OSSN E-Agent Newsletter

Use the source of the Internet to do your homework. Compare commission structures, upfront fees, and benefits. If you are brand new to the travel industry, you will need a mentor, lots of support and an agency that has a training program in place. If you are a seasoned travel consultant, look for a company that can support you while you are out of the office traveling, pays higher commissions, and offers other benefits and features that you could not attain on your own. In either case, make sure that there is an agent reference handbook as well as company policies and procedures.

Mix n' Match

Make sure that the agency has the right balance of benefits:
Do they belong to a consortium?
Do they pay commissions on earned volume overrides?
Do they pay bonus commissions?
What kind of ongoing training is offered?
What type of database management system is offered?
Is there back-up support while you are out of the office?
Do they have a lead referral program?
What industry associations do they belong to?
How long have they been in business?
Do they offer continuing education assistance and rewards?
If there are startup fees, what do they include?

Match Box

Prevent fires in advance by asking to see a copy of the host agency's independent contractor agreement, errors and omissions insurance policy, and any required city, state, or local travel promoter registrations. You can always check with the Better Business Bureau and the state Attorney General's office to see if any complaints have been filed against them.

Grudge Match

It's also important that, should you leave the company, it is understood that your customers as yours to take with you. Find out in advance how and when they pay outstanding commissions. Ask for assurance that they will be paid in a timely manner. Nothing upsets me more than to get a phone call from fellow agents who have worked so hard only to not get paid or find that they are constantly chasing commissions. Do your due diligence in checking out the host agency's credentials and all statements or claims for offers.

Match Maker

Ask for recommendations from other agents that you meet at supplier and networking events. Nothing works better than firsthand testimonials. Be leery of any company that is not willing to give contact information for referrals.

The Perfect Match

Nowadays, host agencies come in all shapes and sizes. My agency happens to be a "Home-Based Host Agency," which is one of the newer growing segments for host agencies. Then there are the "Mega Host Agencies" that have thousands of agents under their umbrella, and many other categories in between. There are those that have "no startup fees" to those that charge thousands of dollars. Taking the time to "interview" several agencies will prove to be helpful in making your decision of where to place your valued business.

Meet your Match

Whenever possible, it would be ideal to set up a meeting to talk personally with the host agency. I find when I meet with a potential new independent agent there is always so much more revealed for both of us during our conversations. Email is great but does not always portray the expressions and enthusiasm as you would get in a personal one-on-one meeting. If it is not possible to meet in person, at the very least, arrange for a phone conference to discuss any questions or concerns.

Match Point!

The final point to a winning business relationship is that it should feel like a mutually rewarding association. The company you select should be as excited about your eagerness to learn and to grow as you are -- after all, in the end, they will be the beneficiary of your success.

(Note: Anita has just produced a new CD called "Anita's Toolbox for Home-Based Agents" that contains dozens and dozens of her most popular forms, letters, and guides. This CD allows you to download her Word Docs for your own personal use and customization. To purchase the CD or the book "How I Made a Small Fortune as a Home-Based Agent," go to www.redticketproductions.com.)

This article appeared previously in Agent@Home Magazine.