6 ways to stay connected
Working from home can feel isolating, but with a vast array of support and training both in-person and remotely, homeworkers feel anything but on their own, says Juliet Dennis
1. Fam trips
Homeworker-focused fam trips allow agents to meet other remote workers as they experience a destination.
The Jamaica Tourist Board began ‘hybrid’ fam trips this year, which let agents work in the morning and explore the destination in the afternoon and evening. Donovan Donaldson, business development officer for homeworking sellers, says tailoring trips around homeworkers’ schedules is key. “Homeworkers sell differently – they build personal brands, manage their time flexibly and need support that fits around their business model,” he says. Hays Travel agent Teresa Williams, is a homeworker who went on a Jamaica fam trip earlier this year that followed this framework. She says: “It was a great mix of age and experience so we could share knowledge and swap information, which is particularly refreshing when you’re used to working from home without colleagues to bounce ideas off.”
Homeworking firms also run trips for their own agents. Travel Counsellors is taking more than 430 agents on exclusive worldwide fams this year, supported by more than 70 suppliers. Director of franchise sales Matt Harding says: “These aren’t just fam trips – they’re business-building opportunities, providing a chance to network, share best practice and return home motivated with fresh ideas and renewed passion.”
GoCruise & Travel’s trips include regular ship visits to improve product knowledge. Head of franchise Colin Martin-Weekes says: “We see confidence grow in our franchisees to promote and sell the products they’ve experienced to potential new customers.”
2. Business development managers
Operators have responded to the rise in homeworker sales by recruiting dedicated business development managers (BDMs) to provide tailored support and training, similar to on-the-road visits to traditional high-street agents.
Wendy Wu Tours has seen sales from homeworkers more than double since it appointed Sarah Kewley as its first BDM for the homeworking sector last year. The company has since rolled out face-to-face training for homeworkers, from ‘Wu & You’ breakfasts to pub quizzes, custom marketing support and strategic incentives. Head of trade sales Gary King says: “It’s proven that when you show up for homeworkers in the right way, they respond in kind.”
Gold Medal has two homeworker-specific trade partnership managers, Hannah Eldridge and Nichola Marston, who host events ranging from supplier presentations in cafes to dedicated fam trips and webinars. Trade partnerships director Karen Fletcher says the result is strong agent relationships and tailored support. “Having Hannah and Nichola dedicated to these agents is vital to ensure they are receiving the same level of support and education as our retail agents,” she adds.
3. Online training
Online training platforms allow agents to learn at their own pace and often include fun elements and accreditation to encourage engagement.
Riviera Travel’s dedicated Riviera Explorer e-learning platform has 24 training modules on cruise and touring, which include videos and quizzes, leading to certification for agents reaching ‘expert level’. National sales manager Amanda Docherty says about 30% of the 2,500-plus registered agents were home-based. “We’re continuing to develop our marketing toolkit and assets with homeworker-specific material. We want it to be as easy as possible for homeworkers to promote our holidays,” she adds.
As well as e-learning platforms, suppliers host webinars and use social media to communicate with agents. Travelosophers says its weekly training webinars form a vital part of the mix to develop strong relationships with suppliers and tourist boards. “We make the training fun and interactive, with quizzes and small prizes to be won,” says head of sales Nisha Bean.
4. Conferences and roadshows
Conferences are a great way to connect with fellow home-based agents in a social and welcoming environment.
More homeworking firms are running their own events to deliver business updates and foster a sense of community and loyalty, including Designer Travel, Hays Travel, Independent Travel Experts, Inspire, Not Just Travel, The Holiday Village, Travel Counsellors, Travelosophers and Vertical Travel Group.
These conferences vary in content with some ramping up the excitement using celebrity speakers or entertainers, and others hosting events in overseas resorts.
JLT Group founder Janine Marshall hailed the group’s first conference – the JLT Jamboree in Cheshire this year – as a “fun and immersive” way to bring agents and partners together. “Strong relationships have been formed, with lots of post-Jamboree chats between agents and suppliers – exactly what we hoped to achieve,” she says.
Roadshows by trade marketing organisations Tipto and Bright provide other learning and networking opportunities. They hold free events nationwide, usually with food, drinks and prizes. “Not only do agents learn new information and meet new suppliers, they can win the opportunity to travel to destinations featured,” says Amanda Taylor, business development manager for The Holiday Village.
5. Mentoring and celebrity endorsements
Mentoring schemes are a popular and successful way to help agents learn, progress and gain confidence.
Travel Counsellors director of franchise Matt Harding says: “One of the most valuable tools for new starters is our mentoring scheme: each new Travel Counsellor is matched with an experienced agent for their first six months. They provide practical advice, encouragement and real‑world insight during those early stages.”
GoCruise & Travel’s mentoring scheme is part of its ‘new‑to‑travel’ programme. Head of franchise Colin Martin‑Weekes says: “Our mentors are a vital part of connecting our franchise community together, sharing expertise on how they’ve successfully sold holidays and built a loyal following.”
Not Just Travel pairs every consultant with a business development manager, backed up by ‘mentorship retreats’ in resorts so consultants can learn from peers to improve their business.
Homeworking firms have also begun to use celebrity endorsement to boost confidence among agents and attract more clients.
Businesswoman Sara Davies MBE was appointed growth and entrepreneurship partner for Travel Counsellors in 2025, while TV presenter Eamonn Holmes and Olympic legend Daley Thompson are celebrity ambassadors for Not Just Travel, which also offers social media coaching with TV presenter Hayley Sparkes.
Not Just Travel co‑founder Paul Harrison says: “These ambassadors provide an instant boost in credibility. Their public alignment with our brand helps consultants build trust more quickly with new customers.”
6. Marketing support
Homeworking firms provide marketing support to help agents build their brand.
The Hub, an all-in-one platform from 1,000 Mile Travel Group, allows advisors to tap into marketing resources, from social media and campaign templates to professionally written sales collateral.
Global marketing manager Mahala Summers says this helps agents to raise brand presence and “build confidence and capability in promoting their services”.
Silver Travel Advisor holds a marketing and social media induction session with toolkits to hit the ground running. “The marketing activity is a key element to establishing their business and starting to build awareness and enquiries,” says managing director Kerry Gallagher.
The Holiday Village advises homeworkers to increase the visibility of their business by venturing into the local community, be it attending wedding fairs, school events or business networking clubs.
It provides one-on-one assistance, including by attending events, helping with product selection and invitations and marketing materials such as pop-up banners, leaflets and polo shirts. “Local visibility is crucial for agents, both through in-person interactions and the use of marketing materials,” says business development manager Amanda Taylor.
Image credits: Shutterstock/Ground Picture; McLittle Stock
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