Become a FabJob Guide to Travel Consultant Consultant_Sample_Guide.pdf · A travel consultant is someone clients turn to for their advice and ex-pertise. You will be respected, trusted,

Start your own travel agency!

Julie Botteriand Marg Archibald

FabJob Guide to

Become a Travel

Consultant

Visit www.FabJob.com

ContentsAbout the Author ...........................................................................10

Acknowledgements .......................................................................11

1. Introduction ..........................................................................................12

1.1 What is a Travel Consultant? ......................................................13

1.1.1 Why Travel Consultants Are Needed ..............................15

1.1.2 The Travel Industry ............................................................17

1.1.3 BenefitsoftheCareer ........................................................21

1.2 Inside This Guide .........................................................................26

2. Selling Travel Products ......................................................................28

2.1 How the Travel Industry Works .................................................28

2.1.1 The Travel Sales Process ....................................................28

2.1.2 Industry Regulating Agencies ..........................................30

2.1.3 TypesofClients ...................................................................33

2.2 The Travel Consultant’s Role ......................................................37

2.2.1 Services You Provide ..........................................................37

2.2.2 WorkingforanAgency ......................................................45

2.2.3 TheSelf-EmployedConsultant .........................................46

2.3 Meeting with Clients ....................................................................48

2.3.1 The Initial Contact ..............................................................48

2.3.2 Assessing their Needs ........................................................49

2.4 Research and Reservations ..........................................................52

2.4.1 Researching Travel Products .............................................52

2.4.2 Making Reservations ..........................................................58

2.4.3 About Disclaimers ..............................................................63

2.5 Working with Travel Suppliers ..................................................65

2.5.1 Air Travel .............................................................................66

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2.5.2 Hotels ...................................................................................69

