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BECOME A TRAVEL AGENT
Do
you want to become a travel agent but don’t know where to start?
If you’ve already done some
research you probably discovered that there are as many ways to become a travel
agent as there are people selling travel agent training packages and travel
agent business opportunities. We do not sell any travel agent training packages
or travel agent business opportunities and therefore we hope we can provide some
unbiased information and good recommendations.
In this section we will start by providing some
background information on the travel agent industry to put things in
perspective. We will then identify the different types of travel agents based on
their training, types of travel products they sell and office locations.
Finally, we will outline what we believe to be the best way to become a
professional travel agent with the highest probability of success. Along the way
we will introduce you to various travel industry organizations with links for
additional research. We also have one of the most complete list of travel agent
training schools.
As with most other careers, a successful travel
agent career is dependent on a good education. Anybody that tells you that you
can become a travel agent without a good up-front travel agent training is lying
to you. They are probably trying to sell you something and are only concerned
about getting your money. Please be very careful and do your research before you
make a decision.
IS THIS A JOB FOR YOU?
The
travel industry today is a very exciting and vibrant industry, constantly
changing with the latest technology. For some people this can be very
intimidating and down right scary. For others it is just an opportunity. In
order to succeed as a travel agent, you must be flexible, adapting to the latest
technologies and trends.
To
succeed as a travel agent, you must also have an outgoing personality, a passion
for travel, and a strong desire to share that passion with others. When
customers come to you, they may not always know exactly what they want. It is up
to you to use your knowledge and experience to quickly analyze your customers’
wants and needs and put together a vacation package that exceeds their
expectations and they will never forget.
However, being a travel agent is not for everyone. It requires a lot of hard
tedious work. You have to interact with all kinds of people and always be
friendly, courteous and treat people with respect.
The
travel industry is also very competitive. It is part of the reason for the rise
in home-based travel agents. Working from home keeps the overall cost low
allowing you to more effectively compete with online travel agencies and
suppliers that have their own online booking engines. Ultimately, the service
you provide will distinguish you from all the online booking engines and keep
customers coming back.
So
analyze yourself, and be honest. Is this what you really want to do? If yes,
then continue reading, the travel industry may very well be for you.
HISTORICAL BACKGROUND
Travel
agent jobs, along with the travel industry, have changed quite a bit over the
years. It used to be that travel agents went through a travel agent training
program and then worked in a storefront travel agency booking mostly
air/car/hotel packages. The reservations were made via a computerized
reservation system using short cut commands. This was usually a full time job
during business hours. The customers either walked into the office or called in.
Four
events in recent years significantly changed the travel industry:
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The
emergence and growth of the cruise industry and CLIA (Cruise Lines International
Association). The CLIA certification and training programs created a new
category of travel agents specializing only in cruises.
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A
significant increase in the number of tour and vacation companies that put
together vacation packages that include air/car/hotel as well as sight seeing
excursions and special activities. These vacation packages are usually cheaper
than separate air/car/hotel bookings and do not require the use of the
traditional computerized reservation systems. Today you can find vacation
packages for just about any type of vacation anywhere in the world.
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The
internet along with reliable high-speed internet connections and powerful web
based applications made it possible for travel agents working from home to
provide the same level of service as those in a storefront office.
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The
tragic events of 9/11 helped to accelerate the changes that were already in
process within the travel industry. For decades before 9/11, the travel industry
consisted primarily of storefront agencies doing business as usual. However, in
the late 1990s the industry was beginning to feel the pressures of the Internet
and direct online bookings. The significant slow down in travel after 9/11 and
elimination of airline commissions forced many of the traditional travel
agencies out of business. The travel agencies that survived had to adapt to the
new business conditions by selling more high commission leisure products such as
cruise and vacation packages. Many also began hiring independent travel agents
working out of their homes. Today, the home-based independent travel agent is
the fastest growing segment of the industry.
THE FUTURE OF THE INDUSTRY
Knowing the history of the travel industry and observing current trends, we can
make some fairly accurate predictions about the future.
One
obvious trend is that the travel industry is growing worldwide and is expected
to continue to grow for the foreseeable future. This is very positive for the
future of travel agents.
The
role of travel agents is shifting from order takers of simple flight/car/hotel
bookings to travel consultants as the complexity of travel products and
destinations increases. There is a definite trend toward using the Internet for
the simple bookings and travel agents for more complicated cruises and
vacations. This trend should continue as new vacation companies enter the field,
new hotels and resorts are built, new cruise ships are put into service and new
places around the world become popular tourist destinations.
Although the online travel
agency share of the total cost of travel may increase, there will be plenty of
commission generating bookings to be made by travel agents to keep them very
busy.
