One of the best things about the travel industry is how many advisors come from completely different careers. I'm constantly meeting former teachers, nurses, corporate executives, marketing professionals - people who spent decades doing something entirely unrelated to travel before making the leap. This isn't a disadvantage, but actually one of our industry's greatest strengths.

These career-changers bring perspectives and skill sets that someone who's only ever worked in travel might never develop. They approach the business with fresh eyes, asking "why do we do it this way?" instead of just accepting "that's how it's always been done." They bring problem-solving frameworks, client service philosophies, and business strategies from entirely different worlds, which can ultimately make them better travel advisors.

A perfect example of this is Alex Worlow, founder of Storyline Travel LLC. When he joined me on the Travel Business Unpacked podcast, I learned all about how he transitioned to travel after spending 30 years as an IT consultant. And when I asked how he got started, something he said stopped me in my tracks. He told me he spent his first 18 months building the business foundations before he really focused on selling travel.

Most people who enter this industry do the exact opposite. They jump in, start booking travel immediately, and hope they'll figure out the business side later. But Alex's background had taught him something crucial: systems and infrastructure matter. So while other new advisors focus on selling, he was building accounting systems, establishing back-office processes, and creating the framework that would eventually free him to focus entirely on his clients.

He also knew that while he had a strong knowledge of business, he needed to learn travel. Again, he brought his methodical, analytical approach, scheduling meetings with suppliers and simply asking, "Okay, how do I sell your product?"

Bringing that mindset from his IT career helped him build a successful, sustainable, relationship-based business model. Today, those systems run in the background while he concentrates on what he does best, designing experiences and building relationships with clients. The business infrastructure doesn't hold him back or demand constant attention. It supports his ability to serve clients exceptionally well.

Another crucial piece of Alex’s success was his ability to recognize the importance of finding the right host to support the business he wanted to build. He started with a different host, and for the first year he thought it was a good fit. They mostly left him alone, which he enjoyed because he thought that was what he wanted. However, he hit a wall when his clients started needing more and came to him with complex questions and challenges that he didn’t feel personally equipped to handle.

This evolution in his needs illustrates something I say to advisors frequently, which is that we are never more clear about what we want than when we’re experiencing what we don't want. Alex has a philosophy that sales is fundamentally about education, and he realized that caring deeply about his clients meant he needed professionals around him who could help him provide the right answers.

That education-first, relationship-first approach has allowed him to build something truly sustainable. He focuses on repeat business and client relationships rather than chasing quick wins. His niche of selling "memories" through international experiences, cruise-tours, and fully immersive travel emerged organically from his own passion and from what his clients responded to, not from some forced specialization strategy.

Building a successful travel business isn't a sprint, it's a marathon. And the advisors who succeed long-term are the ones who understand that building a real business requires patience, vision, and the willingness to invest in foundations that might not produce immediate results but will support sustainable growth for years to come. Alex's journey from IT consultant to successful travel entrepreneur proves that with the right approach you can build something remarkable in this industry.

____________________

If you love hearing stories like Alex's, tune into The Travel Business Unpacked podcast! Each episode dives deep into the real stories, practical strategies, and transformational moments that turn travel dreams into thriving careers. Listen and subscribe on Spotify and Apple Podcasts, and check out Alex's full episode here.

‍