Jamie Biesiada
What does it take to build a successful agency business? There are probably as many answers to that question as there are successful agencies in the world, but it never hurts to hear one agent's perspective.
During the recent CoNexion conference aboard the Harmony of the Seas, Nexion Travel Group affiliate Savannah Hill, based in Rockwall, Texas, shared some of her best practices during her NEXTalk.
NEXTalks were a new addition to the conference this year, with a number of agents sharing thoughts on a particular subject in just a few minutes. Hill's was called "From Rising Star to Circle of Excellence in 12 months" (Rising Star and Circle of Excellence are two Nexion awards that recognize agents with potential and agents who have achieved certain milestones in sales and business growth with supplier partners, respectively).
She outlined a number of tips that helped her become a successful agent. She joined Nexion in April 2016. The former educator had two young children and was tired of commuting (she's since had a third child); she wanted more flexibility with her career. Hill said she went through Travel Leaders of Tomorrow, Travel Leaders Group's agent training program, and was placed with Nexion (the host agency is owned by Travel Leaders Group).
Hill spent that fall learning all about suppliers, which was her first tip: know your suppliers inside and out. Hill completed online training sessions, webinars and even made fake bookings to practice. That way, when clients came her way, she was ready.
She also encouraged agents to have a great "elevator speech." It wasn't uncommon to hear from people that they didn't know travel agents still existed or didn't know the benefits they offered clients.
"You need to tell them the benefits of booking with you, what you can provide for them, so that you leave the conversation with them saying, 'I need you. Give me your card so that you can help me on my next trip,'" Hill said.
Marketing is also an essential. Hill told her peers to find the marketing plan that works for them. With limited time, that's an important thing. Hill markets through referrals. She joined networking groups, told other business owners about her services and started to hear from them, their friends and their family members.
Hill recommended attending an in-person event, too. She attended Nexion's Agent Essentials program. It helped generate fresh ideas.
Networking with other agents and suppliers is key, too, Hill said. Suppliers can be an agent's best friend. Other agents aren't competition, she said, they're a support system.
Finally, Hill said, set high goals. Break down how to get there in a way that works for you, whether it's month by month or week by week, "however you need to do it so you can be successful in your career."