Why $50K Clients Are Easier to Close Than $2K Ones

Most consultants and coaches don’t burn out because they lack expertise.
They burn out because they undervalue it.

They know how to change lives but they’re stuck selling by the hour instead of by the outcome.

In this month’s episode of The Vault Unlocked, I sat down with Ann Carden, a six-time business builder and seller who helps service-based entrepreneurs make million-dollar leaps with a handful of premium clients.

Ann doesn’t just talk theory, she’s done it. From building health clubs before the internet existed to helping clients close $413,000 deals, Ann breaks down the real reason you’re undercharging and how to stop.

We unpack what it really takes to charge $50,000+ (and why it’s not only possible but essential if you want to build a business that gives you your life back).

🎥 Watch the full episode here → The Vault Unlocked: Ann Carden on Premium Offers

When you hit play, you’ll hear how Ann’s early years in luxury retail shaped her premium pricing philosophy long before “high-ticket” became a buzzword. She shares the story of selling $12,000 gym memberships in the 90s without funnels, ads, or fancy tech, just clarity, confidence, and conviction.

We talk about why premium clients are easier to work with than budget buyers, and how to position yourself so clients never question your pricing. You’ll learn how to package your expertise into $50K+ offers that buyers say yes to without hesitation, and how giving away too much strategy upfront quietly kills your ability to scale.

Ann walks through her Mirror Method, which is a way to calculate your worth by quantifying years of experience, investment, and results and then shows you how one of her clients went from $3,500 retainers to a $413,000 deal with the same customer, simply by repositioning their offer.

You’ll also hear how underpricing can actually destroy credibility, why lowering your price repels the right clients, and how one consultant almost lost a deal by offering $10K… only to close $50K instead.

And before we wrapped, I put Ann through a quick Pitch Makeover and had her reframe her elevator pitch with a single wow statement that instantly hooks any prospect:

“Did you know the coaching industry hit over a trillion dollars, but only 6% of coaches make over six figures?”

If you’ve ever wondered how to get off the client treadmill and finally get paid what your expertise is worth, this conversation gives you the blueprint.

Stop proving your value. Start pricing it.

See you inside,
Kayvon Kay