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Think a DMC is automatically out of your client’s budget? Think again! Jonathan Epstein, Chairman and owner of Celebrated Experiences, explains why that assumption is costing you better trips, smoother client experiences, and more profitable bookings. He also gives details on what really goes into DMC pricing. From navigating budget conversations to protecting your time and reputation, you’ll learn how the right destination partner can elevate your service without adding more to your plate. If you’ve been hesitating to reach out to a DMC because of price, this episode will change your mind!
About Jonathan Epstein:
Jonathan is Chairman of Celebrated Experiences, a leading luxury destination specialist for England, France, Ireland, Italy, Scotland, and Wales. Since joining the family business in 2006, he has helped grow the company from four employees to a 70-person team serving travel advisors across North America and Europe. Jonathan also founded Celebrated Impact, a charitable initiative that donates $1 for every hotel room night booked, contributing more than $400,000 to organizations and disaster recovery efforts. Passionate about mentorship and hospitality, he serves on several nonprofit and industry boards. A Birmingham native and Trinity College economics graduate, Jonathan lives in Atlanta with his wife and two children.
instagram.com/celebratedexperiences
Resources Mentioned in this Episode:
Supplier Communication Templates: tiquehq.com/shop/supplier-communication-templates
Start With Why by Simon Sinek: amazon.com/Start-Why-Leaders-Inspire-Everyone/dp/1591846447
Today we will cover:
- (01:50) Meet Jonathan Epstein; what makes Celebrated Experiences different
- (04:10) DMC vs. destination specialist
- (11:00) Working efficiently with mid-range clients
- (17:40) The “5-minute rule” that shapes the entire trip experience
- (28:30) Peeling back DMC pricing
- (34:00) Planning fees + why they matter to your partners
- (40:35) Red flags with client funds and financial handling
- (51:40) Overcoming fear of losing clients
- (55:10) Let experts create the magic
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