Concierge fees are upfront payments a client makes to you directly for higher levels of service beyond standard accommodation and logistics, like coordinating car service, restaurant reservations, and spa bookings. Every travel advisor sets their fees differently. Not every trip warrants a concierge fee, and any fee should reflect the level of support you’re providing.
For example, Henley Vazquez, Fora co-founder and a longtime travel advisor, follows three rules of thumb for her business:
Never charge for a new client’s first booking.
Charge for concierge services, not for planning and research.
Match the experience and support you provide to the fee you’re charging.
Before you consider pricing, weigh what you’re providing that a client can’t do themselves, and the level of experience and service you bring to the table. Fees tied to hands-on coordination and personalized experiences are more likely to hold their weight.
What do travel agent fees cover?
Advisors apply concierge fees when they’re offering personalized support. An advisor’s fees cover the care that goes into managing a client’s travel, including:
Booking management
Organizing car service, dinner reservations, and other special services
Trip changes and troubleshooting
Ongoing support during disruptions, such as flight delays or cancellations
As LLMs and online travel portals make travel research more accessible—63% of travelers have used AI to plan a trip, according to Skift State of Travel—many advisors no longer charge fees for light-touch trips or simple planning.
In the industry, fees for experienced advisors commonly start at $250 for a one-week itinerary requiring complex logistics and concierge support. The price might be higher for travel that requires more service, like a large group destination wedding with multiple guest preferences, bookings, and events to manage.
How to decide when to apply a fee
While 63% of hosted advisors in a 2025 Host Agency Reviews report said they charge fees, advisors often choose based on the level of service involved in an itinerary. Many travel advisors charge no fee early in their careers and adjust their pricing as they gain experience, and others continue to waive every new client’s first fee.
Concierge fees create an additional cost for your client, so consider the following before adding one:
What does your support add? Think about the client experience and what you’re taking off their plate. If you’re booking all activities and restaurants, supporting last-minute changes or flight delays, and personalizing each activity across a multi-city itinerary, the value is clear.
How complex is the trip? Multi-destination itineraries, international travel, group trips, and custom experiences typically require more support and coordination than a domestic hotel booking. Many advisors don’t charge a fee for straightforward bookings.
What’s your experience level? If you’re new to the industry or to booking a certain type of travel, waiving your fee can make it easier to close clients and establish your expertise. This can give you a runway to build trust with new clients and suppliers.
Is this a new or returning client? Some advisors prefer to waive a fee for the first booking to build trust with new clients. Others may also waive or reduce it for long-time repeat clients.
For example, you might let a new client know that you’re waiving your fee for their trip to Italy and France over two weeks, even if it involves trains, transfers, hotels, and guided tours. But you might then include a fee on a similar international trip next year. If that client came to you asking to book a domestic hotel stay in the meantime, you could skip the fee because it’s a simple booking that requires minimal ongoing management.
As you gain experience, you’ll develop a better sense of whether to apply or waive your fee. When in doubt, weigh the cost to your client against the level of unique service and knowledge you’re providing.
How to structure your travel agent fees
Among advisors who charge fees, flat fees are the simplest and most common option. Others use fee tiers or base it on a percentage of the trip cost.
The right structure for you will depend on your niche and the types of trips you plan. Many advisors start with a flat service fee for multi-city or activity-heavy trips and adopt tiered fees as they develop different levels of concierge service.
Percentage-based fees are more common for advisors who conduct large group or corporate bookings, to reflect the hands-on service requirements involved compared to a standard leisure trip.
Whatever fee structure you choose, make sure it’s straightforward, communicate it clearly before you begin working with a client, and apply it consistently.
How to explain travel agent fees to clients
How you communicate your service fees is just as important as how you set them. Most client hesitation comes from unclear expectations around what the fee includes and how it works rather than the fee itself. As you’re outlining your fee:
Set expectations early. Bring up your concierge fees early in the process. Ideally, mention them in your initial inquiry response or during the first consultation, even if it’s just to state you usually charge them but are waiving them for a first booking.
Use clear, matter-of-fact language. Present your fee confidently as a standard part of your process. For example, start with, “My concierge fee for trips like this is…”
Be detailed about what’s included. The more clearly you define the scope and value of your work, the easier it is for clients to understand why they’re paying a fee.
Put everything in writing. Outline your fees in a client agreement, email, proposal, or terms and conditions. This reinforces consistency and makes sure you and your client are aligned before any planning begins.
Discuss payment timing upfront. Always clarify when fees are due, whether that’s before sharing a proposal, at booking, or split across milestones. Many advisors who charge concierge fees require at least partial payment before work begins.
Taking payment for service fees
It’s best to process payments through your host agency for clean accounting and administrative coverage. If you live in a state with Seller of Travel laws, there may be legal requirements around how you collect and hold funds, especially for advance payments. You’re likely covered by your host agency’s registration, but that might not apply if you process payments separate from your agency. Ask your host what they recommend.
For example, Fora helps advisors understand Seller of Travel requirements and provides in-depth training on concierge fees. Advisors also get access to invoicing tools, templates, and client communication resources to standardize their process.
Frequently asked questions
Can new travel advisors charge fees?
Yes, as long as your host agency allows it. Often, new advisors start by charging no fees while they build experience and their client base.
Do travel agents charge for hotel-only bookings?
No, not usually. Many advisors skip concierge fees for straightforward hotel bookings that require less hands-on management.
Are concierge fees refundable?
This will depend on your business policy. Some travel advisors make concierge fees non-refundable after some coordination or bookings are already complete. Your host agency can provide guidance. No matter what, always state your policy clearly upfront.
Should repeat clients pay the same fees?
Not necessarily. Some advisors offer reduced fees or waived fees for long-time, repeat clients. Others maintain consistent pricing to keep their structure simple and fair across all clients. You can always update your pricing structure as needed.
