One of the most frustrating things travel advisors face is clients using an OTA to book flights on their own. They may do this without realizing what kind of change/cancellation penalties, hidden fees, or other red flags are attached to that fare they thought was a great deal. As a travel advisor, your best way to combat this is to be proactive with your airfare expertise. Your value lies in the depth of knowledge you bring to every quote, every recommendation, and every detail you manage behind the scenes. When you go beyond simply sharing the basic flight options and educate your clients on fare rules, upgrade opportunities, stopovers, and smart savings strategies, you secure your value as the expert on all things travel.
The tips below will help you position yourself as a trusted industry expert your clients can’t imagine traveling without.
1. Include fare rules in your quotes
While price and schedule are certainly important to travelers, they are not always the top priority. If your clients know they might need a last-minute change, they may prefer fares with lenient change and cancellation rules. A lower fare with strict rules may end up costing travelers more in the long run. By explaining the trade-offs, you and your clients can determine which type of fare best suits their unique situation. You will prove yourself invaluable to clients by providing in-depth information on fare rules during your quoting process.
2. Proactively offer upgrade options
Post-pandemic travel trends have shown a drastic rise in travelers opting for premium seating. Today’s travelers have high expectations for comfort and privacy, and they’re willing to pay for it. Airlines have responded by expanding business class options and even offering a wider selection of upgrades in the “mid-tier” range. Don’t assume your travelers simply want the cheapest seats available. If you are selling luxury travel, your travelers may prefer a premium experience for every portion of their journey, not just at their destination! Centrav frequently offers webinars with our airline partners to give you in-depth knowledge on airline loyalty programs, classes of service, and routes. Be sure to register at Centrav.com so you can take advantage of all our airline webinars.
3. Suggest Stopover Opportunities STPC
Some airlines provide complimentary or low-cost stopover programs, often called STPC (Stopover Paid by Carrier). Airlines typically use this as a way to incentivize their less popular routes. When available, this can transform a simple connection into a bonus adventure. A long layover in a city like Doha, Istanbul, or Dubai may include free hotel accommodations, meals, transportation, or even city tours. Recommending a stopover, where suitable, showcases your industry knowledge and offers your client a truly memorable experience. Here are some of the best STPC opportunities for 2026 travel.
4. Look for creative ways to save
Small adjustments in departure dates or flight times can sometimes produce significant savings. Your job, as a travel advisor, is to discern when a savings is great enough to suggest adjusting an itinerary by a day or two. A savings of fifty bucks often isn’t enough to change the schedule, but a few hundred dollars might be worth it! Present any new options and savings clearly alongside the original quote so your client can determine if a change is worthwhile. A thoughtful recommendation like this demonstrates your desire to respect a client’s budget without sacrificing convenience.
5. Double-check passenger information
Did you know that misspelling a name (even by a single letter) on a ticket can result in a cancelled flight? In the travel industry, small errors on names, birthdates, or outdated contact information can result in big problems. Your clients could face costly fees at best, or a cancelled trip at worst. Make it your habit to double and triple-check that all details added to a booking match a passport exactly. This extra layer of diligence protects you and your clients from unnecessary stress.
6. Request special meal preferences in advance
Special dietary needs should never be an afterthought. Whether a client requires vegetarian, gluten-free, kosher, or other meal options, proactively offering to request it demonstrates care and attention to detail. Many airlines require advance notice, and availability cannot be guaranteed without prior request. By handling this early, you eliminate uncertainty and enhance the onboard experience. Even travelers without restrictions may appreciate knowing options exist. These small touches reinforce your value beyond the purchase of a ticket.
7. Provide Tips for Long Layovers
A long layover does not have to feel like wasted time! Share a list of dining, spa services, sleep pods, lounges, or nearby sightseeing opportunities if time permits. Recommend comfortable attire and carry-on essentials such as entertainment, toiletries, and medication. By preparing your travelers with this valuable information, you can help set them up for success on a long layover!
Travel Agents: Advocates, Experts, Memory-Makers
Your value as a travel agent goes far beyond simply booking a ticket. You are the advocate during a crisis, the expert with the answers, and the memory-maker for the milestones. You know how to craft a perfect flight experience that will meet both their comfort and their budget. This is something an OTA can never do!
Read next: Learn To Speak Like a Travel Agent
