‘Agents who invest in themselves are most successful’, says Regent sales chief

Travel agents who invest in themselves will be the most successful in the industry, according to the chief sales officer of Regent Seven Seas Cruises.

In an interview with Travel Weekly, Steve Odell urged travel agents to spend time educating themselves about the products they sell and to make an effort to get on board ships by utilising fam trip, ship visit or agent rate opportunities.

Odell, who took up his role three weeks ago, emphasised the value in “investing the time and energy in learning”, as once agents have the sales knowledge and experience on board, they can secure “limitless” bookings and have “phenomenal” earning potential.

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“Going on a ship is the biggest investment an agent can make in their own career,” he said. “Once they go on a ship and they touch and feel it, they will become a dedicated fan straight away, leading to sales.

“Travel agents have got to invest in themselves – that’s where you see the most successful agents selling cruise today, it’s always the ones who have invested in themselves by taking trips, going on board and familiarising themselves with the product they are selling.

“We also have the best commission rates in the industry, so agents who sell two Regent cruises will make the same as if they sold 10 package holidays, meaning by investing in their learning, agents can actually do less work which will be more financially rewarding.”

International managing director Caroline Smith added: “Time and time again we see those agents who do invest the time in getting to understand the nuances of our product, how to sell it and where to find the best customers are the ones who see the most success, and that success snowballs because those customers come back over and over again.”