How to Qualify Your Client

One of the most critical steps in working with your clients in planning that perfect destination getaway is properly qualifying them before you make a recommendation. Qualifying your client can also establish your reputation and credentials as a travel professional. Why is this so important? Imagine going to your family physician, and they try to give you advice and write a prescription when they really didn’t take the time to understand all of your symptoms. Wouldn’t you walk away wondering if you need a second opinion? Of course you would. At the very least you would wonder how much that doctor even cares.

Before you can make recommendations, it really is important as a travel professional, to understand the experience your clients would like to capture from their vacation. Of course there are the common questions any travel agent would ask. Where do you want to go? What type of vacation experience are you seeking? What are the dates you want to travel? What is your budget?

Obviously you need the answers to these types of questions BEFORE you make a booking. But have you ever thought about asking qualifying questions that you don’t really need to know the answers to? These types of questions will not only show you care about your clients’ travel experience, but will establish yourself as a professional, and will probably secure the booking for you and eliminate your competition.

This is where thinking “out of the box” helps establish you not only as a travel agent, but as a travel expert. You want to show your clients that you are someone that cares about helping them achieve the maximum value. Which isn’t necessarily just a vacation, but a travel experience…an adventure…a memory that will last a lifetime.

These types of questions will help you make a recommendation, but they will also tell your clients that you care enough to capture the essence of what they would like for their travel experience. Perhaps it is a time for de-stressing, spending time with family, revitalizing a stale marriage, or seeking adventure and fulfillment.

Remember that vacations aren’t just where and when you want to travel. Vacations are about adding to your repertoire of life experiences.

So what kind of qualifying questions should a Travel Expert ask? Here are some of the questions we recommend to get your client talking about their vacation desires.

What are some of your past vacation likes and dislikes? Would you consider yourself a beach person or a pool person? Which is more important: staying at a nicer resort with a downgraded room, or, staying at a mid-range resort with an upgraded room? Do you like the idea of being able to eat and drink as much as you want for one price? What are your favorite foods? Do you enjoy eating island cuisine (or trying local cultural foods?) Are you looking for a more intimate experience or would you prefer more action and nightlife? Is room service important to you? Is beach service important to you? What kind of attire would you like to wear for evening wear? Would it be important to you to stay at a resort that has activities and nightlife after 11PM? What type of water activities do you like? Are long walks on the beach important to you? What do you like about your chosen destination? Are you certified to scuba dive? Would you like to get certified while on vacation? What types of family vacation activities are important to you? What is your goal for this vacation?

Also remember it is not enough to just ask the right questions. Don’t forget how important it is to listen to their responses, as well. You will find when you take the time to get to know your prospects, you will leave them with feelings of excitement and anticipation about their upcoming vacation.

And chances are you have also now secured them as your next client.

Interested in starting an exciting new career as a KHM Travel Group Agent? Visit www.KHMTravel.com to learn more about our unique and comprehensive travel agent program that can be the gateway for you to start your own business, earn money and travel the world!

Finding the Perfect Trade Show

Gaining targeted, relationship-driven travel sales is very important to your business. One of the best ways to obtain these sales is by participating in a trade show.

When you first start seeking out trade shows, try thinking like your potential travel client and look where they are looking. Consider their age, gender and spending ability. If you’re looking to tap into the bridal market, consider sponsoring a bridal show. Shopping malls, bridal boutiques, radio stations, and wedding reception venues are also known to host bridal shows. You can usually find event listings for local bridal shows online. If you’re looking to sell to families, consider sponsoring seasonal and family-oriented events like craft fairs, community fairs and outdoors events. Check your city or local chamber of commerce’s website and event listings for events in your community.

The bottom line is—don’t participate in a trade show if you don’t think that your potential clients will be there.

Now that you’ve found some shows in your area that will attract your potential clients, how do you decide whether or not to participate? There are several qualifying questions and factors to take into consideration.

First, you should consider the location and size of the show. If it is close to your home or office, future client meetings will be easy and convenient. Be sure to see if there is free parking at the show, as the cost of parking may deter people from attending.

