Transform $10K Packages Into $400K Clients in 90 Days | Premium Pricing

Meta description: Discover how coaches & consultants can package their expertise for premium clients. Learn the exact framework for transforming $10K offers into $50K-$400K engagements.

Featured snippet summary: Most coaches and consultants undervalue their expertise, charging $5K-$10K when clients would gladly pay $50K-$400K for the same value properly packaged. Ann Carden's Expert In You framework helps professionals extract their highest value, position themselves as authorities, and attract premium clients willing to pay top dollar.

The $413,000 Client Revelation [00:28:50]

"I'm putting this in my book now."

These were the words of a social media manager who had just experienced a revelation during Ann Carden's podcast interview. For years, she had been giving away her most valuable expertise for free – the psychological strategies that got potential clients "85% sold" through her copy.

After implementing Ann's premium pricing framework, this same marketing professional approached an existing client who was paying her a few thousand dollars monthly. When she restructured her offering to properly showcase her true value, that same client relationship transformed into a $413,000 engagement.

This isn't an isolated success story. It's a pattern Ann Carden has witnessed throughout her 35+ years as a serial entrepreneur who has built and sold five successful businesses before creating her current coaching practice helping professionals secure premium clients.

The Hidden Value Trap Costing You Hundreds of Thousands [00:28:10]

"It's amazing to me how many people are selling things for – they're giving literally giving away their services for such small amounts of money. And there's a premium market out there that would pay them hundreds of thousands of dollars."

Most coaches and consultants fall into a common trap:

• They charge $5,000-$10,000 for their "high-ticket" services
• They give away their highest-value expertise to "get the client"
• They focus on volume instead of premium value
• They believe their expertise isn't worth premium prices

Ann Carden has spent the last 15 years helping professionals break free from these limiting beliefs. As a coach who transitioned from multiple brick-and-mortar businesses into the consulting world, she initially fell into the same trap herself.

"I was part of a coaching organization and they had 200 something business coaches... everything that they were teaching just really was bringing in the wrong clients to me... And the money wasn't there."

After stepping back to analyze what was missing, Ann realized she wasn't applying the same premium business model principles that had made her successful in her previous ventures. This realization led to the development of her "Expert In You" framework – a systematic approach to extracting, packaging, and marketing expertise at premium price points.

Who Is Ann Carden? The 6-Time Entrepreneur Who Refuses to Retire [00:07:45]

Before diving deeper into Ann's premium pricing methodology, it's important to understand her remarkable entrepreneurial journey:

• Built her first business teaching craft classes to neighborhood kids at age 8
• Created a global craft doll business that shipped worldwide (before the internet existed)
• Developed a fitness empire including a $12,000 fitness program (unheard of 20+ years ago)
• Created her first million-dollar offer called "Body Blast" in the fitness industry
• Built and sold five successful businesses
• Now runs her coaching practice plus a marketing agency for expert positioning

What makes Ann's perspective particularly valuable is her refusal to accept industry norms about pricing or business models. When others in the fitness industry thought a $12,000 program was impossible, she sold it successfully. When conventional coaching programs pushed volume-based approaches, she built premium models instead.

"I'm a go-getter. And a lot of people are like, when are you going to retire? I'm like actually getting close to retirement age, but I am nowhere. I just invested in another business today." [00:08:15]

The Expert In You Framework: From $10K to $400K [00:26:21]

"I don't teach a volume business. I teach a premium business."

Ann's framework represents a fundamental shift from standard coaching and consulting business models. Rather than pursuing more clients at $5K-$10K price points, she helps professionals structure offerings that single clients will pay $50K, $100K, or even $400K to receive.

Step 1: Value Extraction [00:27:00]

The first step involves an "expertise dump" where professionals catalog everything they've achieved, skills they've developed, results they've created, and unique methodologies they've established.

"One of the things I have people do before they work with me is it's kind of like a brain dump in a way... they fill out forms that give me all of their everything they've done and you know, what awards have you won and what have you done and what have you been, you know, what have been the results you've had with clients."

From this comprehensive inventory, Ann identifies the highest-value elements – often capabilities the professional has been giving away for free or severely underpricing.

Step 2: Premium Packaging [00:29:30]

"It's not a piece of what you do. It's the best of what you do."

The second step involves restructuring offerings to properly showcase value. This often means:

• Elevating strategy above implementation
• Focusing on transformation rather than deliverables
• Creating a delivery model that feels premium to the client
• Emphasizing the specific ROI that justifies premium pricing

Ann helps clients understand that premium packages aren't about adding more deliverables – they're about properly valuing the most impactful elements of expertise.

Step 3: Expert Positioning [00:34:17]

"If you're going to charge premium client, you know, get premium fees, you have to be seen as an expert and authority."

