Travel agents should reframe the question of asking for fees to one of "How do we let people pay for our service?" Richard Earls writes. Agents who demonstrate their expertise and build trust with their clients show their value and make it easier to fearlessly ask for fees for their services. "It's your task to make yourself understood and to be so valuable as to elicit not only a fee, but a profound 'Thank you' as well," Earls notes.

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