Working travel professionals who are home-based have a number of advantages and opportunities. So it is no surprise that the number of home-based travel professionals is on the rise. In fact, the home-based channel is one of fastest-growing segments of the industry.

With this growth, however, it is becoming increasingly important for home-based travel professionals to distinguish themselves from their competitors in the marketplace. Now, more than ever, home-based professionals need to determine how to add value for their clients and their businesses, find new ways to market their expertise and choose great partners.

Albert Einstein once said, “Strive not to be a success, but to be of value.” How do home-based travel professionals add value?

One of the biggest steps to adding value to client relationships is understanding your clients. Meet as often as possible, either on the phone, for lunch or for coffee; always ask a lot of questions; and find out what makes your clients tick, what excites them about vacations and what turns them off. Then be sure to update your client profiles with the information garnered.

With this added insight, you will be able to add value by creating memorable vacations that surprise and delight your clients and ensure they become repeat customers. With repeat customers, you are well positioned to turn your clients into your advocates in the marketplace.

Along with word of mouth, social media is one of the main ways your advocates are going to get your message out. That’s why I always recommend that travel professionals ask every new or potential client to follow them on their social media channels. This way a client’s friends and family will be able to see the expertise and value you bring to the table before, during and after a vacation.

Once you have advocates in the marketplace, take advantage of as many networking opportunities as possible. Make sure your clients know that you would be more than happy to speak about travel to their neighborhood, religious or civic groups. Position yourself as a subject matter expert and take advantage of opportunities to showcase your expertise with your clients within your community and online. Even small media placements or speaking engagements can pay off with new leads and new clients.

A big part of growing your expertise and your business is choosing the right partners. We all can remember our parents telling us to pick our friends carefully, because who are friends are says a lot about who we are. The same is true in business, especially in travel.

As a travel professional, you need to build the relationships necessary to ensure your clients feel special across the entire travel industry spectrum. This means finding partners that match your business position and philosophy and that provide added value for your business and your clients.

Speaking of added value, make sure you align yourself with partners that provide services and tools that empower you to better serve their clients. Technology, marketing tools and educational opportunities are expensive and can be a real challenge for home-based travel professionals to source.

Look for and work with partners that offer robust and reliable technology resources and support, including booking services and reservations centers. Also look for dynamic and customizable marketing tools, flyers, email templates, brochures, etc. all in a variety of easy-to-use formats like the ones debuting soon through the Marketing Hub on WorldAgentDirect.com. Finally, you can find unique educational and networking opportunities such as MLT Vacation’s annual MLT University, which provides relevant, actionable information that helps you to compete and succeed in the marketplace.

With advocates singing your praises in the marketplace and a host of strong and reliable partnerships, you are well on your way to creating extra value for your clients and to distinguishing your home-based travel business from the rest of the competition.