Agent FAQs
What does a travel agent do?
Travel agent duties vary by company and by individual agent. In this profession, the services you provide are what set you apart. At Catalyst Travel, our travel agents focus on building connections, curating memorable experiences, and managing the details that make trips seamless. Here is a job description for Travel Agents.
Can I be a travel agent part-time rather than full-time?
Absolutely! As an Independent Contractor, you choose how much or how little you want to work. Many agents begin part-time and grow into full-time careers, while others enjoy keeping it as a side role.
If you hold (or plan to hold) an individual IATAN license, the requirement is that you work at least 20 hours per week on travel-related business. However, being individually licensed with IATAN is not required to be a travel agent with Catalyst Travel.
How long does it take to become full-time as a travel agent?
It depends on the individual. The timeline varies based on your income needs, your niche, and the size of your client base. To answer this, every agent should ask themselves three questions:
1. How much do I need to earn to be “full-time”?
2. What is my niche, and what does the average trip cost (and how much commission does it pay)?
3. How many clients or bookings do I need to maintain weekly, monthly, and yearly to reach that goal?
Agents who answer these honestly can create realistic goals and strategies. Some agents with strong networks go full-time in a few months, while others take years to build up.
Example 1: Luxury Cruise Specialist
• Goal: $45,000 per year
• Niche: Luxury cruises, averaging $5,000–$20,000 per person and paying $500–$2,000 commission per traveler
• Bookings Needed:
• At the low end ($5,000 per person, $500 commission), about 90 clients or 45 double-occupancy bookings
• At the high end ($20,000 per person, $2,000 commission), about 24 clients or 12 double-occupancy bookings
This agent would focus on networking with high-net-worth individuals, building strong cruise line partnerships, and offering targeted group trips.
Example 2: International Flight Specialist
• Goal: $50,000 per year
• Niche: International flights, with a $100 professional fee per ticket
• Bookings Needed: 500 tickets annually = about 125 per quarter, 42 per month, or 2 per workday (assuming 5 days a week with 2 weeks off)
This agent would likely target communities that regularly need help booking family or international travel, where language barriers or complex itineraries make professional help more valuable.
Bottom line: full-time status isn’t about the clock — it’s about the client base. Once your network and bookings reach the level that supports your goals, you’ve arrived.
What are the benefits of being a travel agent?
There are countless benefits to being a travel agent. Not only does this role allow you to advance your own travel aspirations, it also provides significant opportunities for personal and professional growth. Some of the biggest benefits include:
Travel agent duties vary by company and by individual agent. In this profession, the services you provide are what set you apart. At Catalyst Travel, our travel agents focus on building connections, curating memorable experiences, and managing the details that make trips seamless. Here is a job description for Travel Agents.
Can I be a travel agent part-time rather than full-time?
Absolutely! As an Independent Contractor, you choose how much or how little you want to work. Many agents begin part-time and grow into full-time careers, while others enjoy keeping it as a side role.
If you hold (or plan to hold) an individual IATAN license, the requirement is that you work at least 20 hours per week on travel-related business. However, being individually licensed with IATAN is not required to be a travel agent with Catalyst Travel.
How long does it take to become full-time as a travel agent?
It depends on the individual. The timeline varies based on your income needs, your niche, and the size of your client base. To answer this, every agent should ask themselves three questions:
1. How much do I need to earn to be “full-time”?
2. What is my niche, and what does the average trip cost (and how much commission does it pay)?
3. How many clients or bookings do I need to maintain weekly, monthly, and yearly to reach that goal?
Agents who answer these honestly can create realistic goals and strategies. Some agents with strong networks go full-time in a few months, while others take years to build up.
Example 1: Luxury Cruise Specialist
• Goal: $45,000 per year
• Niche: Luxury cruises, averaging $5,000–$20,000 per person and paying $500–$2,000 commission per traveler
• Bookings Needed:
• At the low end ($5,000 per person, $500 commission), about 90 clients or 45 double-occupancy bookings
• At the high end ($20,000 per person, $2,000 commission), about 24 clients or 12 double-occupancy bookings
This agent would focus on networking with high-net-worth individuals, building strong cruise line partnerships, and offering targeted group trips.
