Had a good question come up on a call this week about pricing and upsells, and it's something I see almost everyone get wrong, so let's break it down. The situation is usually some version of this. A client's happy. Things are working. They start asking for more. Can you build our website? Can you run our Google ads? Can you add this, can you manage that? So you think, great, time to charge more. And the way most people go about it is by stacking features. Basic package gets meta ads. Next tier adds a landing page. The one above that throws in automations, an AI bot, a fancy pipeline, and so on up the ladder. Here's the problem with that.Your client doesn't give two shits about any of it. They don't care how many automations are humming away in the background. They don't care if there's an AI bot, or three landing pages, or a colour-coded pipeline. None of that is why they pay you. They pay you for one thing. More leads. More appointments. More sales. That's the value. Everything else is just plumbing. So when you price your tiers around features, you're charging more for stuff the client never asked to care about in the first place. And it usually ends with you doing a pile of extra work for an extra few bucks that you'll resent inside a month. Here's how to think about it instead. First, separate project work from retainer work. A website is a project. It has a start and an end. So bill it as a standalone project, not baked into your monthly retainer. If it needs ongoing upkeep, either charge a small maintenance fee for that specifically, or go find someone on Upwork, drop them in a Slack channel, and now they're your website guy. Do not let one-off favours quietly turn into unpaid scope creep on the service you're actually trying to scale. Those little jobs add up. They drain your energy and pull your focus off the work that moves the business. Second, base your real upsells on scale, not features. The reason a higher tier should cost more is because the client is spending more on ads, generating more leads, and booking more appointments.

I just got married to my beautiful wife Jasmine!!!

I have been running my lead generation agency for a few months now. We have been using cold outreach, targeting the wholesale niche. We have tried cold calling, cold SMS, we've switched up how we source leads dozens of times, we have tried every opener and setting strategy you could think of, but have just been getting iced out. Is this an issue with our outreach funnels or should we consider pivoting niches?

Hey folks, Just trying to work out where things stand with some of my accounts. I've noticed that 3-4 in particular have had some crazy CPMs and very inconsistent lead generation results. E.g. a bunch of nice leads ($10) for my high ticket programs for 1-2 days, then 0 for 1-3 days after. Anyone else experiencing this volatility? (Or do I just suck... haha)

Hi Liam @Liam Casey . So I'm about to set my fast track free trial and from the lessons, you mentioned the idea is to get leads pouring in within 7 days. Now, I'm in the real estate seller niche - selling properties for real estate companies/agencies. Would you advise that I use a direct to offer approach for our free trails when advertising, or should I go the lead magnet route?