How To Start As a Travel Agent In Virginia
As we speak, there are families in Richmond searching for the best Disney World resort for toddlers on Google, couples in Northern Virginia that recently got engaged, but still don't know where to go for their honeymoon in Greece, and friends in Virginia Beach wanting to organize their joint cruise holiday but have no clue how to do it. All three parties could use a helping hand!
And your help would not only benefit them, it would help you! In Virginia, the process of starting a travel agency is much more accessible than most people assume.
First, the most surprising bit: Virginia doesn't need any special licensing to become a travel agent. You won't be required to pass any state exams! There's no need to get yourself registered with any government body. And finally, you won't need to invest in any additional education, such as a degree. Instead, all you will need is the proper background, connections, and passion for your job!
In Virginia, you can easily find opportunities in the field. For example, in 2024, the Commonwealth received the highest-ever tourism spending of $35.1 billion, which is 5.4% higher than the previous year. Over 44.7 million visitors came from around the world for their overnight trips to Virginia, spending an average of $96 million per day there! This is not a small-scale, niche business, it is a large market waiting to be tapped by those who know how to bring travelers closer to each other.
And this is the perfect time to enter the market. The travel industry lost close to 60% of its travel agent workforce during the peak of the pandemic. Experienced specialists retired or changed careers. However, the customers found out that organizing their complex vacations, river cruises in Europe, Disney World vacations for multiple parks, or safaris with their children, algorithms do not excel at. People seek human help and guidance, and you can be their go-to specialist!
My guide will show you the exact process you’ll need to go through to open your travel agency, actual agent earnings, potential pitfalls, and benefits that might remain unknown at first glance.
So… What Does a Travel Agent Actually Do All Day?
Before addressing the process of becoming a travel advisor, it is important to have a better understanding of what exactly these people do in their daily lives. Nowadays, travel agents are no longer the guys and girls sitting behind their desks in the strip mall, browsing through their travel books. The job of travel agents has evolved greatly, today, many of those people work at home, using computers instead of brochures!
Here’s what they do:
Create tailored travel itineraries for individual customers based on their budget, preferences, and style
Book tickets and hotel reservations for their clients and sometimes even arrange a cruise, a tour, and even private transportation, usually being able to provide additional benefits and services due to exclusive supplier connections
Advise their clients on different aspects of traveling such as visa formalities, necessary travel insurance, and other destination-specific recommendations
Manage any issues that might emerge during the trip, such as canceled flights or hotel accommodation
Offer travel packages created by resorts, cruise lines, tour providers, airlines, and others
Build lasting relations with clients to increase sales by means of repeated purchases and referrals
As a result, today, being a travel agent means having to become an expert in your area, knowing everything about the places that you recommend to your clients.
Is Virginia the Right Place to Start A Travel Agent Business?
The short answer is yes! Here are a few reasons that make Virginia an amazing state for becoming a travel agent:
The high concentration of corporate workers, government personnel, and tourists due to proximity to Washington D.C. provides a huge market for agents' services. Some northern cities of Virginia, such as Annandale, Arlington, and Alexandria, offer the highest-paid positions for travel agents among other areas in the state!
Increased domestic and foreign tourism within Virginia results in the increased number of travelers. Taking into consideration the approaching VA250 commemoration, which includes participation of the Virginia state in the 250th anniversary of the US gaining independence, Virginia is likely to get a record amount of inbound tourism in the near future. Locals will want a person who knows his state very well.
Blue Ridge Mountains, Shenandoah Valley, Virginia Beach, and Historic Triangle, which include Williamsburg, Jamestown, and Yorktown, provide local agents with plenty of opportunities for specializing in different types of tourism. A tourist can enjoy historical tours, adventure travel, winery tours, and beach holidays, all within the local region!
More than 229,000 travel-related jobs were provided by tourism businesses of Virginia in 2024, that number is growing yearly! Thus, travel agencies of the state create a network of suppliers, which will be very useful for a successful travel agent.
Travel Agent License Requirements in Virginia
Here’s the main question many travelers have when entering the industry: Is a license required to become a travel agent in Virginia?
No. It's as simple as that! Virginia does not make it necessary to get licensed by the state, take the test or register anywhere in Virginia to operate as a travel agent or advisor. But there are some crucial requirements and concepts you will have to know.
