Jamie Biesiada
It's not uncommon for suppliers to offer agents incentives to book a certain amount of business with them during a preset time period.
For instance, Carnival Cruise Line earlier this month said that agents could reach higher commission levels in 2018 based on sales benchmarks in the first quarter.
So, what's the best way for agents to get to the point where they can reach those kinds of sales benchmarks?
Education is key to boosting sales with any supplier, according to Lisa Long, who runs the Marietta, Ga.-based Luxury Vacations, LLC with her husband Rick Amsden.
In a previous career, Long was a corporate headhunter, but started working in travel part time over a decade ago. When she decided to transition to being an agent full time and joined Avoya Travel's network, she reached $1 million in cruise vacations sales in her first year, and has continued to grow them since.
According to Long, getting to know a few cruise lines, and getting to know them really well, are key to boosting sales.
First, Long recommended taking a cruise line's online certification courses if it offers them. Then, visit its website to get to know different ships, itineraries, amenities and the like.
"If you have just a few specialties, you can go to their webinars, you can go to their websites, you can get their brochures, ask a lot of questions, and just become very, very knowledgeable in the specialties that you're choosing," she said. "Then you kind of show your value, because you have knowledge of the product."
Another credibility-booster is experiencing the product, Long said.
For instance, Long specializes in Europe. She and her husband visit destinations there once a year, taking a river cruise or two depending on length.
"Once we actually experienced [river cruising] that made a huge difference, because then you can really tell them 'this is what happens, this is what to expect,'" she said.
She also posts photos and videos from her travels on her Facebook page, and directs clients there when they are considering a destination or product she's experienced.
Long recommended agents read online reviews of the products they're choosing to specialize in.
"Your customers are going to be checking out the reviews, so it's good to know what they're reading about," she said. "And then, if they have a question because they saw a bad review, at least you're not going to be blindsided. You'll know what's being said about the product."
With new products coming out all the time, Long recommended following suppliers' webinars to keep up with everything.
She also said being available via phone and email, especially during Wave season, is key.
"If you're not available, then they're just going to go to the next person," she said. "You'll miss the business."