How We Took Her Pricing from $400 to $14,000!

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Imagine transforming your business from DIY-focused messaging that attracts budget-conscious clients to a premium brand that commands top dollar. That's exactly what Felicia did, skyrocketing her sales from $400 to an astonishing $14,000 in just one month with the right strategies.

This isn't about working harder; it's about working smarter. Whether you're new to the business or looking to scale, it's all about aligning your marketing, messaging, and pricing with the value you provide. And guess what? You can do this too.

If you're ready to ditch the overwhelm and build a profitable business you love, I'm here to help. Dive into the full episode or join me in the Accelerator by visiting brandeegaar.com for the support you need to make it happen. Let's make your dream business a reality!

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Thank you for tuning in to this episode of the Wedding Pro CEO Podcast. If you find these strategies helpful, make sure to share this episode with your fellow wedding pros. And remember, in the world of weddings, it's all about building genuine relationships and showcasing your best work. Until next time, keep shining, CEOs!

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Transcript

Brandee: 0:00

Hey there, CEO. It's Brandee here, and I wanted to let you know that we are hitting pause on new episodes for the month of July so that our team can rest, reset, and gear up for all of the strategies that we are bringing you for the back half of 2025. But don't worry, we're not leaving you hanging because all month long we're bringing back some of our most downloaded, most talked about episodes, the ones that you drop into our dms about. And have so many questions about how to do these things in your business. In this first replay episode that we're bringing you is from almost a year ago, and it's sitting in on a coaching call that I had with one of our accelerator students. She's a planner who was really struggling with raising her pricing. She kept getting more budget conscious clients, and she was really ready to step her toes into that luxury market, but she wanted to do that without alienating the base that she'd already created, and she was really struggling to book clients at this new hire rate. So in this episode, you're gonna hear us work through how we took her pricing from $400 to $14,000, how shocked she actually was when the clients started paying quicker and being more excited to book at her new hire rate. If raising your prices is something that you've been struggling with, you're gonna wanna tune in to this episode. Now, before you dig in, I wanna bring your attention to two quick things that we are working on behind the scenes currently right here inside of Wedding Pro, CEO. Number one is we are in full planning mode for the 2026 wedding Pro CEO summit It is year five and you guys, we are bringing out all of the stops for year five, and you are gonna want to be one of the first to know when our tickets drop. They are dropping here in just a few weeks. So if you are not already on the wait list for the wedding Pro CEO Summit 2026, make sure you hop over there. It's wedding pro ceo.com/summit. Or you can drop into the show notes. We've got the link for you right there. Make sure to get your name on the wait list because tickets will open to them first and when they sell out, they are gone , this is a boutique event and we plan to keep it that way. we will cap the number of tickets for this event. Make sure you're on the wait list Again, that's wedding pro ceo.com/summit. the second thing I wanna bring your attention to that we're doing right now as a test project inside of Wedding Pro CEO is called The Shift. The shift is our new daily email that we are testing out for the month of July. It's one high level shift delivered to your inbox every weekday morning, designed to grow your profit and buy back your time. You guys, these emails take less than 60 seconds to read, and it's one quick thing that you can implement, today, the day you get the email to help you grow your profit. So if you're not already getting those emails make sure that you head over to wedding pro ceo.com/the shift and sign up because this is a fun test project we are doing for the month of July. As a lot of you know, I love daily interaction with you, my community, and so I haven't been able to have this daily interaction for a really long time. So we're bringing it back this time, to your inbox we have been getting so much amazing feedback from these emails about people implementing them so quickly how they love how bite-sized it they are. So again, that's wedding pro ceo.com/the shift to get on that daily email. We will be sending that every single weekday for the month of July. Okay you guys, whether this is your first time tuning in or a much needed refresher, these replay episodes that we're doing for the month of July are packed with the gold that you need to keep building your profitable, scalable business that you love. So let's get into this episode. Why am I getting price shopped so much? What can I do to attract a more ideal client? And I don't really wanna offer a third package. Do I have to? If you've ever asked yourself any of these questions, you're in for a tree on today's episode, because I am pulling back the curtain and letting you listen in on a one-on-one strategy. Call a Power Hour with accelerator student, Felicia. From posh valves, power hours are highly discounted, one-on-one strategy sessions specifically for accelerator students