Home Based Travel Agent - May 2008 - (Page 25)

The U.S. economy is slumping, but that doom-and-gloom talk doesn’t faze Jill Skrzynski, a SeaMaster Cruises franchise owner in Rochester Hills, MI. A prolific networker, Skrzynski already has 2.3 times more sales on the books this year than she did this past year. And despite difficult times in the banking industry, Kaye Reece, the owner of Sun-Daze Travel, in Hixson, TN, has basically doubled her business year-over-year. How? She’s cultivated affinity travel business with a major bank, along with selling cruises and destination weddings. Finally, with terrorism fears abroad, some agents might think that American companies won’t book overseas meetings. That statement may provide a good chuckle for Louise Gross, a home-based Ensemble Travel consultant for Wylly’s Travel in Coral Gables, FL. About 65 percent of her business is leisure, but 35 percent is meeting planning—the bulk of it at hotels in such foreign destinations as Delhi, Dubai and Grand Cayman. So while market conditions certainly aren’t perfect for selling this year, these four agents are not only surviving but thriving. So what sets them apart from the crowd? Certainly top-notch product knowledge, good training and the agents’ use of consortia/affiliate tools and resources head the list. Beyond that, though, we identified 10 attributes these folks have: Jill Skrzynski, a SeaMaster Cruises franchise owner in Rochester Hills, MI 1. You Gotta Believe! A strong belief in your own self-worth is paramount. A former advertising agency executive, but a travel industry novice, Haskin never viewed selling a full-world cruise as a job reserved for more experienced agents.“On my website, I emphasized world cruises and [then] I found out that selling a world cruise as an agent who’s been in business for less than a year is almost unheard of,” Haskin acknowledges. That first world cruise client has subsequently booked a 49-night, Crystal “Grand Americas” sailing at $22,000 per person, exclusive of add-ons. Two more world cruise bookings are in the hopper. If you lack confidence, take heart from Reece, who dove into selling but feared public speaking. “I credit the business for helping me with my self-esteem,” she says. “Now I stand in front of perfect strangers and talk about something I love talking about. It has become much easier.” 2. Zap “No” From Your Vocabulary. If your first thought is “no” when the client proposes something totally outrageous, stop cold. “You never say ‘no,’” stresses Skrzynski. “You say ‘yes’. Then you go look on the Internet, call your contacts … and there are answers.” Agents who say “I don’t or can’t do that,” based on the cost in time or money to themselves simply fail to grasp the longterm impact. Haskin, an ACC and affiliate of Carlson through their Partners in Travel Network, believes “yes” equates to “investment in a satisfied client.” 3. Specialize and Drill Down. With gross sales of $350,000 his first year as a homebased agent, Haskin specializes in group cruises and luxury cruises. “The reality is it takes just as much work to book a $600 cruise on Carnival or Norwegian as it does to book a $6,000 cruise on Regent, Crystal, Silversea or Seabourn,” he says. Group-wise, he’s taken 28 people from his condo association on a Celebrity cruise through the Panama Canal. He’s also booked, or is working on, cruises for several family reunions, a psychologists’ association, a ski club and a second cruise for the condo group. In addition, some cruise sellers also Cary Haskin, owner of Cary on Travel in the San Francisco Bay area, has been in the business for less than a year but is making impressive sales sell all-inclusives and resorts. Skrzynski, for example, books such stays in Hawaii, the Mexican Riviera, Las Vegas and the Caribbean. She recommends “finding reliable partners,” citing Apple Vacations as one she uses. One of Reece’s favorite destination-wedding properties is Couples Swept Away in Negril, Jamaica. 4. Network on an Hourly Basis. Every agent knows it’s important to network. But how often do you network? A couple of times a month? Once a week? Hint: Our top producers view every hour of every day as a networking opportunity. “I network constantly,” Skrzynski says, focusing not just on one big event, but small everyday encounters that reap loads of contacts. Networking—and having a fluid, up-to-date contact list—is part of everything she does. “Maybe I’ll get someone to book the first time, and then if I do a good job, I get the repeat business.” 5. Bundle and Develop. Think incremental revenue. Bundle tours, cruises or all-inclusives with travel insurance or other products. “Don’t ignore travel protection insurance,” advises Haskin. “It can be a big profit center.” In addition, if you can’t find a product in the marketplace that meets your clients’ needs, simply build your own. Skrzynski developed Spring Break group tours beContinued on page 26 M AY 2008 Home-BasedTravelAgent 25

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Home Based Travel Agent - May 2008 Contents Editor’s Note: When It’s Just Not Worth It Publisher’s Note: Never Underestimate Your Lifeline: When Things Go Wrong, You May Need To Agent Spotlight: Odyssey Travel’s Michelle Duncan New Technology: Resources That Can Help You Quickly Industry News: Costa Names Field Sales Director Hot Deals: From the Caribbean to Canada and London Success Stories Independent Associations Southern Swing Mexico Dominican Republic Cover Story: Australia Family Trips Theme Tours New Products: Urban At Ease Laptop Messenger Bag

Home Based Travel Agent - May 2008

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