How to Optimize Your Time As a Travel Advisor

We’ve all said it or heard it: “That’s just the way it’s always been done.” While it may seem harmless, this phrase is often the quiet thief of growth, creativity, and even success. It implies we’re coasting—continuing habits, processes, or mindsets simply because they’re familiar. And in the fast-changing world of travel advising, complacency is the last thing we can afford. 

This brings me to a fascinating story that left a lasting impression on me, the story of the "zero in the box." 

The Zero in the Box 

Decades ago, a consultant was brought in to help a struggling London-based manufacturer. The company, founded in the 1920s, had once been a solid player in its industry, but over the years, productivity had lagged, quality had declined, and profits were sinking. Management was convinced they had tried everything to improve, but nothing seemed to work. So, they hired an outsider to figure out what was going wrong. 

The consultant began his work on the factory floor, observing the daily operations. Workers moved purposefully, filling out forms, transporting finished goods, and tracking metrics. One of these forms immediately caught his eye—it looked old, the print faint and blurry, as though it had been photocopied hundreds of times. At the top of the form, there was a small box in the top right corner, always filled with a zero. Curious, the consultant asked the floor supervisor, “What’s this box for?” 

The supervisor glanced at the box and shrugged, saying, “I don’t know. We’ve just always put a zero there.” 

The consultant pressed further, combing through years of archived forms. Page after page, the story was the same: the box, filled with a zero, had persisted for decades. Finally, after nearly giving up, the consultant found the original version of the form in a dusty filing cabinet labeled “Original Forms.” When he looked at the top right corner, the mystery was solved. The box wasn’t meaningless—it had a purpose once. Its label read: “Number of Air Raids Today.” 

The form dated back to World War II, when London was enduring the Blitz. During the war, air raids naturally affected production, and the box was used to track disruptions caused by bombings. But decades later, long after the bombs had stopped falling, the box remained—now meaningless, yet faithfully filled in every single day. No one had stopped to ask, “Does this still matter?” 

This small detail wasn’t the company’s core problem, but it was a symptom of a larger issue. The company had stopped questioning its processes. Habits and assumptions had taken over, leading to inefficiencies, complacency, and a failure to adapt to change. 

What’s Your Zero in the Box? 

Travel advisors can often be juggling so much at once—client inquiries, supplier research, social media, invoicing, and more. But how often do you pause to ask: What can I stop doing? 

Here’s the thing: success isn’t just about what you do—it’s about what you don’t do. Eliminating unnecessary or outdated tasks can free up time, mental space, and energy for the activities that truly drive a travel business forward. 

Challenge the Conventional

What could your week—or even your year—look like if you questioned some long-standing assumptions? Consider the possibilities: 

• Stop chasing clients who aren’t a fit. If a prospect ghosts you or pushes you into unprofitable territory, it’s okay to walk away. Free yourself to focus on clients who value your expertise. 
• Stop doing tasks you can automate. Are you still manually tracking expenses, client birthdays, or proposal follow-ups? Making the most of CRM systems, email templates and other automations can lighten the load. 
• Stop trying to do it all alone. Whether it’s outsourcing tasks like social media management or finding accountability partners within our network, remember—you don’t have to do everything yourself. 
• Stop saying yes to everything. If you say yes to every request, meeting, or opportunity, you risk burning out. Sometimes, the most powerful tool in your arsenal is a well-timed no. 

It may seem small, but these changes compound over time. Remember, progress doesn’t come from doing more. It comes from doing what matters better.