Three and a half years ago, I was a little lost.
I’d just graduated, was in my first retail job and work consumed my life.
Since then, everything has changed. I’m 22, working in what I genuinely believe is the best industry in the world, surrounded by some of the brightest people, many of whom are in this room.
Now, when I mention I’m 22, I usually see a few raised eyebrows, especially when I say I specialise in cruise and choose cruise for my own holidays.
But the more experience I’ve gained, the more I can confirm that cruise is not just for one person and knowing that has helped shape the way I sell cruise.
Flynn addresses the Cruise360 audience
I started my career with Flight Centre and over the last three and a half years moved into Travel Associates New Zealand, where I’m part of our Cruise Boutique store, growing my passion for luxury and cruise travel.
My cruise journey really began in 2023 through NCL’s Class of 2023 programme, where I was drawn as their Europe Cruise winner.
That prize was my first cruise. I took my mum along, which definitely earned me some brownie points, and we sailed a transatlantic from London to Miami. Not long after returning home, I was named a finalist in the CLIA Awards.
Being nominated by my colleagues was a real turning point and the support I received from industry partners, especially Royal Caribbean through their Rising Stars programme and sponsorship of my CLIA Cruise Masters journey, helped confirm that cruise was where I wanted to build my career.
But the achievement I’m most proud of is being named CLIA New Zealand Rising Star this year, hosted by the incredible Oceania Cruises.
When it comes to selling cruise, my approach has changed a lot. Early on, I thought I needed to know every ship, every itinerary, every restaurant and every inclusion.
But I’ve learned that the best sales tool isn’t me talking about the product and to let the product speak for itself. It’s understanding and listening to what the client wants to experience.
My job isn’t to convince someone to cruise. My job is to show that cruise can be a solution to the client’s objectives.
Because we don’t sell any experience. We sell their experience.
If a client wants to watch the sunrise over Santorini, that’s what they’re buying. If they want to explore Alaska without organising multiple hotels and transfers, that’s what they’re buying. If they dream of seeing Europe without constantly unpacking, that’s what they’re buying.
I don’t need to know everything about cruise. I just need to take the initiative to ask the question – what are your thoughts on taking a cruise?
Because every single one of those itineraries would 1000% be better with a cruise.
My background in marketing has also influenced how I approach cruise. Rather than focusing on selling cruise, I focus on the questions for my business.
How can I make people interested in cruise before they even contact us? How do we make cruise feel exciting, relevant and accessible?
Because people don’t remember you booking them a cabin on Deck 9. They remember the sunrise from their balcony. They remember travelling with their friends and family. They remember finally ticking Antarctica off the bucket list. That’s what we’re really selling.
One thing I’ve learned quickly is that nobody becomes a great cruise advisor on their own. One of our biggest advantages is the support network around us. Colleagues, BDMs, CLIA, suppliers, training partners and industry events all play a role.
The best advisors aren’t the people who know everything. They’re the people who know where to find the answers.
During last year’s Cruise Month I ran a campaign called Set Sail Sessions. I partnered with cruise lines, hosted casual coffee events and simply created opportunities for conversations.
No massive budget. No complicated strategy. Just the right people having the right conversations.
The result was a six-figure amount in cruise package sales from five small events.
But my biggest takeaway wasn’t the sales result. It was that cruise selling becomes easier when we stop trying to do everything ourselves.
Use your suppliers. Use your team. Use your network. This industry thrives on collaboration, new ideas and fresh thinking.
Clients aren’t looking for someone who has every answer immediately. They’re looking for someone they can trust. And sometimes the difference between “I’m not sure” and “Let’s book it” is confidence.
Which brings me to the part of the industry I’m probably most passionate about: the next generation. As a younger advisor, I’ve definitely had moments where my age was noticed before my experience.
I’ve had someone ask me, “Why do you like cruise? It is just typically not your demographic.” And honestly, I love that question. Because it gives us the opportunity to challenge that stereotype.
Young people absolutely belong in cruise. And I don’t think the answer is making cruise younger. I think the answer is showing younger travellers that cruise already offers experiences they want.
Entertainment. Food. Adventure. Culture. Wellness. Nightlife. Family time. Friendships. Convenience.
Because honestly, I’d much rather wake up naturally for breakfast than be dragged onto a coach at 6am to get to my next destination.
The future of cruise isn’t one generation replacing another. It’s generations learning from each other and I think that’s when our industry is at its strongest.
So whether you’ve been selling cruise for two decades or two months, whether you’re a supplier, advisor, marketer or industry leader, every one of us plays a role in helping people create memories that last a lifetime.
We have an incredible industry filled with passionate people, innovative ideas and a product that genuinely changes lives.
So keep asking questions. Keep learning from one another. Keep trying new things. Keep challenging the ordinary. And keep showing more people what a cruise holiday can be.
Focus on the partnerships you can build. Value the importance of trust we have in our careers with the connection we have between our peers, clients and more importantly yourself.
And stay curious and always being open to learning more, Because at the end of the day, how cool is it that we get to sell memories? We sell smiles. And honestly, who else gets to say that?
Well…dentists technically sell smiles too. But I’d argue our clients are a lot happier to see us.
