I had just finished presenting my Selling to the Affluent Traveler seminar at a recent industry conference, when one of the attendees asked the question, “Dan, how do you feel about fees?”  This is a loaded question and, while it was outside of the scope of the program, everyone in the room was waiting for my response.

“I love fees!” I replied, to which you could almost hear a collective sigh of relief.  “Especially service fees, but in my opinion,” I continued, “you should only charge planning fees if you are adding value to the purchase!” 

To charge a planning fee or not is a subject as hotly debated as any.  There are valid arguments supporting both sides.  Assuming that you have a specific skill or expertise that differentiates you or your agency, customers are seeking you out, or you are planning a “Planes, Trains, & Automobiles” FIT itinerary - by all means, charge an upfront planning...