I've always used the line: "The more you sail, the more you sell."

For me, that sums up the cruise sector. The more experience you have, the more confidence you build, and the better you can advise your customers.

I've been working in cruise for around 14 years. I spent about nine years at Carnival UK, working across P&O Cruises and Princess Cruises, before moving to Iglu, where I've now been for around four years.

If you’re prepared to put the effort in, this industry can be very rewarding. A big part of that development has been getting onboard myself. I've probably done around 25 or 30 cruises now, with much of my annual leave spent at sea.

You can have fantastic webinars, online tools and training materials – and they're incredibly useful – but there is something different about actually being onboard. 

You see things for yourself – including the level of service – you speak to guests and crew, and you pick up those little details that make a difference when you're talking to customers.

That's why I think opportunities such as Marella Cruises' Make it on Marella incentive are so valuable. I've been fortunate enough to take part twice, and it really is a fantastic opportunity.

'Veteran cruisers will love the itinerary'

One of the biggest things that stood out to me about this year's trip was the itinerary. I think it's a really strong proposition for veteran cruisers – people who have already done a lot of Caribbean cruising and are looking for something different.

I've probably been to over 100 ports across all the cruises I’ve done, and the destinations on this itinerary – including Ponce in Puerto Rico and Isla Catalina – were totally new even to me. That's a really powerful selling point.

Marella Cruises

In Ponce, Puerto Rico, we had a rum tour and mixology session, and we also had time to explore the old town. Seeing the vintage cars and residents playing dominoes in the street gave it a real local feel.

In St Thomas, we went up to Mountain Top – the highest point of the island at around 1,500 feet, with spectacular views – and then headed down to Magan's Bay for a swim. We spotted around a dozen turtles in the water. You'd catch sight of one, swim over, and then watch it get nervous and swim away – before spotting another, and another. It was incredible.

'It's very port-focused'

Another thing that makes Marella stand out is the value for money. Everything is packaged together: flights, transfers and tips are included, as well as Marella's all-inclusive offering.

A lot of customers, especially Brits, want to know exactly what they're paying for. People are motivated by cost and simplicity and, with Marella, it's all done for them.

The direct flights are another major benefit, especially for customers outside the south of England. I live in Southampton, so I'm lucky to have Heathrow nearby, but for customers in places like Aberdeen, Edinburgh or Glasgow, having direct flights is a massive advantage.

Marella Cruises

The itinerary is also very port-focused. There are fewer sea days, which really appeals to customers who want to explore. For those who prefer staying on the ship, though, I found the ship's smaller size really worked in its favour. You quickly get your bearings, and within a few hours it feels familiar rather than overwhelming.

Piccadillys was one of the venues that really stood out – it's a British gastropub that served a steak and ale pie as big as my head, with a mix of entertainment including live music, quizzes and Bongo Bingo.

There were also some unexpected events onboard, including a sports and film memorabilia auction featuring signed items. It was something I hadn't seen on a ship before and a great example of the little details you only discover by actually getting to experience the product first hand.

'Want to sell cruise? Get on board'

My advice to agents looking to grow their cruise sales is to get onboard – whether that's a fam trip or a ship visit.

It wasn't until I did my first cruise that my sales really kicked off. You learn so much by experiencing it yourself.

When you can say to a customer, "I've done that cruise," or "I've been onboard," people immediately listen. The more cruises you do, the more knowledge you have, and that knowledge gives customers confidence.

I think we're very lucky in this industry. Sometimes we take opportunities like this for granted, but they really are special.

What Marella has done with Make it on Marella, and the investment they're putting in, is phenomenal. It really was a bucket-list trip, and the opportunity is there – if you're willing to work for it.

As told to TTG's Dea Jusufi.