Finding (and Keeping!) Passion in Your Business
by Bobbie Murphy

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The successful travel planner is focused on the part of our profession that truly excites him or her – typically focusing on one or more “niches.” The possibilities are endless, of course, and we’ve seen lots of examples. YOUR job is to dig deep into your soul and figure out what it is you love to sell, and let it translate into dollars.

The December issue of Travel Professional published the 17th Annual Compensation Survey, and the average pay of those selling a single destination or type of travel was highest. Second was a generalist with several specializations. It just makes sense. We can’t know it all, so if you don’t want to put all of your eggs in one basket, choose some specialties that you love to sell and learn as much as humanly possible about them. The knowledge level of our clients is very high, so you must know MORE than they know!

So, what’s exciting you these days? What do you read about? How do you spend your down time? (Besides reading travel industry journals, that is!) If you find yourself drawn to certain destinations, then explore every learning opportunity you can to increase your knowledge. And, then, let your clients know by sending an announcement, a personalized email, or a newspaper article. Shout it to anyone who will listen! You are an expert now. Keep it up. Rah Rah Rah! (Sorry….it just slipped out!)

Need more ideas? The “Sales Specialist” list (see page 44 in the aforementioned article) is shown here, from the highest compensation to the lowest:

• Conferences: $44,901
• Business Travel: $ 41,358
• Incentive Travel: $39,500
• And so on . . .

Passion. There’s no room in a travel planner’s day for stoicism, most certainly not while you are communicating with your client. Keep that mirror handy. If there’s no joy in your Monday morning voice, it’s going to be a LONG week. So, what makes YOU smile?

“Nothing great was ever achieved without enthusiasm.” (Ralph Waldo Emerson)

Bobbie Murphy -- the director of OSSN’s Kentucky Chapter! -- is the owner of Bobbie’s Travel, Ltd., her home-based travel business in Cincinnati, Ohio.

(Credit: Bobbie Murphy)