I Was Home Based, When Home Based Wasn’t Cool!
by Penney Rudicil
OSSN Eastern Regional Manager

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There were challenges to overcome because very few travel agents were working from their homes; therefore, outside agents were not very well accepted in the industry. In fact, many suppliers did not accept independent contractors or home based agents right away (even though many of the district sales managers themselves had worked from their home offices for years). It has taken us years to prove that we could be just as productive as agents in a brick-and-mortar office. Today, many of the cruise lines and tour companies have a whole division dedicated to home-based and independent contractors.

The second hurdle to overcome was how to market to the public. Without a storefront location, how do you advertise? Personally, I do not put a physical address on any advertising or marketing pieces. Instead, I use a much broader demographic such as "serving middle Tennessee." Don't limit yourself.

Recently, I heard a travel agent talking to a prospective client. Whe she was asked where her office was, she replied, "I am a home based agent -- I don't have an office." Wrong answer! As the woman walked away, she told her companion that they needed to find a "real" travel agent.

When someone asks me where my office is, my standard reply is "My physical office is between Hendersonville and Gallatin. However, I pride myself on being the travel store that comes to your door. I try to give my clients the best possible customer service; therefore, I would be happy to meet you at your business or home, at your convenience of course." If they persist, I then continue, "I am so blessed that, with today's technology, I have the privilege to work from an office in my home. I have the same booking capabilities and inventory with the cruise lines and tour companies as a storefront office, but the flexibility to give my clients more personalized service. You are more than welcome to visit me in my office, or we can make an appointment to meet at a more convenient location for you." I have not had anyone walk away. In fact, this usually opens up the conversation to discuss technology, how much the travel industry has changed, and how many of us today juggle business and family.

There are MANY professionals who work from home offices today, but you would not hear them advertise by saying, "I am a home-based real estate agent," "I am a home-based accountant." Instead, they just advertise their profession and services. Why are we not doing the same? I hear so many travel consultants telling people "I am a home-based travel agent." So what? Although it is something we can all be proud of, being home based does not need to be our initial means of introduction!

You need to be out there telling people who you are, what services you provide, and why they should book their vacations with you. Some of the most successful travel agents/agencies I know are based from a home office, but you would not know it as they do not promote their business this way. These agents sell themselves and their services -- and it does not matter where their office equipment is housed.

Be proud of being a professional travel consultant, not where you perform your work!