

do that. Or there's some countries where we have to fill

Anne Kulhanek: 00:22:47

out forms that they just don't aren't comfortable doing. So we

Anne Kulhanek: 00:22:50

you know, we kind of hold their hand through the process. So our

Anne Kulhanek: 00:22:54

experience is usually quite well, good, they feel good about

Anne Kulhanek: 00:22:57

it, they feel comfortable and confident in their trip, they

Anne Kulhanek: 00:23:00

know that we're just a phone call away, they have our phone

Anne Kulhanek: 00:23:03

number to call us as well as people with feet on the ground

Anne Kulhanek: 00:23:06

where they're traveling. And then we usually check in with

Anne Kulhanek: 00:23:09

them after to find out how it went. And there is an email that

Anne Kulhanek: 00:23:14

we sent out as well, that just says if you enjoyed our

Anne Kulhanek: 00:23:17

services, and you have anyone else, you know who's interested.

Anne Kulhanek: 00:23:20

And that almost comes naturally, because somebody comes home from

Anne Kulhanek: 00:23:24

a good trip. And they're like, Oh, my God last was excellent.

Anne Kulhanek: 00:23:28

And you'll hear people we always ask, how did you hear about it?

Anne Kulhanek: 00:23:32

And it's, they'll always say, oh, so and so just came back,

Anne Kulhanek: 00:23:35

and they loved it. So our whole business is based on repeats and

Anne Kulhanek: 00:23:39

referrals. So we don't do a lot of regular marketing.

Ursula Mentjes: 00:23:43

I love that. Well, I want to make sure people

Ursula Mentjes: 00:23:45

heard that like so. So when you're happy clients come back

Ursula Mentjes: 00:23:49

from the dream trip of a lifetime, they get an email and

Ursula Mentjes: 00:23:52

they get to share other people that might be interested, as

Ursula Mentjes: 00:23:54

business owners, we forget to ask for referrals we just do.

Ursula Mentjes: 00:23:57

And yet that is such an easy way. And not only that an easy

Ursula Mentjes: 00:24:01

way to bring in new clients. It's an amazing way because who

Ursula Mentjes: 00:24:05

do we hang out with people like us? And those are the same

Ursula Mentjes: 00:24:08

people that are going to love to go on that next luxury trip that

Ursula Mentjes: 00:24:11

Ann's gonna plan. So just I just want to make sure our listeners

Ursula Mentjes: 00:24:13

are hearing that that full circle. All right, I got a

Ursula Mentjes: 00:24:17

couple more questions. Um, so in any like, what are your tips on

Ursula Mentjes: 00:24:23

busting through an income ceiling? So if someone has grown

Ursula Mentjes: 00:24:26

their business, but they really stagnated, they're like, you

Ursula Mentjes: 00:24:30

know, I hit the $100,000 mark, and every year and I just can't

Ursula Mentjes: 00:24:33

seem to bust through that. What are your tips, your experiential

Ursula Mentjes: 00:24:37

tips for them?

