Why These Three Top Luxury Advisors Stick With Travel Leaders Network

Added: 2026-06-02

[00:00:00]Hey everybody, this is Alan Fine and I'm here with Christina Ricci, who's the president and founder of Esteemed Escapes. They're in Irvine, California, but we're not there. We're We actually She probably drove here. We're in San Diego at the Travel Leaders Network luxury conference and then Edge conference coming up. We're at the Gaylord Pacific Convention Center and this is Insider Travel Report.

[00:00:25]Christina, thank you for talking to us.

[00:00:27]>> I'm so glad to be here. Thank you so much for having me.

[00:00:29]>> So, first of all, let's let you brag a little so that we can frame this. You You're award-winning. Tell us about the awards.

[00:00:35]>> Yeah. I actually have been a Condé Nast winner for the past 4 years. 2026 was just an a huge surprise. So, I'm so happy to be a part of that.

[00:00:47]>> So, actually, so here's the question I have is is Did Travel Leaders Network enrich you and make it so that you could then progress and be you're you're you're to be here you got to be a million dollar seller minimum. So, did they help you get to the Luxury Leaders Alliance?

[00:01:01]>> They most certainly did. Travel Leaders gave me a platform to grow, to enhance my business, to to elevate myself in a way that I didn't know I could, you know? Because of the Internova program, it really introduced me to that. It really introduced me to the suppliers that I needed to know, the partnerships around the world, and it gave me a level of trust and support. People trusted me because I had Travel Leaders backing me, and then eventually, I was so lucky to stumble upon LLA, which I absolutely love. You know, becoming a million dollar producer was a huge a huge benefit to me. I'm just a one person show. I'm a little boutique agency. So, it it was it's a milestone. So, I'm super happy about it, and Luxury Leaders Alliance has just put me in connection with the right people to establish myself to the next level.

[00:02:00]>> So, what do you think now sets you apart from a a common travel advisor?

[00:02:07]>> That's my question. So, I elevate in the way I love people.

[00:02:14]So, I'm personable. I'm there for people. I talk to people. I am engaging with them. If they need me to text, it's text. If they need me to email, it's email. Some people are phone callers.

[00:02:25]So, >> So, you match pressure. That's like I I learned that with a handshake. Don't assume how the and and go with the handshake you're giving you.

[00:02:31]>> Ex- exactly. That's exactly it. And I think that in respecting my clients the way they are, you if somebody talks you like you just said, it's the handshake pressure. I you just go with that flow, and that's what's made me really successful. No, no, no, no, you know? And and I but I I respect >> talking and learning about your clients.

[00:02:53]>> Absolutely. And I find that respecting them in the way they want to work is fine. As long as they know I'm on the other end, that's what makes me the luxury advisor as opposed to a different advisor. Being a a luxury advisor, I'm I'm humble in the way that I respect the fact that they can come to me because they can go anywhere. They can book it online. They can do anything they want.

[00:03:17]But to come to me, they want my service.

[00:03:19]They want my touch on it. They want my opinion. And they trust me. So, I handle that with a lot of respect.

[00:03:25]>> It sounds like you were this person anyway. So, how did they augment you?

[00:03:29]>> I you know, I'm just myself. I don't know. I don't know how it is. I think that they find me I'm a word of mouth person, so people find me through word of mouth, and that's that's about it.

[00:03:39]>> they give you tips and tricks to be a better you?

[00:03:42]>> I've learning as I go. I learn through everybody. Yeah.

[00:03:45]>> What tools do you find that you're using most lately?

[00:03:48]>> Uh we were just talking about that. I think that, you know, I AI has been a huge been super efficient for me. It's made things a lot easier just on location-wise, but still still kind of like it's it's in that room. It's the networking crowd that really helps me. Oh, yeah. It's it's like it's really like who I know and just getting I'm like, you know, not afraid to ask questions, so that's it.

[00:04:14]But definitely AI is just the the biggest help for me right now.

[00:04:18]>> Now but now it's branded. It's it's part of the the Travel Leaders Network.

[00:04:23]Like Snap has it some of it. I mean it's in everything.

[00:04:26]>> Snap has been super helpful to me for booking. I don't book my own flights all the time, but when I do Snap is what I use for it. So it's been really helpful.