The third step focuses on building what Ann calls an "expert platform" – the authority positioning that makes premium pricing feel justified to potential clients:

• Writing expert books that showcase methodology
• Launching podcasts that demonstrate thought leadership
• Speaking on stages that build credibility
• Creating an online presence that establishes authority

"It's really easy for them to go out and speak. It's really easy for them to get on podcasts because we can take that, you know, we can give them that best seller and now they just have that credibility and they've already got all of their experience to back it up."

The Mindset Shift: From Wallet Pricing to Value Pricing [00:32:34]

One of the most powerful examples Ann shares involves a client with a PhD who was charging $12,000-$15,000 for his top package despite his extensive expertise working with university tech teams.

During their work together, Ann asked: "What number lights you up?" He responded that $60,000 felt exciting but terrifying.

Ann walked him through a simple question: "When you worked with this one person, he was actually able to go from about a hundred thousand dollar a year job to a $350,000 a year job. Do you think that client would have paid you 60,000?"

The answer was obvious. Ann then reminded him: "You're not selling from your wallet. You're not the person buying."

This mindset shift – from pricing based on personal comfort to pricing based on client value – is fundamental to implementing premium pricing successfully.

High-Impact Marketing: Building the Expert Platform [00:34:17]

"You are irrelevant if you're not online... even if people aren't hanging out online, they are searching online."

For professionals seeking premium clients, passive visibility isn't enough. Ann advocates for what she calls "high-impact marketing" – strategies that build visibility, credibility, and trust simultaneously.

Key elements include:

1. Authored books that demonstrate thought leadership
2. Podcast presence (hosting and guesting) to showcase expertise
3. Speaking engagements that build authority
4. Strong social media positioning focused on expertise, not promotion

Many professionals resist these authority-building activities, claiming they lack time or comfort with visibility. Ann is uncompromising on this point:

"It's not an option anymore. So if you want to be in business, it's just part of the business world... the business landscape has changed."

Premium Client Case Studies [00:33:00]

Ann's methodology has produced remarkable results across various industries:

Case Study 1: The Mindset Coach

• Before: Charging $1,200 for a 90-day package
• After: $50,000 client engagements
• Method: Repositioned mindset expertise specifically for sales teams
• Result: Client immediately renewed for a second year

Case Study 2: The Social Media Strategist

• Before: Few thousand dollars monthly retainer
• After: $413,000 client contract
• Method: Properly packaged psychological marketing strategies previously given away free
• Result: Immediate revenue increase with existing client

Case Study 3: The Academic Professional

• Before: $12,000-$15,000 packages
• After: $60,000 client engagements
• Method: Connected expertise directly to client ROI ($100K to $350K salary increase)
• Result: Confidence in premium pricing aligned with genuine value

5 Action Steps for Implementing Premium Pricing

Ready to transform your business from high-ticket to ultra-premium? Here are five specific steps to implement:

1. Conduct a comprehensive value inventory - Document all expertise, methodologies, results, and unique approaches from your career.
2. Identify your highest-value elements - Determine which aspects of your work create the most significant client transformation.
3. Structure a premium offer - Package your highest-value expertise into a comprehensive solution for ideal clients.
4. Calculate genuine ROI - Quantify how your solution can generate 10X or more return on the premium investment.
5. Build your expert platform - Implement visibility strategies that position you as the go-to authority in your niche.

Is Premium Pricing Right for Your Business?

Premium pricing isn't for everyone. According to Ann, the approach works best for professionals who:

• Have significant expertise they can leverage
• Work with clients who receive substantial ROI
• Are committed to building expert authority
• Prefer working with fewer, higher-quality clients
• Are willing to be selective about who they work with

"The dynamic I need with my clients are they are all in. They light me up. Those types of clients light me up. And they love working with me because it's like we can move. We can move fast." [00:08:15]

Transform Your Business with Premium Pricing Today

The journey from standard high-ticket offers ($5K-$10K) to premium engagements ($50K-$400K) doesn't happen overnight, but it can happen faster than you might expect.

Ann's client who transformed her social media offering into a $413,000 contract didn't wait months or years – she approached an existing client with a restructured offer that properly valued her expertise, and the client immediately saw the value.

Are you giving away your most valuable expertise for free? Are you charging $5,000-$10,000 for services that create $100,000+ in value for clients?

The premium pricing opportunity is available to coaches, consultants, and service providers who understand how to extract, package, and market their highest-value expertise to the right clients.

Ready to Scale Your Business with Premium Clients?

If you're ready to transform your business model from volume to premium, schedule a FREE strategy call today: https://calendly.com/high-performance-accelerator/business-growth

Listen to the full interview with Ann Carden on The Nathan Newberry Show:

• YouTube
• Apple Podcasts

About the Author

Nathan Newberry helps elite business owners implement AI in sales, marketing, systems, and models to build rapidly successful brands. He specializes in helping founders implement Sell By Chat strategy to buy back their time and double their revenue within 6 months using his Elite Sales Model.

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