How many articles and books have you read about becoming a successful Travel Professional? There are hundreds of them out there and most of them speak some truth. So why am I bothering to write another article on this subject? Simple! Most of you who read my writings know that I say it with a "tell it like it is" style and seldom leave anything to the imagination. 

 I've been working in the trenches with home-based travel agents for the past nine years and have seen many success stories as well as some dismal failures. I can honestly tell you that the home based agent has really evolved over these last nine years. They are better motivated, more knowledgeable and better trained, thanks to the efforts of great organizations such as NACTA and the legitimate Host agencies along with the wealth of other training now available. Home based agent failures are still too high but are coming down considerably each year. I have found the following attributes of the successful home based travel professional.  

First, allow me to differentiate between a Travel Professional and a Travel Agent. A travel agent is one who takes their customers orders and books the travel much like when you call the pharmacist and order your prescriptions. Many of today’s travel agents have settled for much lower commissions by joining a program that provides client leads. I consider this a “cop out’ or taking the course of least resistance. It will not make your business successful over the long run.

 A Travel Professional has the following attributes. 

• Self motivated to succeed
• A strong desire to fulfill their client's vacation dreams
• Developing niches or specialties as opposed to being
• generic. You can't be all things to all clients.
• Continuous training and education for the rest of your
• professional life up to age 95, as I did.
• Organization and self discipline especially if you are home
• based
• A little common and business sense
• Knowing your product(s) inside and out
• Not going on a feeding frenzy at travel related meal
• events.
• You could turn into another "shrimp lady".(I had
• to include this one) 

 I believe the number one ingredient is self motivation in becoming a successful Travel Professional. If you are only interested in selling, let's say a cruise just to earn a commission without bothering to determine your client's needs, then Wal-Mart may be a more appropriate choice for a career.

You must have a niche as opposed to selling all travel because your client expects you to know the destination or product they are seeking. Of course, you will sell air (ugh), car rentals and hotels etc, but the main course will be the destination and fulfilling those dreams.

A Travel Professional never stops learning about the product or destination they are selling and you will receive that training and education from a myriad of sources. Just about all the resources you need are available through your Host Agency and/or your Consortia. Your Host agency, if you are fortunate to have one, should be the catalyst to get you where you are going. You can obtain more information on locating a Host Agency by going to www.choosingahostagency.com.

You don't have to be working fulltime in this business to become a Travel Professional. If you have the right ingredients you can devote a few hours a week along with two hours reserved for reading and still may call yourself a Travel Professional within a reasonable time. You can be "at home", working in an office, working in a "brick & mortar" agency or affiliated with a Host Agency and still be a Travel Professional. However, if you are with an MLM/card mill then you are a pseudo travel agent and not a travel agent and not even close to being a Travel Professional. The bright side is that the pseudo travel agent sometimes known as an RTA can be de- programmed and re-trained. Obviously, being a Travel Professional you must know your product(s) and have a strong desire to serve your client before, during and after their trip.

Yes, a Travel Professional is all about being motivated, possessing good sales ability, and product knowledge. If you are home based you also better be organized and self disciplined. Setting your office up on the kitchen table won't cut it either. Find yourself a little corner where you can get away from your spouse and the kids. Also, must reading is Joanie and Tom Ogg's books along with books and articles written by Kelly Monaghan.

Needless to say, Travel Professionals must work on the legitimate side of the travel industry as opposed to the "dark" side with the MLMs. Many home-based professionals belong to organizations such as NACTA. 

I hope all this helps.

Peter Stilphen, ECC