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Episode 7 - Is Your Fee Up For Debate?

The struggle is real for many Travel Advisors to get people to happily hand over the additional money for the fees - yet for some their clients never even blink, even the brand new to them clients.

So what’s the difference?

Let’s start with what it’s not… It’s not your geographical location. It doesn’t matter where you live or where your clients live. It doesn’t matter if your from a small town or a big city, clients pay when they believe you will solve their problems AND when you confidently ask for the fee.

Your confidence in your fee will have the biggest impact on whether or not you will receive a fee. If you are uncomfortable asking for the fees or immediately jump into justifying why you should be paid a fee, you’re going to have a much harder time collecting a fee.

People aren’t born knowing how to charge for their services, in fact we are all raised that we need to share with those around us and to help our neighbor. It can feel counterintuitive to us to then charge people to help them. Asking for money as a whole can be an awkward conversation for many.

When You Don’t Charge Fees - You’ll Grow To Resent Your Clients

We all want to be respected. That is a critical feeling for your success. If you don’t feel that your clients or colleagues are respecting you, it can cause feelings of resentment. Especially when it comes to a client that constantly asks you for quotes or itineraries and then ghosts you. When you charge a fee upfront, you are compensated for the work you’re doing, and if they choose to take your itinerary and book it on their own - that’s okay you were still paid.

Without fail, in my career the clients that were always the most disrespectful of my opinion, advice and especially my time were always those that I didn’t charge a fee.

Above all Don’t Let Your Fee Be Up For Debate. Demonstrate to them why you’re the expert and why working with you is a complete no brainer. That you are the right person to solve their problems.

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