2.5.3 Rental Cars...........................................................................71

2.5.4 Cruise Lines .........................................................................73

2.5.5 Tours and Packages ............................................................76

2.5.6 Rail Passes ............................................................................79

2.5.7 Sample Travel Itinerary .....................................................80

3. Developing Your Skills ......................................................................88

3.1 Skills You Will Need ....................................................................89

3.1.1 Interpersonal Skills .............................................................89

3.1.2 Creativity .............................................................................92

3.1.3 Computer Skills ..................................................................93

3.1.4 Organizational Skills ..........................................................94

3.2 InformalLearning ........................................................................98

3.2.1 Learn About Traveling .......................................................98

3.2.2 Work with Travel ..............................................................100

3.2.3 Read Trade Publications ..................................................101

3.2.4 Visit and Learn About Suppliers ....................................103

3.2.5 AttendIndustryEvents ....................................................106

3.3 GettingFormalTraining ............................................................108

3.3.1 Travel Schools ....................................................................109

3.3.2 SpecialtyandCertificationTraining ..............................111

3.3.3 Industry Associations.......................................................112

4. GettingHired .....................................................................................116

4.1 Finding Job Openings ................................................................116

4.1.1 Advertised Positions ........................................................116

4.1.2 Unadvertised Positions ....................................................122

4.2 Job-HuntingMaterials ...............................................................124

4.2.1 Your Resume .....................................................................124




4.2.2 YourCoverLetter .............................................................130

4.3 The Interview ..............................................................................131

4.3.1 Interview Tips ...................................................................131

4.3.2 Sample Interview Questions ...........................................133

4.3.3 Discussing Salary ..............................................................135

4.3.4 Success on the Job .............................................................138

5. Planning Your Travel Consulting Business ..................................140

5.1 Your Target Market ....................................................................141

5.2 Your Competition .......................................................................142

5.3 Ways to Specialize ......................................................................143

5.3.1 Eco-tourism .......................................................................144

5.3.2 Luxury Travel ....................................................................149

5.3.3 Adventure Travel ..............................................................154

5.3.4 Group Travel .....................................................................158

5.3.5 Cruise Only ........................................................................159

5.3.6 Cultural Tourism ..............................................................160

5.3.7 LifestyleMarkets ..............................................................160

5.4 OptionsforStartingaTravelConsultingBusiness ................161

5.4.1 HomeorOut-of-HomeOffice? .......................................161

5.4.2 BuyanEstablishedTravelAgency .................................163

5.4.3 Franchising ........................................................................170

5.4.4 Opening a New Travel Agency ......................................176

5.5 Your Business Name ..................................................................176

5.6 Your Business Plan .....................................................................178

5.6.1 EvaluatingtheMarket......................................................179

5.6.2 PartsofaBusinessPlan ...................................................180

5.6.3 A Sample Business Plan ...................................................187

5.6.4 Business Plan Resources ..................................................198




5.7 Start-UpFinancing .....................................................................200

5.7.1 GettingPrepared ...............................................................200

5.7.2 Equityvs.DebtFinancing ...............................................202

5.7.3 Borrowing Money .............................................................203

5.7.4 Finding Investors ..............................................................206

5.7.5 Government Programs ....................................................208

5.8 LegalMatters ...............................................................................210

5.8.1 Your Business Legal Structure ........................................210

5.8.2 Licenses and Registration ................................................216

5.8.3 Insurance ............................................................................218

5.8.4 Taxes ...................................................................................220

6. Starting and Operating Your Travel Consultant Business ........224

6.1 Finding a Location ......................................................................224

6.1.1 EvaluatingLocations ........................................................224

6.1.2 Points to Consider ............................................................226

6.1.3 Signing Your Lease ...........................................................232

6.2 EquipmentandSupplies ...........................................................242

6.2.1 Technological Support .....................................................242

6.2.2 OfficeFurnitureandSupplies .........................................244

6.2.3 KeepingTrackofYourFinances .....................................246

6.3 Using a Host Agency .................................................................247

6.3.1 Finding a Host Agency ....................................................248

6.3.2 How to Choose ..................................................................248

6.3.3 Compensation and Contracts .........................................249

6.4 Supplier Relationships ...............................................................250

6.4.1 Travel Consortiums ..........................................................251

6.4.2 Co-opPartnerships ...........................................................252




6.5 GettingPaid .................................................................................252

6.5.1 CommissionsfromSuppliers ..........................................253

6.5.2 Charging Service Fees to Clients ....................................255

6.5.3 Accepting Payment ..........................................................259

6.6 WorkingwithSupportStaff ......................................................264

6.6.1 EmployeesversusContractors .......................................264

6.6.2 FindingSupportStaff .......................................................266

6.6.3 The Interview Process ......................................................267

6.6.4 References ..........................................................................269

6.6.5 NewEmployees ................................................................270

7. GettingClients ...................................................................................274

7.1 Marketing Your Business ..........................................................275

7.1.1 Marketing Tools ................................................................276

7.1.2 Your Website ......................................................................282

7.1.3 Social Media ......................................................................288

7.2 MarketingTechniques ...............................................................291

7.2.1 Advertising ........................................................................292

7.2.2 Free–OrAlmostFree-Publicity ...................................295

7.2.3 BeaPartofYourCommunity .........................................299

7.2.4 WordofMouth ..................................................................300

7.3 Marketing to Corporate Clients ...............................................302

7.4 BecomeaBetterSalesperson .....................................................305

7.4.1 SelltheExcitement ...........................................................306

7.4.2 Up-SellandCross-Sell .....................................................307

7.4.3 Handle Objections ............................................................309

7.4.4 Close the Sale.....................................................................310

7.5 Retaining Clients ........................................................................312

7.5.1 Keep in Touch ....................................................................312




7.5.2 Customer Feedback ..........................................................313

7.5.3 Handling Complaints ......................................................314

7.6 EnjoyYourJourney ....................................................................316




1. IntroductionWelcometotheexcitingworldofsellingvacationsandtravel!Ifyoulovethethrillofdiscoveringnewculturesandcornersoftheworld,you have now discovered a career that will allow you to combine your passionfortravelwitharealwaytomakemoney.

Beingatravelconsultantoffersatrulydynamicworkenvironment.It’sthenextbestthingtotravelingyourself!InonedayyoucanplananitineraryforaTahiticruise,plotatrekthroughKualaLumpur,priceanindependenttraintripthroughItaly,andthenarrangetoflyaclientlast-minutetosurprisehisfiancéeinCalifornia.




Atravelconsultantissomeoneclientsturntofortheiradviceandex-pertise.Youwillberespected,trusted,andadmiredassomeonewithexclusiveinformationandskills.Whenyourclientsreturnhomefromtheircruiseortourandcallyoutosaywhatagreattimetheyhad,you’ll know you had a part in making their dreams come true. People aregenuinelygladtoseeyouorhearfromyoubecauseyourepresenttheirabilitytogetawayfromitall,relax,enjoylife,splurge,andreunitewithfamilyandfriends.

Beingatravelconsultantisalsoajobthatoffersatremendousamountofflexibilityandfreedom—andifyou’reatravellover,it’seasytoguess that those things are important to you. Many travel consultants workfromhomeandsettheirownhours,soyoucancreateajobthatworkswiththerestofyourlife.Youcanalsochoosetospecializeinsellingatravelproductclosetoyourheart,suchasnature-watchingcruises,backpacktoursofEurope,orpilgrimagestoIndia.It’suptoyou!

Successfultravelconsultantsarealsotherecipientsofanumberofindustrybenefits,rangingfromdiscountsontravelproductstoall-expenses-paidvacations.Attheveryleast,you’llsavemoneyoneachvacationyoutakebyearningacommissionsellingthetriptoyourself.Andyoucansaveevenmorebyshoppingaroundforthebestdealsthatonlyindustryprofessionalsgetwindof.