Secondly, your booth size and location is also an important factor. Ask yourself questions like “What is the size of the space I will get to market my business? Will my booth be located in a heavy-traffic area? What does the show producer provide vendors in terms of tables, table-skirting, lighting and flooring? What will be required for set-up and teardown?” Asking these questions are important because extensive set-up needs may raise your overall costs and make the show less profitable to you in the long run. The answers to these questions will help you determine if the trade show is right for you.

The third factor is cost and it is key in figuring out if the event will contribute to an increase in profits for your agency. It’s always a benefit to get access to the names and contact information of the attendees. That way you can follow up with them by using a direct mail piece or an email campaign. Also, some shows may give you the option to purchase space to have your company or name mentioned in any of the show’s printed or advertising materials, like a show guide, program or the flyer promoting the show, which means more eyes and ears on your company name and logo. If advertising is included with the cost of your booth…even better as these types of ads on their own may become costly!

Additional aspects to consider are the time of year, week, or even the day that the show takes place, the number of attendees expected, and the number of other travel vendors that you will be competing with at the show. Large shows that are heavily promoted in the media will attract more potential clients, but you may need to recruit additional help to staff your booth and you will have less time to interact with potential clients. Smaller shows may result in higher quality leads and allow for more time for you to sell your services to those in attendance.

Don’t agree to sponsor a show or buy a booth without first determining the maximum amount you are willing to spend. Smaller shows can cost anywhere from $50 to $500 per table or booth and larger shows can go into the thousands. But, don’t worry. You don’t have to spend a lot to make this work for you! Decide how many shows you will do in the next year and budget accordingly. Count everything from booth setup and display costs, to giveaways, printed materials and signage. Be sure to talk to your tax accountant because there is a good chance that most of these business costs can be written off!

If you have difficulty finding the potential in your trade show investment, then participating in that specific show may not be worth your time, money or effort. But don’t let that discourage you; there are plenty of trade shows out there, so you’re sure to find the perfect one for you and your business!

Interested in starting an exciting new career as a KHM Travel Group Agent? Visit www.KHMTravel.com to learn more about our unique and comprehensive travel agent program that can be the gateway for you to start your own business, earn money and travel the world!

How to the Most of Your FAM Trip

Familiarization trips, or FAM’s, are a great way for travel agents to increase first-hand knowledge of the travel products you sell. This knowledge will enhance your ability to provide expert advice and practical suggestions to your clients.  Once you’ve selected a FAM to attend, taking the time to properly prepare for your trip will help you to make the most of your experience.

It is helpful to start by gaining basic knowledge of the destination, resorts, or cruise ships you will be visiting. If possible, complete any specialist courses or online trainings that are available before you go. Starting with a basic understanding of the selling points and features of what you’ll be seeing will enable you to focus on the finer points and details once you arrive.

When you receive your FAM itinerary, learn about the main features of each resort you will visit. You can usually find property information on your preferred tour operator’s booking website. For cruise ship inspections, use the cruise line’s brochure or website to review deck plans and cabin layouts and familiarize yourself with the ships features and activities.

Before your departure, print a brief summary of each property or ship that you will be visiting.  Include basic information such as room categories, dining options, and activities.  Carrying this sheet on a clipboard or binder during your tour will give you a hard surface to write on, and a place to take notes and record other details you’d like to remember.

When touring resorts, try to notice the features, décor and atmosphere of each resort you visit. Is it lively and active, or quiet and relaxed?  Are the guests mostly older or younger?  Are there mostly couples, singles, or families?  Take note if the property is compact or spread out and if the pathways are easy navigate. Find out what transportation is available at the resort and what tourist attractions or popular excursions are nearby.

One of the most important features of a beach resort is its water activities. Note what makes each resort’s pools or beach unique along with observing if they are crowded. Is there a swim-up bar? Is there beach service? Pay attention to the availability of lounge chairs, beach beds and umbrellas on the beach and whether or not the water appears to be swimmable.

When you tour rooms, bars and restaurants, note the décor and the quality of the furnishings. Make a note of the cuisine and atmosphere of each restaurant. Try to notice what is unique about the guest rooms you tour, from the bedding to the bathroom amenities to the balcony or patio furniture.  Also, record your overall impressions and what you liked most and least about each resort.

Your experience on a cruise ship will be a little different, but you can still take notes at the end each day about the ship’s features and activities and what you liked and didn’t like.

Why take all these notes? So you can more easily identify what type of clients would most enjoy each resort or cruise ship so you can determine how to market them in the future.

