(This is a short clip of the full podcast available 3/11/2025)

The Path to Success as a Modern Travel Advisor: Insights from an Agency Owner

In today's evolving travel industry, becoming a successful travel advisor requires more than just a passion for destinations. An experienced agency owner shares valuable insights on building a thriving travel business, developing specializations, and creating effective team structures that benefit both advisors and clients.

Is Now a Good Time to Enter the Travel Industry?

"I think now is a great time to become a travel agent," our expert Irene Sauger affirms. However, the key to success lies in finding the right agency from the start. Rather than settling for the first opportunity or choosing based solely on cost, prospective advisors should interview multiple agency owners to find the best fit.

"There are so many agencies and they're hiring, and you don't have to take the first one that comes along. You shouldn't take the cheapest one," the agency owner explains. "Interview multiple owners and find out where is the place that you fit best. Because owning an agency and being a travel advisor are two different things."

Building an Agency: Lessons Learned

The journey from individual travel advisor to agency owner isn't always straightforward. Our expert candidly shares her experience of founding an agency after just four years in the industry.

"In the beginning it was weird because I didn't even really know what I was doing, to be honest," she admits. "I wish that I would have just gone and found the right place instead of starting my own at that time. Four years of knowledge is not very much just to start your own agency. And then now it becomes a business, and not just you selling trips and getting to experience those destinations."

Her team grew organically as people approached her for opportunities. "I kind of was hiring everyone, throwing them at the wall and seeing if they stick. Some didn't, some did," she recalls. This trial-and-error approach eventually led to a stable team, including one part-time agent who has been with the agency almost since its inception and has built an impressive business.

The Potential for Success: A Case Study

This part-time agent demonstrates the earning potential in the industry. Despite working only part-time, he generates over half a million dollars in annual revenue. His success comes from finding and focusing on his specialties.

"When you're starting out in the industry, you want to take everything you could get because that's the way you're going to make money," our expert explains. "But the best thing to do is find what you do best, find what you know best, because you sell what you know, and then stay in that lane."

The agent in question sells only three specific types of travel products and has narrowed his focus over the past four years. This specialization has been his "secret sauce" for success.

Creating a Collaborative Team Structure

The agency has developed an innovative approach to handling client requests outside an advisor's expertise. Rather than losing clients or providing subpar service, they've implemented an internal referral system.

"We have things set up where you might not be an expert in a certain area, but somebody on the team is. So they'll take that client and serve the client better than you can," the owner explains.

When the successful part-time agent receives requests for European travel, which isn't his specialty, he refers those clients to team members with European expertise. This system ensures clients receive knowledgeable service while keeping business within the agency.

The referral process benefits everyone involved:

"We do a referral because he's bringing the client to us. You're getting a client that you didn't have to market to, and it's a qualified client. So, there is a little bit where each person is making out good on that," the owner explains.

Finding Your Niche: Guidance for New Advisors

With 25 independent contractors, the agency organizes advisors based on their areas of expertise. However, the owner takes a compassionate approach to specialization, especially with newcomers.

"I lead them to [specialize], but I remember what it was like," she says. "I know what it's like in the beginning to have to take everything because you just don't know. Sometimes you have to take a lot of different things to find out what you really like and what you're good at."

Key Takeaways for Aspiring Travel Advisors

By following these insights from a successful agency owner, new travel advisors can position themselves for sustainable growth and fulfillment in this dynamic industry.