Travel Agent Chatter | Friday 15

Leads? Planning Fees? Training vs Selling?

This week’s Friday 15, we're welcoming Carolyn from KHM Travel Group. Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I’m still pretty new and don’t have a huge client list yet. What would you focus on first to actually start getting consistent leads? How do you get comfortable charging planning fees when you’re a newer advisor and still feel like you’re learning? How much time should a newer advisor actually be spending on training versus trying to find and sell to clients? I feel like I could take supplier trainings forever! RESOURCES: Travel Leads: Here’s what you need to know. https://hostagencyreviews.com/blog/travel-leads https://hostagencyreviews.com/blog/travel-agents-guide-to-charging-fees (Travel agent guide to charging fees.) Training and education options for travel agents. (https://hostagencyreviews.com/blog/travel-agent-training-travel-agent-education)

Follow-ups? Groups? Clients?

This week’s Friday 15, we're welcoming Josh from Global Travel Collection. Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! How do you follow up with a potential client without feeling like you’re annoying them? How many follow-ups is too many? I’d love to start selling groups, but honestly, they intimidate me. What’s the best way to get started with groups without getting in over my head? And if I want to put together my own group trip, should I get people interested first or actually have the trip planned before I start promoting it? When you’re new, is it better to focus on getting ANY bookings you can, or should you be more selective about the types of clients and trips you take on? RESOURCES: Great article with email templates for typical follow-ups you should be doing - https://hostagencyreviews.com/blog/5-emails-every-travel-advisor-sends-twice-a-week-and-how-to-stop-retyping-them Travel Leads: Here’s what you need to know. https://hostagencyreviews.com/blog/travel-leads

Net Rates? Facebook Groups? Marketing on Social?

This week’s Friday 15, we're welcoming Jenn from Travel Planners International and Vacation Planners. Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! When advisors quote net rates, where does the markup actually get calculated? The picture I keep getting is a spreadsheet open next to whatever tool built the itinerary, and I'm curious whether that is most people or just the ones who talk about it. I am not sure if this is something you can answer, but I mainly focus on cruises and business has been pretty good lately. I started a Facebook group for a sailing that I am going on and I was wondering if you had any tips for engaging with people in the group without them knowing I am travel agent so it doesn't sound like I am trying to sell them anything. I was thinking after all of my engagement posts and the cruise is complete maybe there is a way to announce that I am an agent and would love to help them book their next trip if they enjoyed my posts. Is that something agents do? I am stuck on what type of posts to make though. I've made some with some tips on the ports we are visiting, but do I need to further? Any help would be appreciated. - Travel Dad Matt How do you face your fear about marketing your travel business on social media if you are an introvert?

Which host? Start-up? FIT?

This week’s Friday 15, we're welcoming Gina from Uniglobe Travel Center. Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! While I have years of experience building my own travel plans for business, and leisure, I want to become a travel agent. The number of hosting agencies is overwhelming. Which one do you suggest, and why? - Chris Hi! I've done some domestic travel and love it. I am interested in working as a part-time travel agent. I see start up fees are around $500. Are there any other fees? What all does start up entail? - Christina I keep hearing everyone talk about FIT. So what is it and how does someone specialize in it? - Helen RESOURCES: Host agency directories - https://hostagencyreviews.com/hosts 7DS Course - https://hostagencyreviews.com/7-day-setup-accelerator Lawyer List - https://hostagencyreviews.com/blog/travel-lawyers What does FIT mean in travel? https://hostagencyreviews.com/blog/fit-travel-meaning

Larger hosts? BDMs? Time?

This week’s Friday 15, we're welcoming Laura from WorldVia Travel Network! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I'm currently researching host agencies, and one thing I keep coming back to is whether I'll actually get the support I need at a larger host. I love that larger hosts often have more resources and training, but I also worry that I'll just be another number, especially as someone who's still fairly new. How do you make sure advisors feel supported and don't get lost in the crowd as they build their business? As a newer travel advisor, I know building relationships with suppliers and BDMs is important, but honestly, it feels a little intimidating. Sometimes I don't know who I should be reaching out to, what questions I should be asking, or even when it's appropriate to introduce myself. What's the best way for a new advisor to start building those relationships without feeling like they're bothering people? I know everyone says it takes time to build a successful travel business, and I completely understand that it's different for everyone. But it can be hard not to compare myself to other advisors who seem to be doing really well. From your experience, how long does it realistically take for most advisors to build a sustainable business, and what milestones should new advisors expect to hit along the way so they know they're on the right track? RESOURCES: How much do travel agents make? https://hostagencyreviews.com/blog/how-much-do-travel-agents-make-travel-agent-salary How much does it cost to become a travel agent or start a travel agency? https://hostagencyreviews.com/blog/how-much-does-it-cost-become-travel-agent

Airfare? Beyond Commission? Expansion?

