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!

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.

How to Find Networking Groups

Face-to-face networking can be one of the most effective ways to build relationships and your credibility as a small business owner. For a home-based travel agent, this type of networking should be a priority when it comes to looking at ways to meet new people and grow your contact base.

But how much should you network and how many networking groups should you join? Answering this question will vary from agent to agent depending on if you are operating your business full-time or part-time and what your personal and professional goals are for your travel agency. As a rule of thumb, however, you should attend a minimum of 2 networking events a month if you work part-time and 4 networking events, or one a week, if you operate your travel agency on a full time basis.

So, where do you start to find networking groups? The first place you should investigate is your local chamber of commerce. Keep in mind that each local chamber serves the community and the businesses that reside in that community. Their goal is to help business owners grow, build and develop their businesses. Most chambers have wonderful resources and networking opportunities for the small business owner. Research your local chamber of commerce’s website and investigate what they may have to offer. Monthly networking events, business after business events, trade shows, advertising opportunities, and education workshops are just a sample of the types of resources that your chamber can provide you.

Young Professionals, Women in Business, Business Network International (BNI), National Association of Small Business Owners (NASBO), and Toastmasters are all nationally recognized networking avenues for the small business owner. Search online to locate your local chapter for these organizations and see what it takes to join.

Most of these networking organizations will charge nominal annual or monthly dues. However, in most cases, the return on your investment happens quickly. Check with your tax accountant as these types of dues are generally considered a tax write-off.

If you are on a tight budget, check out Meetup at Meetup.com for free networking opportunities available in your community. Keep in mind that not all networking groups need to be business in nature. Even social networking groups will give you the opportunity to meet new people to add to your prospect list and build long-term professional relationships.

Everyone will vacation sooner or later, so whether you’re at a professional business event, gathering of fellow moms at a playdate or even enjoying time at a classic car show, there’s always an opportunity for you to talk about what you do and gain new clients. Once you begin to network, you’ll be amazed at how fast your list of clients will grow!

——————————————————————————————-

 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! Find out more about the best way to start a fun career as a home based travel business owner at www.KHMTravel.com or call Burt Kramer at 1-877-220-9260.

Although owning and operating your own business has its rewards, it is often easier and more profitable to start a home business travel agency instead. Usually, most small businesses fail within the first three years, but these statistics do not apply if you decide to become a travel agent. There are three main reasons why it pays to become an independent travel consultant: you will always have plenty of customers, you will make money around-the-clock, and you will enjoy travel discounts for yourself, your family, and your friends.

Plenty of Customers

Without customers you have no business, and one of the reasons why most small businesses fail in three years is that they run out of leads, prospects, and customers. This, fortunately, is not true in the travel business because demand far exceeds supply. When you’re a work at home travel agent, you will get customers from the city you live in, from all over the country, and from all over the world. What’s more, you can make reservations day and night and your travel software applications make it easy to handle this stream of business. Unlike other businesses which are restricted to local customers or seasonal variations, these limitations do not apply to a home-based travel agency.

Make Money Around-The-Clock

In the travel business, the phrase “making money-around-the clock” is used literally, not figuratively. The influx of customers will not be limited to banker’s hours, but you will be open for business 24 hours a day, 7 days a week. Your customers will be booking cruises, honeymoons, family reunions, and travel packages at all hours of the day or night. A work at home travel agent is someone who makes money all the time.

Travel Discounts

Those who love to travel themselves love this aspect of the business. It’s routine to receive deep discounts on travel expenses, ranging from air travel to staying in a luxury hotel or dining in a fancy restaurant. Your business is paying you to be in business!

These deep discounts not only apply to you when you become a travel agent, but also to your family and friends. Moreover, since you are booking them, you will get paid for it, too.

Start a home based travel agency today and get plenty to customers, make money around the clock, and enjoy deep discounts on your own personal travel. When you become a travel agent, you step into a new world full of profit and excitement. For more information call Burt Kramer at 877-220-9260.

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

Becoming a travel agent is a career that suits anyone who enjoys customer service, the art of traveling, and working with the latest technologies to facilitate organization and booking practices for their clients. This can be an international career, because a travel agent career could involve working from just about anywhere in the world and staying on top of travel trends.

Some travel agent career options would include finding work within a larger travel agency or booking organization. The more old fashioned of these options are those that are located in physical offices, but many travel agents will prefer to work out of a virtual agency. That can allow them the same network of support, but more freedom to work with their clients from a remote location.

Corporate travel is another travel agent career that combines the traditional work of a personal assistant with the latest trends and skill sets that are used by travel agents. Sometimes corporations will hire one staff member specifically to arrange travel for everyone in the company, which could also yield its own benefits in that you may have the chance to conduct travel in the most suitable manner.

There are a few different ways to launch a travel agent career. Some people will find work with larger host agencies that don’t require any prior experience. Others will get a degree specifically in tourism, travel or the hospitality fields. That could lead to a more open door in terms of travel options and the number of places that you could potentially find work in this industry.

While the main decision when starting up a travel agent career is whether to work independently or for an agency, there are other directions in the hospitality industry that you could take this career as well. Some future agents choose to start their career as booking agents at a hotel, or at an airport. That helps give insider knowledge that will help down the road when starting up a specific agency career.

A background in world history, computer systems, or other work experience can all come in handy when you decide to look into a travel agent career. It’s a good idea to evaluate your current skill set, and figure out what you can learn to help advance this more into the tourism and hospitality fields. This will open up the doors just a big wider, for a more long lasting and fulfilling career.

There are a number of benefits to working with a host travel agency, if you are interested in moving forward quickly with your career path as an individual travel consultant. However, there can be a wide range of different agencies out there, and a few qualities to look for when you are narrowing these agencies down.

One of the first steps to take to choose the right host travel agency would be to verify the agency’s credentials and background. They should be certified by a professional hosting organization, or be active ASTA members. The exact credential can vary in between agencies, but there should be some sign that they are a valid, professional organization.

Another tip to keep in mind when comparing each host travel agency to find the right one is to look at their business track record. Ideally, they will already work with a number of top travel agents, who should be willing to give testimonials or positive reviews to new agents that might want to sign on board. One of the benefits of working with a host agency is having access to other professionals for advice and support.

When conducting initial research into the different host travel agency options, it’s also worth taking into consideration how their organization is run. Some work as multi level marketing schemes, with agents recruiting other agents and doing little travel agency work themselves. The best agencies will instead focus on customer service, and helping each independent agent receive the tools that he or she needs to succeed.

Narrowing down the best host travel agency options will also involve investigating how the pay scheme works. This includes what percentage the agency might take in exchange for helping you find new clients and providing valuable support and resources. The cut that they take from their agents will vary widely depending on how the agency is run, how large it is, and what types of fees that the agents are charging clients.

A little bit of organization and advance research can make a world of difference in finding the right host travel agency. Be sure that no outstanding complaints have been filed against the company, and that they are able to provide testimonials from their agents and the clients that the agents have helped. These should be readily available either on their website, or offered to prospective agents when asked.