A key question in the charter process is determining who is the most important person on the flight. This inquiry shifts the conversation from merely selling a product to understanding the client's core needs and motivations. By asking this question and listening carefully to the client, a charter broker can discover the true purpose of the flight and create a more personalized experience.
For example, when a client recently inquired about a flight to Palm Beach, discovering that a seven-year-old was the main passenger prompted the team to organize an inflight birthday celebration. Planning for this event on a Gulfstream G550, which included cake and decorations at 41,000 feet, successfully addressed the client's needs. This approach turns the charter process into a memorable experience rather than just a transaction.