Sopackyourbagsandgetready!Thisguideisyourtickettoafabulousnewcareer.Andwithrisinghouseholdincomes,smallerfamilies,andaffluentbabyboomersonthevergeofretirement,thenumberofpeopletakingvacationsisontherise.Infact,there’sneverbeenabettertimetobecome a travel consultant.

1.1 What is a Travel Consultant?Travelconsultants,asthey’llbecalledinthisbook,arealsoreferredtoastravelagents,travelprofessionals,travelplanners,andtravelcoun-selors.There’sreallynodifference—theyallselltravelproductsforaliving.However,therecenttrendhasmovedawayfromtheterm“travelagent”towardstitlesthatimplymoreofapersonal,one-on-oneservice.




Asatravelconsultant,youwillhelppeopleplanvacations,tripsandtours to locations across the country or around the world. You’ll help clientsdeterminethetypesoftripsthataresuitableforthem,andthen arrange to sell them travel products that best meet their needs. Travelproductsyouwillselltoyourclientsincludeairlinetickets,hotels,rentalcars,traveltoursorpackages,cruises,railpasses,andmore.

Inmostcasesyouarenotthedirectsupplieroftheseproducts,buta“middleman” who arranges the sale between a supplier and your cli-ent.Inexchangeforarrangingthisdeal,youarepaidaservicefeeorcommission by the supplier and/or the client. (This guide will explain indetaillateronthedifferentwaystravelconsultantsmakemoney.)

Adayinthelifeofatravelconsultantmightinclude:

• Speaking with clients about their travel needs

•Researchingdestinations,accommodationsandfares

• Getting clients’ approval to purchase travel products

•Bookingtravelproductsbycomputer,fax,orphone

•Developingitineraries(travelschedules)forindividualsandgroups

•Sendingconfirmationtoclientswithtraveldetails

• Traveling to new places to learn about their amenities and attractions

Travelconsultantsmayworkasindependentcontractors,orasemploy-eesoftravelagencies.AccordingtotheU.S.BureauofLaborStatistics,about12%oftravelconsultantsareself-employedasof2012.Thereareprosandconstoeachoftheseoptions,andthisbookwillteachyouhow to do both.

Whilemanytravelconsultantsworkinanofficeatanagency,technol-ogyhasnowmadeitpossibleforthetravelconsultanttoworkoutofhis or her home.




1.1.1 Why Travel Consultants Are NeededManypeoplewonderiftravelconsultingisafadingindustry,sincepeople can now book airline tickets and make hotel reservations online. Whileit’struethattheInternethasallowedconsumersbetteraccesstotravelinformation,manystilllooktotravelconsultantstoensurereli-abilityandaccuracy,aswellassavethemtimeandmoney.

AccordingtotheAmericanSocietyofTravelAgents(ASTA),travelcon-sultantsaretheleadingdistributorsoftravelproductsandservices.Theirrecentresearchshowsthattravelconsultantssell:

•85%ofallcruises

•70%oftoursandpackages

•50%ofallairlinetickets

•30%ofallhotels

•25%ofallcarrentals

Thoseareimpressivenumbers,especiallywhenyouconsiderthatthebig-ticketpurchasesthattopthelist(cruises,tours,andpackages)of-fertravelconsultantsthebestcommissionpotential.Sowhydoclientsturn to travel consultants when they could make travel arrangements themselves? Here are some key reasons.

Information Overload

Travelconsultantshelpclientschoosefromanincreasinglyoverwhelm-ingselectionoftravelproducts.Therearethousandsofvacationpack-agesandairfarestochosefrom,schedulestoaccommodate,andamassiveamountoftravelinformationoutthere.Inthecourseofplan-ningatrip,theselectioncanbemorefrustratingthanexciting.

Clientstrustthattheirtravelconsultantsareinformedaboutthebestoptions. A travel consultant is able to sort through and understand theinformation(includingthefineprint),assesstheirclients’needs,andmakethebestpossiblearrangementsforthembyofferingtravelalternatives. The client is happy because they still ultimately make a choice,butfromlimited,pre-screenedoptionsbroughttothembythe




consultant.Inthisway,usingatravelconsultantbecomesawelcomeconvenience.

Saving Money and Time

Travel consultants can save their clients money by booking them in ear-ly,orwithspecialrates.Theyareexpectedtobeabletofindtheclienttheabsolutebestpriceandvaluefortheirtrip.Theideaisthatusingatravelconsultant should be something that saves you money as well as time.

Travelsuppliers,suchasmajorcruiselines,resorts,andspecialtytrav-el groups also rely on travel consultants to promote their packages to themillionsofpeoplewhotraveleveryyear.Theymaymakespecialdeals available to your clients through you that make booking more attractive.

