JoAnne Weeks. (Source: JoAnne Weeks)
Success Stories focus on veteran travel advisors and how they achieved success. Here’s a look at JoAnne Weeks, vacation division director at Overland Park, Kan.-based Acendas Travel, an affiliate of Signature Travel Network.
How did you get your start as a travel advisor?
I actually started as a client! I was a stay-at-home mom and had booked several cruises with my advisor who eventually became my mentor. The questions I was asking during the booking process were completely unheard of for clients back then – 1996 – and I was super curious about how things worked. The company had chartered a ship for a worldwide church organization, and I was asked to come in for a few days to help check documents.
I ended up working next to the owner's best friend who told them to hire me – and the rest is history. I was with them for 21 years!
How did you build your business over the years?
I carried business cards with me all of the time, and wherever I was I always mentioned travel, which would spark conversations and people asking for my card. Times have changed, but you can still do that in social settings, networking groups or Facebook pages etc.
I would always ask if they had any friends or family members that would like to go with them, and always, always ask for referrals.
What characteristic make you a successful advisor?
Being tenacious. I am the ‘queen’ of following up with clients. During the planning process I will reach out at least five times via email, phone or text. I will keep a lead’s information and let’s say an Alaska cruise didn’t work for the client this year, I gently touching base again with them about six months later for the following year. And when challenges come up with vendors, I never take no for an answer. Gently but firmly pushing gets you everywhere.
The other characteristic is being personable. Be real and be genuine. People do business with people they like!
What have been your greatest challenges been?
With being in the industry as long as I have, 9/11 was thought to have been the biggest tragedy in our industry. Then came the market crash and now we have survived COVID. Recently it’s been the airline crisis with schedule changes, cancellations and more. We need to educate our clients to be an active participant in their own rescue.
What have are your greatest accomplishments?
Hitting my first year of $2 million in sales in 2002, the year after 911 and advancing my career from a commission-only sales professional to the director of a vacation division. Not too bad from being a stay-at-home mom. I love being a mentor and know I landed where I need to be.
What tips can you provide advisors new to the industry?
Be tenacious. Set goals for yourself – not just sales numbers but also goals for specializing in destinations and product knowledge. Never stop learning! Attend Delta Vacation University, ALG Vacations Ascend or your consortium’s conference.
Keep traveling! The more firsthand experience you can get the more passion and confidence it will cultivate within you and your sales will flourish! But a word of caution: Be selective in when and where you are traveling. Make sure it’s a true investment in your time and expertise and will provide opportunities to increase your sales.
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