This week’s Friday 15, we're welcoming Amy from KHM Travel! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! With airfare remaining one of the biggest travel expenses, what are some legitimate ways travel advisors can maximize value for their clients? Are there particular consolidators, supplier partnerships, or booking strategies you recommend? If you were building a travel business today focused on Europe, Middle East and Asia, which host agency features would you prioritize beyond commission splits? I am a travel agent (since 2012) and own my own agency (since 2016). I am thinking of bringing on another agent and need to fully understand the differences and implications to both me as well as to the agent between me having this agent as an (a) employee, (b) and independent contractor, or (c) me being a host agency and them being a host agent. RESOURCES: https://hostagencyreviews.com/travelagentchatter/lary-neron-airfare-consultant (Podcast episode with an advisor who books air only and charges $50-500 fees per ticket.) Great article about top 10 things you should be asking your host /considerations when picking your host - https://hostagencyreviews.com/blog/ytc-q3-2023 What is a sub agent - https://hostagencyreviews.com/blog/travel-sub-agent

Find Clients? Luxury Clients? Habits?

This week’s Friday 15, we're welcoming Simon from Global Travel Collection! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I don't have a big network of friends and family to sell to. Where do successful new advisors actually find their first paying clients? How do you attract luxury clients if your current audience isn't necessarily affluent? Is it a marketing challenge, a networking challenge, or something else? What are some habits or routines you've seen your most successful advisors develop that newer advisors could start doing today? RESOURCES: https://hostagencyreviews.com/blog/gtn-q2-2023 - becoming a successful luxury advisor

Mistakes? New Tech? Switching Hosts?

This week’s Friday 15, we're welcoming Chelsea Martinez from OASIS Travel Network! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! If I join a host agency today, what are the biggest mistakes you see new advisors make in their first six months that slow down their success and what would you encourage them to focus on instead? There seems to be a new travel technology platform launching every month. How do you evaluate whether a new tool is actually worth adopting versus just another shiny object that could end up costing me time and money? I've heard advisors say that switching host agencies can be difficult. What should I be thinking about before joining my first host so I'm making a decision that's right for me long-term and not just for where I am today? RESOURCES: What to think about when switching host agencies. (https://hostagencyreviews.com/blog/switching-host-agencies-5-things-to-consider) https://hostagencyreviews.com/travel-agency-software

Host v Franchise? Tech? Questions to ask?

This week’s Friday 15, we're welcoming Jenn Lee from TPI and Vacation Planners! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I'm trying to decide between joining a host agency or a franchise. They both seem to offer training, support, and supplier relationships, so what are the biggest differences that someone new to the industry should really understand before making that decision? How much technology should I expect my host agency to provide versus what I should expect to purchase myself? I'd love to know what's typically included and what's considered part of running my own business. When I look at host agency websites, almost everyone talks about community, training, and support. Beyond those things, what are some questions I should be asking that many new advisors don't think to ask before signing a contract? RESOURCES: https://hostagencyreviews.com/blog/travel-agency-franchise-or-host-agency https://hostagencyreviews.com/travel-agency-software https://hostagencyreviews.com/blog/travel-agency-back-office-front-office-software https://hostagencyreviews.com/blog/independent-travel-agent-contracts https://hostagencyreviews.com/blog/travel-lawyers

Commission Changes? Terms & Conditions? Travel in Advance?

