Lead with an Owner's Mindset

Who is a travel agency owner? Is it a person who runs an agency, a host, or an IC?  In most cases, the nuance of the role is tied up in the advisor landscape.

According to Travel Market Report’s “2024 Distribution Outlook,” nearly 70% of advisor respondents self-identified as independent contractors, 

but only 24% of these ICs identified as owners.

The IC model isn’t new—far from it. For decades, outside agents have had a role, working on an independent contractor basis.

Yet, we all know the game has changed.

The rise of the entrepreneurial travel model, which has owners leading owners, has exploded. 

So, let’s ask the real question about the role of an IC: Is it a job—or is it a business? 

Technically, it’s neither. But in practice, it leans heavily toward business. The problem is, most of us—on both sides—still treat it like a job. Not because we’re doing it wrong. But because we had all spent most of our careers as employees. We were taught to follow rules, look for direction, and expect consequences.

It can be frustrating when we are uncertain about how to lead and engage ICs.

You don’t need to shy away from the shift—or ignore it. Instead, lean into it by empowering An Owner’s Mindset.

 What is an Owner’s Mindset? It is embracing the freedom, flexibility and fulfillment of making your mark in the travel industry. It is understanding a deep level the heart of entrepreneurship, and the difference it is making in the lives of the customers served.

It is also a consistent, gentle reminder that it is their business.

 Here are three suggestions to light up your team of ICs with an Owner’s Mindset

1. Know the Difference—and Lead with Clarity

   
   

   The first step is understanding the boundaries of the IC model and the terms of your agreement. When expectations are vague, results suffer. When expectations are clear, accountability rises.

   
   

   This is especially important at the beginning of the relationship. Everyone should understand their role, their responsibilities, and the level of leadership you’re offering.  

   
   

2. Empower an Owner’s Mindsets Across the TeamWhile this is especially relevant for ICs, it benefits everyone. An Owner’s Mindset is about leading your own mission: setting business goals, doing the work, and building a steady stream of lifetime customers.

   
   

   Advisors who take “ownership” of making their dreams come true stay focused, enjoy the thrill of success – no matter how big or small, and increase their conviction.  That conviction is contagious so it helps the entire team rise.

   
   

3. It Starts with YouYour mindset sets the tone. If you want to lead empowerment, be empowered to take a big swing at leadership. Empowering advisors also means letting go of “ownership”, even when you want to jump in and save the day. Trust your team, and your coaching to show them how to save it themselves.  

An Owner’s Mindset isn’t about control—it’s about empowering your team to take ownership, make confident decisions, and create a steady flow of high-value customers. When every team member feels equipped to grow their business within your business, the culture shifts—and the entire team rises.

If you are leading a team and looking for more insights on how to shift to An Owner’s Mindset, join us for our FREE Webinar: From Busy to Bold. It is designed to help busy leaders make the shift.