Find your niche
“Sell what you know and stay away from what you don’t,” said Lindsay Foerster of Foerster Travel Inc. “There is no way you can be an expert in all areas, so invest in yourself to know the destinations and products you sell. Find a system that works for you and then duplicate it. Our thing was destination weddings… now we do hundreds.”

As a home-based agency that sells more than $5 million a year, not counting ICs sales, “We do not sell travel. We sell our knowledge, experience, and service; and we then provide travel,” said Geoff Millar at Ultimate All Inclusive Travel Inc. “We have been highly specialized since we started, 16 years ago, and know the products we sell inside and out.”

Laure Poffenberger, Owner of TravelLuxuryVacations in Round Rock, Texas, found a focus on the top end pays off best. “Three words: luxury, luxury, luxury! If you are so busy with everything that comes in your door then you don’t leave spare capacity to care and cater to the luxury clients,” she said.

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