Running your own travel business is exciting, but it also requires smart strategy to turn passion into profit. One of the most important lessons for any independent travel advisor is this: don’t rely on just one revenue source.
The travel industry is dynamic. Market trends shift, client needs evolve, and supplier availability changes. By diversifying your income across multiple streams, you safeguard your business against slow seasons or unforeseen disruptions.
Think of it like a five-legged stool: the more legs you have, the more stable your business becomes. If one leg wobbles (say, cruise sales dip or airline commissions shrink), the others will keep you steady.
Upselling isn’t about pressuring your clients to spend more, it’s about showing them what’s possible. As a travel advisor, you can upsell a trip by suggesting thoughtful upgrades or extras that truly improve the travel experience. That might mean offering a direct flight instead of a layover, recommending a room with a view, adding private transfers, or including special tours and dining experiences.
When you upsell well, you’re not just increasing the total booking value (and your commission), you’re helping your client have a smoother, more memorable trip. It’s a win-win. The key is listening carefully to what your client wants and then showing them options they might not have considered, especially those that add comfort, convenience, or exclusivity.
Upselling works best when it’s personal, not pushy. You’re the expert and when you present upgrades as thoughtful recommendations instead of sales pitches, clients see the value and often say yes. The most successful advisors keep a close eye on promotions and build strong, ongoing partnerships with key suppliers. With the right strategy, supplier commissions can be more than just a paycheck, they can be the foundation of a thriving, scalable business.
Pro tips:
Service fees are one of the smartest ways travel advisors can earn consistent income—before a single booking is even made. It’s just like how a lawyer or personal trainer charges for their time and expertise. Travel planning takes research, organization, and problem-solving, and your time is valuable.
To start, decide what types of services you’ll charge for: maybe a trip planning fee, an airline ticketing fee, or a cancellation and revision fee. You can set flat rates (like $250 for a custom itinerary) or use tiered pricing based on trip complexity. Then, clearly explain your fees during the first client call or include them in a welcome email or planning agreement.
The key is confidence and transparency. When you explain that these fees cover your time, insider knowledge, and access to trusted partners and exclusive experiences, clients will see the value. And once you put service fees in place, they create a steady revenue stream that supports your business—even when a client changes their mind.
Examples of common fees:
Pro tips:
Adding custom group travel and private tours to your business is a smart way to grow both your income and your client base. Here's why: when you plan a group trip, like a family reunion, a destination wedding, a school tour, or even a yoga retreat, you’re not just booking one trip, you’re booking many trips at once. That means more commission, more planning fees, and more opportunities to create unforgettable experiences.
Travel advisors can earn group bonuses from suppliers, get free tour leader spots, and often qualify for exclusive perks for the group like upgrades, private experiences, or onboard credits. Plus, when people travel together, they talk. If you impress one group, you’re likely to get referrals from several travelers, not just one.
To start, think about communities or interests you’re already connected to: maybe a local wine club, a school alumni group, or your favorite fitness instructor. From there, you can design a trip just for them that’s customized, themed, and guided by you every step of the way. It’s more work than a single booking, but the rewards in revenue, reach, and reputation are worth it.
Types of group trips to consider:
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Selling travel insurance isn’t just good for your clients, it’s smart business for you. Travel insurance protects travelers from the “what ifs” that can happen before or during a trip, like canceled flights, lost luggage, or unexpected medical issues. And when you offer it, you’re showing that you care about your clients’ well-being, not just their bookings.
As a travel advisor, you also earn a commission when a client buys a policy through you, usually between 20% and 35% of the premium. That means every sale adds to your income without adding a lot of extra work. You’re simply making sure your client is covered, and you get rewarded for it.
Plus, when things go wrong (and sometimes they do) insurance can help protect your business too. Clients are much less likely to blame you for non-refundable costs if they were offered proper coverage. So, by including travel insurance in your process, you're not only building trust with your clients, you're creating a new revenue stream and reducing your own risk at the same time.
Pro tip: Always provide a written insurance quote alongside the travel proposal to document that you offered it.
Affiliate and ancillary sales are one of the most overlooked ways travel advisors can boost their income and enhance the client experience at the same time. These are the extra add-ons that go beyond the basic trip, like airport parking, lounge access, city tours, or even travel gear like luggage or packing cubes.
Here’s how it works: you recommend a helpful product or service your client needs, and when they book it through your link or preferred partner, you earn a small commission. It’s like getting a thank-you for making a great suggestion.
The best part? These extras make your client’s trip smoother and more enjoyable. And since you're already the one planning their travel, they trust your recommendations more than a random website. It’s simple, helpful, and profitable. By working smarter, not harder, you can turn a single trip into a full-service experience that creates more value for your client and more revenue for your business.
Examples of revenue boosters:
Pro tips:
To build a thriving travel business, it’s essential to diversify your income. Relying on a single revenue source leaves you vulnerable to seasonal slowdowns and industry shifts, while multiple income streams create a stronger, more resilient foundation. This approach offers greater stability, long-term profitability, and the ability to deliver a full-service experience that positions you as an indispensable resource. By building these streams into your business model, you’re not just planning trips—you’re creating a smart, sustainable, and scalable travel agency.
April Swales is a dedicated advocate for travel advisors, bringing her expertise and passion to Uniglobe Travel Center. With a focus on mentorship, education, and collaboration, she empowers travel entrepreneurs to confidently build thriving businesses. April’s commitment to fostering professionalism and shared success reflects UTC’s mission to elevate the travel advisor profession and create lasting industry impact. Through her work, she helps advisors transform their passion for travel into meaningful, profitable careers.
At Uniglobe Travel Center (UTC), we’re committed to empowering independent travel advisors with the tools and support they need to succeed. Our tailored programs provide industry-leading commissions and expert guidance in developing effective sales and marketing strategies. Designed to meet you where you are in your career, each program helps you grow and achieve the next level of success.
With nearly 250 years of combined expertise, our dedicated team is here to help you reach your goals. We focus on delivering the perfect balance of support, business development, and personalized coaching—giving you everything you need to thrive as a professional, home-based travel advisor.
For more than 29 years, UTC has proudly upheld the internationally respected Uniglobe brand, serving as a trusted partner in the travel industry. Since 1996, we’ve been a leading host agency, helping advisors build thriving businesses and turn their travel dreams into reality.