In the evolving landscape of travel, discussions around charging service fees have gained momentum as advisors enhance their professional roles. 

At Envoyage, a network of seasoned travel experts, charging fees is viewed not merely as a revenue source but as a vital acknowledgment of an advisor’s value, expertise, and the lasting relationships they build with clients. 

To better understand how implementing fees can transform a business, we spoke with several members of our network who shared how this approach has positively impacted their success. 

While the choice to implement fees is deeply personal and varies by business, it’s important to know that it’s never too late to start. Recognizing your worth and the unique contributions you bring to your clients’ journeys can set the foundation for sustainable growth and trusted service.

Recognizing the Value of Expertise

The travel landscape has shifted significantly in recent years, driving a growing number of advisors to consider charging service fees to affirm their worth and commitment. 

“If you want to be taken seriously as a professional travel advisor, you need to protect your peace and get compensated for the hours of training, travelling, and just waiting on hold for your clients,” says Katharine Lewis, owner of The Travelista. 

For Katharine, implementing fees brought a new level of stability to her business, allowing her to focus on curating more in-depth and rewarding travel experiences for her clients.

Caitlin LaJeunesse, owner of Vacations by Caitlin, echoed this sentiment, explaining how the pandemic illuminated the need for a business model that values advisors’ time and expertise. 

“We were one of the only industries that did not charge for a service we provide,” Caitlin says. 

Introducing fees allowed her to transform her business, enabling her to serve clients who appreciate the knowledge and insights she brings. 

“I haven’t had any of my ideal clients question paying a fee,” she adds. For Caitlin, the shift to fee-based service reinforced her role as a travel advisor rather than merely a booking agent.

Overcoming Challenges and Finding Confidence

The transition to charging service fees can come with challenges, particularly around client perceptions. Some advisors feared that clients might resist the idea of fees. However, these same advisors found that clients value their expertise once they understand what they gain through this relationship. 

For Sabine Bani Sadr, owner of Imagine Travel Repeat, charging fees has been an integral part of her business since the 1990s. “If a client doesn’t see any value in

the fee, it’ll free you up to do a better job for clients that do,” Sabine advises, underscoring the importance of focusing on those who truly appreciate and benefit from professional advice.

One of the most significant hurdles, Caitlin notes, was overcoming her own hesitation about fees. “The biggest hurdle when introducing fees was myself and my own doubt!” she reflects, recognizing that building her confidence was crucial. “People have a choice on where to book, and I think it’s important to find the right fit,” Caitlin shares, adding that clients who value a customized experience are often the most willing to pay for professional expertise.

Tailoring the Fee Model

Every advisor’s approach to fees may vary depending on their unique business model and client needs, and that’s okay. 

Sabine, for instance, doesn’t charge fees for all services; instead, she focuses on specific travel arrangements like airline tickets and customized itineraries. For her,

the key is transparency and maintaining a fair fee structure that reflects the effort and detail she brings to her work.

Katharine emphasizes that communicating the fee structure openly is crucial for success. She shares her fee schedule via her website, email newsletter, and appointment booking site, ensuring her clients are well-informed before they engage her services. By clearly defining what her fees cover, she has seen an increase in her total booking value and a more reliable income stream, allowing her to elevate her service quality.

Advice for Advisors Considering Fees

For travel advisors contemplating charging fees, these experienced professionals emphasize the importance of valuing oneself and positioning fees as part of a trusted advisor-client relationship. 

Caitlin advises doing the “inner work” to build confidence, reminding advisors that

fees aren’t just about money – they’re about acknowledging the time, care, and attention required to design exceptional travel experiences. Katharine encourages advisors to view fees as a way to support their passion for travel and their commitment to clients. 

“Having a clear mindset on the value of your service is essential,” Caitlin says. Advisors should feel empowered to focus on quality over quantity, a shift that has allowed them to attract clients who seek a premium, value-driven experience. 

Sabine adds, “We help clients interpret what they see online, guiding them towards what will truly make them happy.”

The Envoyage Community: Expertise Backed by Purpose

“At Envoyage, we believe in empowering advisors who choose to charge fees as part of their business model, aligning with our mission to cultivate a network of skilled entrepreneurs who bring unique insights to every client journey,” says Anita Emilio, Vice President at Envoyage.

“We understand that every advisor’s approach is personal, shaped by their own goals and values. Regardless of the path they take, Envoyage is dedicated to upholding a standard of professionalism that showcases the depth of our advisors’ knowledge and their commitment to creating unforgettable travel experiences.”

Charging fees is a powerful step for advisors looking to establish themselves as trusted professionals and ensure clients value the thoughtful service they receive. Katharine, Sabine and Caitlin have shown that recognizing and charging for one’s expertise is not just about income – it’s about thriving in a career they love and crafting exceptional client experiences.

Their success stories serve as a reminder to all advisors: understanding and valuing your expertise can lead to greater fulfillment and stronger client relationships.