TRACK: AGENCY MANAGEMENT TITLE: RAISING THE BAR YOUR GROUP CRUISE BUSINESS ON STEROIDS 12 Easy Ways To Boost Your Bottom Line With Your Own Highly Lucrative Special Events At Sea "Captain Lou" will show you: * The Proposal Reversal. How to get the "right" pied pipers to qualify to be your group leaders, without having to submit a "group quote" or "proposal" to them. * Several simple ways to legally DOUBLE YOUR COMMISSIONS with the cruise line's (and group leader's) blessings! * How To FIRE YOURSELF and Get 80% Of Your Clients To Book ONLINE, 24/7 without needing YOUR assistance. * A Clever Little System To Get 68% Of Your Current Groups To BEG to Reserve Their Next Cruise, 1 Year In Advance! Presented by "Captain Lou" Edwards, Founder / Owner, Little Shop Of Cruises and SpecialEventsAtSea.com

1. Beyond Group Cruises…
How To Produce Your Own Highly Profitable
"Special-Events-At-Sea”
“Your Group Cruise Biz On Steroids”

2. • Owner - Little Shop Of Cruises -
Brooklyn, NY.
• Niche - "Special-Event Theme
Groups"
• 2010 Sales - *$1,500,000+
• 1997 -Started Biz As P/T Hobby
Organizing Singles Cruises
• 1999 - Joined Host Agency
Cruise.com
• 2001 - Launched 1st Website and
Waited For The World To Find Me
On The Internet
“CAPTAIN LOU”
EDWARDS
“Your Group Cruise Biz On Steroids”

3. 2003 – Still Waiting…
•This Is Getting Frustrating!
“Your Group Cruise Biz On Steroids”

4. May 2005 – Let’s Get Serious
“Your Group Cruise Biz On Steroids”
Why book just one or two cabins at a time?
It’s just as easy to book 20 or 200!
Why play the Discounting/Rebate Game?
People Will Pay a Premium for Added Value!
Are Special Event/Theme Cruises Unshoppable?
You can Actually Mark Them Up, not down.
(Ex. Murder/Mystery Groups, Cruise for
Collectors, Opera Groups, Seminars at Sea)

5. “Your Group Cruise Biz On Steroids”

6. “Your Group Cruise Biz On Steroids”

7. “Your Group Cruise Biz On Steroids”

8. “Your Group Cruise Biz On Steroids”
Our “flagship” annual special-event group has
grown from 31 guests to over 400 participants
from 17 different countries around the world….

9. “Your Group Cruise Biz On Steroids”

10. How did I get all these groups?
“Your Group Cruise Biz On Steroids”
• Produced a training DVD for prospective groups
• Got qualified leads by charging $97 for DVD that costs
under $2 to make @ Kunaki.com
• Sold the DVD online and offline at conferences,
seminars and trade shows that attract the RIGHT
decision makers

11. Cover Art was
done in Microsoft
PAINT, a free
program on your
PC
“Your Group Cruise Biz On Steroids”

12. “Your Group Cruise Biz On Steroids”

13. I added text to this
photo and
uploaded to
Kunaki.com for use
as the circular “disk
image”
“Your Group Cruise Biz On Steroids”

14. What I did Next…
“Your Group Cruise Biz On Steroids”
• Produced a training DVD for prospective groups
• Got qualified leads by charging $97 for DVD
• Had companies/organizations submit proposals to us
instead of the other way around. “Proposal Reversal"
• Went way beyond just offering up the T/C
• Offered a $10,000 incentive for X# of referrals
• Gave every group own online reservation system

15. Set Up “Opt-In Pages” To Build Highly Qualified List Of Group
Prospects…(You can do this with TravelMarketingMagic.com)
“Your Group Cruise Biz On Steroids”

16. • Set Up “Opt-In Pages” To Build Highly Qualified List Of Group
Prospects…
• They purchase your training / qualifier DVD
• Then they schedule a FREE 20 minute phone consultation to
pitch their “special-event-group-cruise” idea to YOU!
• Important questions you need to ask…
• Have them sign your “Group Leader Agreement”.
• Build them a customized marketing and automation system
“Your Group Cruise Biz On Steroids”

17. “Your Group Cruise Biz On Steroids”
• Give every group their own online reservation system

18. “Your Group Cruise Biz On Steroids”
• Give every group their own online reservation system

19. “Your Group Cruise Biz On Steroids”
• Give every group their own online reservation system

20. “Your Group Cruise Biz On Steroids”
• Give every group their own online reservation system

21. “Your Group Cruise Biz On Steroids”
• Give every group their own online reservation system

22. What I did Next…
“Your Group Cruise Biz On Steroids”
• Gave every group their own online reservation system
•YOU CAN BUILD THESE PAGES with
My5MinuteWebsite.com
• Drop-shipped 100 invitation postcards to each guest
• Offered to make lecturers and speakers into stars
•Profited by upselling pre-cruise hotels, insurance, private
island excursions and onboard meetings/parties
•The Trick – Do this ALL online so you only ever deal with
a client AFTER they have deposited.

23. Importance of Social Proof
“Your Group Cruise Biz On Steroids”
• Record Video Testimonials Using Your iPhone 4 HD or
Sanyo Xacti HD or Kodak Zi-8 And Put Them On Your
Web Pages

24. How To Double Your Commissions By
“Splitting The Overage”.
“Your Group Cruise Biz On Steroids”
• Permission to charge “over the gross”
• Should we add an “event fee” on top of that?
• How to use “overage” and “breakage” as a
1/10 TC incentive
• Getting your group guests to form their own
“mini-groups” within the big group
• Who pays for the t-shirts and gifts?
• The VIP Guest List – Power Of Social Proof.

25. Going the Extra Mile: Strategies for Future Group Gurus
“Your Group Cruise Biz On Steroids”
• Building a Ning community site for each group
• Host virtual cruise nights online
(VacationPresenter.com)
• Provide offline enrollment kits that include: lift
letter/sell sheet, guest list (social proof), 2-part
NCR reservation forms
• Give your groups their own “Vacation Hotline”
(TollFreeTelecenter.com, Use Q&A scripting to
qualify leads/surveys)
• Combine high tech w/ high touch viral CRM (Simple
voice from FreeConferenceCall.com, remember
birthdays with SendOutCards.com

26. Are You Serious About Building Your Book of Profitable
Group Business?
“Your Group Cruise Biz On Steroids”
Join Captain Lou On A Special Live Tele-Webcast:
"Groups Gone Wild“
Sometime NEXT Month (Time To Be Announced)
Register at: CruiseMarketingMagic.com
Email: ShowMeTheMoney@CaptainLou.com
Text me: Phone.CaptainLou.com
Mention ATLANTIC CITY For FREE Admission