Become a Home Based Travel Agent

An Interview with Montrose Travel’s Andi Mysza, President, MTravel.com
By Joanie Ogg CTC, MCC

It can become extremely confusing trying to distinguish one host agency from the next when you’re in the “research mode”. It’s not just about commission split and fees. For people who truly are looking to find a strong business partner, here are some of the more important intangible characteristics to consider when selecting a host travel agency:

To properly evaluate a host travel agency, it’s far beyond cost and commission split. It’s more than transaction processing. It’s a much more complex decision that requires peeking under the covers to get the full story about the host. Do an initial review of their website, call them and ask questions (especially about information not found on their site), ask for references, check the Better Business Bureau. Even Google them.

Remember, selecting a compatible host is much like a marriage. You should take a long term approach and feel completely comfortable with your decision with your new business partner.

No. We all vary greatly even though many start to sound the same. When you’re researching hosts, it’s very important to get a feel for the company’s culture and philosophy. Some are more agent friendly or service oriented than others. Some simply offer you access to an ARC # for booking, but are left alone for everything else from training to marketing. So depending on your needs, you should search for the right fit.

First, we’re a well established (since 1956), reputable host that is financially stable and profitable. In today’s economy, this can’t be underestimated. Second, we’re relationship builders and get to know our agents personally as well as their business goals. We then work with each according to his/her needs. We are not a cookie cutter, one size fits all organization. Third, among many other things, our annual fee includes our private labeled consumer website with online booking capabilities for air, car, hotel, cruises and dynamic packages. Last, we are not just a host; we are a full service Top 50 Travel Company nationwide. Full internal resources for leisure, corporate and group travel are at your disposal which means you can draw on the experience of our 150 employees. We can provide backup when you’re on vacation, recommendations on suppliers, hotels, and ships as well as assistance with difficult customers.

We been in business since 1956 and have been hosting for about 35 years. We do $115 million in sales volume annually.

Yes. We have the ability to fulfill the needs of both audiences. While some of the agent requirements are similar, there are many differences depending on experience level. For instance, agents who are new to the business have significant training and support needs. We are structured to provide that. Experienced agents on the other hand may need assistance with acquiring new larger, more complex accounts, both corporate and leisure or with marketing. We can provide that as well. We have a good mix of agents at all levels and they seem to be very happy with us.

Do you offer anything specific for new agents to learn and grow in the business?

Yes. First and foremost, we are available by phone and online for all the little questions that come up. This is critical when you’re trying to get a new business started and have little to no industry experience. In addition, we’re about to launch a new program, currently deemed internally as “Rookie Spring Training,” that will be a rotation of six training sessions designed to get new agents off on the right foot. It includes a thorough Orientation to our company and procedures, the booking process, start-up marketing (“Where are the Prospects Hiding?”), supplier overviews and an open forum with Q&A. Our support and training for all agents, however, is ongoing so it doesn’t just stop here. Last year we even won a Magellan Award for our training program!

How can Montrose Travel help an agent grow his/her business from a marketing standpoint?

Our belief is that you build a successful travel business through product knowledge, methodical and regular marketing that brands your company to the same prospect or customer base and strong, and friendly customer service. There are really no secrets or ways to circumvent hard work, business smarts and education. Therefore, we coach our agents to continuously develop a prospect/client list and work it personally by phone, face to face, email and direct mail primarily. If they do their job right, 80%+ of their business will be driven by repeat and referrals. This is how to create a successful clientele and business that you own. Along the way, we provide tools to assist in these efforts such as our consumer private labeled website, Client Connex, our CRM program with blast email capabilities, access to Ensemble Travel’s excellent marketing program, social networking tips, and much more.

No, we do not offer leads primarily because we are believers in cultivating long term client relationships over sifting through price conscious shoppers who can waste your time with a low close rate. We believe you earn every bit of the commission you drive and shouldn’t be put in a position to constantly have to rebate to close a sale. These are not the types of customers who become clients for life because they value your service and expertise. They will nickel and dime you to death. It’s just not worth it.

We are into simplicity without nickel and diming. We offer 3 programs based on experience level:

A great first start is to go directly to www.MTravel.com. All the information is there as well as an excellent 45 minute Overview about our program. You’ll also have the opportunity to read how our agents feel about us in the Testimonials section. Often, it’s helpful to hear directly from the agents themselves to get a feel for us. Then, feel free to call me personally at 800-870-5799 or email me at andi@montrosetravel.com. I’d love to talk to you.

Joanie Ogg CTC MCC
Joanie Ogg Marketing Group
Editor

Joanie Ogg is a thirty-five year veteran of the travel industry and has been involved with the independent contractor evolution since 1988. She is the principal of Joanie Ogg Marketing Group, which specializes in consulting and speaking on the topic of Home-Based Travel. She also provides marketing and sales for wide variety of products under the umbrella HomeBasedTravelAgent.com.

A demonstrated industry leader, Joanie most recently served as the President of the National Association of Commissioned Travel Agents (NACTA) and TravelSellers. She and her husband Tom acquired NACTA in 1996 and sold it to The American Society of Travel Agents (ASTA) in 2000. Joanie’s tenure in the travel industry includes owning and operating one of the first successful host agency models. She has owned and operated several storefront travel agencies (both commercial and leisure), as well as a Hawaii wholesale tour company.

Her decades of success have garnered her numerous accolades over the years. Her accomplishments have been recognized by receipt of two Lifetime Achievement Awards from major trade groups, being named as one of the “100 Most Powerful Women in Travel” by Travel Agent magazine on several occasions, voted as “Travel Agent of the Year” by the readers of Travel Trade magazine, and has been recognized by many other industry organizations throughout her tenure in the industry. In 2008 Joanie Ogg was inducted into the CLIA Hall of Fame, an honor held by some of the most influential executives in the travel industry.

Joanie is a Master Cruise Counselor (MCC) and a Certified Travel Counselor (CTC). Joanie has co-authored two popular travel industry books for cruise specialists and home-based travel agents and has authored hundreds of travel trade articles. She has inspired tens of thousands of travel agents attending her presentations at trade events, cruise seminars, international trade gatherings and numerous local educational venues throughout the United States. With a time-honored background and forward-looking vision, she is often featured as a speaker at many of the travel industry’s major conferences and events. Joanie’s speaking talents are widely sought as a travel industry emcee by the most recognized travel organizations. She has emceed such events as Cruise-A-Thons, ASTA’s CruiseFest, The Trade Show, The Travel Institute Forum and all of NACTA’s National and International Conferences.


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