to help them get. Unstuck from a specific thing in their business so they can scale super quickly. Felicia joined the accelerator only a month ago in February, and it was also only her second month in business, which is absolutely crazy to me. As you'll hear in this call, Felicia is not here for a slow and steady build. This girl wants the tools and strategies to. Scale quickly and she is ready to do the work. And so when she dropped into my DMS and asked if she could join the accelerator, even though she was brand new to business, my response was, if you're willing to do the work, I'm willing and ready to teach you. One of the very first things we did with Felicia when she very first joined the program was to edit her marketing. All of her marketing and her copy was focused on a very DIY couple, and that was causing her to be. Price shopped quite a bit and also attract a couple that didn't have the budget of the packages that she was charging. So she was losing a ton of clients and she was really attracting a very unideal couple for her pricing. So her marketing did not match her pricing, so we fixed that right away. In just the few weeks that she's been inside the program, she's edited her marketing. Her messaging, her sales funnel and her pricing, and y'all, this is crazy. In her first month in business, she did $400 in sales, which is nothing to sneeze at as a brand new business owner. But in her second month in business, which is when she joined the accelerator, she has booked $14,000 in business, which is absolutely mind blowing. You guys, listen, this isn't magic, it's strategy. It's strong marketing, a strategic sales funnel, and profitable packages. It's the triple threat method that I teach to scaling your six figure business. Hey there, CEOs. You're listening to the Wedding Pro CEO podcast, and I'm your host, Brandee Gaar. I'm a wedding pro, just like you, who's built one of the largest planning firms in Orlando, Florida. But it wasn't that long ago when that success came with long days, sleepless nights, and little to no pay. Fast forward to today, and I have the business that I've always dreamed of. My mission is to create a movement of wedding pros who are ready to build a profitable wedding business that they've always dreamed of. And hey, if you are ready for this kind of support, you can apply to be part of the accelerator as well. Just head over to Brandee Gaar dot com slash apply, and we would love to see you inside. All right, let's get into this strategic call with Felicia. Okay. So these calls, just so you know, are really for you. So like, okay, let's start where you wanna start. So I just started my business two months ago actually, but I wanted to like jump in and get everything correct from the start. Which is why I like signed up for your course because I was like, I have no idea what I'm doing, and I'd rather just make the investment at the beginning and then know what I'm doing, make sure everything's set up from the get go. Everything has been really actually pretty good so far. The first month it was at like, I made like $400, which is really embarrassing because. There was someone that wanted to do like a graduation party, which I don't even do, but I was like, okay, sure. Now I have to actually go do it for like, no dollars, but it's okay. It's okay. And then this month, um, is doing really good. I'm at 7,000 for this month, so I'm pretty happy with that. But. But it's a lot of events and I felt like I charged way too low. It's mostly wedding management, um, like day of coordination, but it wasn't the price that I actually wanted and just like get clients, I ended up like lowering it way down. Which I'm okay with, but obviously long term I don't wanna do that. Yeah, I mean, but it helps with your portfolio as Yeah. Yeah. So that's why I was like, okay, it's okay. And plus like I do need to get more experience like that. Hands-on experiences is worth it to me. So right now you're saying one of your biggest challenges is pricing? Yes. So. So, yes, and I can see it like getting a little bit better because my, so my wedding management package is 2,500. Um, originally I was getting like super price shopped and I think when I, you told me to stop saying DIY and I like got rid of that everywhere, like on my website, everything. And it might just be coincidence or it actually worked because two days ago I finally got like my first, uh, full or wedding management package for 2,500. She didn't even question it. She just was like, okay. Yes. And then she went and signed it. Mm-hmm. But before that, yeah, I was getting a lot of people saying, Hey, can you do a custom package? Can you do, um, like $1,100, blah, blah, blah. And I was just saying yes, because I was desperate in San Diego, like there's a lot of planners when they do like wedding management here. Yeah. Like 3,500 for wedding management minus 2,500. And with that, because. Brand new. New. I can't really go higher. I don't think so. I mean, you can buthuh, you know, like I always try to explain to my students, right, like, you charge whatever you want. Yeah. If as long as you are gonna deliver the service, which if you know you're good at what you do, then can. The trick is though that. You're gonna have so many referral sources. Yeah. That you can charge more because the leads just come in without you doing anything. Right? Yeah. In the beginning, it's not that you can't charge more because you're new, it's just more because the fact that it's like, I don't have that many leads coming in. I need to book the ones that come. Right. Exactly. How to get more and more leads. You can raise that