Become a Home Based Travel Agent

The Art of Connecting
By: Cory Andrichuk

I have always been fascinated with why certain home-based travel agents are more successful than others.  You know the ones I am talking about.  They are always surrounded by a network of people, their fellow home-based sales colleagues, travel suppliers at every management level and industry representatives all trying to get a piece of their time at every industry event.  Yes, I agree, a lot has to do with their experience, but I think it has more to do with how they connect.   These professional travel entrepreneurs have developed the ‘Art of Connecting’, which has allowed them the ability to establish key relationships and, in doing so; have earned them the trust, support, and friendship of their network. 

It all starts with their daily interactions and their PMA (Positive Mental Attitude).  Generally, there is no start or end to their day.  These go-getters are connecting 24-7.  From the time they leave their house early in the morning, saying hello to a fellow neighbour as they pass by to making house calls at night to deliver travel documents, these professionals always have the big picture in mind – to make a connection.  They understand that connecting is not just networking at a cocktail party, it’s about daily interaction, no matter how big or small, every connection counts!

When I think about travel agents that know how to connect, I think of Gloria, a very successful home-based travel entrepreneur.  She has told me for many years, and continues to remind me, that life is a stage and you must always be ‘turned on’!  I am thankful her for her advice.  She has found her niche in the cruise travel industry and over the years has developed a strong cruise brand. She is her own walking-talking cruise brochure!  Every time I have seen her in public, she is wearing a cruise ship diamond broach or some form of cruising memorabilia incorporated into her wardrobe. She looks like she actually works for the cruise line with her professional suits, wrapped scarves, jewellery, handbags, and brochures and business cards in hand.  Her brand says, “Talk to me about taking a cruise, I’m an expert!”  Gloria is for sale everywhere she goes and her brand is recognizable to everyone.  

The Art of Connecting is all about establishing rapport.  Why do you think sales experts always say “A sale is made or broken in the first 10 seconds of an interaction?”  They say this because as human beings we have an instinct that tells us we either like someone or we don’t.  Top sales professionals are aware of this connection factor and use it to their advantage.  They use it by making a powerful first impression at all times.  Remember what Gloria says, “Life is a stage and you’re always turned on!”  You have to be prepared at all times to deliver a brochure (with your business card stapled to the front and your information stamped on the back).  You should always be armed with multiple business cards and be ready to hand them out because people are always looking for a travel professional that is passionate about their business.  Passion sells and people buy passionate people!  Gloria is passionate about her business... are you? 

Rapport is often a natural state, yet it can be learned.  I sincerely believe that it starts by planning to maximize on every interaction, every day.  ‘You will achieve what you believe’!  If you really want to connect with more people like Gloria and the professionals you see at industry events then set out to think and act like them.  People who know what they want tend to get it.  Your objective in these encounters is to find out what makes these people tick.  Ask questions and open yourself up to them, this is how you will learn. 

Set a goal to connect and establish rapport with as many people as you can on a daily basis.  Be sincere and above all, be yourself!  It takes practice and is not the easiest thing at first, but with the intention to try it more often and experiment outside of your comfort zone, you will get it.  A smile and eye-contact leads to a returned smile and eye-contact.  Open your arms and offer a firm hand-shake and you will get the same in return.  Speak clearly, slowly and positively and you will put someone at ease with you. Congruence inspires trust.  When your body, your eyes, your tone of voice, and your words are all saying the same thing, people will feel comfortable with you and, therefore, will begin to trust you.  Trust leads to a relationship and relationships connect you to other people. The Art of Connecting is a life-long pursuit.  Start with one interaction at a time and you will succeed in building your network.