The diversity of training, background, skills and motivation that independent agents can add to the sales mix of their Host Agencies is a formidable asset, but one that has to be nurtured with effective support.
For Grant Hodson, an independent agent based in Las Vegas and affiliated with America’s Vacation Center/American Express, his Host Agency wins high marks for offering total support that helps him in building and maintaining a profitable business.
Hodson praised AVC’s online Agent PowerTM technology, as well as AVC’s hands-on management style, along with the encouragement he receives, as part of AVC’s formula for success. AVC’s lead generation program is also invaluable as is its Web presence, he added.
Hodson has experience in the travel industry, including with a major online travel seller, a cruise line and in hotel management. He has developed real expertise in selling sun destinations including the Caribbean. The Alaskan and Mexican markets are also important destinations for his clients.
He credited AVC with strong support of its independent agents, including ongoing education and training, as well as good communications between AVC’s management and its agents. The advantages of AVC’s proprietary Agent Power technology are also at the top of Hodson’s list.
“Home Based independent agents must have a range of skills, including the ability to serve clients effectively and to manage their own businesses. Agent Power can help agents do both and deliver dividends in terms of time saved and quality service offered. Independent agents have tremendous opportunities, but must run their own business effectively,” he said.
In addition to the advantages of Agent Power, Hodson sees AVC’s affiliation with American Express as a real advantage, allowing AVC agents to establish credibility with clients, since the American Express brand is well known and respected and gives the member agents an advantage with clients.
Hodson also considers AVC’s online training program (AVC University) as an important asset, offering agents a reservoir of current information on preferred suppliers, pricing, promotions and sales incentives, as well as destinations.
He views AVC’s lead generation and referral system as highly effective and believes the commission splits — higher for business generated by the agent and lower for business referred to the agent — are equitable. “There is no arbitrary glass ceiling on the AVC agents’ earnings — it’s up to the agent.”
While cruise sales are the core of his business, Hodson wants to expand his group sales opportunities, including family reunions.
He also suggested that independent agents set monthly sales goals and manage their businesses — including setting aside funds for taxes. He is currently selling $80,000 to $85,000 monthly.
Hodson believes that successful independent agents must be self-motivated. He uses the sales, marketing and management services, along with the booking and follow-up technology that AVC provides, in order to deliver personalized service to his client base.
“AVC’s Agent Power technology gives independent agents tremendous leverage, including competitive pricing and the extras that can help agents close sales and deliver quality services,” Hodson said.