price because you won't need to book those weddings as much. So I feel really good about the 2,500 as well. You can always increase that as you go. And I honestly, Felicia, 100% the reason you were getting price shopped is because your messaging was so day of coordination and it was like it was day of coordinator. You need a wedding manager. I think it's confusing. Yeah, that's what I was saying too. I think it's because I was, my original thing was I was trying to do something that, something different like that no one's doing so like wedding manager. People don't like use that term as much. I got like a lot of people messaging me being like, what's a wedding manager? Like, wow, I've only heard about planner and coordinator, but realistically I'm doing the same thing as a coordinator planner. So it was like, I think that people were getting confused even I was like, I can't wait till I get to talk to her because. I don't understand what a wedding manager is, so, okay, so let's talk about your other prices. You're at 2,500 for event management, and then what are your other packages I'm looking at? So, um, for full service and design, I feel pretty low, but it's at 7,000. And I think the main reason I'm doing this obviously is because I'm new. Like I just. Photos. So one of the things I think you could do is talk about the experience of working with you and then have reels and carousels and things that talk about the posh experience and show some of the mockups that you've done. Okay. I actually wouldn't just even make it one blog, like if you have, let's say you have a mockup and you know what the couple was going for and you. X, Y, Z. This is what they were looking for. This is the design we created. Here's why we use these elements in their design. Here's what the mockup looked like. Right? Okay. Because I think talking about that experience is more powerful than what the overall look is. The look is helpful, don't get me wrong. Yeah. But you're designing their, right. Yeah. And so explaining how you pull that out of your couple and how you get those details and. Through the design, I think would actually be more powerful than just showing the finished product anyway. So you only have two services it looks like, is that right? Yes. Yes. So I only have two. I just felt like with partial, I was just like a little confused. Like I felt like everything, the lines like kind of get blurred. So I wasn't really like sure about adding that just because honestly I don't even understand like. What, what you do partial. Um, because I felt like when I used to work for another planner, she ended up taking off partial also because she started getting people like blurring the lines and just starting to take more advantage even. And, you know, treating her as like full service and it just was really difficult. Um, I'm definitely like open to adding more services if you think it's like, if that's beneficial. It is. And I can tell you how to fix the blurred lines too. Okay. So we went through that for years and years too. And I was just like, I hate this, I hate partial so much. And then really it's, it's an US problem. It's not a client problem because. We don't understand how to put the parameters on that package. So then it just becomes like, what do you do? What do we do? We don't really know. Yeah. So the reason you want a middle package, because sales psychology is your most popular package, will become your middle package. And why you want that is because while wedding management is great, if you could get $4,500 on the day instead of $2,500 and only a little bit more work, sign me up all day long. Right? Okay. Yeah. And so what we do with our partial plan service is we want to create a partial plan. That has a lot of perceived value to the client because it's gonna save them a ton of time, but takes you very little time. Right. Okay. So the other thing I want you to think about with partial plan is that. A partial plan is not your middle package. In between wedding management in full, it's an enhancement to wedding management. Okay? Full service client is a completely different client mentality. A full service client, books full service because they're looking for someone to take their vision and bring it to life like they're busy. They have busy careers. Value their time more than their money. And so they want a good deal, but they understand that they're paying for a service. A partial plan and a wedding management client are different. They're just different buyers. They're more like, I know I need help, but I value my money and I, I want help, but I, I don't want that. Right. I want still be very. So when you think about that, when you think about it from the perspective, there's two things that are at play. One, you never, ever, ever want to downsell a full service into partial, 'cause they're not even similar, right? Okay. So you never wanna have a client that's like, I'm really thinking about full service, but I've already booked my venue. And you're like, oh, well then just do partial. No, because. But what you would do is a client that's looking for day of or wedding management and they're like, I know I need wedding management. Like that's a given. Yeah. But I feel like I'm still a little overwhelmed by like, what vendors do I book and like what order do I do things in? Yeah. And you're like, that's what our partial planning is for. Right. Okay. I do want you to think about just one other thing too, and I talk about this a lot, which is like the cheese pizza analogy, right? So it's like. Your wedding management service. I know you said at the beginning of this call it, it