IATA Number
To legally book trips for your clients and receive commissions from suppliers such as hotels, cruises, and airlines, you will have to be granted access to an IATA number (the International Air Transport Association number). It is a unique seven-to-eight-digit identification number. Essentially, it is like a business license issued to agents who work within this field and allows suppliers to verify that you are a legit travel advisor to pay commissions.
And guess what? You don't need to apply for it individually. This process is complicated and costly and involves meeting certain conditions. Most independent travel advisors obtain an IATA number through becoming members of host agencies.
"Seller of Travel" Registration
Virginia doesn't mandate sellers of travel licenses or registrations. However, there are at least four other US states where you are required to get registered or licensed. They are California, Florida, Hawaii, and Washington. In case you sell packages to residents of these states, as well as to people who purchase from suppliers headquartered in such areas, you need to ensure you are covered by a seller of travel license.
Fortunately, this issue is solved easily with a membership in host agencies! These agencies provide you with seller of travel licenses in all relevant jurisdictions. And if you ever choose to operate independently and collect your fees from clients, you will have to sort out this matter yourself.
General Requirements and Age Limits
Minimum age: 18 years old
Background check: Host agencies perform one
Degree is not mandatory: Not even a high school diploma is required
If you’re looking for an agency to join, consider becoming an agent with us at MainStreet Travel! You’ll pay a one-time fee of $99 and that’s it! No other hidden fees or dues! You can work from home and work as much or as little as you’d like! Book for yourself and enjoy the perks of being a travel professional!
Quick Steps to Becoming a Travel Agent in Virginia
Step 1 — Know What It Is & Whether You Want This Career
Before anything else, ask yourself why you want to become a travel agent. Many fail because they think it's a career that pays off in free vacations. While this is possible, it doesn't happen overnight or necessarily with high frequency. This is a service-oriented sales job. It takes persistence and hard work to start earning.
Questions to consider:
Am I interested in researching travel and providing assistance to clients?
Do I have good skills in sales and marketing?
Am I okay with earning commission, and am I prepared for fluctuations in income (for the first several months)?
Do I have a passion related to travel that can serve as my niche (e.g., Disney travel, luxury travel, adventure trips, honeymoons, cruise vacations, etc.)?
The majority of questions above will provide insight into whether you would be a great candidate for the career path. Inability to market yourself is not something you have to worry about as this can be learned. However, salespeople have distinct traits that allow them to perform well in this position.
Step 2 — Choose Your Education Option
While travel agents in Virginia do not have to possess any formal degrees, a minimum level of education in this field should be considered. Travel agent responsibilities include booking flights, trains, cruises, hotel rooms, tickets, etc. In addition to that, there are insurance issues, payment processing, and a whole range of other concerns that require comprehensive knowledge and extensive training to deal with effectively.
Here are some educational paths worth considering:
Formal academic programs
Agency-based training programs
Online courses
The best choice largely depends on how much effort you are willing to put into this endeavor. Formal academic programs are time-consuming. Online courses take less time but require motivation to study. On-site training courses, provided by host agencies, may prove effective for newcomers. The latter option provides hands-on training while allowing you to earn income during the process.
Virginia universities offering online programs:
George Mason University:
Online; air/ground transport, luxury travel, professional dev
Cost: $2,345
Piedmont Virginia Community College:
Online; marketing, sales, customer service, geography (100 hrs)
Cost: $2,295
Northern Virginia Community College:
Campus; Hospitality Management associate degree
Cost: $190–$381/credit
Note that these degrees look impressive on paper while helping you acquire essential skills in customer service, hospitality, travel trends, and booking techniques. On the other hand, online courses provide quick learning. In case of doubts, take the Travel Institute's Travel Agent Proficiency (TAP) exam, which guarantees success within the industry.
Step 3 — Find a Host Agency
Finding a host agency in Virginia is a critical step in starting a career as a travel agent. These organizations offer access to booking systems and supplier relations, thus providing aspiring travel agents with an opportunity to become certified in no time. Additionally, reputable host agencies provide excellent training programs for beginners.
Factors to consider when choosing an agency:
Availability of an IATA number as part of membership
High commission rates (ideally, between 70%-90% in your favor)
Good training and mentoring programs
Availability of a specialized niche you wish to work in (cruises, luxury, Disney, etc.)