[00:04:35]>> Does that help you with internal partnerships?

[00:04:38]>> Yes. Yeah, it does because it'll tell me who's working on what and what and what they can do what they can do to to enhance what I'm looking for.

[00:04:48]Or they might have something like I didn't know like the culinary, so you know, they they'll they'll guide me in that way.

[00:04:56]>> Is can you give us an example of, you know, when when you're a Travel Leaders Network person, you get insider connections to suppliers and then as you progress and you become part of the Luxury Leaders group, you get even more insider.

[00:05:13]Give us an example of that onion unpeeling.

[00:05:16]>> So an example would be just getting invited to different different aspects, different parties, different ways to connect and network that other people just don't have that ability to do and it's it's opened up so many doors for me.

[00:05:32]>> What are the trends now? The luxury trends that you're seeing for destinations.

[00:05:36]>> It's longevity.

[00:05:37]Longevity is the trend.

[00:05:39]>> Where's that? I'll go there. No, no, what destination?

[00:05:41]>> [laughter] >> So longevity places are Italy. There's like they will tell you how to eat right, be healthy, but they're they're wellness, but they're not so much wellness where you're just going to the spa and they're telling you like to get on a specific diet or a regimen. What they're doing for longevity is it's how to actually live longer. Spain, Mexico, it's it's so enriching. Like they'll tell you how you manage your stress, how your stress affects your body, how you can live longer. If you want to do cryotherapy, if you want to do I mean the list goes on and on. Blood transfusions. It's it's That's what people want right now. How am I going to live longer, but how am I going to live healthier? How am I going to be stronger?

[00:06:25]>> So there's a part two to that question.

[00:06:27]Um what type of travel gets them there?

[00:06:33]>> Type of >> these cruises? Are these tours? Are these what are they just you go straight to a resort?

[00:06:39]>> You go straight to a center and it's a it's half resort, half medical. And they'll mix it and they put you on the best plan for you while you're there.

[00:06:48]And they'll be 3 days, 5 days, 10 days or more. And then sometimes some places will even have a ship.

[00:06:55]>> So you're So you're now starting to dedicate yourself to wellness?

[00:06:58]>> Oh, yeah. Oh, yeah. Just for that the longevity factor, I find that my clients just in the luxury market, the more the more that's coming, it's kind of boring now.

[00:07:09]Everybody's done that. So they want to really get into what real life's about and value that health, you know, and the health they have.

[00:07:16]>> What are you most proud of right now?

[00:07:18]>> I'm a small boutique agency. So to see that people would contact me and trust me with their not only their finances, but their time and their you know, 10 days a year, 5 days a year, their weekend trip with their family.

[00:07:35]It's such an honor. So I'm so proud about that because also don't forget these people aren't knowing me personally. They reach out to you on the internet and then they give you everything, you know?

[00:07:47]And and they're >> And then you have to earn the trust.

[00:07:48]>> Yeah, so that what they they automatically feel that they can and I think that's part of my gift in life is people feel that they can trust me. So they warm up to me and they're it's it's very it's very interesting just how life goes. So I feel I feel fortunate.

[00:08:03]>> We're going out to 125,000 travel advisors.

[00:08:06]You're very successful and they want to know what's your secret and what's your message to them?

[00:08:12]>> So as far as networking goes, when you meet and you come to these when you come to these fantastic events that that if you're privileged enough to get here, don't overlook it. That has been the secret sauce. And when you speak to people, don't ever think, oh, I'm never going to sell that.

[00:08:30]It's a waste of my time to talk to this person. I know I'm never going to sell.

[00:08:33]You never know who's coming in your door. Unless you're a specific you only sell one specific country, then maybe that might be true. But if you sell the globe, you don't know who's coming your door.

[00:08:44]Education is never a waste and that's what I I really encourage other agents to really follow that because that has been the secret. And I don't even know how much I know until I get in a conversation and I'm like, oh my gosh, I completely know that. Because I really pay attention, I'm passionate about the world, I'm passionate about culture and travel and that's my gift. That's what I >> You're saying that that's what they should do.

[00:09:05]>> Absolutely. Absolutely without a doubt.