Example 2: International Flight Specialist
• Goal: $50,000 per year
• Niche: International flights, with a $100 professional fee per ticket
• Bookings Needed: 500 tickets annually = about 125 per quarter, 42 per month, or 2 per workday (assuming 5 days a week with 2 weeks off)
This agent would likely target communities that regularly need help booking family or international travel, where language barriers or complex itineraries make professional help more valuable.
Bottom line: full-time status isn’t about the clock — it’s about the client base. Once your network and bookings reach the level that supports your goals, you’ve arrived.
What are the benefits of being a travel agent?
There are countless benefits to being a travel agent. Not only does this role allow you to advance your own travel aspirations, it also provides significant opportunities for personal and professional growth. Some of the biggest benefits include:
|
• Set your own schedule – design a workday that fits your lifestyle.
• Work from home – save time and money on commuting while building a career from anywhere. • Flexibility – you set the pace, choose your niche, and define your professional boundaries. • Earn extra income – start part-time alongside another job or grow into full-time. • Professional recognition – join worldwide travel networks and build your credibility. |
• Travel discounts – many suppliers extend special pricing or perks to agents.
• FAM trips and exploration – get firsthand experience of destinations so you can sell them with confidence. • Tax advantages – some travel expenses can be deducted as business costs. • Unlimited earning potential – a commission-based system rewards your skills as you grow. • Low barrier to entry – no special degree is required to begin. • Insider expertise – gain access to booking portals, partners, and tools that ensure the best client experiences. |
What is a FAM trip and when can I go?
A FAM trip is short for “familiarization trip.” The idea is simple: by experiencing the product yourself, you’ll be in a better position to recommend and sell it to your clients.
These trips are usually offered at a discounted rate or free. For example:
• A cruise line may waive the cruise fare (normally $1,600 per person), leaving you responsible only for taxes, fees, port charges, and any extras like drink packages. Your total might be closer to $300 + add-ons.
• At an all-inclusive resort, your stay may be covered, but you’ll still need to pay for transportation, such as airfare or car rental.
Note: FAM trips are different from TC’s (tour conductor credits), which are benefits you can earn while leading group tours.
How do I get more clients?
Networking. Networking. Networking. The more people who know what you do, the more opportunities you’ll have.
Strong networking means:
• Perfecting your introduction (who you are and what you do).
• Planning how you’ll follow up after first and future conversations.
• Maintaining professionalism everywhere — you never know who’s listening and deciding whether to use you.
Practical ways to grow your network:
• Join your local Chamber of Commerce.
• Pick up a hobby that involves a group.
• Become an active member of a professional or community club.
When you show up consistently, your client base grows.
How many clients should an average travel agent maintain?
It depends on your niche, sales goals, and client travel habits.
• Agents with clients who travel several times per year may need fewer total clients.
• Agents with clients who travel only every few years may need a larger client list.
At Catalyst Travel, we recommend full-time agents maintain a list of 100–200 active clients. While this may sound daunting at first, you’ll build it over time by:
1. Using your existing network for referrals.
2. Expanding your network through community involvement.
3. Asking for referrals — over and over.
Most successful agents grow their business primarily through client referrals.
How often should I contact my clients and contacts?
This varies by your style, niche, and clientele. That said, regular contact is essential.
• For active clients, aim for at least monthly engagement.
• In addition, Catalyst recommends reaching out:
• Before final payment is due.
• The week before the trip.
• During the trip (if appropriate).
• After the trip to follow up.
This rhythm shows clients you care, allows you to anticipate needs, and creates happy travelers who book again — and send referrals.
I feel like a salesperson when I call clients. Are there templates or resources to help?
Yes! Check the templates and resources section for phone, email, and social media scripts. These provide starting points for your outreach.
Remember, though, the best way to feel less like a salesperson is to know your clients well. When you understand their preferences, your conversations naturally become more personal and less “salesy.”
Travel advising is a relationship business. You’ll often learn personal details about your clients, which allows you to connect with them in an authentic, empathetic way while still maintaining professionalism.
How much does the average travel agent make per booking?
It varies by niche, type of travel, and whether you charge professional fees. On average, agents can expect to earn $100–$500 per booking when selling packages or bundled travel.