Photos and videos are great tools to use when sharing your experience with clients.  Be sure that any camera devices you are bringing are fully charged and have plenty of memory available. Inspections can be fast and furious, and you may end up with hundreds of photos. As you arrive at each property, snap a picture of a sign or logo to help organize which pictures belong to that resort.  You can also take a picture of each room or cabin number as you are entering, to serve as a reference for which category you are photographing.

This may seem like a lot of work, but by being prepared and staying organized, you will be able to maximize the amount of information gathered during your FAM and become the travel expert your clients will turn to again and again.

Are you ready to go?  KHM Travel Agents can look under “Meetings and Events” in their Agent Portal to view upcoming FAM opportunities.  Not a KHM Travel agent yet?  Visit www.KHMTravel.com to learn more about the training and support available to start your own home-based travel business.

Developing Relationships

There are so many different facets to developing and marketing a business. In this series of videos, we are going to look at the building blocks of sales, promotion, marketing and development of your new travel business. Each building block you use to build your agency is critical to a strong structure. So it is important that your structure, which is your travel agency, is strong and secure from your foundation all the way up. As a travel agent, your foundation will be secure if you have the ability to build strong relationships with your potential clients.

Before you can sell yourself, your business, and travel to your prospective clients, it is important to develop a good rapport and credibility with them first. For some people, it comes naturally. Almost like an “art form” which they have developed in their personality. However, for others it can be a struggle. If you fall into the latter, take a deep breath because building relationships is easier than you think. In fact you don’t even need to say a word. That’s right…all you need to do is “listen.”

You might have heard your Mother say, “Use your ears, not your mouth.” And it’s true. Dale Carnegie, a pioneer in public speaking and personality development, preached “You can get more business in two months by getting to know the other person, than you can in two years by trying to get them to know you.” In other words, don’t be so quick to sell yourself, what you do, and who you are to the other person. Take the time to get to know them first. A simple technique of “asking questions” and getting them to talk about themselves is actually much easier than you think.

Questions like, “Where did you grow up?” “What is your line of work?” “What do you like to do for fun?”

All of these types of questions will stimulate conversation between you and your prospect. This type of conversation allows the other person to talk about themselves first. And it is human nature for individuals to want to talk about their lives, their families, and their line of work. It makes them feel good. You will also find that by allowing others to talk about themselves, a positive opinion of who you are and the type of person you are will be formed almost immediately. You will be perceived as someone that cares about others and not just their own personal agenda.

This type of conversation takes practice to ensure you are not just “hearing” them and going through the motions, but really listening to their stories. It’s natural to always be thinking about “what’s in it for me.” But listen with the intent of… “what’s in it for them.” You will be amazed how this courtesy is generally returned.

Being a good listener sets you apart! And you will find, by doing so, people’s perception of you will be that you are likeable, and you make others feel comfortable and valuable when they’re with you. Cultivating this skill will bring you more prospects and more satisfied customers.

Connecting effectively with others takes time and effort, and it means putting others before yourself. We know this can be more difficult for some, especially if you consider yourself an introvert. So start practicing today, and once you begin connecting with others, you won’t regret it. Your reputation will be elevated, your relationships will be more defined and rewarding, and this will ultimately bring you success.

Is a Travel Agent Career Right for YOU?

How you would describe your dream job? Would you enjoy the flexibility to work from home? Set your own hours? Sell a product that customers actually LIKE to buy? Have the opportunity to travel to new places, often at a discount? Then a work from home travel agent career may be right for YOU!

A travel agent career allows you to be your own boss. As an independent contractor of a host travel agency, you are in full control of the type of business you would like to build. You may choose the travel products you want to sell and decide how to market your business. Whether you desire to work part-time or full-time, the possibilities as a work from home travel agent are endless.

What type of person can have a successful travel agent career? A large part of the job involves developing relationships with clients, so good communication skills are vital. Being familiar with basic computer operations is also helpful, since email and online booking engines will be used for reservations. The ability to stay organized is key. Most of all, a work from home travel agent needs to be self-motivated and have a strong desire to succeed.

