What does it really take to scale to over $1M in sales as a travel advisor in your very first year? Spoiler alert: it doesn’t happen by chance. It happens by treating your business like a business from day one.
From Startup to Sales: What Serious Travel Advisors Do Differently
A million-dollar business starts with a million-dollar mindset. The first tactical shift? Showing up like a CEO.
Here are the first moves to make if you want to scale fast:
Set clear boundaries: Katie Gibosn, Founder of KG Travel Co., made it a point to structure her client process before she launched. That included fee transparency, firm communication hours, and clear deliverables, all outlined in an Investment Guide.
Charge planning fees from the start: She didn’t wait to “earn the right.” Instead, she used a formula-based calculator to justify fees and show value. This created client clarity and confidence.
Use templated systems: Rather than building everything from scratch, Katie relied on the Client Communication Templates to elevate her email experience and reinforce her brand.
Invest where it counts: While she kept some expenses lean (like initial branding photos), she prioritized tools that made her more productive and polished, from her CRM to a templated investment guide.
“People are investing $20K, $30K, $100K in travel. They need to trust me. And that trust starts with how I show up.” —Katie Gibson
Prioritize Profitable Trips, Not Just Passion Projects
It can be tempting to say yes to every request, especially early on. But as Katie learned, not all inquiries are worth your time.
To stay profitable and avoid burnout:
- Focus on 4- and 5-star properties: This was a requirement listed clearly in her investment guide.
- Decline unprofitable itineraries: Custom camping or budget-heavy requests? She gracefully passed, unless the client aligned with her business model.
- Implement change fees: Late-stage itinerary shifts? Katie added fees for major in-trip changes to protect her time and energy.
Create a Professional Experience from Day One
You don’t have to visit every destination to sell it confidently. Katie sold destinations she’d never been to by leaning on DMC partners and supplier expertise. She reminded clients, “I may not have been there, but I work with teams who live there.”
She also:
- Created a content system to educate her audience
- Followed up consistently with leads
- Sent out postcards and DMs to her ideal client list
This combination of strategy and grit helped her book over $1M in gross sales and replace her previous six-figure income within the year.
Ready to Sell a Million?
Here are three takeaways to implement this week:
- Map out your service structure and fees
- Invest in your communication workflows
- Say no to trips that don’t align with your business model
If you want more high-converting scripts and automations to help you scale fast, check out the Client Communication Templates.
And if you’re ready to make consistent five-figure months your new baseline, the Seven Figure Sales program is a must.
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