FORT LAUDERDALE — During CruiseWorld’s “Commissions With Commas” panel, five host agency executives took the stage to discuss the best ways agents can use their host network to beef up their business and, consequently, their paychecks.
“I often meet agents who want to make more money, but can’t figure out how to,” said Meredith Hill, founder and president of Gifted Travel Network. “I call them ‘accidental hobbyists.' "
But it’s these agents that host agencies are hoping to shape into budding entrepreneurs, and many are offering a competitive number of resources in technology, education and marketing to do so.
For example, Avoya Travel’s Live Leads program is an optional resource that brings potential clients directly to Avoya’s members based on the their specialties and preferences, and Cruise Planner’s RegisWeb registration tool offers members a platform to expand their marketing materials, including the option to create a virtual brochure with just a few clicks of the mouse.
Host agencies "sell you the business dreams, and then you sell the dream vacations,” said Debbie Fiorino, senior vice president of Cruise One and Cruises Inc. “It’s about getting people in so they can become successful."
In addition to Hill and Fiorino, panelists were Jackie Friedman, president of Nexion; Michelle Fee, CEO and founder of Cruise Planners; and Van Anderson, co-president of Avoya. Mary Pat Sullivan and Joanie Ogg moderated the session.
With each panelist’s pitch came stories of member success: the agent who joined Nexion at 14 years old after founding his own company, Innovative Travel Concepts, the year before; the Cruise Planners member who sold $1.8 million in travel from her hospital bed after being diagnosed with cancer; and the military veteran couple who carved out their own niche by selling to other veterans and their spouses.
Although each host is as varied as its tales of success, Fee said she believes an agent would be successful with any niche by focusing on four key elements: marketing, technology, support and training.
“That’s the secret sauce,” she said. “There are five great companies onstage. We all have great programs. You can’t go wrong with any of us. That’s how you all become successful.”
“There is so much potential and opportunity right now,” Hill added. “There has never been a better time to make great money selling travel.”
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Emma Weissmann is an assistant editor at TravelAge West.
The Cruise Planners member who sold $1.8 million in travel from her hospital bed after being diagnosed with cancer was incorrectly identified as a Cruises Inc. member in a previous version of this article.