Profissão Gestor de Milhas: Guia para INICIANTES

Welcome to the Mileage Management Guide

Introduction to Mileage Management

• The speaker welcomes viewers to a guide on professional mileage management, emphasizing its importance for those looking to work in this field.

• The speaker shares personal experiences of wanting to leave traditional employment (CLT) and realizing that working for others was not fulfilling.

• They discuss how managing miles became a viable option, highlighting the financial benefits compared to other methods like selling miles or working in travel agencies.

Understanding High-Income Clients

• The speaker explains that mileage management primarily involves high-income clients who value time over money.

• They draw an analogy between mileage managers and personal trainers, indicating that both serve clients who have the means but prefer not to manage everything themselves.

• It is crucial for mileage managers to understand they are responsible for managing their clients' travel plans, not just handling miles.

Key Responsibilities of a Mileage Manager

• A successful mileage manager should focus on annual planning rather than short-term engagements; six-month plans are discouraged.

• Managers must generate and multiply miles through various strategies such as credit card usage, transfers, and bonus purchases.

• Generating miles is relatively easy for high-income clients due to their access to good credit cards; however, multiplying them requires strategic insight.

Challenges in Planning Travel

• While generating miles is straightforward, many high-income clients struggle with maximizing their potential due to lack of time or interest in promotions.

• The speaker emphasizes that even knowledgeable clients may prefer hiring someone else (like a mileage manager) because they want convenience over effort.

Importance of Strategic Planning

• Effective planning involves understanding when and how to issue tickets based on the client's generated miles within specific timelines.

• A case example illustrates the need for timely issuance of tickets; if a client wants to travel in November but only engages in March, careful planning is essential.

• Managers must communicate clearly with clients about purchasing additional miles if necessary, ensuring transparency throughout the process.

Understanding Mileage Management

The Role of a Mileage Manager

• A mileage manager's responsibilities include generating, multiplying, and issuing miles for clients. They may directly handle client accounts or guide family members in managing these tasks.

• Effective planning is crucial; managers must advise clients on the optimal timing for ticket issuance based on factors like promotions and mile accumulation.

• To attract high-income clients, managers need to position themselves strategically, understanding that ideal clients typically spend around R$20,000 monthly on credit cards and travel internationally at least twice a year.

Characteristics of High-Income Clients

• High-income individuals often earn significantly more than they spend; for instance, earning R$40,000 while spending R$20,000 monthly places them in the top 1% of the population.

• These clients are less likely to engage with social media during work hours and are often bombarded with sales pitches due to their wealth.

• Understanding this demographic's behavior is essential; they may be skeptical about new proposals because they receive numerous offers.

Strategies for Client Engagement

• Positioning oneself in environments frequented by high-income individuals can facilitate connections. Attending events tailored to business professionals or affluent sectors can lead to meaningful interactions.

• Real-life examples illustrate how engaging potential clients at events can shorten the sales cycle compared to online engagement through social media platforms.

Building Relationships Through Shared Experiences

• Engaging in shared activities (like sports or networking events) allows mileage managers to connect with potential clients on a personal level, making it easier to introduce their services.

• Being present in environments where high-income individuals socialize increases credibility and trustworthiness as a mileage manager.

The Value Proposition of Mileage Management

• A mileage manager’s role extends beyond just managing miles; it involves comprehensive travel planning that alleviates stress for high-income clients who value time over money.

• Clients appreciate the convenience provided by managers who handle all aspects of travel arrangements efficiently without requiring extensive input from them.

• Marketing plays a vital role in creating desire among potential clients. Managers must effectively communicate their value proposition to attract interest from affluent customers.

Positioning and Client Engagement in the Travel Industry

Importance of Positioning

• The speaker emphasizes the necessity of having a clear positioning when serving clients, particularly in the health sector and for family travelers.

• A significant follower count (e.g., 50,000 or 100,000) can enhance perceived credibility; clients may view you as important based on your online presence and engagement over time.

Building Trust with Clients

• Knowledge about travel logistics (like booking flights and hotels) is essential, but formal training is crucial to effectively serve clients.

• Clients are less likely to trust someone who doesn't invest in their own education; if you expect them to spend thousands on services, you must demonstrate your commitment through personal investment.

Effective Marketing Strategies

• The speaker discusses creating content that genuinely attracts the right clientele rather than relying on viral trends or superficial marketing tactics.

• Sharing real client success stories can resonate more deeply with potential customers, showcasing tangible benefits like luxury travel experiences.

Understanding Client Needs

• It's vital to filter potential clients through a pre-sale process to ensure they align with your service offerings and budget expectations.

• Pre-sales help protect against working with unsuitable clients by assessing their spending habits and travel goals upfront.

Case Studies: Filtering Clients

• The analogy of hiring a personal trainer illustrates how perceived value changes based on cost; if a service seems too expensive relative to its benefits, potential clients may opt out.

• Real-life examples highlight the importance of understanding client needs—one case involved declining a client whose expected savings did not justify the service fee.

This structured approach provides clarity on key concepts discussed in the transcript while allowing easy navigation through timestamps for further exploration.

Understanding Client Relationships in Mile Management

The Importance of Reputation and Client Trust

• The speaker emphasizes the significance of maintaining a good reputation over monetary gain, sharing an experience where he refunded a client to avoid negative feedback.

