Travelweek Asked Advisors About Discovery Calls. Here’s What I Told Them.

[PHOTO: Sheila aboard a river ship at dusk, Pont Saint-Bénézet and the Palais des Papes in Avignon behind her]

Travelweek recently asked advisors across the country the same question: what actually happens on a Discovery Call with a new client? I was one of the advisors featured in their piece, “If You’ve Ever Wondered What to Say or Do on a Discovery Call with a Client, Read This” (Kathryn Folliott, July 29, 2026).

Here’s the honest version of what I told them.

The real work happens before the call. Every prospective client completes a comprehensive questionnaire before we ever speak. It’s not just “where do you want to go” — it’s about understanding why they want to travel. By the time we’re on the phone, I already have a solid picture of who they are, and whether I’m the right advisor for them.

The call itself is 30 minutes, and it’s about fit — not free planning. I explain how I work, the value I bring, and answer questions. What I don’t do is start designing an itinerary, offering detailed recommendations, or doing research before someone actually becomes a client. My expertise is my product. A Discovery Call is about understanding the traveller and determining fit, not giving away hours of professional planning before there’s an actual engagement.

I’ve found this approach has changed both the client experience and the business itself. It attracts travellers who genuinely value expertise and a long-term advisory relationship — and it naturally filters out people who are just collecting free information.

If you’ve ever wondered what a real Discovery Call with a travel advisor looks like, now you know. And if you’re ready for one of your own, I’d love to hear from you.

📧 sheila@lushlife.ca 🌐 www.lushlife.ca

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