Anne Kulhanek: 00:24:38

I guess number one would be mindset and like

Anne Kulhanek: 00:24:41

goal setting. I know I had a big growth spurt when I finally had

Anne Kulhanek: 00:24:47

like a weekend retreat and really dug into myself to figure

Anne Kulhanek: 00:24:50

out what do I want and kind of have like a writing thing where

Anne Kulhanek: 00:24:53

it's just like, oh, let me write out what my ideal world would be

Anne Kulhanek: 00:24:57

like. And what I would like to look like back. And once I had

Anne Kulhanek: 00:25:01

that written down, it was amazing how things happened. And

Anne Kulhanek: 00:25:06

before that, it just floated. Yeah, but so I can write it down

Anne Kulhanek: 00:25:10

writing it down. Yeah. And thinking about it and saying,

Anne Kulhanek: 00:25:13

Yeah, this is a possibility. You know, sometimes you don't you

Anne Kulhanek: 00:25:17

limit yourself to what you know, that you can hear possibilities

Anne Kulhanek: 00:25:21

outside and think, yeah, why couldn't that be possible for

Anne Kulhanek: 00:25:23

me? So I think a lot of it is belief. And then I think

Anne Kulhanek: 00:25:28

probably the next is to stick to it to, you know, stick what

Anne Kulhanek: 00:25:31

figure out what way you can break through what you're really

Anne Kulhanek: 00:25:34

good at what you enjoy doing, making sure that you're aligned

Anne Kulhanek: 00:25:39

with what you really like doing. Yeah, and just push through or

Anne Kulhanek: 00:25:43

just keep trying

Ursula Mentjes: 00:25:44

to get the clarity and then the stick to

Ursula Mentjes: 00:25:46

itiveness. Just like keep going, keep going, keep going. I love

Ursula Mentjes: 00:25:49

what you said, like writing I agree with you like scripting it

Ursula Mentjes: 00:25:51

out, just journaling about what you really want. And what's

Ursula Mentjes: 00:25:54

possible, statistically, and this was from one of my last

Ursula Mentjes: 00:25:56

books, the belief zone, you are 99% more likely to achieve a

Ursula Mentjes: 00:26:01

goal simply by writing it down. 99% More likely, and yet. And do

Ursula Mentjes: 00:26:06

we teach this in public schools or private schools? No. I don't

Ursula Mentjes: 00:26:12

know why I'm sure there's some amazing teachers there that

Ursula Mentjes: 00:26:14

like, bring that information in. But it's something we should

Ursula Mentjes: 00:26:17

have been taught a long time ago. All right, I'm starting to

Ursula Mentjes: 00:26:20

wrap up here. What's your best piece of advice for a CEO who's

Ursula Mentjes: 00:26:27

out in the world? You know, maybe their business is creeping

Ursula Mentjes: 00:26:29

up on breaking through that first six figures, but they're

Ursula Mentjes: 00:26:32

just, they're feeling frustrated? Maybe they're having

Ursula Mentjes: 00:26:34

a slow month? Or they're just like, they're just kind of

Ursula Mentjes: 00:26:37

stuck? What What's your best advice for them?

Anne Kulhanek: 00:26:42

I guess make sure that they're, they're working

Anne Kulhanek: 00:26:45

within their values. They're doing what they really want, or

Anne Kulhanek: 00:26:48

doing it how they want. And then just think of possibilities. You

Anne Kulhanek: 00:26:53

know, just I think oftentimes, it's more mindset than anything

Anne Kulhanek: 00:26:56

else, at least for me. It has. Yeah, yeah. And then I'll weed

Anne Kulhanek: 00:27:01

through. Yeah.

Ursula Mentjes: 00:27:03

So maybe heading over to their favorite coffee

Ursula Mentjes: 00:27:04

shop and doing a little journaling or something, or just

Ursula Mentjes: 00:27:07

getting out of the house. Like I think sometimes we're getting

Ursula Mentjes: 00:27:09

out of the office, I think sometimes we can get this narrow

Ursula Mentjes: 00:27:12

view of the world. And we have to get out. All right. And so a

Ursula Mentjes: 00:27:16

couple final questions, who like who is? What do you think of the

Ursula Mentjes: 00:27:22

clients you work with? Like, how do you know, a client is a good

Ursula Mentjes: 00:27:24

fit for you? What do they enjoy doing? What are their values?

Ursula Mentjes: 00:27:28

Like? Who's sitting out there? That might be like, Man, I

Ursula Mentjes: 00:27:30

would? I'm thinking about planning a trip? Maybe I should

Ursula Mentjes: 00:27:32

give an a call? Who would that be?

Anne Kulhanek: 00:27:34

Who would that be? Someone who likes to travel,

Anne Kulhanek: 00:27:40

they're curious. They want to go and explore? Well, actually,

Anne Kulhanek: 00:27:43

most of them want to go and explore. Some people just need

Anne Kulhanek: 00:27:46

to get away and lay on a beach somewhere. You know, I honor

Anne Kulhanek: 00:27:48

that too. Because sometimes even just when you travel with your

Anne Kulhanek: 00:27:52

spouse, you're away from home, you can just concentrate on each

Anne Kulhanek: 00:27:57

other. It just it does wonders for relationships, whether

Anne Kulhanek: 00:28:00

you're in Italy eating wonderful food, or if you're laying on a

Anne Kulhanek: 00:28:04

beach somewhere. I think just getting away helps

Anne Kulhanek: 00:28:06

relationships. But otherwise, people who are excited want to

Anne Kulhanek: 00:28:11

explore the world want to experience something different.

