Selling Latin America: Four Tips From Clark Kotula

Clark Kotula, founder and director of Clark Kotula Representation and Sales Support, has been leading tours to Latin America since the 1990s. “It was a hobby that got the best of me,” he said. “I studied Outdoor Leadership at a small liberal arts college in Arizona and ended up in Peru in 1997 as part of my course work.”

From whitewater rafting to trekking the Inca Trail and eventually to the job of director of Latin America for the Geographic Expeditions, Kotula had walked and ridden over much of the land before he decided to start his own company.

Here’s what he recommends for travel agents selling Latin America:

Get beyond the fam trip. “Stay connected with the root of what is sacred about travel,” Kotula says, and engage in some adventure on your own to keep your passion. “The most successful agents are usually those that have always traveled on their own dime and to destinations they want to go, rather than those offered. Taking a couple of trips a year to travel in your own manner and shelling out your own money helps to keep things in perspective when dealing with clients.”

Respect the culture. Before starting out, learn a little Spanish. Because family comes first in Latin America, show respect to elders and interact with children. And don’t hold on too tight to your purse, as though someone is going to rob you.

See the sites. Kotula believes Latin America is one of the safest places in the world right now—including Colombia. While there may be “lingering issues” there, “if you want to shed old stereotypes and be inspired, go to Colombia.” He also recommends the Atacama Desert in Chile and the Lakes Region, which “will surprise and enchant anyone.” Don’t miss Peru and Machu Picchu, and include a side trip to Lake Titicaca, “to put the scale of human history and cultures of Peru into perspective.” And if you go to the Galapagos, make sure you also spend time on mainland Ecuador.

Slow down. Take the time to connect with destinations rather than just crossing them off your bucket list. South America is perfect for those looking for a local, authentic experience that also offers ease of access and diversity.