How much does the average travel agent make per year?
Income depends heavily on niche, sales goals, and time investment.
• A casual part-time agent booking only for family and friends may earn just a few thousand dollars a year.
• An engaged part-time agent booking 3–4 group trips annually could make $10,000–$20,000.
• A 2019 study showed full-time independent agents averaging $40,000–$60,000. A 2021 study during the pandemic reflected reduced averages of $20,000–$30,000.
With travel rebounding in 2024 and beyond, most experts expect earnings to return to or exceed pre-pandemic levels.
Are there memberships or trainings that would help my professional development?
Absolutely. Memberships expand your network and credibility.
• IATAN (International Airlines Travel Agent Network) should be at the top of your list. It requires at least $5,000 in sales over two years and is widely recognized in the industry.
• Niche-specific associations exist for groups, meetings and events, LGBTQ+ travel, adventure travel, and more.
• Chambers of Commerce and other professional networking groups also help grow your client base.
The key: engagement. Simply joining isn’t enough — you must stay active and involved.
Does Catalyst Travel offer additional trainings, workshops, or networking opportunities?
Yes! Catalyst offers ongoing trainings and workshops.
What does the average daily / weekly schedule look like for a travel agent?
There is no one-size-fits-all daily schedule for a travel agent. However, the modern-day travel agent does need to keep a tight rein on their schedule to maintain a professional and competitive edge. A travel agent has five main priorities that should be a part of their daily and weekly rhythm: 1) networking with partners and providers, 2) networking with clients and contacts, 3) trip and itinerary building, 4) research, and 5) sales goal planning and budgeting.
1) Networking with partners and providers (15%)
Networking is of prime importance for a travel advisor. Building strong relationships with suppliers gives you insider knowledge, support, and perks for your clients. By connecting with BDMs (Business Development Managers), you gain tools to market their products more effectively and confidently match clients to the right partner. Most BDMs host trainings, events, or FAM trips, so dedicating about 3–6 hours per week to this keeps you sharp and connected.
2) Networking with clients and contacts (25%)
Sales don’t come from cold calls—they come from trust. When people know you and trust you, they will naturally use you for their travel and refer you to others. Networking with clients can be as simple as grabbing coffee, sending a birthday message, or checking in after a trip. These consistent, genuine touches build trust and keep you front of mind. Roughly a quarter of your week—about 8–10 hours—should be spent here, because relationships are the lifeblood of your business.
3) Trip and itinerary building (30%)
This is the bread and butter of your work—turning dreams into seamless travel plans. Trip building involves gathering client details, researching suppliers, confirming bookings, and organizing itineraries. For group travel especially, this can mean juggling rooming lists, schedules, and special requests. It often takes the largest share of your week, around 10–12+ hours, so block off focused work time where you can give trips your full attention.
4) Research (15%)
The travel industry changes daily, and the best advisors never stop learning. Research can include supplier trainings, destination deep dives, following industry trends, or scanning global news that may impact travel. This time keeps your knowledge sharp, your recommendations relevant, and your confidence high when presenting options to clients. Plan on 5–6 hours each week to stay ahead.
5) Sales goal planning and budgeting (15%)
A successful travel agent doesn’t just work in the business—they work on the business. Setting aside time to plan sales goals and manage your budget ensures you’re steering your career in the right direction. This includes reviewing monthly revenue targets, checking on active leads, balancing marketing expenses, and forecasting commissions. By dedicating 5–6 hours per week to planning and budgeting, you avoid the feast-or-famine trap and build a business that grows steadily and sustainably.
Suggested Breakdown of Time Each Week
• Networking with partners and providers – 15% (3–6 hours)
• Networking with clients and contacts – 25% (8–10 hours)
• Trip and itinerary building – 30% (10–12+ hours)
• Research – 15% (5–6 hours)
• Sales goal planning and budgeting – 15% (5–6 hours)
While every agent’s schedule looks different, the ones who thrive are those who create structure around these five priorities and stick with it.