This week’s Friday 15, Steph Lee is back! She’ll be cohosting with Jenn Lee of TPI and Vacation Planners. C'mon over and dip in to these great questions with these awesome ladies of industry. I never knew my agency had a commission scale. [percentage increased as income increased] I asked to see it once i learnt about it and noticed I had met the goal in 2025 for a 5% increase in commission. They agreed and said the increase would start now. Shouldn't they do end of year reviews and increase or decrease? Why should it be the agents responsibility when we don't have access to accurate accounting? Also shouldn't they pay for in arrears for the last 5 months? -Thanks from a frustrated IC I'm not sure that this question has been asked before but I am not always sure whether I should show a client my Terms & Conditions or those of my suppliers. I usually show both but I wanted to make sure this is correct. I get them to sign mine when the itinerary is accepted and with a paid deposit and at the same time those of the supplier are shown which is attached to the itinerary. —Marc C I have one set of clients who are not traveling until spring 2027 but I am not always sure what to send clients who travel in advance when everything is done with signatures and paid deposits. They are on my email list and I send my list newsletters with updates frequently but I want to make it more personal. —Marc RESOURCES: https://hostagencyreviews.com/blog/independent-travel-agent-contracts https://hostagencyreviews.com/7-day-setup-accelerator https://hostagencyreviews.com/travel-agency-software https://hostagencyreviews.com/blog/travel-waivers-protect-your-travel-agency Selltravelyourway.com

Luxury Market? Use of AI? Need Inspiration!

This week’s Friday 15, Steph Lee is back! She’ll be cohosting with Andrea of Outside Agents! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! 1. How does an agent who doesn’t travel in luxury themselves, break into the luxury market? I’m not understanding how I can visit the properties and know about them if I’ve never traveled there. —anonymous 2. I’m interested in hearing HAR’s and the co-host’s views on how to use AI as a travel advisor. Is there a certain area where AI should be used and another where it’s not? – Cindy 3. Thanks so much for taking my question. It’s less of a question and more I need some inspiration. Would love to hear an inspirational story of an advisor who made it and what they did to make that happen. — Kenya RESOURCES: https://hostagencyreviews.com/blog/what-is-dmc-destination-management-company https://hostagencyreviews.com/blog/travel-agent-training-travel-agent-education https://hostagencyreviews.com/blog/find-a-travel-niche https://hostagencyreviews.com/blog/travel-agent-fam-trip https://hostagencyreviews.com/travel-conferences-events https://hostagencyreviews.com/har-wired https://hostagencyreviews.com/travelagentchatter

Tech Investment? 7-Day Setup Enough? Taking the Leap to FT?

This week’s Friday 15, Steph Lee is back! She’ll be cohosting with Phil and Samantha Hammond of Jus Adventures! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I watched some of HAR Wired last week, thank you. My question is what do you suggest should be the first technology investment I make once my agency is set up? —Anonymous I’m a new travel agent and have found HAR invaluable as I try to learn. I’m thinking of taking ASTA’s Roadmap Course and HAR’s 7 Day Setup Accelerator. Do I need a host agency training if I complete those? If I do ask a host agency about their training, what should I ask? – Tanya D. I’ve been selling travel since 2023. I’m getting to the point where I am thinking about leaving my full-time job but I am nervous about the income stability. What advice do you have for someone in my shoes to “Take the leap” so to speak? And how do people manage the money when it comes in so inconsistently. I’m used to my paycheck every two weeks! — Sara B. RESOURCES: https://hostagencyreviews.com/har-wired https://hostagencyreviews.com/travel-agency-software https://har.news/roadmap https://hostagencyreviews.com/7-day-setup-accelerator https://hostagencyreviews.com/blog/travel-agent-training-travel-agent-education https://hostagencyreviews.com/travel-market-research-reports https://hostagencyreviews.com/blog/take-har-s-2026-travel-advisor-survey

Paying Commission? Boutique Suppliers? Booking Platforms?

This week’s Friday 15, we're welcoming Gina McGinnis from Uniglobe Travel Center! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I understand some suppliers don't pay the host until after the travel date, but I've found some suppliers like FareBuzz, Celebrity Cruises, Virgin Voyages, and Allianz pay the month after the sale or after the final payment it's made. I also know some host agencies pay out to their agents weekly, bi-monthly, or monthly. I'm curious to know the industry standard for how soon after receipt of commission from the supplier would a host agency pay the independent agent. - Jen I have an interest in working with boutique suppliers, especially accommodations such as boutique hotels and Bed and Breakfasts. I'm wondering how host agencies mix with boutique suppliers? Do they generally have these connections? Am I able to make these connections and book with these suppliers using my host agencies IATA number? - Laura I'm a new advisor and the host agency's booking platform is soooo complicated! I'm still trying to make it through the training. Thinking about switching to another host. Are booking platforms so complicated in general? How can you find out? - Marsha RESOURCES: https://hostagencyreviews.com/blog/travel-agent-commissions https://hostagencyreviews.com/blog/travel-preferred-supplier https://hostagencyreviews.com/blog/what-is-travel-consortia-travel-coops https://hostagencyreviews.com/travel-agency-software

Sales near $1M in a few years. Accessible travel advisor has AT tips for you. Meet Karen.