includes a lot and it includes too much. Right? We wanna get rid of that. So what we wanna do, yeah, we wanna think about your services like a pizza. Okay? So when you order a cheese pizza, right, you call your local pizza place, you order a cheese pizza, it's hot, it's cheesy, it's delicious, but it has no toppings, right? You didn't pay for toppings. You're not getting the toppings. Yeah. It's still delicious. It doesn't take away from the fact that it's a great pizza. It's just a basic pizza. Yeah. If you want mushrooms and anchovies and all the things, you're going to have to pay for that. So you want your wedding management service to be similar. You want it to be everything that they need. Mm-hmm. And nothing that they want. Sell them into partial planning is that we're gonna add those things that they want. We're gonna add the toppings, we're gonna offer this approved. Right? Okay. Yes. So let's talk through your three packages or two now. Add in the third one? Yes. Okay. So we obviously have the initial booking consultation. We have two logistics meetings, timeline creation, vendor communication, uh, one month out. Okay. Um, you get access to all your planning, eBooks, access to our online planning portal. One final venue walkthrough, rehearsal coordinator, assistant, and 12 hours on wedding day. Okay. So what I want to do here is I'd like to take out the two logistics meetings. Okay. And I would like to take out the final venue walkthrough. Okay. And replace that with a final details meeting. Okay. That can be done either in person or Zoom. You don't say that. Okay. The reason for that is because we think, oh, well we have to do a final venue walkthrough, but as you do more and more weddings, you're gonna start working at the same venues over and over. And it like, at some point you're gonna be like, dude, I literally don't need to. Like I, okay. I don't need it. The client might want you there and they can pay for that. Okay. You don't need it to be able to flawlessly execute it. Now that said, if a client books us for wedding management and we've never worked at their venue before, or it's a newer venue for us, yeah, we would suggest that the final details meeting is at the venue because Okay, we know for us to execute that wedding well, we're gonna need to do a walkthrough with them. Right. Okay. Yeah. But I don't wanna guarantee it as part of my service because. If you don't need to walkthrough, right? Yeah. And, okay, so that's what I would look at for your wedding management. Now, the only other thing that you could consider mm-hmm. And this is 100% up to you Okay. Is some planners offer unlimited communication via email. Okay. Some offers communication until a certain point, um, because you're not gonna have those two logistics meetings, I'd say. I think one month for your takeover is probably too close now. Like, because it's not even gonna give you enough time to get all the details together if they're not organized. Yes. Um, we personally take over 90 days. I think that's a little early, but it's just easier for us to ally. Yeah, you could 60 days. Okay. Okay. So, and that's for vendor communication you said? Right? Right. So we do okay. The way that we, I mean, ours looks very similar to this. Like we, you don't have to, you know, in your, on your website, you don't need to say a ton of stuff. You just kind of giving the okay, main bullets. But in your actual contract, you're gonna wanna let them know, like, you know, we start communicating, or your service starts at what point, right? Okay. Is it 90 days out? Is it 60 days out? Whatever it is. And then I love that you give them access to these other things because they cost you nothing. You've got 'em already, so added bonus for booking with you. So I love it. Um, and then in terms of like client communication, you're talking about the email, does that also start 90 days? So like for the clients to be able to email me or what do you recommend for that? So that's, that's literally 100% up to you. I, there's no, but what I was talking about is like, for us, we do allow unlimited communication with us via email for our event management team, because I have someone on my team that handles it. Okay. And we've just noticed it makes our life easier if Yeah. If they say like, Hey, I'm. I'm really not sure which one would be best. You know, I have $2,500. Who would you suggest? Okay. Just easier for us to email them back and give them our suggestions. Yeah, and do you feel like it ever, I feel like most clients wouldn't do this, but I'm sure there's a few, like do you think that any of them ever like take advantage and try to use you as like full service? Like, Hey, review this contract for me, do this. Like what has that ever happened? It does and well it did. And so yes. What we did was we have one person on our team, which for now would be you, though I know you're looking to grow and scale fast, right? Yes. What I would suggest for you though, Felicia, is to, um, have a dummy email address that is literally just like events at posh valves because Yes. And then make your signature not from you. For these weddings so that they're not like falling in love with you. You can just say, my team will answer. Right? Or like, and take them after like the posh vs team or the ladies at posh whatever, so that they're not thinking it's you. And what happens is you wanna, you have to set those boundaries. So like if client emails and says, Hey, you mind taking a look at my proposal? I would say, Hey, that's actually, um, something we, that we do as part of our partial planning service. If you'd like to upgrade, I can