Average Weekly Schedule for a Travel Agent (by hours worked)
40-Hour Week (full time)
• Networking with partners and providers – 15% → 6 hours
• Networking with clients and contacts – 25% → 10 hours
• Trip and itinerary building – 30% → 12 hours
• Research – 15% → 6 hours
• Sales goal planning and budgeting – 15% → 6 hours
20-Hour Week (part time)
• Networking with partners and providers – 15% → 3 hours
• Networking with clients and contacts – 25% → 5 hours
• Trip and itinerary building – 30% → 6 hours
• Research – 15% → 3 hours
• Sales goal planning and budgeting – 15% → 3 hours
10-Hour Week (side hustle / minimal)
• Networking with partners and providers – 15% → 1.5 hours
• Networking with clients and contacts – 25% → 2.5 hours
• Trip and itinerary building – 30% → 3 hours
• Research – 15% → 1.5 hours
• Sales goal planning and budgeting – 15% → 1.5 hours
A FAM trip is short for “familiarization trip.” The idea is simple: by experiencing the product yourself, you’ll be in a better position to recommend and sell it to your clients.
These trips are usually offered at a discounted rate or free. For example:
• A cruise line may waive the cruise fare (normally $1,600 per person), leaving you responsible only for taxes, fees, port charges, and any extras like drink packages. Your total might be closer to $300 + add-ons.
• At an all-inclusive resort, your stay may be covered, but you’ll still need to pay for transportation, such as airfare or car rental.
Note: FAM trips are different from TC’s (tour conductor credits), which are benefits you can earn while leading group tours.
How do I get more clients?
Networking. Networking. Networking. The more people who know what you do, the more opportunities you’ll have.
Strong networking means:
• Perfecting your introduction (who you are and what you do).
• Planning how you’ll follow up after first and future conversations.
• Maintaining professionalism everywhere — you never know who’s listening and deciding whether to use you.
Practical ways to grow your network:
• Join your local Chamber of Commerce.
• Pick up a hobby that involves a group.
• Become an active member of a professional or community club.
When you show up consistently, your client base grows.
How many clients should an average travel agent maintain?
It depends on your niche, sales goals, and client travel habits.
• Agents with clients who travel several times per year may need fewer total clients.
• Agents with clients who travel only every few years may need a larger client list.
At Catalyst Travel, we recommend full-time agents maintain a list of 100–200 active clients. While this may sound daunting at first, you’ll build it over time by:
1. Using your existing network for referrals.
2. Expanding your network through community involvement.
3. Asking for referrals — over and over.
Most successful agents grow their business primarily through client referrals.
How often should I contact my clients and contacts?
This varies by your style, niche, and clientele. That said, regular contact is essential.
• For active clients, aim for at least monthly engagement.
• In addition, Catalyst recommends reaching out:
• Before final payment is due.
• The week before the trip.
• During the trip (if appropriate).
• After the trip to follow up.
This rhythm shows clients you care, allows you to anticipate needs, and creates happy travelers who book again — and send referrals.
I feel like a salesperson when I call clients. Are there templates or resources to help?
Yes! Check the templates and resources section for phone, email, and social media scripts. These provide starting points for your outreach.
Remember, though, the best way to feel less like a salesperson is to know your clients well. When you understand their preferences, your conversations naturally become more personal and less “salesy.”
Travel advising is a relationship business. You’ll often learn personal details about your clients, which allows you to connect with them in an authentic, empathetic way while still maintaining professionalism.
How much does the average travel agent make per booking?
It varies by niche, type of travel, and whether you charge professional fees. On average, agents can expect to earn $100–$500 per booking when selling packages or bundled travel.
How much does the average travel agent make per year?
Income depends heavily on niche, sales goals, and time investment.
• A casual part-time agent booking only for family and friends may earn just a few thousand dollars a year.
• An engaged part-time agent booking 3–4 group trips annually could make $10,000–$20,000.
• A 2019 study showed full-time independent agents averaging $40,000–$60,000. A 2021 study during the pandemic reflected reduced averages of $20,000–$30,000.
With travel rebounding in 2024 and beyond, most experts expect earnings to return to or exceed pre-pandemic levels.
Are there memberships or trainings that would help my professional development?
Absolutely. Memberships expand your network and credibility.
• IATAN (International Airlines Travel Agent Network) should be at the top of your list. It requires at least $5,000 in sales over two years and is widely recognized in the industry.