Is it necessary to attend a travel agent school or receive any kind of travel agent certification before beginning a travel agent career? Education is certainly beneficial to increase your knowledge of travel products, booking procedures, and popular destinations. A large portion of this can be learned at home via the internet, without attending a travel agent school. Most travel suppliers will offer an introductory travel agent course, allowing the agent to learn the basics of making reservations. Many popular destinations offer a travel agent certification program which allows the agent to become a sales specialist for that area.

KHM Travel offers an extensive travel agent training program to its family of agents. A variety of basic travel agent courses and webinars are available at no cost. A more extensive travel agent course from Compass Travel Academy is offered at a discount to KHM agents. This coursework also counts as credits toward the travel agent certification levels offered by The Travel Institute.

Are you ready to get started in your exciting new travel agent career? Contact KHM Travel at 877-220-9260 x. 200 for more information or visit www.KHMTravel.com and let the adventure begin!

What is a Travel Agent Familiarization Trip (FAM)?

We’ve all heard the saying, “Knowledge is power,” and that is especially true in the travel industry.  The more knowledge you have about a travel product, the better equipped you are to offer the expert advice your clients appreciate.  Brochures, websites, and training seminars are all useful tools.  But understanding the product you are selling involves more than glossy pictures, and goes beyond facts and figures.  Experiencing a destination in person brings the information to life in a way like no other.

One of the easiest ways to gain real-life travel experience is by going on a familiarization trip, more commonly known as a FAM trip.  These reduced-rate trips are specially designed packages that allow travel agents to visit the most popular destinations, resorts, and cruise ships.  FAM trips may be offered by tourist boards, hotel chains, or any other supplier that recognizes how much first-hand knowledge benefits the agents that are selling their products.  In addition, KHM Travel Group partners with top travel companies to offer exclusive FAM trips, with information tailored specifically to the needs of their home-based travel agents.

What happens on a FAM trip?  Most often, a FAM will include tours of multiple hotels and resorts.  At each property you will see samples of various room categories, as well as public areas like restaurants, kids’ clubs, pools, and spas.  You will have the opportunity to take pictures or video that you can share with your clients upon your return.

Your FAM trip will likely include training sessions offered by the trip’s sponsor.  These sessions provide education about the product, marketing tools available, and other valuable advice … Just what any travel agent needs in order to return home filled with enthusiasm and ready to increase your sales!  And you might even manage to squeeze in a little fun too, at a cocktail party, VIP dinner, or on an excursion to a local attraction.

Another fantastic benefit of a FAM trip is the opportunity to network with other travel agents.  As you get to know the other agents traveling with you, you’ll be able to share stories, ideas, and ways to overcome the challenges you’re facing.  You may also develop relationships with key supplier personnel and resort staff, who often provide valuable support of your travel business.

FAM trips aren’t limited to land-based travel, either.  Cruise lines often sponsor ship inspections.  These tours allow agents to view staterooms, deck layouts, entertainment venues, and often include a chance to sample the cuisine at one of the ship’s restaurants.  For an even more in-depth experience, you might consider a Seminar at Sea, which allows you to set sail on a scheduled itinerary at a discounted rate.  These cruises offer training sessions to expand your product knowledge, as well as the chance to enjoy the amenities and activities on-board and in each port.

Agents returning from a FAM trip often find themselves energized, inspired, and armed with the information and experience needed to grow their business to a whole new level.

KHM Travel agents can look under “Meetings and Events” in their agent portal to view upcoming FAM opportunities.

Not a KHM Travel agent yet?  Call Burt Kramer at 1-877-220-9260 (ext. 101) and/or visit KHMTravel.com to learn more about the training and support available to start your own home-based travel business.

 How To Follow-Up After a Networking Event

In the first two “how-to” videos, you learned how to find networking groups, and how to effectively use the time you spend networking.  However, if there is no “follow up” after a face-to-face networking event; quite frankly, it’s a waste of your time.  That is why we say that the “follow up” is the most critical part of any networking event.

But how do you follow up after an event in a way that doesn’t appear pushy? And more importantly, how do you develop the relationship that you have begun to build and gain “trust” as a business professional?

Too many people walk away from networking events feeling good, but then do nothing. And in most situations, if you don’t follow up on a timely basis, the people with whom you spent time at the event probably won’t remember you or your conversation.  So, you should make it a personal goal to take decisive action after every single networking event you participate in.

