• Ask what research the client has already done, and request screenshots of any quotes or prices. Then explain the benefits of a travel advisor. Emphasize personal care, expertise, and the value you can add to their trip.  Perks or other benefits. 
• Ask questions! Ask enough open-ended questions to get to know your client so you can match them with the perfect vacation. 
• Charge with Confidence – If you do not believe in the value of your fee, neither will your clients! Here is an example of your pitch -  “This non-refundable planning fee covers my time in researching, planning, and arranging services with my suppliers. When you retain my services as your trusted travel advisor, I get to work confirming all reservations, sending you detailed confirmation materials, requesting exclusive upgrades and perks, when available, and acting as your advocate before, during, and after your trip.”