Budget discussions with clients aren’t always easy, but what if they didn’t have to be so awkward? Courtney Gardner, founder of Fisher and Stout, unpacks how travel advisors can confidently navigate those tricky money conversations while building trust and delivering unforgettable experiences. With a 99% referral rate, she walks through how she sets the tone from the very first call, focusing on how clients want to feel on their trip and not just what they want to spend. Learn how to handle misaligned expectations with grace, educate clients on the value of what they're getting, and use transparent pricing as a trust-building tool. If you’ve ever struggled with vague budgets or felt stuck when clients dream big but spend small, this conversation is the clarity you’ve been craving.

About Courtney Gardner:

Courtney is the founder of Fisher & Stout Travel, a boutique travel advisory specializing in custom, high-end experiences. Born and raised in Idaho, Courtney spent 20 years working in theatre and film, honing her ability to craft compelling narratives—something she now brings into the world of travel. She doesn’t just plan trips; she designs immersive stories, using a mix of meticulous planning and gut instinct to create journeys that feel effortless yet extraordinary. After starting Fisher & Stout in Arkansas, she’s built a reputation for curating seamless, meaningful travel experiences that allow her clients to discover the world in a way that’s uniquely their own.

Today we will cover:

(03:00) From theater and film to luxury travel
(07:00) How unclear budgets lead to misaligned expectations
(10:15) The initial call; focusing on feelings instead of numbers
(18:30) How to suggest alternative destinations without disappointing clients
(21:15) The art of language in client communication
(28:20) Building trust and long-term client relationships
(34:20) Why conversation always trumps transaction

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123. How To Get A Client To Commit To A Budget with Courtney Gardner

TIQUE Talks: The Business Podcast for Travel Advisors