Cruiselines,forexample,pintheirhopesonconsultantstosellthebulkofayear’sbookingsduringWaveSeason,whichstartsinJanu-ary and runs through late February or early March. They launch ad-vertisingcampaigns,referenceFebruaryas“NationalCruiseVacationMonth,”andmarkettotravelconsultantstorecommendtheirproductsto consumers.

Youshouldalwaysrememberthatyourclientsputagreatdealofvalueontheirtimeaswell,soyoushouldbetryingtomaketheirtravelar-rangementsasquicklyandefficientlyaspossible,usingthetechniquesexplained in this guide.

Expert Advice

I have learned over the years that people don’t always know what they wantoutofavacation.Thisseemsstrangewhenyouconsiderthattravelisdirectlyconnectedtoeachperson’sinterests,desires,andlife-styles.Eveniftheydonotdirectlyaskforit,humansneedguidanceandreassurance.Solongasyoucanofferyourclientsabenefittheycan’tgetthemselves,theywilluseyourservices.Asyou’llreadlaterinthisguide,choosingatravelspecialtyisagreatwaytobecomeanexpert whose advice people will seek out.




1.1.2 The Travel IndustryTravelisrelaxing,fun,andimportantforpeopletobehealthy,well-adjustedindividuals.JoeRobinsonwritesinhisbookaboutwork-lifebalance,Work To Live, thatvacationsreducetheriskofheartattacksby30%inmen,and50%inwomen.

Travelisasmuchanemotionalconceptasaphysicalone.Thefeel-ingsattachedtoavacation—thosesentimentsofescape,adventure,reprieve,andareconnectiontoyourselforanotherperson—arewhatmake travel so appealing.

AccordingtoStatista:

ThetravelandtourismindustryisoneofthelargestindustriesintheUnitedStates,makingatotalcontributionof1.42trillionU.S.dollarstoGDPin2013.Theindustrywasforecastedtocontributemore than 2.5 trillion U.S. dollars by 2024.

TheWorldTravelandTourismCouncil(WTTC)reportsthatin2015,thetravelindustryisexpectedtogrowfasterthantheglobaleconomy:

The WTTC’s annual economic impact assessment predicts trav-el and tourism will grow by 3.7% worldwide this year against a globaleconomicgrowthforecastof2.9%.TheCouncilforecaststhe sector’s total contribution to the world economy will reach $7,860billionor10%ofglobalGDP,upby$280billionon2014,andtravelwillaccountfor9.5%ofalljobsintheworld“oncealldirect,indirectandinducedimpacts”areincluded.

Aftertheeconomicdownturnof2008,travelandtourismrecoveredandiscurrentlyrebounding.Inmid-2014,MarkZandi,chiefeconomistatMoody’sAnalyticsInc.reported:“Strongerbusinesstravelandtour-ismisaverygoodbarometerofthehealthofthebroadereconomy…Spending on travel is more discretionary and expensive. The revival in travel is thus a good sign that the economic recovery is gaining trac-tion.”

And travel agencies and travel consultants are holding their own. In a recentpressrelease,PaulM.Ruden,SeniorVicePresident,AmericanSocietyofTravelAgents,stated:




Contrarytothemythofthetravelagentasadyingbreed...thosewho have adapted to the internet era have not only survived but havethrived.Travelagentshavefullyembracednewtechnolo-giesandserveconsumersthroughbothspecializedprofessionaltraveldistributiontechnology,notavailabletoconsumers,aswellasinternet-basedtools.

Becauseofthosefacts,travelagentsarealiveandwell–andtheydo a robust business by providing expertise and advice to mil-lionsoftravelerseveryyear,usingacombinationofnewandoldtechnologies.Basicresearch[shows]thatasofyear-end2012,therewereabout8,000U.S.travelagencyfirmsinbusinessem-ploying105,000people.In143milliontransactions,thoseagen-ciessold$86billionworthofairtravel(64percentofthemarket).Whileonlineagentsaccountforalotofthatbusiness,so-calledtraditionalagentsactuallysellabouthalfofit,inadditiontothevastmajorityofthe$15billionworthofcruises(64percent)and$9billionintourpackages(66percent).Thosearebignum-bers. Travel agents help to move people around the country and aroundtheworld,andintheprocesskeepoureconomymoving.

Acareerasatravelagentisexciting,fast-pacedandrewarding.A2011 Oprah segment on the “Happiest Jobs in America” revealed thattravelagentsareamongthehappiestprofessionalsinAmer-ica.Travelagents,alongwithclergy,specialeducationteachersandfirefighters,weregiventhisspecialdistinction,thanksinparttotheamountofsocialinteractiontheseprofessionsoffer.

Certain destinations are also increasing in popularity in response to changingworldconditions.Europe,BalticandMediterraneancruisesare back on the radar and are selling extremely well. The Caribbean’s close-to-hometravelbenefits(inadditiontothereasonableprices)havethemcontinuetobeahotseller,asdoesAlaska’sland-seacombinationtrips.