No unreasonable fees and minimums
Sales agent license available for CA, FL, HI, and WA
Proactive community and support
Top 10 Virginia host agencies (based on annual ratings):
MainStreet Travel Agency
Yeti Travel
Remember to visit r/travelagents to learn more about host agencies and the benefits associated with each company's membership. Also, make sure to discuss the commission rates as some companies offer tiered commission structure increasing the rate depending on annual sales.
Another factor many guides overlook, carefully read the contracts! Most host agencies require signing of a non-competition agreement and often dispute clients' ownership once the agent leaves. This means that you might be restricted from working in the industry if you choose to switch agencies or work independently in the future. What happens to your client list? It is crucial!
Step 4 — Obtain IATA Number
The host agency you chose will help you gain access to IATA number. The process is relatively easy to complete as most of the procedures will be handled by the agency itself. You'll have to sign the contract and pay a fee (which will be covered by the agency). IATA number authorizes you to start making bookings and earn commissions.
Step 5 — Consider Getting Certifications
There is no law requiring certifications for travel agents. However, it is worth mentioning that the coronavirus pandemic affected the industry drastically. As a result, many travel agents lost their jobs while others stopped pursuing their careers in the field temporarily. This allowed numerous amateurs to join the market with little to no experience. Obtaining certifications might help you stand out in this scenario. Again, it’s not required, you’d really just be doing this for yourself.
The three primary certifications worth considering:
Certified Travel Associate (CTA) — Required if you want to work in the industry long-term. It requires either a year of experience or passing the Travel Institute's Travel Agent Proficiency exam.
Certified Travel Counselor (CTC) — A higher level of certification meant for agents with at least 5 years of experience.
Certified Travel Industry Executive (CTIE) — The highest level of certification.
ASTA Verified Travel Advisor (VTA) — Offered by American Society of Travel Advisors for $399 (members); provides annual listing on ASTA site pulling more than 700,000 visits from consumers yearly.
CLIA Accredited Cruise Counselor (ACC) — For those who specialize in cruises; requires 120 credits, 4 ship inspections, at least two personal cruises, and actual cruise bookings.
Many travel agents overlook one simple rule, obtaining certificates should be done after gaining certain experience in booking flights and trips. After learning what your typical client needs, apply for one of the credentials to improve your performance further.
For instance, seasoned professionals who have been working in the industry for 20+ years do not see a need in certifications. Their experience is enough to secure them a high commission and multiple clients. Still, the current situation in the industry proves otherwise.
Step 6 — Specialize in One of the Fields
This is where the vast majority of new travel agents stall and overthink. This is also one of the few factors that may significantly affect income potential. Specialists earn more money and receive referrals much easier than generalists.
Why specializing is a great idea:
Clients prefer specialists to generalists. Just like they would prefer cardiologists to general practitioners in case of heart disease.
Niche marketing is always more effective than general marketing.
Your relationship with suppliers deepens due to steady work with the organization.
More referrals since customers have similar interests (i.e., love Disney movies).
The most popular niches in Virginia:
Luxury travel
Cruises (ocean & river)
Disney and other theme parks
Adventure travel
Family vacations
Group trips
Honeymoons and romance trips
Wellness tourism
Corporate/government travel
Heritage tourism
There are several reasons why Virginia agents should specialize in heritage travel. First of all, Virginia has rich colonial and Civil War history that offers a great deal of opportunities. Secondly, the country will be celebrating its 250th anniversary in 2026 (the year of the VA250), which will result in increased interest in heritage travel throughout the state!
Virginia Travel Agency Earnings
It's time to be realistic, as many people who enter this field have either unrealistic expectations or unrealistic pessimism when it comes to earning. The truth lies somewhere in the middle, and everything depends on the approach one takes towards the whole thing.
Virginia Salary Ranges (Experience/Average Earnings)
Entry-level / new agent | $22,850 – $36,000
Mid-level (2–4 years) | $42,567 – $50,000
Full-time hosted agent (3+ yrs) | $67,256
Independently accredited agent | $78,940
Top 25% of experienced agents | $100,000+
Elite specialists | $250,000+
The median annual salary of travel agents according to the BLS is estimated at $46,400. The median annual salary in Virginia is estimated to be $42,567 but includes many part-time workers and newcomers with an incomplete clientele base.
Hourly pay varies in Northern Virginia, namely in cities such as Annandale, Hampton, and Fort Belvoir, to reach a maximum of $29.95 an hour due to its location next to Washington D.C., known for corporate and government travelers.
