Running a successful travel agency is hard. Success never comes easy. And it is always uncertain. It involves risk, money, long hours, learning new things, and operating way out of your comfort zone. Success is not comfortable. You want comfort...get a new mattress.

Running an unsuccessful travel agency is much easier. And trust me, we will have a lot more unsuccessful agencies in our future. Look at what the Bureau of Labor Statistics has to say.

Employment of travel agents is projected to decline 12 percent from 2016 to 2026. The ability of travelers to use the Internet to research vacations and book their own trips is expected to continue to suppress demand for travel agents. Job prospects should be best for travel agents who specialize…

Marco L. Evangelista is the Director for Journeys by Central Holidays. In his role, a post he has held over the past five years, he is responsible for directing the company's initiatives in the areas of Product Development and Sales. A time-honored travel industry professional, Mr. Evangelista has almost 30 years of specialization in travel throughout Italy, the Mediterranean, and beyond. Over his career he has served in key roles for award-winning organizations such as Walt Disney World in Orlando and acclaimed companies in the United States and across Europe. With over 20 years of living experience in Italy, Mr. Evangelista’s extensive insight into the country, a cornerstone destination offering of Central Holidays, and the surrounding regions is…

I had a conversation last week with the owner of a host agency. We were discussing the ups and downs all travel professionals inevitably  experience. Early on, almost everyone goes through a very similar set of experiences: clients who take research and book elsewhere, quotes beaten by supplier direct, missed deadlines, miscommunications and commissions disproportionate to the work involved. Every now and then, however, a great booking or a special client adds enough fuel to the fire to keep a few individuals in the game. Others decide the travel business is a lot tougher than they ever imagined and leave for their next venture.

Sometimes what tips the scales is merely a matter of timing, a matter of…

One of my reminders most often re-quoted by those attending my training sessions is: “There are only two types of people you will ever encounter. Those who you can help, and the other kind.”

No truer words have ever been spoken. No truer business philosophy has ever proven more meaningful.

In the next two days, I plan to touch on nine reasons why most salespeople are not more skilled at dividing their personal markets into these two…