How To Sell Services To The Ultra Wealthy | Ep 957

Welcome back to the game—today I jam with two owners: a crafter membership aiming to triple revenue, and a UHNW design and wellness firm pushing for scale; we dig into faster cash, stronger offers, and pricing that actually lands.

I run a crafting membership at 27 dollars a month or 270 a year, sold through a five day, ten dollar challenge; I bring in about 60 dollars in the first month, pay roughly 90 dollars to acquire on Meta, and I do not break even for around six months.

Make the annual the headline during the event and bundle one or two powerful, annual-only bonuses so the upfront cash covers ads.

After the cart closes, run a mop-up retarget straight to the 27 dollar monthly without those bonuses to scoop up the rest.

I can do that; I have been light on bonuses, which probably capped higher price points.

Next round, test a physical premium that makes the offer tangible, like a starter kit; it gives buyers an easy reason to say yes and can justify a much higher price.

That opens a lot of ideas; I can pilot one item to start.

Keep it tight: the event sells only the annual with bonuses and a hard close, then reopen briefly with monthly at a stripped-down package to close late adopters.

And if people ask for monthly during the event?

Be clear that monthly exists but does not include the bonuses you have been spotlighting; make the annual the easiest path.

Perfect, that helps.

All right, we keep it moving and bring on the next guest.

I design and advise on wellness interiors for ultra high net worth families; revenue is 1.6 million, I want 10 million by next year and a long climb from there.

I built a three-step ladder: core at 80 dollars a foot for complete design and wellness, a portfolio tier at 100, and a top tier that extends to yachts, planes, and offices with curated experiences plus a 200 thousand dollar annual retainer; the upper tiers are new.

I would skip the ladder; the jumps are too small and long commitments feel heavy for this crowd, who want speed, flexibility, and seamless execution.

Price bespoke by asset type—home, yacht, jet—and add a tiny annual retainer framed as assurance so you have a standing reason to meet each year and spin up more projects.

I want deep, multi-property relationships, not a stream of minor refreshes.

Small wins often lead to flagship work, and this clientele is always acquiring; stay present, maintain the relationship, and ask what is coming next.

How should I present pricing—keep the 80 dollars per foot?

Square-foot numbers do not mean much to a family office; set gates like a 20 million minimum estate value and present a tight, premium scope, with the simple retainer woven in.

Got it; I will keep it around 100 dollars a foot for simplicity and pair it with a light continuity plan and strong inclusions.

Clean, easy math; rock and roll, let’s lock and load, baby.