We
anticipate there will be a shortage of professional travel agents in the next
few years. There are a lot of people entering the field but many of them are
treating it as a part time hobby rather than as a serious career and therefore
cannot replace the travel professionals that will be retiring or moving on to
other positions.
Finally, a few years ago the airlines reduced and
eventually eliminated commissions on airline tickets. The travel industry
responded by charging service fees. More recently, the major cruise lines also
eliminated commissions on flights purchased with cruise packages. Commissions on
the cruise portions were not affected. Some say this trend in reduction or
elimination of commissions will continue. Others say that it will be very
difficult for these companies to further reduce commissions due to the very
large selection and complexity of these products.
We also do not anticipate any significant changes
in the commission structures for cruise and vacation packages in the foreseeable
future. First of all, cruise and
vacation companies are not under financial pressure to reduce cost like the
airlines. Also, airline tickets are very simple commodities where the only
variables are the destination and price. Cruises and vacations are more complex
products with many decision-making variables. These companies need experienced
travel professionals that are knowledgeable of these products and destinations
to sell the right cruise or vacation to their customers.
TODAY’S TRAVEL AGENTS
Travelers today are more demanding of their travel agents than ever before.
Studies have shown that most people research their destinations on the Internet
before they see a travel agent. This puts a lot of pressure on the travel agents
to be knowledgeable of the products and destinations they sell. However, there
is such a large selection of travel options and destinations that it is
virtually impossible for one person to be a specialist in everything. Therefore,
many travel agents today specialize in specific types of travel, lifestyles or
destinations.
The
historical events mentioned above helped to create three main categories of
travel agents based on training, certification and type of service they provide:
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Full Service Travel Agents: Full service travel agents are
exactly what it means, full service. They can book any kind of travel, vacation
package or cruise to any destination. This requires the highest level of
education and training including the ability to use the computer reservation
systems for airline tickets, car rentals and hotel bookings. The IATA/IATAN ID
Card identifies them as full service travel agents when dealing with travel
suppliers. Many full service travel agents also hold certificates from The
Travel Institute. This distinguishes them as professional travel counselors.
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Cruise and Vacation Travel Agents: This is not an official
travel industry category. It is a description we use to identify a growing
number of travel agents that do not fit the strict definitions of the above
categories. Cruise and vacation travel agents sell both cruise packages and
vacation packages. Some are cruise only travel agents that also sell vacation
packages. Others are former full service travel agents that no longer wish to
book airline tickets, car rentals and hotels.
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There is another category known as referral agents.
These people are not true travel agents. They have very little if any travel
agent training and no industry certifications. They are lured by bogus
multi-level schemes and outfits known as card mills with tempting quick-and-easy
money making opportunities that usually include web sites, fake travel agent ID
cards and outrageous travel agent discounts. We encourage everyone interested in
becoming a travel agent to be on the look out for these scams and follow the
procedure outlined here. The strict requirements for listing in our service are
intended to filter out these travel agent imitators.
As
with many other professions, recent advances in computer and Internet
technologies have made it possible for travel agents
to work
from just about anywhere. Today, there are two primary locations for travel
agents’ offices.
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Agency-Based: These are travel agents that work out of an
office inside a travel agency. This is typical of the traditional travel agents
mentioned at the top. Also, agency based travel agents are usually full service,
unless they work for a cruise only travel agency.
Since home-based travel agents can have access to the same computerized booking
systems as agency based travel agents, we do not discriminate against them in
our listing. Instead, we look at the travel agent’s certification, knowledge and
experience and make sure they have access to the booking systems necessary to
provide good service.
The
ability for travel agents to work out of their home also made it possible for
them to be fully independent of the travel agency. As a result, today we have
two distinct employment relationships between the travel agents and travel
agencies.
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Direct Employees: These are travel agents that work
directly for the travel agency. The travel agency withholds income taxes and
provides everything the travel agent needs to work, including office space,
equipment and supplies. The travel agency also provides benefits such as paid
vacation and insurance. Typically, direct employees are also agency based.
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Independent contractors: Independent contractors (ICs) do
not work directly for the travel agency. They are independent business people
that happen to be travel agents. These travel agents provide their own office
space and equipment such as computers, phones and the necessary office supplies.
Most are home-based. Some may have their own store front offices in a strip mall
or office plaza. The travel agencies through which ICs do their bookings and
provide other essential services are known as host agencies. Earnings are based
strictly on the amount of business booked, the commissions generated by those
bookings and the conditions specified in the contract between the ICs and host
agency. In general, the travel agent share of the commission ranges between 60%
and 90%. These travel agents are not guaranteed any income. There is also no
limit on how much they can earn. It all depends on how much they sell.
In
our listing, we also do not differentiate between direct employees and
independent contractors. From the perspective of providing good service to the
customer, it does not make any difference. Again, we look at the travel agent’s
certification, knowledge, experience and the booking systems they use.