Here a few suggestions for “follow up” that only take a little strategic planning and an effort on your part, but are proven to take your networking events to a new level:

• [Send a follow-up email or note] Follow up by email or even the old-fashioned note in the mail.  Simply let the person know that it was great to meet them and that you will keep them in mind if you meet anyone that is looking for the services or products that they offer. This shows that you took an interest in their business and will make a personal investment of your time to help them gain new clients.
• [Build upon the conversation you had at the event] Try to include something in your follow up email or note that is personal to show that you found them interesting. For example, maybe they shared with you that their daughter just graduated or that they are a marathon runner.  Let them know that you enjoyed hearing their story or give them a sincere “congratulations” on their success.  You can even decide to keep personal notes, observations, and new contact introductions after each event as well.  You may be able to use these notes for long-term strategic planning. Remember that your follow up email or note gives you the opportunity to build upon the relationship you began creating during the networking event.
• [Follow up within 24 hours] Make sure that you follow up within 24 hours.  If you don’t, that individual may not remember who you are, or you may forget to do the follow up altogether. Following up quickly also shows that you are taking the networking opportunity and their business seriously.
• [Add them to your contact database] Don’t forget to add this person’s contact information into your database. In your follow up email or note, let them know that you would like to email or mail them your monthly newsletter and try to gain permission to add them to your email list.  At this point, you will want to request to be put on their email list as well so you can stay updated on their business.  This shows the sincere desire once again to learn more about what they do.
• [Sell yourself first, then your business] Leave your new contact with a feeling that you are more interested in them and their business than selling “your” travel products. You are still selling “YOU” and building a relationship. If this is done effectively in the beginning, you will get the opportunity to promote your business soon enough. In the meantime, you are building a strong relationship to build upon in the future.
• [Use social media to make a connection] Send a Linked-in or Facebook invitation after your initial follow-up. This is a great way to stay connected both personally and professionally.  Using social media for your business has become the standard and you will find your request to connect in this way will be accepted by the majority of people you interact with.
• [Suggest another face-to-face meeting] Suggest meeting for coffee or lunch so you can get the opportunity to learn about THEIR business. A win-win relationship is generally most appealing to a business contact. It will give you the opportunity to get to know them as an individual, learn more about their business and build a relationship. The benefit of this type of meeting is that they ultimately will want to learn more about you and your business in return.

Remember to approach networking as an opportunity to build relationships and widen your possibilities to grow your prospect list. Face-to-face networking becomes the most effective when you have fine-tuned your follow-up procedures and actions.

If you do these few simple steps when following up, you will find that not only have you separated yourself from the competition, but you have begun defining yourself as a person with whom they want to do business. And the bottom line is: People will do business with people they like.

Do you have what it takes to sell travel? Contact Call Burt Kramer at 1-877-220-9260 (ext. 101) and/or visit KHMTravel.com to learn more about the training and support available to start your own home-based travel business.

Working as a travel agent is an exciting career choice. If you’d like to learn how to become a travel agent, you may want to consider starting a travel agent career with a lead host travel agency.

Focus On Business Travel

One way to build a solid travel enterprise is to focus on business clients because business travel has increased in the US, showing a return of confidence in the economy. While the levels are not as high as before the recession, they are on an upward trend. In fact, according to the U.S. Department of Commerce, over the first half of the year, it has risen a full 19 percent. By comparison, holiday travel only increased 9 percent during the same period.

Leisure Sales Will Also Increase

Travel agents who work with business travelers are also likely to make leisure travel sales because these business owners, company executives and travelling sales people will also want to travel on vacations during some time of the year. Since travel agents are in the relationship business, it is a powerful strategy to build rapport with business travelers.

Start A Travel Agent Career

The demand for experienced travel agents is on the rise as business travel increases in the U.S. There are many benefits to this career path, including getting deep discounts for personal travel. In order to excel in this field, you should seek career guidance so you can chart your course successfully.

Some Travel Career Building Tips

Here are some tips on how to become an excellent travel agent:

1. It is not necessarily a pre-requisite, but if you have a college degree, it is a plus.

2. If you can speak a second language, or are willing to learn one, it will prove an invaluable skill when you become a travel agent.

3. Look for a top-shelf host travel agency to learn more about how to become a travel agent.

4. If you have poor computer skills, take some community college classes to become very comfortable with using computers. Since travel agents do most of their work with computers, these extra classes will definitely help your career.

