If you’re fully booked or sitting on a waitlist, the issue isn’t demand—it’s pricing. Most people panic at the idea of raising rates because they assume losing clients means losing income. But the math says otherwise: raise your prices by 10% and lose 10% of your clients, and your revenue stays exactly the same. The difference? You’re now making the same money while working less, with more time and energy to focus on better opportunities—or simply breathe.
The reality is, not every client is meant to stay forever, and holding onto everyone can quietly limit your growth. When you create space by letting some clients go, you open the door to higher-paying ones who come in at your new rate. That’s how you increase your income without increasing your workload. So if you’re stretched thin, take it as your cue—it’s not time to work harder, it’s time to charge smarter and put your oxygen mask on first.
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Video Transcript
Capacity Limits & Raising Prices
The capacity limits. I’m booked to the brim or I am on the edge of a wait list. Perfect time to raise prices. Might tell you why. If you raise prices, you’re going to lose some clients. Let me show you a math problem, and Kelly’s our resident, CFO, fractional CFO. So if you don’t believe me, ask Kelly if I raise my prices by 10% and that causes me to lose 10% of my clients. What happened to my bottom line, nothing. My gross revenue is exactly the same.
Working Less, Earning the Same
Nothing changed. I’m making the same amount of money, but now I’m making the same amount of money working less. So I’m working smarter, not harder, and that opens up the room for me to take on another client, which just gave me a raise again, because the new client I take on is at the 10% higher that makes sense to everyone.
Letting Clients Go
It’s okay to let people go. Some people are here for a reason. Some people are here for a season, and some people are here forever. For the most part, it will be rare that you come across a client that is here forever. They will be here for a reason, or they will be here for a season, and it is okay to let them go. All right. Oxygen mask on you first you.
