Beyond the Handbooks

Welcome to Beyond the Handbooks — practical insight from the minds behind the manuals.

This is the podcast for travel advisors who want to think deeper, sell smarter, and build stronger businesses — beyond what fits on the page.

Hosted by the authors of the best-selling Travel Advisor Handbooks series - CLIA Hall of Famers Michael Akana and Christopher Grum, Elite Cruise Counsellor Scott McAlister, and Accredited Cruise Counsellor Danielle Gonyea.

Each episode, we take the concepts you know, the challenges you face, and the questions you don’t always get clear answers to — and talk through what actually works in the real world.

Because our handbooks are just the beginning.

Let’s go beyond.

All Episodes

Beyond the Handbooks

Don't Upsell (and Here's Why)

March 24, 2026 • The Travel Advisor's Handbooks • Episode 10

0:00 | 8:55

Send us Fan Mail

Every sales course will tell you to always upsell. Michael, Chris, and Scott have a take that might seem counterintuitive but will actually yield better results.