Tips for Selling Disney Vacations from Top Travel Advisors

There’s something special about planning a client’s Walt Disney World vacation. Visiting the park is an experience passed down for generations as families continue making memories to last a lifetime. 

Though they can be complicated at times, Disney trips – to Disney World and beyond – are also some of the most rewarding to execute. The magical experiences are high in demand, ever-changing, and have been the backbone of building entire travel companies. 

TMR spoke with three travel agency owners who founded businesses based on selling Disney. Combined they represent nearly 3,000 travel advisors who sell a majority, if not exclusively, Disney travel. Here’s what they had to say about planning Disney vacations. 

Start the magic at home

One of the highlights of visiting a Disney resort, amusement park, or cruise ship is the customer service. The best Disney travel agencies make sure to emulate that, and travel advisors selling Disney products should adopt that same level of care for their clients. 

“It’s not just about spouting every Disney trivia fact you know,” Sue Pisaturo, owner and founder of Small World Vacations, which oversees 55 independent advisors nationwide, told TMR. “It’s about the client, and that’s what’s important. That’s starting the magic – making them feel special, the way Disney cast members treat them.” 

Know the products

Stay up to date on all things Disney, not just the classic offerings of the Orlando theme park. Once clients are hooked on Disney, they’ll want to experience everything, from Disneyland to Disney Cruise Line to Aulani Resort in Hawaii. And with the launches of Disney Treasure and Destiny on the horizon, the cruise sector of this massive franchise is booming. Knowing the intricacies of each product will set you apart as a Disney advisor. 

“We know the restaurants that will fill up quickly, what attractions will be the most crowded at rope drop, and how to book early so that you’re able to secure reservations,” Greg Antonelle, co-owner of Mickey Travels, LLC, which has 400 agents across the country, told TMR. 

Disney’s College of Knowledge on its travel agent website is the first stop for learning the ins and outs. From there, social media and YouTube are your friends. Basically, you want to become Disney-obsessed. There’s always something more to know, from the newest rides and to the ticketing and Lightning Lane system.  

Still, it’s impossible to know everything. That’s where making connections and having other Disney travel advisors to tap when there’s a gap in your knowledge comes in. For starters, you can join a Facebook group like Travel Agents Specializing in Disney: Collaboration & Community ✈️🏝️. 

“It is no doubt a difficult product to understand. Don’t be afraid to say, ‘I don’t know, and I’ll get back to you,'” Adam Duckworth, president and founder of Travelmation, which has 2,200 Disney advisors, told TMR. “We want to advise our clients the best we can and make sure we’re giving them accurate advice.” 

Experience it yourself

Why is selling Disney different from any other trip? That’s something you have to experience for yourself, the experts say. Perhaps even more important than knowledge is understanding deeply why Disney is special, which comes more from feeling than facts.  

For Pisaturo, firsthand experience is paramount. She only hires advisors who have stayed at Disney resorts or been on Disney cruises. “Going to Disney often: That’s their secret sauce,” she said of Small World Vacations travel agents. 

Let your Disney passion shine

As with selling any type of travel, your enthusiasm is contagious. This is especially true with products like Disney that are unique and extremely personal to clients. 

Rely on your own personal experience, and you’ll easily gain trust. Showing your excitement can help with upselling, too, but you also want to treat all clients equally – from those booking value hotels to those staying at deluxe resorts. When you’re passionate about making every client’s vacation special, they will remember that, and the referrals will come. 

“The guest can hear it in your voice; they can hear your enthusiasm, your confidence. It’s at your fingertips, you’re not searching it online,” Pisaturo said. “It’s very easy [for consumers to] book a Disney vacation online. An agent needs to bring something to the table where the guest will feels confident that the agent will listen, care about their vacation, and start the magic at home.” 

Listen to your clients

While showing off your Disney passion and knowledge is crucial, even more important is listening to the needs of your client. Only give them the information that is relevant to the trip they want to take. 

“It doesn’t matter how you like to do Disney,” Antonelle said. “It’s great to give advice, you can listen and offer suggestions about how to enhance that experience.” 

Remember that Disney clients are not cookie-cutter or one-size-fits-all. There will be some who want to “go go go” and others who need relaxation time. Some are Disney fanatics, while others are first-timers. But making memories is at the top of the list for all, and that’s what it’s all about. 

“I love Disney, I grew up on Disney and I love helping people experience the magic,” Duckworth said. “Our advisors hold in the palm of their hands the ability to help families have these unforgettable experiences. We take the weight of that seriously. Families are going to be spending their hard-earned dollars, so we want our planning to be as tight and crisp as possible.”