There are two distinct trends today in how people make travel plans. Theya)knowbetterwheretheywanttogoonvacationthroughtheirownresearchandb)oftenmakeplansbasedonpersonalinterestsandhobbies.Thishaschangedtheroleofthetravelconsultanttosomeonewhomustofferpersonalizedservicetobecompetitive.




Travel Agents Take the Stress Out of Vacation Planning, Study Finds

Mostleisuretravelerswhouseaprofessionaltravelagenttoplantheirtripdosobecauseittakesthestressoutoftraveling,accordingtoacon-sumerstudycommissionedbytheAmericanSocietyofTravelAgents(ASTA).

Inthe2015TravelerDecisionMakingstudy,conductedbyLodestarAdvisoryPartnersforASTAandsponsoredbyCarnivalCruiseLines,72percentoftravelagentcustomerssaidtheyuseatraveladviserbe-causeitjustmakesthingseasier.And,theyplantodoitagain.

“Thisstudyconfirmswhatwefoundinanotherindependentstudywecommissionedlastyear—whenyouuseatravelagent,youhaveabet-terexperience,”saidASTAPresidentandCEOZaneKerby.

Ofthe3,000U.S.travelerswhotookthesurvey:

•92%whousedatravelagentexpecttouseoneagain.•72%saidagentsmaketravelplanningeasy.•69%saidifsomethinggoeswrong,anagentistheretotakecareofit,

and them. •68%saidagentsaregreatforbookingspecialtrips.•61%saidagentshavetheknowledgetoplanabettervacation.•59%saidagentsstillhaveaccesstobetterdealsthantheycanfind

themselves.

AU.S.travelerisdefinedhereasaconsumerwhotookatleastonelei-sure trip in the past 12 months with an overnight stay in a commercial property.

Thestudyfoundthetypicaltravelagentcustomerisyounger,moreaffluent,aracialminority,male,travelsfrequentlyandmostoftentrav-elsalone.Amongtheyoungergeneration—millennials—41%usedatravel agent in the past 12 months.

The Importance of Specializing

Manytravelconsultantsarecarvinganicheforthemselvesbyofferinga service or specialty that is important or interesting to people. By spe-




cializingyoumakeitviabletochargefeesforyourservices.Develop-ingaspecialtybasedonahobbyorfavoritedestinationofyoursmakesyourjobmoreinteresting,andincreasesyourproductivityaswellascommissions.

Youcanseparateyourselffromthecompetitionifyoufocusonspecialinteresttoursandtargetaspecificgroupofpeoplethatcanbeservedinauniqueandexcitingway.Forexample,SylviaBerman,ownerofPostHasteTravelinHollywood,Florida,turnedherloveofAfricaintoaspecialty agency that produces $10 million in annual sales. Lee Kissner ownsPlayersTravel,inLasVegasandspecializesincasinocruisemar-keting.Hisentirebusinessisstructuredaroundgaming,exclusivelyonCarnival Cruises.

What is your hobby or interest? What do you like to do on vacation? Do you have a special connection to your community in some way that you cantranslateintoafulfilling(andprofitable)niche?Therearesomanyideasforspecialties,suchas:

• Spa vacations

•Wine-tastingtours

•Educationaloreco-travel

• Gambling and casinos

• Adventure trips

• National parks tours

• Nature/bird watching

•High-endorluxurytravel

...andsomanymore!Thepossibilitiesareendless.Perhapsyouhaveaninterestoralifestylethatyouwanttodevelopintoatravelniche,suchasAfricansafarisorscubadiving.TherearespecialtytourcompaniesdevotedentirelytokayakingthroughtheEvergladesandtheFloridaKeys,whalewatchinginAlaska,orbird-watchingintheGalapagos.

The luxury travel market is growing as the population ages and wants tospendtheirearnedwealthonextravagant,immersion-typevaca-tions. Discriminating travelers have discriminating tastes. You might




charterahelicoptertoasecludedislandforbrunch,arrangeprivateswimswithdolphins,orbookaluxuriouscruiseinapenthousesuiteonboard the Queen Mary 2.

Thisguidewillfocusinonsomecommonwaystravelconsultantschoosetospecializeinsection5.3,tohelpyouchooseaspecialtyofyourown.Inparticular,theconceptsofeco-tourism,luxurytravel,andadventure travel will be emphasized in this guide as hot markets you cantapintoifyouchoose.

1.1.3 BenefitsoftheCareer I like to experience new things all the time. Creating travel excursions formyclientsletsmelivevicariouslythroughthem,untilI’mabletogetawayonanothertripmyself.Herearesomeotherattractivebenefitsofbeingatravelconsultant.

