Building a Travel Business with Grace + Joy: Mindset Shifts Every New Advisor Needs

When I first stepped into the world of travel advising, I had this picture in my head. I thought people would be lined up, eager to hand me their credit card. I thought the money would roll in quickly. I thought friends and family would automatically become my first loyal clients. And if I’m honest, I thought the whole thing would feel easier than it actually was.

The reality was different. And if I had clung too tightly to my expectations, I probably would have quit. What kept me going were the mindset shifts that came—sometimes painfully, sometimes slowly—but always in ways that made me a better business owner and gave me more grace for myself, my family, and the clients I serve.

One of the first things I learned was that training doesn’t actually unlock bookings—logins do. I still remember sitting on the phone with my in-laws, who were ready to book a $17,000 cruise. They had the dates, the ship, and the credit card in hand. All I had to do was process it. Except I couldn’t. I didn’t even have a vendor login yet. That was the moment I realized preparation in this industry isn’t about finishing every training course—it’s about having access and being ready to act when opportunity knocks.

Then came the clients. I went into this business assuming people would be upfront with me about everything. They weren’t. Not because they were bad people, but because clients forget things, they hide things, or they downplay things. I’ve had clients “forget” to mention blindness, mobility issues, or major injuries until it created big problems. At first, I felt duped. Now, I see it differently. They’re human. They don’t always know what details matter. My job is to ask better questions and give them the space to tell me what they might otherwise leave unsaid. That shift has saved me headaches and helped me approach people with curiosity instead of frustration.

Another surprise? Nobody knows how travel agents get paid. Nobody. Not clients, not even some family members. I can’t tell you how many times someone assumed I got paid by the hour or by my agency instead of through commission. For a while, I felt disrespected when people asked for quotes and then booked elsewhere. Eventually, I realized it wasn’t personal—they simply didn’t understand the system. Once I stopped being offended and started educating every single client about how this works, everything changed. They weren’t trying to hurt me; they just didn’t know.

And then there was the money piece. I made thirty-one dollars my first year. That’s it. After all the time, effort, and energy I poured into this career, it felt humiliating. But over time, I learned this is not a get-rich-quick business. It’s a long game. Bookings take time to land, commissions take time to pay, and relationships take time to grow. Once I accepted that, I stopped beating myself up for not being instantly successful. Patience became part of the business plan, and with patience came peace.

Finally, there’s the myth that friends and family will be your first and best clients. Spoiler alert: they won’t. Some will, sure, but many won’t—and that’s okay. In fact, it can even be a blessing. Do you really want to know every detail about where your relatives are traveling, or deal with the awkwardness when they push ethical boundaries you don’t want to cross? Over time, I realized it was healthier to release that expectation. My friends and family don’t owe me their business. What they can give me instead is support, referrals, and cheerleading. That is often more valuable than their direct bookings.

Each of these lessons required me to let go of the version of this business I had in my head. Living with reality instead of fighting it changed everything. I gave myself permission to grow slowly, gave my clients permission to be imperfect, and gave my family permission to support me in ways that fit them.

The result? Less resentment, more grace. Less frustration, more freedom. And the ability to keep building something I love without carrying the constant weight of unmet expectations.

If you’re stepping into this world, or maybe you’re a year or two in and wondering if you’re doing something wrong, hear me on this: you’re not. You’re just learning the same lessons the rest of us had to learn. And when you start to accept reality for what it is, rather than what you hoped it would be, you’ll find yourself standing on much steadier ground.

Because the truth is, this business isn’t easy. But it is worth it. And with the right mindset, you’ll not only make it through—you’ll build something you’re proud of.