certainly. Because we say right from the beginning and right in our welcome guide that our event management clients are welcome to send us questions, but we don't review contracts. We don't negotiate contracts. We don't communicate like any of that. Yeah. So really the thing, I mean, honestly, it hasn't been a problem since we've set those clear boundaries and then we do offer, like if they say the email and they're like, I am literally stuck. I'm so overwhelmed that I feel like I'm just, I don't even know what to do next, and I just feel overwhelmed. Can you help? We do have a link where they can book a one hour call with someone on our team to just get them un stuck. And so we call that a power hour, kinda like these, and we just offer to get them unstuck. And that's something that you have like an extra fee for. So ours is three. I mean, I think you could probably charge three, $500. Whatever feels okay for you. But that's a way so that if they email you and then they're like, I'm so overwhelmed, I'm so stressed that you don't email them back and be like, sorry, that sucks. You only booked our management service. Like you wanna be able to offer them a solution, but again, you're giving them your time. They're gonna need it. Pay for it. Right. Okay. Yeah. And then like setting these, these boundaries, like, okay, with our wedding management package, we don't review contracts like blah, blah, blah. That's an add-on. Mention that during the consultation? Or is that, does that like scare people away? No, I don't mention it during the consultation. Okay. The consultation is all the things we do. Okay. Like talk about the things you don't do, but it would be detailed in the contract, right? Yes. So in the contract you're gonna have, you're not gonna say, we don't do this, we don't do this. But you could say, we provide unlimited email communication for questions and advice. However, we don't review contracts. Or communicate right? You say that, and then in your welcome guide, because you definitely have a welcome guide, I have a template for inside the accelerator. So that's like once they, yeah. So jump into the accelerator, grab the welcome guide. I think it's under sales, under the sales module. Okay. You would create your welcome guide and it's basically just like, we're so excited to have you, the posh valves family, here's what to expect in your planning. And we have a separate one for event management, one for partial, one for full. Okay. And it like for the event management, event management one, it'll say something like, I think ours says something like, um, you know, you have unlimited email, email communication with our team throughout the process. What are some of the questions that most of our clients ask? And we'll list. What are some questions that we wouldn't be able to answer with this service? And we'll say like, can you review my floral proposal? Can you do it? And we'll say, if you need more help, you can book a power Hour with our team. Okay. So for your partial, what I would consider adding, so your full right now is 7,000, which is too low. We're gonna increase that and we'll go back to that. But what I'd like to see from your partial is. We wanna make an enhancement to your wedding management, so we wanna add toppings. Okay. I would like to see you around 4,500 for your parking. Okay? And so with that, that's where you can look at adding some of these things back in, like the two logistics meetings, right? Okay. Um, you can also add in custom vendor referrals. So instead of just giving them your vendor list, which is included in the portal for event management. You would, maybe that first logistics meeting would be talking about their budget, right? So you can help them sell out their budget. So with our partial plan, that is our very first call. Okay. We don't their budget for them, we're not responsible for it, for partial planning, but we do create it for them so that they have an idea of in each category. Okay. Um, so that could be one of those calls. Right. Okay. One of those. And then from there you can give them custom vendor referrals based on that budget. So you already know who's a good vendor for them. That's gonna be a good Yes. So you can do that. And then I would maybe put the final walkthrough back in. Okay. A venue walkthrough. That's all I would add in. I wouldn't add. You're gonna charge $2,000 more, but you're gonna give them two additional meetings. A cus a custom vendor referrals. I would add budget creation in here if you think that. I think that's a massive value. We sell it. Yeah. Like to my clients on a sales call, I'm like, listen, this is like the most, this is the best thing, uh, that's included in our partial plan because from the beginning. We had a client the other day that said they have a $75,000 budget. She was like, is that even reasonable for what we're trying to do? They don't know. They made up the number. Yeah. And so I'm like, well, the very first thing we do in our partial plan is do a budget call with you, and we literally give you a whole budget with all the line items of what you're gonna spend so that when you start booking your vendors, you're not using monopoly money. Like you know that you're right. Okay. And you would, oh my gosh, that's so awesome. So I think that would be helpful. And then the final venue walk through and it's $4,500. Okay, now think about the value you've created for that client, but how it's only what another maybe 10 hours of work for you. Yeah, exactly. Okay. Yeah, so that's what your commercial would be. Okay. And now I'm thinking like for the wedding management, should I even be giving them all of these like guides that I've created? Do you. Would, that's too much. Would, yeah. Okay. No, I would, we give our event management clients access to everything we keep inside our portal. 