Is today the day you make the change?

How much are you selling vs. how much are you earning?

These days, there are some advisors who are actually selling over $1 million in travel annually.

If you’ve reached that milestone – congratulations!

But here’s the bigger question: how much of that are you actually earning?

Let’s do the math. If your average commission is 10%, once you factor in the time, effort, and overhead it takes to generate a million dollars in sales, your yield will be less than $75,000. It’s worth asking: Am I working in my business – or on my business?

It might be time to take a closer look at your earnings strategy.

Preferred Partners: The Win-Win

Selling your host agency’s preferred suppliers isn’t just about loyalty – it’s about leverage. Preferred relationships often mean higher commissions and more perks for your clients. That could mean room upgrades, added amenities, and faster problem-solving when things go sideways. The client benefits, your bottom-line benefits – it’s a win-win.

The Power of the Switch-Sell

We’ve all had the client who comes in asking for a specific river cruise or tour operator that doesn’t align with your host agency’s preferred partners. This is where your expertise shines. Be ready to guide them toward a comparable (or better) option that supports your earning potential and meets their needs. The more confident and informed your recommendation, the more seamless the switch.

Build Out Every Booking

Are you maximizing every trip? Look beyond the core product: add pre- and post-hotel stays, private excursions, airport transfers, or dining experiences. Even if you don’t book every component, look for creative ways to expand your involvement – and your income.

Insurance Isn’t Optional

Insurance is often overlooked, but it’s essential – for the client and for you. It provides peace of mind for the traveller and a generous commission for you. Whether it’s a quick weekend getaway or a bucket-list journey, always recommend coverage.

Know the Value of Your Time

One of the smartest things you can do for your business is track your time. Use a time-tracking app to log how long each booking takes – from research to confirmation to follow-up. You may be surprised at the hours invested. Understanding where your time goes can help you price your services, prioritize clients, and uncover opportunities to improve efficiency.

Selling is great, but earning smart is even better. It’s not just about how much travel you sell; it’s about how much you keep. Take time to evaluate your business, refine your approach, and focus on the strategies that pay off – in more ways than one.






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