Tim Evans. (Source: Tim Evans)
Success Stories focus on veteran travel advisors and how they achieved success. Here’s a look at Tim Evans, president of Modern Travelworks.
How did you get your start as a travel advisor?
I began my journey in the travel industry shortly after graduating in 2002, joining Vacations to Go in Houston, Texas. Although my personal travel experiences had been somewhat limited at that time, the idea of exploring and traveling always intrigued me. In my role at Vacations to Go, I focused on sales, where I had the pleasure of helping clients plan and book cruises, escorted tours and all-inclusive resorts. This role was not only enjoyable but also deeply educational. Over those three years, I gained substantial insights into the travel industry, learning about travel suppliers and business operations. This invaluable experience ultimately led me to take the initiative and start my own travel company in 2006.
How did you build your business over the years?
In the beginning, I took a very grassroots approach with a focus on networking, and I aimed to cater to all kinds of vacation needs. As the business evolved, I realized the importance of specializing in a niche. I identified a significant opportunity in destination weddings and group travel – areas that were rapidly gaining in popularity yet remained underserved. This strategic focus enabled us to carve out a unique space in the market. As the business grew, it became necessary to expand the team – first, by bringing on my mother Rhonda Dehner, and then by bringing on my brother, Chris Dehner.
My experience at Vacations to Go left a lasting impression on me. They leveraged efficient processes and an internal CRM system to quickly train new team members to sell vacations. Recognizing the need for a similar tool to manage my growing business, I embarked on a search for a suitable CRM.
When I couldn’t find one that met my specific needs, I decided to develop my own. I launched our Travel Sales Manager in 2012, and it was instrumental in scaling our operations. Within a few short years, we were able to grow to 24 team members, booking over 200 weddings a year.
What characteristics make you a successful advisor?
I firmly believe that the success of a travel advisor hinges on their ability to form genuine connections. People naturally prefer to work with those they like and feel understood by. In my interactions with clients, building a rapport, actively listening, showing empathy and being thoughtful in all interactions have always been my primary objectives.
This relationship-driven approach has enabled the crafting of vacations and itineraries that are memorable and uniquely tailored to their preferences. It has led our clients to share their positive experiences with friends and family, further extending our reach. As our team has grown, I’ve focused on imparting these values to them, emphasizing not only their relationships with clients but also nurturing a supportive and collaborative team environment.
What have been your greatest challenges?
Setting aside the pandemic, a universal challenge, one of my greatest hurdles was initially choosing an unsuitable host agency. Early in my career, I was attracted to a host agency that offered high commission percentages without any fees. At first, this seemed like the ideal setup, but after 18 months, I began to face issues with receiving my commission payments. The situation escalated when the agency eventually collapsed, leading to a significant loss of tens of thousands of dollars in commissions. Despite fulfilling my obligations to service my customers, I was left uncompensated.
However, this experience proved to be a valuable lesson in my early entrepreneurial journey. It underscored the importance of making careful and considerate decisions regarding partnerships. Since that time, we have prioritized building relationships with dependable, reputable partners and have strived to be a strong, reliable partner ourselves.
What have your greatest accomplishments been?
My greatest accomplishment, I believe, is yet to come. Recognizing the pivotal role that an effective CRM system played in the scaling of my own company, I’ve developed a deep passion for offering similar tools to other travel advisors. For the past two years, my team and I have been dedicated to developing Trazel, an all-in-one travel CRM. This innovative platform is designed to assist travel agencies in expanding their operations while delivering exceptional customer service. Trazel is at the cutting edge of technology, offering advisors the tools they need for efficient business management.
Our vision with Trazel is to level the playing field, equipping advisors with top-tier tools to scale their businesses. As a platform built for travel advisors by travel advisors, we have a unique insight into their specific needs and potential areas for growth. This project is a labor of love for me, and after thorough development and beta testing, we are thrilled to bring Trazel to the market in mid-2024.
What tips can you provide advisors new to the industry?
For those new to the travel advisor industry, my foremost advice is to immerse yourself fully in the industry. Make it a priority to attend advisor events and participate in as many fam trips as you can. Build relationships with other advisors and understand their processes, systems and technology. Equally important is establishing connections with business development managers (BDMs) and suppliers. Be transparent with them, particularly regarding your business plans. BDMs are eager to support you, but their effectiveness hinges on their understanding of your specific needs and objectives.
Remember, we are part of an incredible industry filled with wonderful people. Cultivating strong, open relationships is key to finding success in this field.
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