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Recently I had a great conversation with an agent who had built a very successful business in just a couple of years. In the previous 12 months she had booked $750,000 in travel. She was on a 90/10 commission plan and she thought that was the best available option in the industry (it’s not). When …

Qualifying your prospects and clients is such an important step in the sales process and asking the right questions can truly make your life much easier.  Just as important as asking the right questions is REALLY listening to their responses and taking lots of notes.  They might mention that their son little Billy is really …

Any agent who has been in the travel industry long enough to have more than a couple of clients has had this experience: you talk with a client about a trip and really think they are going to book, only to provide a quote and then never hear from them again. They don’t respond to …

One of the benefits of working with air consolidators (like Centrav or Virtuoso Air) is that sometimes you are able to take advantage of low-priced bulk/contract/net airfares that are priced well below the lowest available published rate.  This allows you to “mark up” the net fare, similar to marking up commission on a net tour …

When it comes to working with host agencies there are a lot of myths and misunderstandings out there. Over the past couple of weeks I have talked to dozens of agents and heard lots of them. So just call me Snopes because I am going to fact-check some of them for you today! Myth 1: …

So, you have been invited or selected to participate on a “Fam Trip” or Educational Experience with one of our preferred vendors?  Congratulations!  Here are some tips to help you prepare for your opportunity: Double check the status of your passport, if necessary, and return all completed registration forms promptly. Be sure to pack professional …

The ideal situation for any travel professional is to find a host agency that works both when they are starting their business, and that will meet their needs as they grow so they never have to change. However, that doesn’t always happen. Sometimes your business changes and your host agency’s no longer a good fit. …

So, I have had several MBA’ers over the years who think that the set of online modules IS the actual Travel MBA program.  That couldn’t be farther from the truth!  Obviously, we want the modules to be helpful and the “core” of the educational program, but the true value in the program is in your …

Days before any travel industry event begins, I can tell you how the first hour goes. There will be lots of people reconnecting with friends they see just a few times a year – or maybe only once at a particular industry outing. There will be new people who are a bit apprehensive because they …

As a home-based travel professional, your “office” can vary from a beautifully repurposed room in your home with a separate entrance to a laptop on the dining room table. So, what are you supposed to do when a local prospect wants to meet in person to go over their travel wishes? Here is my advice: …