Small Changes Can Equal Big Results for Travel Advisors

This article originally appeared in the July issue of AGENTatHOME magazine. Subscribe here to receive your free copy each month.

OPEN MIC IS AN AGENTatHOME SERIES FOCUSED ON GATHERING ADVICE FROM TRAVEL ADVISORS TO HELP YOU BOOST YOUR BUSINESS. FOR THIS ISSUE, WE ASKED ADVISORS ABOUT ONE CHANGE THEY MADE IN THEIR BUSINESS THIS YEAR THAT YIELDED BIG RESULTS.

Robyn Jacobs, Travel Agent and Owner, Orca Travel

facebook.com/orcatravelagency

One of the biggest changes I made in my business this year was learning to recognize and value my expertise. As my business has grown, I’ve realized that not every opportunity or client is the right fit — and that’s okay. Instead of trying to be everything to everyone, I have become much more intentional about focusing on the areas in which I provide the greatest value.

As a luxury travel advisor, my time, knowledge and relationships are what set me apart. By concentrating on my specialties and working with clients who appreciate that expertise, I’ve been able to deliver a higher level of service while creating a more sustainable business. Learning to say no to opportunities that don’t align with my strengths has allowed me to say yes to the clients and experiences where I can make the biggest impact.

That shift in mindset has not only improved my business, but also increased my confidence as a professional.

Stephanie Pickles, Founder and President, PTN Travel

@ptn_travel

One of the biggest changes I made this year was shifting my focus from growth for the sake of growth to profitability and impact.

Like many entrepreneurs, I spent years measuring success by sales numbers, new initiatives and how much I could fit into a day. This year, I became much more intentional about where we invest our time, energy and resources. Instead of saying yes to every opportunity, partnership or project, I started asking a simple question: Will this create meaningful value for our advisors, clients and business?

That mindset shift has helped us make better decisions, streamline processes, strengthen key relationships and focus on the initiatives that truly move the needle. Ironically, saying no more often has created more opportunities than saying yes to everything.

Sometimes the fastest path to growth isn’t doing more – it’s focusing on what matters most and doing it exceptionally well.

Tom Brussow, Managing Director, Sunsational Beach Vacations

facebook.com/tombrussow

The foundation of our business has always been sun and fun, groups and destination weddings. While these specialties continue to be an important part of who we are, we also recognize that our clients’ travel interests are increasingly diverse.

Therefore, we are expanding our destination expertise, product knowledge, service capabilities and marketing efforts to meet the growing demand for Europe, river cruises, escorted tours and other experiences beyond the beach.

Also, one of our greatest strengths has always been the firsthand experience that comes from having "been there, done that." Nothing inspires greater client confidence than working with an advisor who has personally explored a destination and can provide authentic insights and recommendations.

This year alone, I’ve had the opportunity to travel throughout Switzerland, Italy, Scotland and Ireland. These experiences strengthen our expertise and credibility, and with that, our sales opportunities have continued to grow.

Marcus Williams, Owner and Luxury Travel Specialist, Impressive Travels

@impressivetravels

One of the biggest changes I made in my business this year was finally taking my cancellation penalties seriously. For a long time, I would make exceptions because I wanted to accommodate clients and provide great customer service. But I realized that every last-minute cancellation or change was costing me valuable time, money and opportunities to serve other clients who were ready to book.

As travel advisors, we spend hours researching, planning, answering questions and advocating for our clients before we ever see a commission. Our time has value, and our policies should reflect that. Once I started enforcing my cancellation penalties consistently, I noticed an immediate difference. Clients became more committed, respected the process and understood that my business operates like any other professional service.

My biggest takeaway is simple: Don’t be afraid to protect your business. Clear policies and consistent enforcement don’t push away good clients; they attract the right ones and create a stronger, more sustainable business in the long run.

For the latest travel news, updates and deals, subscribe to the daily TravelPulse newsletter.

Topics From This Article to Explore