Get Discounts and Rewards from Travel Suppliers

Haveyoueverpaidjust$25adayforacruise,stayedinahotelfornexttonothing,boughtWaltDisneyWorldticketsathalfprice,orbeenin-vitedonaship’sinauguralcruise?Nowyoucan!

Travelindustryprofessionalscantakeadvantageoflowerpricesfortravel products than what the general public pays. You can expect to re-ceivearegulardiscountonhotels,rentalcars,cruises,andmore.Infact,travelsuppliersactuallyliketoreservetheirbestdiscountsfortravelprofessionals,becausetheywanttheirpersonalrecommendation.

Inadditiontogettingthebestvalueforyourmoney,travelconsultantscanoffsetaportionoftheirtravelcostswiththecommissiontheyearnbybookingthetrip.Whilethepercentageisusuallysmall,ifyoutravelfrequentlythesavingscanaddup.Infact,therearepeoplewhobe-come travel consultants “on the side” strictly to sell to themselves and friends.(Thisguide,however,focusesonmakingalivingsellingtrav-el.)

Ifyouareatop-producingconsultantyoumayberewardedwithfreetrips.HollandAmericaLine,forexample,rewardsits100top-produc-ingcruisesellersannuallywithanall-expensespaidcruise.Afewyearsagoitwasaseven-nightCaribbeanvoyageonboardtheOosterdam.




HALflew100consultants(andoneguesteach)roundtrip,providedsuiteaccommodationsontheship,andincludedfreedrinksaswellasanonboardcreditforamassageorcomplimentaryshoreexcursion.Notabadwaytospendaweek!

Go on Familiarization (“Fam”) Trips

“Fams”arespecialtripsonlyavailabletotravelprofessionalswhocanshowappropriateidentification.Travelsuppliersofferdiscountedtripstoagivendestination,hotelproperty,orcruiseship.Thepurposeofthesefamsistoallowtravelconsultantstounderstandaproductbetterandbeabletosellitmoreeffectivelytopotentialclients.

Duringfamsyouareexpectedtobalanceyourtimebetweensightsee-ingandlearningabouttheproductsyoucansell(viewingdifferentrooms,publicareas,etc.).Famsareakeytosuccessintoday’senviron-mentofspecialization.

Famtripsareofferedallovertheglobe.Hereareafewreal-lifeexam-ples,althoughbeawarethatwhatisavailableisconstantlychanging.

• London Thisfive-nighttripincludesatourofChristchurchandtheBodle-ianLibraryinOxford,atripintotheOxfordshireCotsworlds,anupdateonBlenheimPalace’splans,andentrancetotheBritishTravelTradeFair,amongotherthings.Thecostcoversallhotelaccommodationswithbreakfastdaily,dailytransportationforsitevisits,someeveningdinners,andalleducationalandseminarar-rangements,includingthecostofadmissiontothetradeshow.Rates: $429 per agent double occupancy. The single supplement is $250.

• French Canal Cruise Agents will spend six nights onboard L’Abercrombie visiting a numberofdestinationsintheBurgundyregion,includingDijon,Meursault,OucheValleyandBeaune.Thepriceincludestrainandmotorcoachtransfers,sightseeingandentrancefees.Rates: The cruise-only rate is $995 per person, double occupancy.

• Portugal and Spain Thefive-nighttripincludesroundtripairfarefromNewYork;fivenights’accommodationsatfour-starhotels;breakfastdaily;




fourdinners;toursofLisbon,SintraandFatima,Portugal;visitstoSalamanca,Avila,ToledoandMadrid,Spain;destinationandproductknowledgeseminars;servicesofatourdirectorandlo-calguides;transportation;entrancefees;andlocaltaxes.VisitorsspendtwonightsinLisbon,onenightinSalamanca,andtwonights in Madrid. Rates: $499 per person, double occupancy.

Ihavebeenonanumberoffamtrips,butIthinkthemostexcitingwas my trip to Rome. I took a trip through ItaliaTours with roundtrip airfare,fivenights’accommodationsina3-starhotel,dailybreakfast,transportationfrom/totheairport,andallapplicabletaxes.Thecostwasonly$599,andmyagencykickedin$200aspartofmyannualedu-cation,soIwasonlyoutofpocket$399!

Plentyofmoneywasleftoverforfuntours(allatareducedcost)andgreatfood.ItouredtheColiseum,Pantheon,VaticanCity,St.Peter’sBasilica,witnessedapapalblessingintheSquare,tossedacoinintoTreviFountain,andwalkedupanddowntheSpanishSteps.AllwhileIwasenjoyingthemostexquisitepizzaintheworld,andcreamygelatoeverynightonthestepsoftheSantaMariaMaggiorecathedral,whichneighbored my hotel.

