Compare the whole relationship
| Dimension | Host relationship | Independent agency |
|---|---|---|
| Supplier access | May provide established relationships and production leverage | Built and maintained directly |
| Economics | Fees and commission split under contract | More gross control with more overhead and responsibility |
| Systems | Included, required, discounted, or integrated tools | Chosen and integrated by the agency |
| Compliance | May provide a framework; scope depends on facts and law | Owned directly by the agency |
| Exit | Depends on contract, data export, client ownership, and pending commissions | Depends on vendor contracts and internal records |
Model contribution margin, not headline split
Estimate gross commission, host share, fixed fees, transaction fees, errors and omissions coverage, software, marketing, support time, and chargeback or refund exposure. Then model low, expected, and strong production.
A better split can be worse if it removes support you use or forces you to buy missing systems. A lower split can be expensive if valuable services exist only in the sales deck.
Read the exit before you sign the entry
Check client ownership, data access, marketing rights, brand use, non-solicitation, pending commissions, chargebacks, complaint handling, minimum production, renewal, termination, and dispute terms.
Export a sample contact and booking record during evaluation. “Your clients are yours” is incomplete if the usable history cannot leave the platform.
Match the host to the business you are building
A host optimized for a new leisure advisor may not fit a multi-advisor agency, group operator, or corporate-travel workflow. Ask how the model works at your expected scale, not only on day one.
Independence should solve a real constraint: brand control, economics at volume, supplier strategy, systems ownership, team design, or a product the host cannot support. Independence for its own sake merely imports work.
Your action plan
- Model three production scenarios.
- Audit the contract and exit path.
- Verify who owns and can export client and booking data.
- List which compliance and service duties remain yours.
- Speak with advisors whose model resembles your intended model.