5. Consult with KHM Travel to find out more about starting a travel agent career, especially about certification needs.

6. It will really help if you have a passion for travel, as this enthusiasm will make selling various travel destinations or special offers very easy to do.

7. When you become a travel agent, make it one of your primary objectives to stay current on industry news and travel trends by reading this blog and by subscribing to travel magazines.

If you want to become a travel agent, then focus on business travelers, the 7 career-building tips just mentioned so you can better the chances at success. To learn more about becoming a travel agent, call Burt Kramer at 877-220-9260.

References:

Martin, Hugo (2010). Money & Company: Business Travel Spending On The Rise. Los Angeles Times, Business Section, October 26, 2010. Retrieved October 29, 2010 from the World Wide Web: http://latimesblogs.latimes.com/money_co/2010/10/business-travel-spending-on-the-rise.html

When looking at different jobs within the travel industry, some prefer to take on the responsibilities of organizing vacations for others. To become a top travel agent, however, you need to have a wide range of skill sets and Travel Agent Training. This includes not only technical skills but also a high level of impeccable customer service ability. You’ll be dealing not only with your own clients, but also with other professionals in the tourism industry.

Because such a high percentage of travel booking is now completed online, it’s necessary to have a skill set that leaves you feeling comfortable with computers and internet usage. That could include specific vocational training with searching database systems, or it could be more a matter of just knowing how to work search engines and booking systems properly.

To become a top travel agent, it’s necessary to have top notch communication skills. That involves being able to listen to clients and their needs, so that you are able to craft the perfect vacation. Communication skills are also important in terms of being able to articulate these client needs to tourism officials in other countries.

Having an interest in travel is a key component to become a top travel agent. If you don’t already enjoy traveling yourself, you won’t be able to have the right level of enthusiasm. This is also important in terms of being able to pass on travel tips to others, and learn more about specific safety concerns, visa issues, and other typical problems that may possibly present themselves while traveling.

Organizational and administrative skills come into play for travel agents. The reason why people hire travel agents in the first place instead of just booking their own reservations is to take the worry out of it and be sure that they can just sit back and relax. You want to make sure that you have the right organization systems in place so that there are no glitches in the system.

Speaking any foreign languages will come in handy as a skill set for anyone who wishes to become a top travel agent. Spanish is becoming more and more prevalent as one of the world’s top languages, and the interest in Japanese and Mandarin is also rising. Speaking any second language or more is bound to help you gain new clients and communicate more effectively with those in foreign countries.

There are many different careers out there, but becoming a travel agent can provide many people with the rewarding career that they have been looking for. When you are considering this career, you’ll want to make sure that you find the training that suits your needs. While you can pursue a formal education, it is not required for many openings. Therefore, you should find the positions that interest you most and then find the training that fits the position.

You will need to have basic math and accounting skills, customer service and sales skills, and handle basic office operations. Plus, it will always be helpful if you know about the different destinations and travel packages that are available. It doesn’t matter if you know a lot about the world before you start or not, because the learning process is not a complicated one.

You should find a company that will be able to give you the training that you want in the type of work that you are best suited for. You might think that you’re limiting your future potential by being trained by a specific company, but you will actually gain all the skills that you need to become a travel agent and carry on to other positions throughout the lifetime of your career.

When you are going to work in a specific career, you have many different things to think about. Travel agents can pursue all kinds of careers in the $7 trillion travel industry, no matter what type of position they seek. One of the best ways to utilize skills is through work at home positions within the travel industry, which are very popular thanks to the internet.

When you are trained as a travel agent, you will learn how to sell vacations, customer service skills, different destinations and vacation rentals, hotels, airfare, and other elements that you will sell. You will also learn how to use a computer and basic accounting and office skills.

Take the time to learn the skills that you are required to have, and you’ll find the path to career success to be a much shorter one than you might have thought. You should really take the time to check out each different opportunity that you have for your career and make sure that you choose the one that suits you best. If you want a formal education, you can get one. However, job training is generally sufficient enough for most careers.

KHM Travel Group can help you achieve your goal in owning a travel agency and become a topnotch travel agent. To know more about How to Become Travel Agent, call Burt Kramer at 1-877-220-9260.