[00:09:07]You just retain what they're saying and and you you you value that information because you want to have knowledge. You don't want to be caught off guard. So what's the what it's not hurting anybody's time to learn about something and that's what you take it in. You just don't say, oh, I'm never going to use that. I don't care if it's a hotel you never think you're going to sell, a lower end hotel. Who cares? You just do it, you know?

[00:09:32]>> Hey everybody, this is Alan Fine. I'm here with Debbie Sebastian of Thomas Travel, uh, Kentucky based Thomas travel. And It's a real storefront. Brick and mortar. Okay. First of all, thank you. I noticed that our interview is something you reference to people when we were in Croatia. In fact, this is going to be part two of that conversation.

[00:09:51]That's where we met and and then I'm glad that you have our video still up.

[00:09:54]>> I do. We're BFFs now.

[00:09:56]>> Okay.

[00:09:57]All right. So, we're going to both look at our notes to see what we're going to tell you about. First of all, my question to you is how is the TLN helping you grow?

[00:10:07]>> So, when we come together as a group, we're meeting with the top tier of hotels, vendors, tour companies, you name the supplier, if it's important, they're here. And they they want our business as well as we want theirs.

[00:10:22]>> How are you different now because of the affiliations that you have?

[00:10:27]>> So, I'm available from pre-trip planning to boots on the ground while they're traveling. We have them covered from beginning to end. And I think in today's world that means a lot when somebody has a connection, somebody to call at all times. It's a relationship.

[00:10:41]>> So, is that something you learned from here or you weren't that way before?

[00:10:44]>> We were, but not to the level we are now. It's it's actually given us a foot up, so to speak. And it and it makes the client feel comfortable. When we say our our local contacts here, their phone numbers and it's 7 24. And in today's world, you don't hear that as much. But with us, you do.

[00:11:02]>> It's a constant evolving process. The word evolve is part of this conference.

[00:11:06]And so, I've just seen you was it five, six months ago? How have you evolved since then?

[00:11:10]>> Our luxury has stepped up yet again.

[00:11:14]I'm going to use Croatia. I've been there twice now. And the big question is you hear people say, "Have you been there?" That's what's important. And when I say not only once, but I've been there twice and I've covered the whole region and they're like, "Well, tell us more about it." So, I'm actually working on a few more trips right now as we speak with Croatia. And for those that it's such a new destination and people are like, "I don't know." I've actually got them on cruises and they've actually came back and said, "We do want to go to Croatia and spend more time." So, it's those destinations and I'm I don't know where we're going yet this year. Do you know where we're going? She can't tell us. I'm anxious to see because I'm the type of person once I visit a destination, I immediately sell it. And that's what I'm looking forward to is where where my next place is.

[00:11:54]>> So, you're here because you're a top seller and my question to you is what sets you apart from the mere mortals who sell travel?

[00:12:01]>> We're available. We're approachable.

[00:12:03]We're honest. We're trustworthy. We were actually speaking yesterday, you know, how do you say no nicely when somebody comes in with an itinerary and they're like, "What do you think?" I will tell you, "I don't think this is a good idea." Or I think this is a great idea and you missed this. So, I think it's that first-hand product knowledge that is making such a huge difference with our business right now.

[00:12:23]>> You came with a bunch of things you wanted to say. Let's hear some of them.

[00:12:26]>> I have direct access to key suppliers which are partners and we need to support them. They are supporting us. We need to do the same thing. You know, we've got private showcases, one-on-one meetings here.

[00:12:39]You all you can't get that other places.

[00:12:40]So, we need to level up on that.

[00:12:43]The resorts, the itineraries.

[00:12:47]It also helps me match the right product with the right person because we all know that every cruise ship is not for every person. So, it really helps facilitate the right the right level of where people need to go.

[00:13:00]>> What tools are you using the most these days?

[00:13:02]>> I use everything. I I believe AI is very controversial but it you've got to make it your friend. It's not your enemy.

[00:13:09]You just need to learn how to use it correctly.

[00:13:11]>> it into submission.

[00:13:12]>> You you absolutely do and you know, yes, you have to double-check but I can give an example. I recently had some clients that wanted to go to Iceland and I've never been there. I I I know nothing. I mean, I know something but I don't.