Run Your Own Business

Doyoudreamofworkingfromhome?Asatravelconsultantyoumostcertainlycan.Thereisatremendousamountofflexibilityinsellingtrav-el,andtechnologymakesitpossibletobeinbusinessonyourown.

Thereareacoupleofdifferentwaysthiscanwork.Mostcommonly,consultantsworkasindependentcontractorswhoareaffiliatesofaparticularagency.Youareinbusinessforyourself,buttheaffiliatedagency,calledyour“hostagency,”doestheactualbookingthoughtheirsysteminexchangeforacommissionsplitwithyou,theconsultant.

The reason why consultants hook up with a host agency is to get their businessesstartedmorequickly,andforlessmoney.Itispossibletoworkwithoutahostagencyandbe100%independent,butthenyouneedtoeitherapplyforagencystatusbygettinganIATAnumber(oranothervalidindustryidentifier),orlimitthekindoftravelproductsyousell.Thisguidewillexplainyouroptions,butitisgenerallybe-




lievedthatyoureasiestrouteasahome-basedconsultantisworkingwithahostagency,especiallywhenyouarefirststartingout.

Thebenefitsofself-employmentaretremendous,andrangefromtaxdeductions,tosettingyourownhours,totakingyourbusinessinthedirectionyouchoose.Youcanworkparttimeorfulltime,keepyourkidsathomewithyou,andeventakeaweekofftotravelwithoutcheckinginwithyourboss.Youdonotneedtobeafullserviceagency.Youcanbecruise-only,cruisesandtoursonly,specialtytravelbusi-ness... it’s your choice.

HelpPeople

Helpingclientsisthenameofthegame.Infact,philanthropic-mindedtravel consultants might say that simply helping people realize their dreamsisenoughforthem.Youcantickletheirfancyaboutaparticulartrip:“ImaginestandingabovealavaflowonHawaii’sBigIslandcoast.You’rewatchingtheislandgrowrightbeforeyourveryeyes!”

Or,tryappealingtotheirloveofnature:“TheHawaiianIslandsarewin-teringgroundsforthehumpbackwhales.Ifyou’reluckyyoucanspotthemfromshore,butasurebettoseethemistotakeacruisearoundtheislands,inthewaterstheyswimin.”

As a travel consultant you can make new and exciting things happen forpeople,andinthecourseofplanningtheirtraveldeveloplong-termrelationshipswiththem.Youcreateforthemadaydreaminthemiddleofadullworkday,andkeepthemfocusedonaholidayinTahitinextyear,askitripinFebruary,orlifelongmemoriesoftheirfamilyreunioncruisetotheCaribbean.Here’sapersonalexample:

Ioncereceivedawarmnotefromaclientthankingmeforsomethingthat I thought was a very routine task at the time. He had contacted myofficetobuyalast-minuteairlineticketforhisyoungerbrothertogonorthandvisitfortheweekend.

Iresearchedthefares,foundafairlygoodpriceforsuchshortnotice,andbecausethetravelerdidnothaveacarIarrangedashuttlefortransportationtotheairport.Alltold,thesalewasabout$450.Great!Thankyouforthebusiness,Ilookforwardtoassistingyouagaininthefuture.




Well,asitturnsout,thisolderbrotherhadbeenarrangingan80thbirthdaypartyfortheirmother.Thetravelingyoungerbrotherhadnotbeenhomeinmorethanthreeyears,andhewasthe‘bigbirthdaysur-prise.’Whenhewalkedintotheparty,hismotherandtherestofthefamilyburstintotearsofjoy.Everyonereconnectedandsharedstoriesofyearslostwithoutoneanother,anditwasafantasticweekend.

I was overwhelmed to read in the note the client sent that my simple actionshadthiseffect.Ihavebeeninthetravelbusinessformorethanadecadenow,yetIamstillsurprisedthatthelittletasksIdoonadailybasis can have such an emotional impact on others. Helping others in even the smallest way just makes me love my job even more.

Income Potential

Ifyoudecide(likemanytravelconsultantsdo)toworkforstraightcommission,thenyourincomeisonlylimitedbyhowmuchyoucansell.Likemanysales-relatedjobs,themoretravelproductsyousell,themore income you will generate. There are certainly consultants who earninexcessof$100,000ayear,andofcoursetherearethosewhoearnless that that. You set the pace.

Travelagenciesearnacommissionpercentageonmanyofthetravelproductssoldthroughthem,suchastourpackages,cruises,andho-tel stays. This commission varies depending on the travel supplier and theirrelationshipwiththeagency,butitisusuallyintherageof5%to15%. In rare cases up to a 20% commission is possible. Imagining a 10% commission,theagencywouldearn$200ona$2,000cruisebooking.