• A scenario is presented where a potential client spends 40,000 monthly but only seeks assistance for a specific flight, highlighting the limitations clients may place on their requests.

• The speaker notes that clients often believe experts possess knowledge they lack, which can lead to unrealistic expectations about services offered.

Personal Experience and Misconceptions

• Drawing from personal health management experiences, the speaker illustrates that fundamental knowledge remains constant over time; what changes is the application and understanding of details.

• He argues that many clients seek help not because they lack knowledge but due to a desire for convenience in managing their mile usage.

Structuring Client Engagement

• To effectively engage with potential clients, the speaker suggests creating a pre-sale process involving qualification through forms to determine if they require consultation or management services.

• A visual presentation during consultations should clearly outline potential savings from using miles versus cash expenditures, making it easier for clients to see value in services offered.

Pricing Strategy and Value Proposition

• The speaker explains how presenting clear financial benefits can lead intelligent clients to accept service fees quickly when they perceive significant savings.

• He discusses scenarios where clients might hesitate due to perceived losses against service costs but emphasizes positioning oneself as beneficial by demonstrating clear advantages.

Filtering Potential Clients

• The importance of filtering out non-qualified leads is highlighted; those who do not meet spending thresholds are less likely to benefit from premium services.

• By showcasing successful case studies and savings achieved for other clients, one can attract more suitable clientele who recognize the value of expert mile management.

Consulting and Client Management in Travel

Understanding Client Expectations

• The speaker emphasizes the difference between teaching clients about travel management versus doing it for them, noting that high-spending clients often prefer the latter.

• A comparison is made to personal trainers; clients typically hire them not to learn but to have someone do the work alongside them.

Initial Consultation Process

• After a sale, an initial alignment consultation is crucial to determine who makes decisions (e.g., whether it's the client or their spouse).

• It's important to clarify roles early on to avoid confusion later in the process regarding decision-making authority.

Defining Travel Preferences

• During consultations, agents must ascertain if clients prioritize price or specific travel preferences, such as flight times.

• Agents should document client preferences clearly and establish rules for communication and decision-making during the planning process.

Ongoing Client Engagement

• Continuous updates are necessary as travel plans can change frequently; agents need to keep track of points and pricing changes.

• High-income clients may have dynamic lifestyles, leading them to request last-minute changes or new trips based on social events.

Adapting Services Like a Personal Trainer

• The speaker draws parallels between managing travel for high-income clients and personal training, emphasizing adaptability based on client needs.

• Just like personal trainers adjust workouts based on a client's weekend activities, travel managers must be flexible with changing client requests.

Positioning as a Specialist

• It’s essential for consultants to position themselves distinctly from general travelers or frequent flyers; they should be seen as specialists in luxury travel management.

• Marketing strategies should include networking at relevant events (e.g., medical conferences or golf tournaments), enhancing visibility among potential high-end clientele.

Understanding Client Perception and Sales Strategy

The Importance of Client Perception

• The speaker reflects on past mistakes regarding client positioning, emphasizing that clients often perceive value based on appearance rather than economic status.

• Clients may question the expertise of a salesperson if they do not relate to them; thus, it's crucial to establish credibility through knowledge and communication.

• Using relatable examples, such as personal trainers, illustrates that expertise can be recognized regardless of physical appearance or lifestyle.

Pre-Sales Communication

• The speaker discusses the significance of pre-sales conversations to understand client needs before making offers.

• A common mistake is selling without prior discussion with the client, leading to mismatched expectations about services like travel arrangements.

• Establishing clear financial expectations during pre-sales can lead to successful transactions and satisfied clients.

Routine Client Management

• After securing a sale, maintaining regular communication with clients is essential for ongoing satisfaction and service delivery.

• A structured routine helps balance current client care while also seeking new business opportunities; this consistency is vital for sustainable success.

The Value of High-End Clients

• Managing high-value clients (e.g., those paying $10,000 versus $3,000) often results in less hassle and more efficient service delivery.

• The management of miles as a profession allows for quality product delivery since it targets clients who are likely to yield positive results.

Building a Quality Network

• Finding high-income clients requires strategic outreach; creating valuable content can attract the right audience effectively.

• Engaging in professional events enhances networking opportunities; investing in these experiences can lead to fruitful connections with potential clients.

How to Succeed in Mile Management

The Importance of Client Perception

• The speaker emphasizes the significance of appearing successful to clients by dining at upscale locations and staying in hotels, which enhances their image as a competent professional.

• By sharing experiences on social media, the speaker aims to create a perception that they lead an enjoyable lifestyle, which can attract more clients.

Training and Commitment

• Effective mile management requires proper training; without it, one risks failing to meet high-income clients' expectations and could face legal repercussions.

• The speaker offers affordable training options (e.g., R$ 99.97), highlighting that investing in education is crucial for long-term client relationships.

Mentorship Opportunities

• Individual mentorship is available where the speaker provides personalized guidance through Zoom sessions, helping mentees learn effective strategies tailored to specific clients.

• The cost of mentorship is positioned as an investment that can quickly pay off with just one successful client acquisition.

Business Growth Strategy

• The speaker shares their personal goal of acquiring one client per week, illustrating how this strategy led to significant income growth compared to previous employment as a company manager.

• Investing in one's own education (e.g., spending R$ 20,000 on mentorship) demonstrates commitment and encourages potential clients to invest similarly.