One of the best things about the travel business is that so many top advisors are eager to share their knowledge with newcomers. These expert veterans attest to the theory is there is plenty of client business to go around for everyone and that lending a hand to fledgling advisors boosts the entire industry.
Whether you’re new to travel or simply seeking to re-align your career path, having a mentor to guide you, either on a formal or informal basis, can help you reach your goals more quickly and give you a strong foundation for running your own business.
How can you find a mentor? Ask your manager if you can be paired off with a veteran co-worker whom you can shadow and ask for advice. If you’re working on your own, ask your supplier sales reps if there are other advisors in your area who might be interested in mentoring you or simply meeting with you every few weeks to share intel. And then, be prepared to pay it forward. As you grow, there will be new fledgling advisors coming into the business who you can help out.
Remember, there isn’t any limit as to how far you can take yourself as a travel advisor. In this entrepreneurial industry, talented and passionate individuals rise to the top, so try to absorb as much information as you can from those who have set the path before you.
Hear it from the Pros
With all this in mind, Travel Pulse asked luxury travel advisors what they learned from their mentors over the years. Here’s what they told us.
Cate Caruso, founder and CEO of True Places Travel, says that it was Helen Nodland, director of professional development & training at Virtuoso, who influenced her early in her career.
“I met Helen in 2014 in Chicago. I had just started as an advisor and didn't know which end was up!” says Caruso, who recalls that at that time, Nodland and her colleague Jay Lindstrom were teaching the very first Virtuoso Certified Travel Advisor (VCTA) class.
“I was in that inaugural cohort, and I hung on every word Helen said. The training centered around Virtuoso's innovative Collaborative Travel Planning Process and because of my background in project management and sales, I immediately saw the value of this process,” says Caruso, who had previously worked in Silicon Valley, primarily in sales, account management and project management for data systems company. “I still use that Collaborative Travel Planning Process framework in my consulting process today,” she says.
Caruso also recalls a golden piece of knowledge Nodland gifted her with in those early days. “I was so anxious about charging a planning fee— which was a major focus of some of the training— I asked her ‘Helen, what if I waive the fee for a new client?’ She asked, kindly, ‘Cate, why would you do that?’ As I tried to answer the question, I realized, there was no good answer. I've charged planning fees from that point forward,” says Caruso.
Keep it Real
Aanchal Gandhi, co-founder of the luxury travel agency COZY, says that Priscilla Alexander, the founder of Protravel, had a profound influence on her in her early days as a travel advisor. Gandhi still leans into the lessons the industry icon taught her, one of which was to always be your authentic self.
“She really instilled in me this value of identity,” says Gandhi. “The one thing that she always shared was that ‘clients are just as good as you are and you are just as good as they are, regardless of the money that they spend.’ That for me has always been a bit humbling.”
Anticipate Problems
Barbara Khan of Journeys by the Book, powered by Global Travel Collection, worked for advisor Betsy Baker when she first got out of travel school in 1989.
“She was tough, but I am still grateful,” Khan tells Travel Pulse. “She wanted me to learn the long formats in Sabre and once I had those under my belt, then she would show me the shortcuts,” she recalls.
Then, one day Baker showed Khan a most practical procedure. “Besty told me to take a file folder and write on the tab, ‘POSS PROB.’ She explained this was my ‘possible problems’ file. Anything I thought could be an issue, I’d make a hard copy and save it in there.”
Baker advised Khan to go through the folder every four to six months and throw out the files that did not end up becoming a problem. “She gave me a process to follow and explained that if I followed that process, I would make fewer mistakes," said Khan.
Another bit of guidance from Baker? “She let me make mistakes and I learned from them. She’s no longer in the business. She is retired and living in Mexico. We are still friends,” says Khan.
Maintain Strong Values
Camille Cutrone Holubar, president and co-owner of Vista Travel Consultants, says her mother was her greatest mentor and role model. The late Sandy Cutrone was the owner of European Connection, the specialty tour operator and a preferred member of Virtuoso.
“My mother had such a passion and knowledge to be able to take any destination in Europe, especially Italy, and within seconds create the most amazing experience for her clients,” says Holubar. “She taught me the ropes over 40 years of how to sell travel. Not just any type of travel but luxury travel. She taught me that honestly and integrity was the most important way of business. Each day I try to be the best version of her that I can be,” Holubar adds.
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