[00:13:25]They kept calling and I'm like, I finally put my design fees so high that I thought they would say no.

[00:13:33]They didn't.

[00:13:34]>> Wow. That's a lesson right there.

[00:13:36]>> So, I was like, oh my gosh. So, now I have to do this. So, I actually went into um AI and I you you have to learn to prompt. And I used my prompts and I told exactly what I needed it to do and how far they could drive per day and I needed to know gas stations and restaurants and all the need to knows and if there's any bad roads. So, it it created that >> Keep refining the prompt.

[00:13:56]>> Keep refining the prompt and it gave me a beautiful itinerary. Now, did I double-check every single thing?

[00:14:04]Yes, I did, but I didn't have to go and scratch. I didn't have to go from scratch. So, they went on this trip, had a marvelous time and it was a couple in their late 70s.

[00:14:14]Two months later, I get an email from her. They had such a great time. It was coming out in our local county magazine and I mentioned of planning this fabulous trip. Well, yes, I did plan it.

[00:14:25]Let's be honest, I did plan it. I just used the right tool to help facilitate that and I was able to use our preferred suppliers from information I learned here. So, it was a win-win from all directions.

[00:14:37]>> Um what else did you have anything else cuz I'll I'll go to my list.

[00:14:40]>> Oh, here's a big one and I want everybody to listen to this closely.

[00:14:43]Ultimately, your membership with the Luxury Leaders Alliance isn't just about affiliation, it is about delivering better travel and that's what we all want to do is deliver better travel. So, you have to embrace the affiliation and then use it to your advantage.

[00:14:58]>> Because of Internova and all the products and all the all the all the partnerships which are is amazing. Um all advisors from the Travel Leaders Network have that advantage and then as you become 1% like you are, you know, a top seller, you get even more access.

[00:15:14]Let's talk about that.

[00:15:16]>> Okay.

[00:15:17]So, for we're here for the Luxury Leaders Alliance and we're following with Edge after that.

[00:15:22]First off, if you're leaving from LLA, you're missing out. Because while this is a great program, there is more that you can learn.

[00:15:30]Been in business for 43 years. There's something to learn every day. If you're not learning, you're going backwards.

[00:15:36]Let's be honest. So, moving forward and it's so our travel shows and and the things that it provides, there are resort credits, there's upgrades, there are private events that you have no access to if you are not part of this program. And you don't know about those things if you don't attend. We we know that we were in when we're in our shop, whether it is a storefront or home-based, you you don't have time at home. And this is where it actually makes the time for you to learn on everything.

[00:16:05]And I'm going to tell you one other thing. On my AI for Luxury Leaders Alliance, I've asked every vendor and no one has said no yet.

[00:16:13]I am asking to record our calls.

[00:16:17]My AI is preparing my notes that I can share with my staff when I get back.

[00:16:24]When one of them today actually said she's going to start asking if she can record.

[00:16:28]>> And there's more to it. There's also a transcript. If there's any question of what was said, >> Right.

[00:16:32]>> you now have it written out.

[00:16:33]>> it written out. And it allows me to listen to what you're saying, not taking notes and saying, "I'm sorry, can you repeat that again?"

[00:16:40]So, yeah, everyone has been so positive about that as far as our suppliers. So, just another idea about how to get more out of the meeting and to be engaged with that person.

[00:16:50]>> Hey everybody, this is Alan Fine and I'm here with Ruchi Harnal, who is the founder and luxury travel advisor at Harnal Travel. I'm going to ask you about your very own slogans on your website.

[00:17:00]>> Mhm.

[00:17:01]>> And the reason I want to do that is I want you to highlight if either the Travel Leaders Network or Luxury Leaders Alliance got you to come up with those slogans or was it just a natural part of your own uh, way of selling. But I thought it'd would a good way to get into the way you think about selling travel. So, the first one I'm going to ask you is real experience, not just research.

[00:17:24]>> I came up by myself, because that's what I've been doing. I've been traveling forever. And, uh, it's all about the experience to me. It's not It's the soul of the place.

[00:17:35]>> Next one.

[00:17:37]A team, not just an advisor.