• Niche-specific associations exist for groups, meetings and events, LGBTQ+ travel, adventure travel, and more.
• Chambers of Commerce and other professional networking groups also help grow your client base.
The key: engagement. Simply joining isn’t enough — you must stay active and involved.
Does Catalyst Travel offer additional trainings, workshops, or networking opportunities?
Yes! Catalyst offers ongoing trainings and workshops.
What does the average daily / weekly schedule look like for a travel agent?
There is no one-size-fits-all daily schedule for a travel agent. However, the modern-day travel agent does need to keep a tight rein on their schedule to maintain a professional and competitive edge. A travel agent has five main priorities that should be a part of their daily and weekly rhythm: 1) networking with partners and providers, 2) networking with clients and contacts, 3) trip and itinerary building, 4) research, and 5) sales goal planning and budgeting.
1) Networking with partners and providers (15%)
Networking is of prime importance for a travel advisor. Building strong relationships with suppliers gives you insider knowledge, support, and perks for your clients. By connecting with BDMs (Business Development Managers), you gain tools to market their products more effectively and confidently match clients to the right partner. Most BDMs host trainings, events, or FAM trips, so dedicating about 3–6 hours per week to this keeps you sharp and connected.
2) Networking with clients and contacts (25%)
Sales don’t come from cold calls—they come from trust. When people know you and trust you, they will naturally use you for their travel and refer you to others. Networking with clients can be as simple as grabbing coffee, sending a birthday message, or checking in after a trip. These consistent, genuine touches build trust and keep you front of mind. Roughly a quarter of your week—about 8–10 hours—should be spent here, because relationships are the lifeblood of your business.
3) Trip and itinerary building (30%)
This is the bread and butter of your work—turning dreams into seamless travel plans. Trip building involves gathering client details, researching suppliers, confirming bookings, and organizing itineraries. For group travel especially, this can mean juggling rooming lists, schedules, and special requests. It often takes the largest share of your week, around 10–12+ hours, so block off focused work time where you can give trips your full attention.
4) Research (15%)
The travel industry changes daily, and the best advisors never stop learning. Research can include supplier trainings, destination deep dives, following industry trends, or scanning global news that may impact travel. This time keeps your knowledge sharp, your recommendations relevant, and your confidence high when presenting options to clients. Plan on 5–6 hours each week to stay ahead.
5) Sales goal planning and budgeting (15%)
A successful travel agent doesn’t just work in the business—they work on the business. Setting aside time to plan sales goals and manage your budget ensures you’re steering your career in the right direction. This includes reviewing monthly revenue targets, checking on active leads, balancing marketing expenses, and forecasting commissions. By dedicating 5–6 hours per week to planning and budgeting, you avoid the feast-or-famine trap and build a business that grows steadily and sustainably.
Suggested Breakdown of Time Each Week
• Networking with partners and providers – 15% (3–6 hours)
• Networking with clients and contacts – 25% (8–10 hours)
• Trip and itinerary building – 30% (10–12+ hours)
• Research – 15% (5–6 hours)
• Sales goal planning and budgeting – 15% (5–6 hours)
While every agent’s schedule looks different, the ones who thrive are those who create structure around these five priorities and stick with it.
Average Weekly Schedule for a Travel Agent (by hours worked)
40-Hour Week (full time)
• Networking with partners and providers – 15% → 6 hours
• Networking with clients and contacts – 25% → 10 hours
• Trip and itinerary building – 30% → 12 hours
• Research – 15% → 6 hours
• Sales goal planning and budgeting – 15% → 6 hours
20-Hour Week (part time)
• Networking with partners and providers – 15% → 3 hours
• Networking with clients and contacts – 25% → 5 hours
• Trip and itinerary building – 30% → 6 hours
• Research – 15% → 3 hours
• Sales goal planning and budgeting – 15% → 3 hours
10-Hour Week (side hustle / minimal)
• Networking with partners and providers – 15% → 1.5 hours
• Networking with clients and contacts – 25% → 2.5 hours
• Trip and itinerary building – 30% → 3 hours
• Research – 15% → 1.5 hours
• Sales goal planning and budgeting – 15% → 1.5 hours