How Commissions Work
Travel agents earn their money mainly from suppliers' commissions, which constitute a percentage of the total price paid by the supplier, not the traveler, to make the reservations:
Hotels: 5-12%
Cruises: 10-16%
Tour Packages: 10-20%
Average: About 13%
Tiered Commissions and Host Agency
Sales $0-$49,999 annually → Commission of 10%
Sales $50,000-$249,999 annually → Commission of 13%
Sales $250,000-$499,999 annually → Commission of 14%
Sales $500,000 and up annually → Commission of 15%
Host agency takes their cut of 10-30% on the total commission, while the other portion goes to you. An outstanding host will have an 80/20 or even 90/10 commission splits scheme.
Planning fees can be used in certain circumstances but we really advise agents to stay away from them as they tend to scare clients away. You should really only use them if the booking is particularly large or difficult.
Example: Booking of 17 travel itineraries worth $11,000 each at the rate of 14% commission and 80% split gives you about $20,900 a month in commissions. There is more to it than meets the eye for successful travel agents!
The Amazing Travel Agent Perks
Every single person talks about the flexibility aspect. However, there are some other advantages that make travel a complete life choice rather than a mere profession.
FAM Trips – The Industry's Best-Kept Secret
So-called FAM trips (Familiarization Trips) are extremely discounted or even absolutely free offers to agents, provided by hotels, cruise ships, tourism organizations, and tour operators. What's the purpose? The answer is obvious, they want to familiarize themselves with their offer, so that one could later promote and sell it more successfully.
What FAM trips include:
Lodging
Meals
Activities/excursions
Transfer services
What's not covered:
Flight costs (possibly discounted)
Tipping (guides, hotel personnel, drivers)
Travel insurance
When it comes to an active agent who works with his/her own clients, the number of trips funded by hosts reaches 90%. This is the main reason to select an agency which cooperates well with different suppliers, because most invitations come from there.
In addition to FAM trips, there's a bunch of additional bonuses one receives when operating in the field:
Personal travel discounts (up to 50% off retail)
Invitations to inspect cruise ships
Hotel rate books for media/trade use
Free access to the supplier training events held around the globe
Gathering Your Client Base
Here's something the polished marketing brochures won't tell you: getting your first clients is harder than the actual travel booking. Most new agents underestimate how much time and energy goes into the business development side and that's where many people quietly give up within the first year.
Don't let that be you. Here's what actually works:
Start With Your Personal Network
Your friends, family, and colleagues are your first clients and more importantly, your first referral sources! Book a few trips for people you know. Build your confidence. Get testimonials. Then use those relationships as launchpads, not landing zones. Your inner circle can only sustain your business for so long.
Email Marketing Is Underrated
Email consistently delivers around $36 in return for every $1 spent in marketing. Start collecting email addresses from day one. Create a simple newsletter, travel tips, destination spotlights, limited-time deals, that keeps you top of mind when someone starts thinking about their next vacation. Your email list is an asset you own; your social media following technically belongs to the platform!
Pick One Social Media Platform and Own It
You don't need to be everywhere. Pick the platform where your ideal client hangs out and commit to it fully. For luxury and honeymoon travel, Instagram and Pinterest are gold! For family travel or Disney, Facebook communities are incredibly active. For corporate or professional services, LinkedIn works surprisingly well in the Northern Virginia D.C. corridor.
Travel is inherently visual. Share photos, behind-the-scenes booking moments, client testimonials, and destination reels. Show the experience of working with you, not just the destinations you sell.
Lean Into Local Virginia Communities
This one most guides miss entirely: Virginia has an extraordinary network of community groups, military families (thanks to a heavy DoD presence in Northern Virginia and the Hampton Roads area), church groups, and civic organizations that travel together regularly. Group travel bookings are among the most profitable per-booking category in the industry. Becoming the go-to travel agent for one community organization can sustain an entire business on its own!
Niche Content Marketing
If you're specializing in a niche, write about it. Start a blog. Create YouTube videos. Post regularly about your specialty in Facebook groups and Reddit communities related to your niche! People planning complex or high-value trips, Disney vacations, river cruises, luxury honeymoons, spend months researching online before booking. If your content shows up when they're searching, they'll find you organically. This is one of the most sustainable long-term strategies you can invest in!
