Janet Lacey secured the 141-night booking with Regent Seven Seas, sailing in 2027, for a client she met on a Fred Olsen Cruise Lines France, Portugal and Canaries cruise in April 2024. The booking, which is her largest to date, has led to five other sailings with the same client.

Lacey, who works alongside her husband and cruise specialist Justin, said the sale underlines the value of always being 'on' as a consultant.

"Some people think business cards are old-fashioned, but they work," she said. "I’ve generated enquiries in GP surgeries, down the shops, and at my mother’s bedside while she’s been in hospital. My mum is totally invested in my business too, and was fully entertained by me making the £150,000 booking – my biggest to date – while visiting her!"

Lacey and her mother Barbara make a point of dining on shared tables when they cruise – a strategy that paid off when conversation turned to her job. The client and his partner, who were already avid cruisers, have since become loyal repeat bookers.

"He tells me his previous bookings were made in the ‘BJ period’ and so don’t count – BJ stands for ‘Before Janet’," Lacey explained. "He always likes to travel in the highest-class cabin and is currently on the waiting list for a cabin upgrade with Regent Seven Seas, so who knows, the final figure could be much higher."

'Everyone's an opportunity'

The consultant, who launched her Not Just Travel business in March 2019, said this January has already become the team’s best month on record, with more than £300,000 in bookings. She credits a mix of formal and informal networking for driving sales, as well as a "natural, not salesy" approach with clients.

"Everyone goes on holiday, so everyone is an opportunity," she said. "Many people like to test you out with a small booking such as a city break before they enquire about something significant. You should never judge someone by how much money you think they have to spend. You simply never know their background or whether they’ve had a windfall or inheritance."

Lacey is also urged fellow consultants not to shy away from the ultra-luxury market. "Don’t be put off by going for ultra-luxury clients," she added. "However, you do need to recognise that you have to be responsive, helpful and proactive in your relationship.

"I’m often pinging him with other cruise ideas on WhatsApp as I now know his personal taste and exactly the kind of voyage he’s looking for."