'cause what does it mean to us? It cost me nothing. Nothing. Yeah. And it, we're still doing it for them, but they wanna use our budget tool. They can do it. They can go in and throw their, they can go in and, you know, create their timeline earlier than we're gonna create it. They can use our guides. Okay. And then in terms of like, because what I was doing originally also, which I think was like way too much, is I was like creating a custom like checklist for them and all those things. Like I, is it like those type of things you're not doing for them? Right. In wedding management? 'cause that's, that's where getting into like full, okay. Oh yeah. You're creating zero custom things. Like, okay, they book and you turn their portal on and that's it. Like, okay, done. So. I would have like a sample checklist inside your portal. I would have a sample budget. We also have created sample timelines, so like, you know, if you're doing a first look, here's a sample timeline because we're not meeting until 90 days out. So they're wanting to know ahead of time they can play around with it right on their own. Yeah. So. That's things that, yeah, I, you, you set it and forget it with event management and, okay. And again, it's not because, it's not like, oh, that's a crappy service. It's actually a really, really good service. But they plan a hundred percent on their own. You execute their plan flawlessly. Okay. Right. Okay. Partial. You're think of partial as like you're a coach along the way. Okay. Right. Like coaching them. Through their planning. So you're a lot more involved in communicating with them. You're giving them custom vendor referrals. You're telling them how much to spend in their budget, but they're still doing it all on their own. Okay. And the full, so full service is, is a whole different client? It is. The client is they, like I said, they value their time. They, they, they want an epic celebration, but they just don't have the time to pull it off and they, they, they just don't want to pull it off. They're like, I don't wanna deal with it. Yeah. But they do bond in their planning and so what we always tell our clients is we do everything with and for you, so you can be as involved as you want. Okay. I honestly have clients, I'm not even kidding you, I might see face to face one time during their entire planning because they don't have time. Yeah. And they're like, I trust you. Yeah. That's what we want. Right. With a full service. Yeah. Um, and then we have others that are like, no, I really wanna go to all the vendor meetings. And I'm like, that's fine. Come along. You know, let's, um, but they still want us to manage everything for them. So. Okay. The things I would say with full survey. Is it also here on your website? This is an incredible amount of text, so I actually go use this as a model. Your event management as a model? Yes. Honestly, for most of my clients, I tell them not to put bullet points at all. Like I don't want to see bullet points at all. But yours are very broad, so I like that. Okay. But like we do not need this much detail. They just don't care. Things like, so if you're gonna add bullets here, it would be something that says like everything included in our event management package plus, because we don't need to re-list everything that's in event management. Yeah. Obviously we're doing all of that, right? Yeah. Plus venue selection as needed. We don't take out part of the fee if they already have their venue, but if you still need a venue, we do your venue select. It would be things like venue selection, stationary. We assemble and mail all your stations, hotel room blocks, contracting of all of your vendors, like all the things. Right? Okay. So we're gonna put all of that here. Okay? Um, what we don't wanna do here, you get seven meetings, you get 90 hours. No. Like every client will be different. There's, we do not wanna say that. We just wanna tell them the broad strokes of the things that we're gonna handle for them. Right. Okay. Okay. Um, because some people will be outta state and the they won't need sevens. They don't even, yeah. You know. Okay. And if I don't do the bullet points, I mean, what, what do you recommend? Like, do I just, would I just. Do like a little overview paragraph or like exactly what you have on the left hand side. I mean, okay. Honestly, if you redid all of your services right here, I would take the whole right side out and just center the center, the left side. Okay. And you think that's like, is that what you prefer versus the bullet point hundred percent. Okay. That's what I'll do then. Okay. Now remember there's levels of buying, right? So on your website you're just explaining to them what, who the service is for. So that's why you only need the paragraph. Now, when they reach out and they ask you for pricing, that's where the bullet points are gonna come in handy. Okay? So you're gonna wanna have a pricing guide that you can send to them that has more of this kind of information. More details, okay? Still need paragraphs of information like this. Yeah. But bullet points of all the things that you're gonna do should be in your pricing guide. 