Travel Agent Working Remotely in Virginia
The positive aspect, this job is practically made for remote working. Almost all independent travel agents in Virginia work remotely! Here’s what you need:
An office that will provide an environment with minimum distractions (you can even lock the door to avoid disruptions)
A reliable computer and fast internet connection
CRM (Customer Relationship Management) software to manage clients, bookings, and follow-ups
Email and your personal website or at least landing page
Access to the booking portal of the host company
Establish a morning ritual. Work from home does not mean that you treat your office casually. Those independent travel agents, who are succeeding in their work, emphasize that discipline is the only way for them to be efficient and avoid fatigue in the first months of remote working.
Another geographical feature of Virginia, if you live in Northern Virginia, you can easily attend any event in the field, join various networks in D.C., and get access to big corporate clients!
Frequently Asked Questions
Is there a state travel agent license in Virginia?
There is no state license for travel agents in Virginia. However, the most important legal requirement in the state for becoming a travel agent is obtaining an IATA number. Most host agencies help agents obtain an IATA number.
How long does it take to become a travel agent in Virginia?
Theoretically, getting started with a host agency will only take weeks. But getting established enough to earn a full-time living takes anywhere from 6 to 18 months.
Can a beginner become a travel agent in Virginia without any prior experience?
Yes, absolutely. Almost all host agencies target people without experience in the industry. You will not be expected to have experience.
How do travel agents earn money — from customers or from suppliers?
Travel agents primarily earn money from the suppliers who pay commission based on sales. In addition, some travel agents charge their clients a planning fee. These fees range between $150 and $350 per trip. Though these are not used often.
Is there a need to incorporate as an LLC to become a travel agent?
While being an LLC is not mandatory to start your travel agency business in Virginia, it is highly recommended for legal protection. You may be able to use your own name for your business at the beginning but creating an LLC is advised as your business progresses!
What is the difference between travel agents and travel advisors?
There is no difference between them. They are the same thing. But due to the changing dynamics of the travel industry, the title of travel advisor better captures the essence of the job today.
Can I become a specialist in Disney travel from Virginia?
Sure, becoming a specialist in Disney travel is a great idea. Notably, there are host agencies such as Boardwalk Travel Agency in Virginia where the agents specialize in Disney-related vacations.
Are there travel discounts available for travel agents in Virginia?
Yes, one of the most valuable things about being a travel agent is getting various travel discounts from suppliers and hosting agencies. For example, FAM trips provide the travel agents with the opportunity to visit hotels, cruises, and other facilities for free or very cheap!
Is there a need to sell travel insurance?
There is no need for it, but it is always beneficial to do so because selling travel insurance is part of providing excellent services. If you would like to sell specific travel insurance products, you would need to obtain limited lines travel insurance agent license from the Virginia Bureau of Insurance.
Can I be a part-time travel agent in Virginia?
Yes, you can easily run a part-time travel agency while having some other sources of income, even in your first year.
Is travel agency a dead-end career?
Definitely not! According to the latest statistics, in 2024, the tourism industry achieved a record-breaking $35.1 billion in Virginia. The Bureau of Labor Statistics states the median annual salary of $46,400 in 2024. Full-time hosted travel agents earn $67,000+ annually.
Virginia Is Calling
There's a version of your life where you wake up excited about Monday. Where your office might literally be a pool deck at a Cancun resort because you're on a FAM trip this week. Where the satisfaction of helping a family nail their once-in-a-decade vacation gives you more energy than any paycheck ever could!
Virginia's tourism sector generated $35.1 billion in spending last year, with nearly 45 million overnight visitors rolling through the Commonwealth. Virginia is expected to exceed $36 billion in 2025. The travel industry isn't shrinking, it's exploding! And there are far fewer travel agents competing for those clients than there were five years ago.
You don't need a license. You don't need a degree. You don't need thousands of dollars in startup capital. What you need is commitment, a good host agency, a defined niche, and a willingness to learn faster than you're comfortable with!
Virginia is one of the most richly layered states in the country, Blue Ridge Mountains to the Chesapeake Bay, small-town wine country to the corridors of global power in D.C. and its travelers are adventurous, well-traveled, and hungry for experiences that feel curated and personal. That's exactly what a great travel agent provides!
Your clients are out there right now, planning a trip on Google that they're quietly hoping someone could just handle for them. Be that someone, start today!
