Note to listeners: Humans of Travel is on hiatus for the winter, with new, full-length episodes resuming Spring 2025. This is a bonus Humans in the Hot Seat Episode.

Welcome to Humans in the Hot Seat, a spinoff series of Humans of Travel. This is Emma Weissmann, Executive Editor at TravelAge West, and your host.

Angela Hughes, CEO of Trips & Ships Luxury Travel and developer of Luxury Travel University,  penned an open letter to the travel industry (below) about what it really takes to get started as a travel advisor, and how to achieve success. Her letter went semi-viral in the industry, was picked up by travel trade media and shared via social media.

Something to consider when launching a travel business, Hughes writes, is that it’s not for everyone, and will necessitate financial and educational investment.

During this Humans in the Hot Seat episode, Hughes takes the mic to reiterate the top points in her letter, including her view that the barrier to entry for travel advisors is too low, clarifying the role of host agencies, and sharing what she looks for when independent contractors join her host agency. She’ll also offer her three-part success plan for new advisors.

This episode is sponsored by The Travel Corporation.

RESOURCES MENTIONED IN THIS EPISODE

Angela's Open Letter to the Travel Industry (Appearing in Travel Research Online)

“Dear Travel Industry Colleagues & Newcomers,

I pen this open letter in response to concerning tendencies I’ve observed within our sector. It appears that some believe they can effortlessly infiltrate the travel industry with a minimal financial or educational commitment — a misconception that needs urgent correction.

From the onset, let’s be clear: to establish a business as an independent contractor necessitates financial and educational investment. If you’re unwilling to invest in your business, success will likely elude you. The assumption that host agencies will bear the brunt of the financial burden is ill-conceived.

Systems and tools, indispensable to the function of host agencies and independent contractors, carry associated costs. These resources are the bedrock upon which a successful business is built. Moreover, the wealth of relationships that populate our industry cannot be accessed without contributing financially and with time. These relationships are built upon decades of experience and financial commitment. And training also is a fundamental part of our industry, and it is not free. The cost of training is borne by either personal time, agency funds, or vendor marketing funds.

Host agencies are not travel schools; they provide essential resources and a framework to facilitate your success. As an industry professional with a master’s degree in Geography & Travel and Tourism and a host agency owner who has invested significantly in my education and continuing professional development, I can vouch for the value of these investments. We should be requiring more education, marketing skills & business skills in addition to the vendor training. Learning about a brand and product is way different than learning to sell a brand and convert a client.

Host agencies and their travel advisor IC partners benefit remarkably from the considerable financial investments of consortia, which expect growth in return. This symbiotic relationship forms the foundation of our industry.

It’s bewildering to see those who expect support and high earnings without any financial or educational commitment. In addition, this industry is fraught with risk and liability; it requires mutual understanding.

At our agency, the fees we charge offset the considerable expenses that accompany our brand, such as technology, marketing, mentoring, and training. We’re proud to welcome exceptional new advisors who are willing to invest in their professional growth from any industry.

The travel industry is not a playground for experimentation, a retirement plan, or an escape from current careers. We must strive collectively to maintain standards and deter those who seek short-lived exploits. We have dumbed down this industry and it is time for a correction. Have host agencies become like athletic gyms allowing anyone to join the gym in January? Every owner knows that the 80/20 rule is real and that 20% of the advisors are doing 80% of the business. And that is because most advisors are doing a handful of trips at best and many are personal. Harsh I know…but the truth stings.

In my four decades of experience, I have found that the key differentiator between successful advisors and those who falter is their willingness to invest in tools, resources, education, training, and consortia.

Also, your choice of consortium is inconsequential if you fail to utilize its full potential. I learned this lesson the hard way. Success hinges on a robust business development plan, which, unfortunately, most advisors lack.

Creating your “Why” is crucial. Passion for travel or the desire to finance personal trips is not a sufficient driver. You are not just an advisor; you are a business owner.

Success in the travel industry demands a structured business development plan, continuing business education, financial investment, and a considerable time commitment. Familiarize yourself with the potential risks and liabilities because predicaments are inevitable, and preparedness is key.

I extend a warm welcome to all newcomers to the travel industry. Whether your interest is a side hustle, a hobby, or full-time entrepreneurship, ensure that you have the necessary elements in place to navigate this travel road.

Remember, you get what you pay for. Your return on investment will be directly proportionate to your input.”

Trips & Ships Luxury Travel

Luxury Travel University

ABOUT YOUR HOST 

Emma Weissmann is the Executive Editor of TravelAge West, a print magazine and website for travel advisors based in the Western U.S. She is also the co-host of Trade Secrets, a podcast created with sister publication Travel Weekly. 

TravelAge West also produces national trade publications Explorer and Family Getaways, as well as events including the Future Leaders in Travel Retreat, Global Travel Marketplace West, the WAVE Awards gala and the Napa Valley Leadership Forum. 

ABOUT THE SHOW 

TravelAge West’s award-winning podcast, “Humans of Travel,” features conversations with exceptional people who have compelling stories to tell. Listeners will hear from the travel industry’s notable authorities, high-profile executives, travel advisors and rising stars as they share the highs and lows that make them human.

See omnystudio.com/listener for privacy information.