Home Based Agent

Spotlight:

By Mary Brutscher

I am proud to present the first article of my “Agent Spotlight” series. So many of you out there have a wealth of knowledge to be shared with your fellow agents. You are dedicated and hardworking. You serve not only your clients, but also your local communities. It is your time to take a bow and shine in the spotlight!

The first agent featured in this series is Denise McCrary, owner of Family Travel Association and Weddingmoons.com, Mesa, AZ.

Please start by sharing a little bit of background information on yourself.

Wow! Only a little? I began my love for travel when I was much younger and traveling with my family and parents and then working at Walt Disney World. My husband David and I have two children, a daughter who is 15 and a son, 11. My son has physical disabilities and we partially home school him, as well as receive tutoring and services from the school district.

What brought you into the travel industry?
I originally took a bookkeeping position at a travel agency in order to pay for college, then moved on to be a manager and trainer in both back office and front office. My passion and love for this industry shows and I am blessed to have very loyal clients. I stay in travel for the sheer love of helping people realize their dreams. I hope to create lifelong memories for my clients.

How long have you been in business and have you always been home based?

I began my travel career in May 1982. I’ve been partially home based since 1987, with four years off for babies! I came back into the business in 1991. I finally left the storefront agency venue in 1999, and have never looked back!

What is the name of your agency?
The current name of my company is Family Travel Association and Weddingmoons.com. I also owned Jetscape Travel, which many people know me by, but Jetscape was retired as of Nov. 30.

Agents throughout the U.S. work with me. We are always in need of experienced qualified IC’s as, fortunately, the business continues to grow.

I understand you are very involved in the local community and with local agents.
I am passionate about community service and partner with many organizations and schools with fundraising. I’ve been participating in some type of community service and volunteerism since I was 2 years old and selling fruitcakes for Pilot Club International, which focuses on raising the awareness of brain-related disorders. Little did I know then that God was preparing me for my own child with a brain-related disorder. In addition, I spent several years running an outreach program for girls at risk.

I am founder and president of Arizona Independent Commissioned Travel Agents (AZICT), an organization providing support, education and resources to better serve the growth and development of the independent agent. The organization was started to meet the need for local hands-on support and learning, in addition to developing relationships with suppliers in support of home based agents. As a group, we strive to make our voices heard and we have a solid backing by suppliers eager to work with our group.

Based on our members’ needs, I run workshops on numerous professional development programs. I also mentor independents who have decided to “go solo” by helping them establish their own company.

Any tips or advice you’d like to share with other agents?
I guess my main advice would be to establish relationships with other independents, as well as your supplier reps. Staying power in this industry revolves around relationships. It’s also important for other agents to know that many of us are very successful as home based agencies.

Also it is important to:
• Establish an office area that is only for your business;
• Use the technology tools that are available to you;
• Sell what you are passionate about. It will shine through;
• Provide your clients the highest level of customer service, and have a positive attitude. It’s too late to worry about things that happened yesterday. Make today what matters;
• Dress for success. You never know when you’ll run into an old or new client.

What do you see as the future of the small, home based travel agent?
The future IS the home based agent! We are profitable, happier, independent and strong! Our future is very bright with much success and happiness!

A few years ago, I received a job offer from a large travel agency to be operations manager. Sorry, but I am quite happy at home. Most of the time I work 20-hour days every day, but still I can get a hug and a kiss from my kids whenever I like.

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.