Raised Prices 5X, Lost 40% of His Clients... and Made More Money with Robin Waite

Robin Waite is the founder of Fearless Business and author of Fearless Pricing, helping coaches, consultants, and freelancers stop selling time and start charging for results.

In this episode, Robin shares the experiments that transformed his business—from raising prices 5X (and making more money with fewer clients) to packaging expertise into premium offers. Along the way, Mark challenges Robin on value-based pricing, guarantees, and competition, creating a practical and engaging debate.

If you're still charging for your time instead of your results, this episode will make you rethink your pricing strategy.

Why you have to check out today's podcast:

• Learn how to charge for results, not hours, and package your expertise into premium offers.
• Use a simple pricing exercise to see if your prices can actually hit your income goals.
• Discover why higher prices often lead to better clients, less stress, and more profit.

"It's all about results and outcomes. If you can't articulate what they actually want to achieve by working with you, you shouldn't sell to them."

— Robin Waite

Topics Covered:

02:00 – The 5X Price Increase That Changed Everything. Robin shares how raising prices dramatically increased profits—even after losing 40% of his clients.

05:15 – From Burnout to Business Coach. Why Robin walked away from his agency and discovered his passion for pricing and productizing services.

12:30 – Can You Really Charge Based on ROI? Mark challenges Robin on value pricing, competition, and money-back guarantees.

16:00 – Inside Robin's New Book, Fearless Pricing. How to package services, overcome pricing fears, and escape hourly billing.

21:00 – Will AI Kill Hourly Billing? Robin explains why AI will make experts more productive—but many will still charge the wrong way.

23:30 – Meet "RobBot" How Robin is using AI to turn eight years of coaching into an on-demand business coach.

25:00 – The One-Page Pricing Plan Every Business Needs A simple exercise to calculate the right price based on your income goals and capacity.

Key Takeaways:

"You need to become a master at working out the return on investment your clients are going to get when they work with you." — Robin Waite

"The goal of running a business is not to enroll every single client. The goal of running a business is to build a profitable and sustainable business." — Robin Waite

People & Resources Mentioned:

• Built to Sell by John Warrillow – The book that inspired Robin to productize his services.

Connect with Robin Waite:

• LinkedIn: https://www.linkedin.com/in/RobinMWaite
• Book: Fearless Pricing: How to package your offering and confidently charge more : https://www.amazon.com/Fearless-Pricing-package-offering-confidently-ebook/dp/B0FC6Y77LR?ref_=ast_author_mpb

Connect with Mark Stiving:

• LinkedIn: https://www.linkedin.com/in/stiving/
• Email: mark@impactpricing.com