Let’s say one of your clients is a semi-retired couple living in Los Angeles. They’ve told you they think they’re in a rut now that their kids have left their home and they’ve lost contact with many former friends due to their moving away in the last few years. They eagerly await their annual cruises, but you know they are now seeking something more.

Ask them if they want to spend the next three years cruising worldwide. They reply, “We can’t afford it. We’re not millionaires.”