Surveying

Home Based Agents -

Part 3

By Mary Brutscher

In the last two issues, I’ve been writing about a small survey I took of agents across the country, asking them to tell me a little about themselves and what they considered the pros and cons of being home based and why they became home based. The third and final installation of this series discusses how to deal with some of the “cons” cited by the responding agents.
Face to face client interaction. If you miss this, make an appointment to either meet your client some place, or go to their home or place of business for your consultation(s). Another option is to physically go out and do some cold calling to introduce yourself to businesses in your area and let them know you are there. Print up a professional looking information sheet on yourself and the services your agency offers, make copies and leave one with each business you call on. Make it clear you are not selling anything (due to restrictions most businesses have on solicitations), but are just letting people know you are there. I’ve met friends and gotten some pretty good sales from this technique!

Motivation. Motivation is another hard obstacle to overcome. Everyone is different and what motivates one person, may not do anything for another. But, I have found a few things that help motivate me.
• Getting the right amount of rest and a little exercise certainly gives me more energy and that in itself adds to my motivation.
• Sticking to my schedule as much as possible and taking breaks also help.
• Knowing that this is my business and if I don’t work, I don’t make any money definitely motivates me! But, the thing that has motivated me more than anything else is finding that niche in travel that has become my passion and tapping into that passion, which in turn brings contentment and joy in the work I do. Not everyone has that option, so I feel very fortunate to have the opportunity to pursue my dreams.
• Making friends with other home based agents both near and far can also be motivation. There are times we all need to simply take a few minutes and chat with someone who can understand the day’s pressures. These friends are also good for exchanging ideas with. Sometimes all it takes for a fresh round of motivation is a new and exciting marketing idea.
• Stay motivated by NOT comparing yourself to everyone else. The grass always looks greener on the other side — and chances are it’s not better; it’s just a case of a busted septic tank!

Growth. While it is sometimes true that growth is somewhat slower for home based agents, that is not always the case. If you were a storefront agency, you would certainly have your share of shoppers who contributed nothing toward your business other than loss of time, which in turn means loss of profit. With that in mind, let me state (and this is just my personal opinion), that although you may miss some good sales by being home based, walk-ins are not always a good thing.
Make up for not being visible by getting creative with your marketing. Develop a marketing skill that is not being used in your area. Don’t market for the same clients that every other agency in your town is marketing for. Here is one way I have found that has helped grow my business. It is a very difficult thing to do at first — and that is to turn away some clients. If you need time to work on that luxury cruise, but find that a good portion of your time is being spent on the telephone with that client with the $30 commission booking who still hasn’t deposited, let the $30 commission booking go to another agent. Once I started doing this, the number of overall bookings dropped for awhile, but the profits slowly started to creep upwards.

Work space. Work space is another major issue several survey respondents commented on. It is also one of the more important issues faced by being home based. You must have the necessary space set aside to accomplish your workday. If you don’t, you will find things become misplaced or even worse, lost. While it would be ideal to have your complete work space located in one room at home, this is not always possible, especially the larger your business grows.
You can work efficiently, though it will take more effort and discipline, with having different work areas in separate rooms. For instance, you may have a very limited amount of space in the area containing your desk, computer, printer, and agency phone and might therefore have to house your copy machine, fax machine and office supplies in another room. I even have overflow brochures stored in my garage. The trick is to stay organized. You must also insist that your work area is off limits to family members and friends.

Some of the tips my survey-takers passed along are:
• Set ground rules for family and friends;
• Have a Web site and let people know where you are;
• Be professional. When you answer the phone, answer as if you are sitting in an office;
• Make sure your correspondence is also professional looking;
• Be organized, innovative and creative;
• Do your homework and make sure you are in compliance with all laws and regulations for your state;
• Make sure you have adequate insurance coverage;
• Join as many travel organizations as possible;
• Specialize in something you love doing;
• Stay informed and continue to learn.
I am excited about what the future holds for us all!

Mary Brutscher and her husband Franz are owners of The Travel Stop, Charleston, SC, which is a host agency. They are planning the launch of their “virtual classroom” travel classes in the near future.