'cause now they're more interested and then your contract is gonna have things like, we're there 30 minutes before the first vendor and you know. Okay. Okay. Perfect. That makes sense. Okay, so, okay, let's talk about your pricing for this. I really want to push you to a percentage based model for your full service and Okay. Most planners who are just starting out are so afraid of percentage base, they feel like they can't do it. So they don't. And I'm telling you, if I could go back and charge percentage base for the last 10 years that I was not doing it, I would be so rich because I, the amount of money we left on the table. Yeah. And you know, we bend over backwards for our full service clients. So for any of our clients, really. Yeah. And so you're doing the work, and here's the challenge. Most of the time when a client comes to you at the very beginning of their planning, they don't even fully know what they want. Yeah. And so they're trying to describe it. And so you're pricing it based on what they're describing right now. But as that vision changes, as people get involved, as money becomes available, all of a. They went from, I have a $60,000 budget with, you know, 80 people to, I'm spending $150,000 budget. We're flying abandoned from New York. Like, yeah, yeah. And so that's fine. You can totally do that. But the way you priced yourself was for that original vision. And now you're doing so much more work and this how you get, this is how you get overwhelmed. This is how you don't make enough money. Okay? And so what I would encourage you to do is I would make it percentage based. The budget that you manage, and you can have a minimum of $7,000, so you can fall below 7,000. But as you get bigger clients, bigger budgets, more involved, weddings, you would make more money from those weddings. Okay. And is it typically like 10%? So that's up to you. I would start at 10%. Okay. Well, tell me this. What would you say do you think would be your average budget? Their average budget for their wedding, for a full service client, like 70,000. It's like starting. Yeah, that's what I was thinking too. Like 60 to 80 is kind of the sweet spot for a, and then they go up from there. Right. Okay. So I actually really like 10% with a minimum of 7,000 for you because that you play in that sweet spot of the 60 to 80 and not alienate them. But when you get a client that has a hundred, a hundred, 2,050 and they want more, there's gonna be more involved. You're gonna scale with them versus I'm 7,000. Right? Yes. The other reason I prefer percentage based, especially when you're starting out, is because if you said you are 7,000 to a couple who has $150,000 budget, they're gonna think you're too cheap and something's wrong. By saying our fee is 10% with a minimum of 7,000. That makes them understand, okay, it's gonna be 15,000 for me. Right. Does that make sense? Okay. Yes it does. So I would direct you to two things. There's a, I have a podcast with Nicole Mower. Um, I have two podcasts on percentage based pricing. So if you haven't listened to those, go listen. Okay. But then inside the accelerator, under expert calls, uh, we actually, we dive into how to price this. Okay. How to contract, how to keep the budget and make sure you understand how to do the budget for a full service. Okay. Or for percentage fee. So the call you have today? Yes. Because you already have put 7,000 on your website. Yeah. The way I would do it is I would say our fee is 7,000, um, up to, uh. $85,000 budget, right up to 80,000. That gives you some flexibility. And then anything over 85,000, then we charge a 10% production fee. Okay. Okay. Got it. Does that make sense? Yes, it does. And so that way you've got that little insurance pocket there and you've got it. If. And honestly that's actually how we sold percentage base for the first probably 12 months that we did it because it just felt more comfortable for us. Yeah. Now we're just straight 15%, but, and you scale that percent as you again, when you try to push up the prices to do less than, okay, it's 10% and 12% then, and you start raising your minimum. We 10 12. Yes. For now I think I love 10% with the 7,000. Okay. That's what I'll do. Perfect. Yeah. Got it. Perfect. Okay, so how does this all feel now? It feels a lot better because I was like really like. This whole service section I was really like, confused about and just like, I was like, I don't know. And I, I changed it a hundred times because I just really didn't know like, what to put and like, no, I feel a lot better, like way better. So. Good. And what I think is really important to give yourself some grace on is like, I think the reason you were getting price shocked in the beginning, really it does go back to the fact that you had a different messaging on your social media. I think you really nailed your messaging. I think you have nailed your website. Everything about everything you're putting out looks luxury to me. So I think you're gonna stop getting price hopped, and I think you still fall in like a, I think you fall in a great price point where you're not gonna get DIY clients. Yeah. You're not alienating the average client either. Yes. So excited. Thank you. You make me feel so much better. Okay, good. I'm so excited. And so what'll happen in. Okay, CEO. If you listened to that call and you were like, yes, this is the kind of support that I need in my business, and I am so ready to break through the wall and just scale the heck out of my business, then I wanna invite you to join me inside the accelerator. Just head over to Brandee guard.com/apply. Fill out all of the information and then I'll drop into your DM so we can chat about whether it's the right program for you and what your business can look like. In just a few short months. Do not wait to get help inside your business. I'm telling you, your business could look wildly different this time next year.