Flight Centre Associates wants its Associates to succeed. With that in mind the host agency has rejigged its program offerings to make it easier for agents to hit the 80% commission tier.

That’s not the only update to the program, but it’s one of the most notable. Also new in the program, Flight Centre Associates has added in three-year commission guarantees and updated its rewards and recognition platform.

Sphere spoke with Flight Centre Associates Brand Leader Lee Zanello about the changes to the program.

Sphere: You’ve made it easier to hit the 80% commission tier. Was this becoming an issue, that Associates were frustrated with not being able to hit the maximum commission level, or is it more of an incentive to woo new Associates?

Zanello: “All of the changes we have implemented in the past month are pro-active and progressive.

“While we are always implementing changes and ideas from our Associates base, we weren’t getting any negative feedback around our structure the way it was at all.

“We liked the idea of being able to reward Associates based on their previous year’s commissions with a three-year commission guarantee, something that we have never done before and no other host agency currently offers.

“The first tier of that is a guaranteed 80% at previous year’s commissions of $50,000 or higher. In our previous structure, to average 80% on the year you needed to hit $5,000 per month, which is $60,000 annually.

“If you are not on a guarantee already, we have lowered this to $4,000 a month ($48,000 annually) to bring the numbers more in line with the $50,000 guarantee.”

Sphere: Were Associates asking for the commission guarantees?

Zanello: “This was more an idea we wanted to run with to reward agents who have proven success. We do not lock agents into contracts for years at a time. You need only 60 days notice should you ever decide we are not the right fit for you. We prefer the carrot to the stick in terms of incentive to stay with us.

“I don’t think contract terms inspire loyalty. People change, businesses change and needs change. I have always maintained that if FCA is a good fit for you and your business then give us a try; my job is then to ensure we provide you with a service you never want to leave.

“I think a guarantee on commissions (including that $2,000 signing bonus to help compensate for any outstanding projected commissions you may have in your current agency) is a solid step forward towards that philosophy.”

Sphere: How many Flight Centre Associates are there in Canada now and what sort of growth are you hoping for over the next couple of years?

Zanello: “With a solid 15 new Associates on the board for June so far – with more to come before month end – we are aiming to finish out our financial year (June 30) at roughly 180 FCAs in the business.

“Our lowest estimates are having us double that number within the next two years, made up of both people new to the industry and those looking for a positive change and more support for their business.”

Sphere: What’s your ‘elevator pitch’ for a prospective agent looking to join Flight Centre Associates or switch host agencies?

Zanello: “FCA is the best of both worlds. We have the strength and backing of a global company to secure you the best product, commissions, industry and marketing support mixed with the one-to-one, small-family connections many agents look for.

“We are accessible, engaged and committed to your business, to your customers and the travel experience they receive from you.”

“At FCA you will run your own business, but you will never feel alone because support is everywhere.”