230. Finding the Balance Between Splurge and Value-Stays with Natalie Payne

Thanks to Our Tique Talks Sponsors:Travel Collection - Connect and learn more about TC’s DMCsCozy Earth - Use code COZYTIQUE at checkoutNot every client needs a $2,000-a-night hotel to feel like they're traveling in luxury. Natalie Payne, VP of Sales at Calliope Collective, joins this episode to discuss how travel advisors can create elevated client experiences by blending bucket-list hotels with high-value properties that deliver exceptional service and a true sense of place. Drawing on more than 25 years in the independent hotel world, Natalie shares how to identify a client's "passion points," decide where the budget matters most, and build itineraries that feel luxurious without unnecessary excess. You'll hear examples from Italy and Ireland, strategies for sequencing hotel stays, ideas for destination alternatives, and practical ways to use supplier relationships and rep firms as an extension of your team. Whether you're planning a once-in-a-lifetime trip or helping clients maximize their budget, this episode will help you deliver more value without sacrificing the wow factor!About Natalie Payne:Natalie is a seasoned sales leader and strategic partnerships expert with a background in luxury hospitality and service-based businesses. As Vice President of Sales at The Calliope Collective, she focuses on driving revenue growth and building high-value client relationships. With over 16 years at Kiawah Island Golf Resort, Natalie brings deep expertise in luxury client experience, sales strategy, and partnership development. Her approach is relationship-driven, combining strong execution with a focus on sustainable, long-term growth. thecalliopecollective.comToday we will cover:(04:30) Defining a splurge stay versus a value stay(08:35) Balancing bucket-list hotels with budget priorities(14:05) Does the order of hotel stays matter?(21:00) Planning around passions instead of destinations(26:20) How to build relationships with rep firms and suppliers→ Grab Your Ticket to The Travel Business Intensive! Early bird pricing of $295 available through July 14!FOLLOW ALONG ON INSTAGRAM @TiqueHQ