Is Top Priority for

Host Agency

By George Dooley

Keeping Home Based Independent agents informed is a key goal for Peter Stilphen, MCC and CEO of Coral Sands Travel, America’s Host Agency, with over 200 members. This includes a monthly newsletter that offers agents an update on the Host Agency’s progress, programs and policies.
Stilphen said that the newsletter — distributed to Coral Sands Independent Home Based agent members as well as new or experienced agents who have expressed an interest in Coral Sands — is well received.
The December issue, for example, covers a lot of ground, focusing on practical tips to improve productivity and performance such as time management, effective use of business cards, dealing with price cutting, effective use of Web sites and housekeeping — including changes in Coral Sands’ booking procedures and IATAN card qualification.
Stilphen writes that one of the thorniest problems that Home Based entrepreneurs face in managing their time is focusing in on the most productive things to do.
The time management article excerpted with permission from Kelly Monaghan, noted author and publisher contained some useful tips.
Among the suggestions is for Home Based Agents to commit to using to-do lists, breaking down large goals into smaller do-able tasks. Agents must actually do the things they have committed to and, if possible, use a computerized contact management system.
Advance planning for cruise promotions is also recommended. Another key part of time management is setting goals, the article stated: “Remember, too, that a plan and a to-do list are tools, not a prison sentence. Be flexible and know that emergencies will arise that will have to be dealt with. Don’t beat yourself up about these inevitable bumps in the road. Deal with the crises and then get back on track, knowing that one of the great benefits of being Home Based is having the freedom to reset your priorities.
“As your business grows you will find there are more and more things to do, plans to be laid, dreams to be pursued. You can’t and shouldn’t attempt to do it all. So learn to prioritize. What tasks will produce the biggest return on your investment of time and energy — now? What projects, promotions, or areas of specialty will produce the greatest rewards — psychically and spiritually as well as financially?”
Another feature, authored by Stilphen, focused on the effective use of business cards as a marketing tool. The article, which was reprinted in December’s Home Based Trade, asked Home Based agents, “Have you ever thought about handing out business cards to everyone you meet? Looking at your business cards as a marketing piece opens up a new way of thinking about that small piece of cardboard. Why not have different business cards for different occasions? Perhaps you want one for networking events or trade shows and a slightly different one for clients or customers.”

On price cutting and rebating, Stilphen said it is an invitation to failure and should be shunned by serious travel agents. He quoted H. Ross Perot’s nine reasons not to do business with “price shoppers”:

1. They take up all your time.
2. They do all the complaining.
3. They are slow to pay.
4. They tell other customers how cheap they bought from you.
5. They will not buy from you the second time around when you’re not the cheapest.
6. They require you to invest your time in order to supply their needs, then demand that you lower your price to keep their business.
7. They drive off your good customers by taking up too much of your valuable time.
8. They destroy any credibility of price or service and maybe your business.
9. They will lie to you and steal from you. Remember the last time you spent a lot of time with this customer, only to have him buy from someone else a little cheaper.

The newsletter also details new Coral Sands programs, including the agency’s new agent-only Web site at www.Ilovehomebasedtravel agents.com. Included are current operating manuals, featuring all the booking engines, supplier logins, travel agent forms, Agentport marketing, agent benefits and fams and a lot more that Coral Sands agents can use.
Also detailed is an alternative to the free of charge personal Web sites. The expanded Web site is being offered for total of $100 per year. Agents can get details at www.coralsandstravel.com.
Also covered in the newsletter are details on the Coral Sands Message Board, obtaining commissions, new standards for IATAN and CLIA photo ID cards, a list of key travel industry conferences and trade shows.
Stilphen invites unaffiliated agents — new and experienced — to explore Coral Sands “profit building program.”
“It could cost you absolutely nothing to be a member of Coral Sands Travel, America’s Host Agency,” he said.
For information, E-mail host@coralsandstravel.com, call (866) 481-4678 (tollfree), or visit www.coralsandstravel.com