There is also the option of starting your own
independent travel agency. We do not recommend this for somebody just getting
started in the travel industry. We think it is best to start working directly
for or as an independent contractor with a reputable travel agency. After you
have gained some experience and have learned the ins and outs of the industry,
you can make a well-informed decision if this is the right option for you. This
will significantly increase your probability of success.
HOW MUCH MONEY CAN YOU MAKE?
At the end of 2007, the US Department of Labor
reported that the mean annual income for travel agents was $32,190 with the top
10% making over $47,650. Studies have
shown that travel agents that hold certificates from The Travel
Institute or CLIA earn significantly more than their non-certified
counterparts. That is why we stress
training, education and certification so much. The more you know the more effective you
will be as a travel agent and the more money you can expect to make.
HOW TO BECOME A TRAVEL AGENT
Becoming a travel agent, like most other professions, is a serious long-term
commitment. If you want
to be successful, you will have to invest some time, effort and money for a good
education and training. It will make
you a better, more effective travel agent and will result in increased sales and
earnings that will more than compensate for the initial time and money spent.
Formal Education
There are three types of schools for travel agent training.
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Colleges: There are a number of colleges that offer
certificate or Associate degree programs in travel and hospitality. They provide
the broadest and most thorough training. With a degree from these colleges, you
can easily change careers into other areas of the travel and hospitality
industry such as tour group development, sales, marketing and management. When
you have a good education in the world’s largest industry, the possibilities are
endless. This however is also the most expensive way to enter the travel
business. The cost is well worth it for the high quality of education and
training you will receive. (See our list of colleges and training schools)
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Travel Agent Training Schools: These are specialty schools
that offer accelerated travel agent training. Their ten to sixteen week programs
provide a little bit of everything you need to get started as a travel agent,
including the use of the computerized reservation systems, sales and marketing
training, and an overview of travel destinations. The advantages to these
schools is that they force you to complete the program very quickly and you get
the benefit of interacting with the teachers and other students. You can find
these schools in just about any large metropolitan area. (See our list of colleges and training schools)
Certification
There are two organizations that offer additional training and the
certifications that are recognized and respected by the entire travel industry.
The certificates from these organizations are what you often see following the
names of professional travel agents. They have earned the right to display those
certificates with pride.
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The Travel Institute: The Travel Institute provides two travel agent
certificates. They are the Certified Travel Associate (CTA) and the Certified
Travel Counselor (CTC). The CTC certificate is the highest level of
certification you can get. It is proof that you are an educated, experienced and
professional travel agent.
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Cruise Lines International Association (CLIA): CLIA offers four certificates specializing in
cruising. They are the Accredited Cruise Counselor (ACC), Master Cruise
Counselor (MCC), Elite Cruise Counselor (ECC) and the Elite Cruise Counselor
Scholar (ECCS). Their programs offer in depth cruise industry and cruise
destinations training as well as sales and marketing.
Certificates from these organizations are a good way for real professional
travel agents to distinguish themselves from the
amateurs and travel agent imitators working for card mills. To
qualify for listing on our web site, a travel agent must either hold a
certificate from either of these organizations or be enrolled in their
certificate programs.
On the Job Training
When
you complete the travel agent training, you will receive a degree or some kind
of certificate. All that shows is that you have completed the bare minimum
necessary to get started as a travel agent. In addition to the learning through
on the job experience, travel agencies offer many other training opportunities.
These include additional training on how to use the computer reservation system
(CRS) used for booking just about everything as well as training products from
suppliers, travel organizations and tourism boards of various destinations.
Continuous Education
As
with many other careers, continuous education is very important in the travel agent profession.
There are many opportunities
ffor continuous education such as classes from CLIA
and The Travel Institute, seminars at conferences and trade shows, supplier
presentations and familiarization trips.
TRAVEL ORGANIZATIONS
The next three organizations are critical to full
service travel agents that book airline tickets.
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Airlines Reporting Corporation (ARC):
Although ARC is a corporation not just an
organization; this is a good place to introduce it. ARC provides the accreditation that travel agencies need
to sell airline tickets. It also processes travel agency issued documents,
facilitates the transaction of funds between travel agencies and airlines and
provides training to travel agents on how to use the ARC resources.
The organizations below are funded and supported by
travel agents. They provide information and support to their travel agent
members. This includes but is not limited to conferences and political lobbying
on behalf of travel agents and the industry. Some even have local chapters where
the travel agents can meet for support, exchange information and address local
issues.
TRAVEL PUBLICATIONS
There are a number of weekly and monthly
travel industry publications. They provide the latest news and insight in the
travel business, information on travel suppliers and destinations, informative
how to articles and updates on the latest software and other tools of the trade.