Ifthetravelproductwasbookedbyacommission-basedconsultant,the agency then splits this $200 with the consultant. Agency splits usuallyvaryfrom40%to60%,andaverageoutarounda50-50splitbetweenconsultantandagency.Thismeansofthat$200earnedona$2,000cruise,yourshareasconsultantwouldbe$100.Ifyouareself-employed it is also possible to book travel directly with some suppliers (i.e.,notthroughyouragency)andget100%ofyourearnedcommis-sion(e.g.,$200insteadof$100).

Inaddition,mosttravelconsultantschargeclientsaservicefeetobooktravelproductsthatdon’tpayacommission,suchasairlinetickets.Someconsultantsalsoboosttheirincomebysellingtravel-relatedprod-ucts,suchasmapsandguidebookstheyhavehand-selected.




Anotherwaytogetpaidwithalotofpotentialisbychargingclientsanhourlyrateforyourexpertadvice.Ifyouknowthebesthotels,hot-testdaytrips,andhavetonsofinsideradviceaboutaparticularlocale,youcanchargeyourclientshandsomelyforyourknow-how.Moreinfoaboutgettingpaidasatravelconsultantwillbepresentedinsections4.3.3 and 6.5.

Themedianannualwagefortravelagentswas$34,600inMay2012.Themedianwageisthewageatwhichhalftheworkersinanoccupa-tionearnedmorethanthatamountandhalfearnedless.Thelowest10percentearnedlessthan$19,930,andthetop10percentearnedmorethan$57,400.Thesewagedataincludemoneyearnedfromcommis-sions.

Source: Bureau of Labor Statistics, U.S. Department of Labor, Occupational Outlook Handbook, 2014-15 Edition, Travel Agents

You Can Start Right Now

Youshouldknowupfrontthatyoudonotneedanyspecializedtrain-ingtocallyourselfatravelconsultant.Youdon’tneedfancysoftwareonyourcomputer,orapriceystorefrontlocationforyourbusiness.Youdon’tneedthousandsofdollarsinstart-upcapital,nordoyouneed to know all those cryptic airport codes.

Ofcourse,havinganyofthesethingswillhelpyouout,andwilladdto your earning potential. But to get started the best things you can haveareatrueloveoftravelandbeliefinitsvalue,andawillingnessto learn.

Otherthingsthatwillhelpyoubreakinquicklyareawidecircleofcon-tacts,andaspecializedknowledgeofadestinationorparticulartravelproduct.Thisguidewillteachyouwaystohitthegroundrunning!

1.2 Inside This GuideThe FabJob Guide to Become a Travel Consultant initiates you into an excit-ingcareerthataffordsglimpsesintotheworldbeyondyourowntownor city. Follow the practical instructions in this guide and you will be well on your way to success.




Chapter 2 (“Selling Travel Products”) beginswithabriefoverviewofhowtheindustryworkstoday,andexplainsthetravelconsultant’sroleinhowtravelproductsaremovedfromsuppliertoconsumer.Thischapteralsoexplainsmeetingwithclientsandassessingtheirneeds,givestipsfortravelresearchandreservations,anddetailsthemaintravel suppliers you will do business with.

Chapter 3 (“Developing Your Skills”)goesoverthepersonalskillsthatwill assist you in excelling at travel sales and how to develop them.

Chapter 4 (“Getting Hired”)willprepareyoutolandyourfirstjobintheindustry,withsectionsonwheretofindadvertisedjobs,howtofindoutaboutjobsthroughwordofmouth,preparingyourjob-huntingmaterials,acingtheinterview,discussingsalary,andhowtoachievesuccess on the job.

Ifyouthinkyouwouldprefertogotherouteofself-employment,Chapter 5 (“Starting a Travel Consulting Business”)isforyou.Itcoversevaluatingthemarketforyourbusiness,choosingaspecialization,namingandstructure,licensesandregistration,developingabusinessplan,legalmatterssuchasinsuranceandtaxes,andsettingup/equip-pingyouroffice.Italsoexplainshowyouworkwitha“hostagency,”developingsupplierrelationships,andgettingpaidbyclientsandthrough commission.

Chapter 6 (“Getting Clients”)willteachyouhowtodefineyourtargetmarket,andhowtomarketyourbusinesstopotentialclients.Thischapteralsocoversmarketingstrategies,bestpracticesforsalesman-ship,andretainingclientsthroughexceptionalservice.

Throughoutthebookareinsightsandtipsfromtravelindustryexperts,aswellasideasforchecklistsandformsyoucanadaptanduseforyourownbusiness.Soifyou’reready,let’shittheroad.Younewcareerawaitsyou!

You have reached the end of the free sample of the FabJob Guide to Become a Travel Consultant. To order and download the complete guide go to https://fabjob.com/program/become-travel-consultant/.



https://fabjob.com/program/become-travel-consultant/


Documents

Become a FabJob Guide to Travel Consultant Consultant_Sample_Guide.pdf · A travel consultant is someone clients turn to for their advice and ex-pertise. You will be respected, trusted,