Sharon Swinyard (Photo Credit: Sharon Swinyard)
Travel Advisor Success Stories focus on veteran advisors and how they achieved success. Here’s a look at Sharon Swinyard, an affiliate of Carlisle Travel Management.
How did you get your start as a travel advisor?
I got my start far from the travel industry, in Silicon Valley’s high-tech world, which felt like the natural path for anyone growing up there. I began as an administrative assistant to an executive, then moved into marketing as a marketing support representative.
When that company eventually closed its doors, I found myself at a crossroads, and it turned out to be exactly the push I needed.
Travel had always been my true passion. I had already traveled extensively on my own time, so I decided to make it official and enrolled in travel school. My first job was at a retail agency handling both leisure and corporate clients, and given my corporate background, I naturally gravitated toward corporate travel. It just fit.
How did you build your business over the years?
Five years ago, I have partnered with Carlisle Travel, and at the time I had exactly one client: a professional race car crew. Then the driver decided to bring in a different crew, and just like that, I lost my only account.
It could have been the end of the story. Instead, it became the beginning. I went to Jerry Saxe and told him directly that I needed business. He sent me a lead; we pitched the client together, and we won. That single win gave me much-needed momentum, and today I support seven corporate accounts, all built through referrals and the relationships I’ve developed along the way.
What characteristics make you a successful advisor?
Every travel advisor will tell you it comes down to passion, and that’s true. You have to genuinely love this work to keep up with the long hours and the curveballs. But passion alone isn’t enough. Strong product knowledge is non-negotiable. This industry changes constantly, so staying current is essential.
Still, I try not to overcomplicate it. A manager I admire once told me, ‘It’s not rocket science, it’s air, cars and hotels.’ That line has stayed with me ever since, and I still live by it.
What have been your greatest challenges?
The greatest challenge is also what keeps the job interesting: Something new comes up every single day. Flights get canceled, plans change overnight, and clients sometimes need the impossible by tomorrow morning. But that unpredictability is exactly what I enjoy about the work. I’d get bored with a job that stayed the same.
What are your greatest accomplishments?
My proudest professional accomplishment goes back to my early years as an independent contractor, during 2007 and 2008. I landed a contract with a company that held a government contract to move expatriate personnel around the world in support of operations in Iraq and Afghanistan.
One of my first requests from that client was staggering: coordinate travel for thousands of people in December, no less. With the help of a fantastic team of agents at my host agency, we pulled it off and got everyone where they needed to be, on time. I ended up supporting that account for five years. It meant long hours and constant pressure, but I loved the challenge.
What tips can you provide to advisors new to the industry?
Stay knowledgeable about the products you are selling and keep up with this ever-changing industry. Treat every traveler as a VIP, making sure each client receives the same level of care and attention. Be proactive and anticipate your clients’ needs. Most importantly, if you have to deliver bad news, make sure you are also bringing a solution or a positive next step whenever possible. Always go above and beyond.
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