Anne Kulhanek: 00:28:15

They don't want to do it themselves. They like me, I just

Anne Kulhanek: 00:28:18

want an expert to tell me what's good and what's not. Yeah, it's

Anne Kulhanek: 00:28:23

like, oh, just tell me I don't want to, you know, I don't want

Anne Kulhanek: 00:28:25

to figure it out for myself. I want someone else to do it. I

Anne Kulhanek: 00:28:28

trust them. And yeah, they're open to suggestions and ready to

Anne Kulhanek: 00:28:35

explore the world.

Ursula Mentjes: 00:28:37

I think that's a big one especially so of course,

Ursula Mentjes: 00:28:39

someone who want you know, you know, you want to travel, you

Ursula Mentjes: 00:28:41

know, you want it to be a great experience. And you don't want

Ursula Mentjes: 00:28:45

to figure it out yourself. Like that's the big problem you

Ursula Mentjes: 00:28:47

solve, right? You help people figure out exactly where to go.

Ursula Mentjes: 00:28:53

I mean, it really what you do is you listen first to understand

Ursula Mentjes: 00:28:56

what their desires are, what their dream vacation is, what

Ursula Mentjes: 00:28:59

that next vacation is, you ask I'm sure amazing questions. And

Ursula Mentjes: 00:29:03

then like you said, before you give them options. Here's one

Ursula Mentjes: 00:29:05

option, like, here's one way you could do this. Here's another

Ursula Mentjes: 00:29:08

way, like what's most aligned with you, and then you let

Ursula Mentjes: 00:29:10

people figure it out. And PAC, which is amazing. So I know

Ursula Mentjes: 00:29:17

someone in the worlds out there going, I want to talk to and so

Ursula Mentjes: 00:29:19

and tell everyone about the the free offer and how they can take

Ursula Mentjes: 00:29:24

advantage of it.

Anne Kulhanek: 00:29:26

Yeah, if you go to our website, it's WWE dot

Anne Kulhanek: 00:29:29

premier travel with an S at the end. And there's places on there

Anne Kulhanek: 00:29:36

where you can select an appointment, and that can be in

Anne Kulhanek: 00:29:39

person at our office in Luxembourg. Or you can do a zoom

Anne Kulhanek: 00:29:44

call and just we do like an introduction call, kind of hear

Anne Kulhanek: 00:29:47

what it is that you're looking for. I can give you some ideas,

Anne Kulhanek: 00:29:51

and then you can determine you know if we're a good fit and

Anne Kulhanek: 00:29:53

want to work together. And yeah, that's

Ursula Mentjes: 00:29:57

beautiful. Awesome. So premier travels with

Ursula Mentjes: 00:30:01

an S we'll have that in the show notes. Make sure you put the s

Ursula Mentjes: 00:30:03

at the end of travels.com. Click on there and you can book a

Ursula Mentjes: 00:30:07

complimentary conversation with John. And thank you for being

Ursula Mentjes: 00:30:12

here. Thank you for sharing your business journey and for

Ursula Mentjes: 00:30:15

inspiring our listeners all over the world. We love you. We

Ursula Mentjes: 00:30:17

appreciate you.

Anne Kulhanek: 00:30:19

Thank you, Ursula. It's been a pleasure.

Ursula Mentjes: 00:30:22

I can smell the brownies and I can you my next

Ursula Mentjes: 00:30:26

travels are going to be so looking forward to that. So

Ursula Mentjes: 00:30:29

thank you and to our listeners all over the world. We love you.

Ursula Mentjes: 00:30:31

We appreciate you. If there's a topic you'd like for me to talk

Ursula Mentjes: 00:30:35

about, you can email us at contact at Ursula inc.co. I'd

Ursula Mentjes: 00:30:38

love to hear from you. That's it for this week. Everybody make

Ursula Mentjes: 00:30:42

this your most epic month yet