It didn’t start with a niche, it started with a perspective. And in just a few short years, Karen has turned that perspective into a fast-growing travel business that’s on track to hit $1M in annual sales in 2026. Since entering the industry in 2022, Karen has built her business around accessible travel, not as a checkbox, but as a core part of how she serves every single client. As a wheelchair user herself, she brings lived experience into every itinerary, helping travelers navigate a world that isn’t always designed with them in mind… and showing them what is possible. Karen is a firm believer that accessible travel isn’t just for a small subset of clients, it’s something every advisor should be thinking about. From mobility needs to invisible disabilities to simply asking better questions, she shares how advisors can create more inclusive experiences without feeling overwhelmed or out of their depth. In this episode, Karen walks us through how she’s built trust with her clients, the realities (and misconceptions) of accessible travel, and how focusing on this space has not only made her business more meaningful, but also incredibly successful. Whether you’re just starting out or looking to better support your clients, this is a conversation that might just change the way you think about accessibility in travel.

• Transcript
• Chapters

DMC Quotes? IC vs Employee? IC vs Independent?

This week’s Friday 15, we're welcoming Lori Speers from KHM Travel Group! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! Can you talk about the practice of DMCs presenting quotes in gross vs net commission, and is it preferred or acceptable to request one over the other? - Carrie I am a travel agent (since 2012) and own my own agency (since 2016). I am thinking of bringing on another agent and need to fully understand the differences and implications to both me as well as to the agent between me having this agent as an (a) employee, (b) and independent contractor, or (c) a subagent - Karen I am an IC with about 2 years in the business. I'm considering going out on my own because I'm not happy with my situation for many reasons. How do you know it's the right time to make this change? What do you see as the pros and cons of staying an IC and being independent? RESOURCES: What is a DMC in travel? https://hostagencyreviews.com/blog/what-is-dmc-destination-management-company What is a sub agent and is it right for you https://hostagencyreviews.com/blog/travel-sub-agent https://hostagencyreviews.com/blog/travel-lawyers https://hostagencyreviews.com/blog/how-industry-collaboration-supports-travel-advisor-success-spotlight-on-path

FITs? Switching Hosts? Planning Fees?

Welcome to this week's Friday 15 podcast! This week Shayna's live on location at ASTA, with Carolyn Okon from Exodus Travels. And thanks to our sponsor Outside Agents for making this episode possible. Here's the questions: I am an ICF certified Travel Coach, and when I pursued my certification I intended to building an online coaching practice to help women in major life transitions (career change, loss, divorce, etc.) find their inner bravery to face those transitions via adventure travel. As I’m coming along I’ve begun to learn I’d actually like to host my coaching via IRL experiences; group trips and retreats. My questions: ideally I am booking everything for my clients once they are on the ground, I’ve heard about FITs on the podcast, and wonder if this is what I’m trying to accomplish? If so, then what do I need to know about organizing only FIT travel in which I accompany my travelers? How do payments from the trip attendees work when I host a FIT under a host agency? How can I operate this legally and ethically, while being fair to the host agency? - Courtney When changing Host agencies, is it possible to transfer clients and vendor information without doing it individually? As a courtesy, should I tell the agency that I am moving on to another agency? - Pamela Do advisors typically split their planning fees with their host agencies? If so, does it follow the commission split? Thank you! (Anonymous, please) RESOURCES: Guide to charging fees - https://hostagencyreviews.com/blog/travel-agents-guide-to-charging-fees What to think about when switching host agencies. (https://hostagencyreviews.com/blog/switching-host-agencies-5-things-to-consider) What does FIT in travel mean? https://hostagencyreviews.com/blog/fit-travel-meaning

IC vs Independent? Selling? Marketing Activities?