SUMMARY
KNOWLEDGE. We can’t stress this enough. Knowledge will be the cornerstone of
your career and the key to your success. The knowledge you obtain in your
initial training. Knowledge of travel destinations. Knowledge on how to use the
booking systems and other tools of the trade. Knowledge of travel suppliers such
as tour companies and cruise lines. Knowledge of your customers and the ability
to analyze what they want. This last one will come from experience. If you are
lacking in any of these key areas, you will not be as effective and successful
in your career.
Therefore, let’s summarize the
key steps to becoming a professional travel agent. This may not be the only way
to start your travel agent career, but we think it is the best way.
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Start off with a good initial training. This is very critical. Check out the
colleges and training schools in our list
as well as your local phone directory for any schools in your area that we may have missed. Also
check out our
recommended online school.
In
an effort to save money, many people try to enter the industry without the
proper training. They think that just because they may have traveled or cruised
a few times or booked a few trips on the Internet, that somehow qualifies them
to be travel agents. They are fooling themselves and doing a great disservice to
their customers.
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Hook up with a good reputable travel agency, either
as a direct employee or as a home-based independent contractor. We recommend you
select an agency that is ARC certified. This will give you the most options in
the type of travel or destinations you may want to specialize in. There are also
a few reputable cruise only agencies if you just want to sell cruises. If you
sign up with a host agency as an IC, make sure it can provide you the products,
services and support you will need such as computerized reservation systems, web
sites, and additional training.
If you want to work as a direct employee in a
storefront travel agency, please check your local phone book for a list of
travel agencies. If you prefer to work as a home based independent contractor
through a host agency, there are a number of host agencies to choose from. The
two most complete lists of host agencies can be found at
Travel Trade magazine and
NACTA.. Some local storefront travel
agencies may also have independent contractors working through them.
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Get
your own IATA/IATAN ID Card as soon as you qualify. It is proof to suppliers
that you are a real travel agent and can qualify for travel discounts and free
upgrades. However, this card and the travel discounts should not be the main
reason for becoming a travel agent. The total experience of selling travel and
being a part of this exciting industry should be your driving force.
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Apply for a CTA certificate from The Travel Institute. If you expect to sell a
lot of cruises or would like to be a cruise specialist, then also apply for an
ACC certificate from CLIA.
Above are the main steps to becoming a professional
travel agent. Below is a list of additional things most travel agents do to
improve their knowledge, experience and effectiveness.
It
may look complicated but it is not. The key is to start with a good education
and to join a reputable travel agency. Everything else will fall into place.
RECOMMENDED BOOK
If you are not sure if travel agent career is for you
and you would like additional information, the only book we recommend is Travel Perspectives: A Guide to Becoming a
Travel Professional by Ginger Todd and Susan Rice. It will provide good
insight in the day-to-day activities of professional travel agents and serve as
a reference if you do decide to become a travel agent.
SCAMS TO AVOID
This subject was briefly touched upon earlier when
we defined travel agents based on their training, certification and type of
services they provide. Here we present additional information to easily identify
and avoid them if you want to become a professional travel agent. On the surface
they appear to be very legitimate and their offers are very tempting. These
business opportunities are geared for those that want to make quick and easy
money without training or work, not real travel agents. However, most of them do
not generate enough commissions to pay the yearly membership fees. Also, they
have a very high turn over rate indicating that the probability of success is
very small. If you join these outfits you are almost guaranteed to fail and the
money and time you spend will be totally wasted.
Read about the charges by California Attorney
General Edmund G. Brown against one of these outfits. It will give you a greater
insight on the issue.
YYTB Faces Legal Action in California for Illegal
Pyramid Scheme
Below is a list of some of the characteristics
associated with these questionable travel agent business opportunities. Read the
information on their web sites very carefully and see if you can identify any of
these characteristics.
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Some are multi-level marketing schemes. You will
not find this business model with any legitimate travel agency. Real travel
agents earn their income by selling travel products not questionable business
schemes.
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Some offer their own travel agent ID cards. These
outfits are also known as card mills. Real travel agents do not want these fake
cards. Real travel agents carry the real identification cards respected by the
travel industry as proof of their knowledge, experience and professionalism.
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Most ask their members to direct the customers
(usually just friends & relatives) to a web site or call center to make the
booking. Company officials know that these travel agent imitators are not
qualified to sell any travel products. On the other hand, real travel agents
look forward to working with their customers and would never refer them to a web
site.
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Some may tell you that you don’t need any travel
agent training to be a travel agent. This is an absolute lie. Common sense tells
us that in order to provide good service to their customers, real travel agents
must know as much as possible about the travel products and destinations they
sell. Legitimate travel agencies never make such statements.
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The cost to join is just under $500.00. If they
charged $500.00 or more, it would trigger more regulatory oversight. They also
charge $100.00 or more annual fee to remain in their program and monthly fees
for a web site.
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