[00:17:39]>> It's a team. Yes, because the way we work is I am the lead designer or travel advisor. I'm the one who's traveled everywhere, and I'm the one who's meeting my client, understanding what they need, working with my partners that are in country. And then, I have a operations manager and travel coordinators that are working on all of the little details that we implement. And it could be as little as my client does not drink any alcohol. So, we need to call the hotel.

[00:18:10]We need to make sure all of that is out.

[00:18:12]Or my client loves caviar. Or it's, you know, a surprise. The husband's going to surprise the wife. And which is what's going on right now in Greece with a client of mine. And their heritage is Indian. So, we have arranged a very private dinner for them at a location which is very popular with tourists. And tourists, um, no one usually gets to sit there and dine. But, we blocked it off.

[00:18:38]And then we have her favorite dishes being prepared by a chef. And she had no idea. The husband paid for it. I didn't tell the husband either. And my team orchestrated all of that. And made sure we also found out her favorite songs.

[00:18:53]And those were playing when she arrived.

[00:18:55]>> So, this came naturally to you? Or was this some of this come from your relationship with the, uh, travel, uh, leaders network?

[00:19:04]>> This came combination. Right. So, my background's, um, interior architecture. And that's what I did. I designed country clubs, cruise ships, high rises. And attention to detail was a big factor there. I also like over-the-top things myself. And then I learned through Travel Leaders Network, I can make it happen by the connections I built through them. If I The partners that I'm working with are coming through them.

[00:19:34]Several of them. And they're facilitating the connection, which is what we're doing right here as well. So, like I said, it's a combination.

[00:19:42]Something that my heart desires for myself.

[00:19:46]It's part of who what I've learned in every field that I worked in. And that is what the core of our business is for Harnal Travel.

[00:19:55]>> Your next slogan then definitely has to do with the connections you're making here because you said relationships, not reservations.

[00:20:02]>> Mhm, exactly. I mean, anyone can pick up and call or go online and make a reservation. What we do is I've met GMs here, I've met DOS here, and literally I can call them and find a room that online it's showing not available. Or, like I said, when I call my client when my client's arriving at a hotel, these connections are the ones that are getting them in the type of room that they enjoy, the view that they enjoy, or the amenities that they value.

[00:20:32]>> How has the Travel Leaders Network helped you grow?

[00:20:35]>> By putting me in rooms and places like this, ILTM Cons, DUCO Italy, Ellie Miami, you know, all of these places is where we build those connections that I can take back. I mean, I have a client who wants to be on a Aman yacht the first sailing, and I made that connection here. And that's how I'm going to get the client there.

[00:20:56]>> That's great.

[00:20:56]>> So, yes.

[00:20:57]>> How are you different since being a part of Travel Leaders Network?

[00:21:03]>> I've always been part of Travel Leaders Network. That's how I started. Yes, that's how I started. Yes. How I'm different? I knock doors because they have what we need to succeed. But I think a lot of travel advisors don't knock those doors. Don't reach out and ask for help. And I I mean I can name a lot of members here at Travel Leaders that can attest for that. I actually reach out to them and I say, "How can you help me? This is what I need."

[00:21:36]>> What are the tools that Travel Leaders Network given you that you use the most?

[00:21:40]>> Select properties. That's my biggest.

[00:21:43]Yes. That is one of my biggest and most favorite.

[00:21:47]>> We'll go out to 125,000 every day.

[00:21:50]Um what words of advice do you have for them?

[00:21:52]>> Don't be shy.

[00:21:54]Ask questions. Come to these events.

[00:21:57]Connect with the tools you have. And when I say tools, it's the real people.

[00:22:02]Talk to them because everyone has something, some nugget that will help you grow your business. I mean I've been in this business and I think I'm doing really well, but I want to continue grow. So I'm meeting, having those conversations with fellow travel advisors, suppliers, and people in different parts of travel. That's the only way to grow this business.

[00:22:25]>> So you find this Travel Leaders Network valuable.

[00:22:27]>> Very valuable. Yes.

[00:22:29]>> Thank you for talking to us.

[00:22:30]>> You're welcome.

[00:22:31]>> And this is Alan Fine for Insider Travel Report.