This week’s Friday 15, we're welcoming Vanessa from Global Travel Collection! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I am an IC with about 2 years in the business. I'm considering going out on my own because I'm not happy with my situation for many reasons. How do you know it's the right time to make this change? What do you see as the pros and cons of staying an IC and being independent? I’m finding it can sometimes feel awkward or intimidating to confidently charge fees, upsell experiences, or position yourself as a premium service. What advice would you give to advisors who know they provide value but still struggle with the sales side of their business? There’s so much pressure right now for us to constantly be posting on social media, building a brand, creating content, and trying to stay visible online. What marketing activities are actually moving the needle for advisors today versus what’s just creating noise and burnout? Guide to charging fees - https://hostagencyreviews.com/blog/travel-agents-guide-to-charging-fees

Payments? Outreach? Using DMCs?

This week’s Friday 15, we're welcoming Samantha from Jus Adventures! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! Hi!! I am a new agent (8 months) working on planning my first group trip and I want to build a girls trip to New Orleans and offer a package price and then clients can sign up to go. I have checked with Traveljoy and it appears that I am able to take payment through Traveljoy, for them to hold and then I can pay each supplier with a virtual card instead of charging the client 10 different transactions. Traveljoy would then the merchant of record and I feel this is safe. I tried getting a quote from a DMC and it's just not working out how I want and I feel like I don't have much control, so I really would rather piece it together myself since it's domestic anyway. I just feel like this would be so much more seamless for the client. Is this okay to do? Any tips or advice would be very much appreciated. (Feel free to cut/paraphrase if you decide to air this!) Thanks so much! -Tiffany I feel like I always have a question for you but you are the best at answering them. Here is my latest question. I have a new client that is a pretty big spender. I booked her on three cruises for February 2027. She is interested in booking a pre-hotel stay and possibly insurance but I have not heard back from her in a few weeks, she said should would take care of all of that later. I don't want to annoy her because she said she usually books a few cruises a year and I really want to keep her as a client. How often do you suggest I just check in with her without sounding like I am reaching out to add on to her sale? Thanks again!! Travel Dad Matt I'm wondering about the economics of creating a trip for a client using a DMC or tour operator rather than piecing it together on your own? How do the commissions compare? Has anyone seen a good resource comparing the revenue of both routes? I focus on luxury FITs and land/sea itineraries primarily in Europe, East Asia and South American. I get that using a DMC to have a local person available for emergencies is helpful, perhaps even essential, but if I just book my clients through a DMC or tour operator am I limiting my income potential? And what does my client need me for if the DMC is doing all the work? - Laurie RESOURCES: What is a DMC? https://hostagencyreviews.com/blog/what-is-dmc-destination-management-company Booking Groups - https://hostagencyreviews.com/blog/supplier-want-you-know-booking-groups

Tour Operator vs DMC? What is Adventure Travel?

This week’s Friday 15, we're welcoming Katy from Explore Worldwide! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! A lot of us hear ‘tour operator’ and ‘DMC’ used interchangeably, and it can be hard to know who to go to for what. From your perspective, how should advisors think about working with an adventure tour operator versus going direct to a DMC? For advisors who are trying to grow their business, what are some of the biggest opportunities you see when it comes to selling adventure travel? Are there simple ways newer advisors can start incorporating it without overhauling their entire business? Adventure travel can mean a lot of different things, from soft adventure to more physically demanding trips. How can advisors make sure they’re matching the right client to the right trip, especially when they’re still learning how to qualify clients properly? RESOURCES: What is a DMC? https://hostagencyreviews.com/blog/what-is-dmc-destination-management-company What is a Tour Operator - https://hostagencyreviews.com/blog/what-is-tour-operator

Independent? CRMs? FIT?

This week’s Friday 15, we're welcoming Bill from KHM Travel! Let’s have some fun, plus some questions to discuss this Friday at 12 pm CST. Join us! I'm a new-ish agent, under 3 years experience, and I have been entertaining the idea of venturing out on my own. I am currently with a host agency. I am curious about how this would work with suppliers and if this is a good idea. Do agents typically manage their workflow with their host agency provided CRM program only, or are there other project management platforms that are popular with travel agents? I keep hearing everyone talk about FIT. So what is it and how does someone specialize in it? RESOURCES: https://hostagencyreviews.com/blog/travel-preferred-supplier https://hostagencyreviews.com/travel-agency-software https://hostagencyreviews.com/blog/fit-travel-meaning