$2,000 A Session?
$125,000 a Program?
NY best-selling author, Robert G. Allen
shares his #1 Business Tip to raise your fees
Why does he suggest you Raise Your Fees?
Watch this 3-minute video to hear his #1 Tip for Success in your Wellness Practice.
Raise your fees?
But...To what? And How?
You might be surprised by how much Robert suggests you can charge for your health or wellness session.
Do you think it's possible to raise your fees to $300, $400, or $12,500?
Can you wrap your mind around the concept of YOUR session worth and how to 'equate' it with the value you provide?
Is a $2000 JUST for a session?...,
or are they paying you to fly to another city to provide the session in their home or court-side?
- Are you delivering premium levels of service and experience?
- Are you creating a wonderful experience to command $3000?
Will you design a mouth-watering, personalized experience that caters to their every wish?
OR, are you just so darn skilled and competent that the results your clients achieve speak for themselves?
Once clients easily see the value in what you offer, many will be willing to pay you for it because only you can provide the full experience they need and want.
Many Health & Wellness Clinic Owners and Therapists get stuck in their limited thinking and nervousness about charging a great price for their great sessions.
Like I say in the video, Robert is a corn-ball, but his message is truth.
(P.S. "Why do you think I'm able to charge 4 times what most practitioners charge in the super-saturated city of San Francisco, California?!)
The biggest thing I want to share with you:
When you charge premium fees for your services, the struggling to make ends meet, ends!
You'll have more profit to reinvest in your business, spend and enjoy with family and friends, and finally have peace of mind.
It's a wonderful feeling to have financial stability for yourself and your family.
As your practice supports you, you can begin supporting your community and giving back—as we do by donating services and awarding scholarships every week.
When you have financial stability, you can be more generous to those who might not be able to afford your full-priced services.
Leave a comment below with what you think and what you will do now that you've heard from Robert and me about thinking bigger about your fees.
(for Health & Wellness professionals)
this 10 Day Challenge will guide you to
ethically raise your fees
Deep down in my heart, I know it is possible. I just need to contemplate on believing in myself and my value in the defferent way. Thank you!!
Phim, Thank you for responding here.
It’s certainly a process.
But when we recognize how our clients thoroughly benefit
from / through / by working with us — their life is better off.
We work hard and have invested time, money and energy to improve our ability to support our clients.
Being gorgeously compensated is our reward. 💎
The video highlighted an important perspective on pricing confidence, prompting me to reflect on the unaccounted value in my practice. I’ve realized I’m overlooking several premium aspects of my services:
My time investment extends beyond the hands-on session. Each appointment includes a full hour of dedicated client consultation, room preparation, detailed note-taking, and occasional extended sessions – all valuable components of the therapeutic experience.
I enhance every treatment with premium add-ons at no extra charge: cupping, hot stone therapy, percussion treatment, aromatherapy, and both hot towel and hot pack services. These therapeutic elements significantly elevate the treatment quality.
My home-based practice offers unique advantages: a private lobby, spacious bathroom with shower facilities, and a dedicated education center. This professional yet intimate setting provides clients with comfort and convenience that standard commercial spaces can’t match.
I frequently combine complementary services, such as massage and facial treatments, creating comprehensive wellness experiences. This integrated approach sets my practice apart, though I haven’t fully reflected this value in my pricing structure.
Moving forward, I need to better communicate these premium features to clients and ensure my pricing accurately reflects the comprehensive, high-value experience I provide. These aren’t just extras – they’re integral parts of my unique therapeutic approach that deserve recognition.
Michelle, I love your perspective and your last comment, which I’ll reword for you:
” I provide a comprehensive, unique, high-value experience by integrating X, Y and Z.” 💛
Very inspiring. I’m taking another look at the care & courtesies that have been standard for my clients and planning to market those as added value to new clientele. I already have a planned increase for next month, but now I’m seriously questioning whether it’s enough. I’m now considering implementing another in the late spring/summer.
Invisible things I’m giving away:
-Place to sit and have tea and relax
-Free Wifi
-Snacks
-Free Parking
-Full hands-on time because there is ample time before and after session for getting on the table and getting dressed
-Personal Care items in bathroom
-Custom aromatherapy
-Using extra topicals as needed in session
-Cupping, hot and cold stones
-Text access to me in between sessions
-Very personalized care and attention as a client of mine
Invisible Things I’m Giving Away Right Now:
Clock Starts Only When Hands-On Work Begins
I make sure that the clock only starts when the hands-on work begins. This way, clients aren’t charged for time spent on consultation, intake, preparation, or closing.
Customization of Sessions
I don’t follow a set protocol or routine. Every session is customized based on what the client needs in the moment, using a mix of techniques and modalities to create the best experience.
Post-Session Takeaway Tips or a Simple Wellness Guide
After each session, I offer extra time for integration and education on how to extend the benefits of the session into their daily lives.
All-Inclusive Experience with No Hidden Charges
I include a variety of enhancements (when applicable) like hot stones, aromatherapy, tuning forks, cupping, scraping, vibroacoustic therapy, and more at no extra charge. It’s all part of the experience, with no surprise add-ons.
Personalized Post-Session Check-Ins
I follow up with clients a few days after their session to see how they’re doing, check on their progress, and offer any additional support.
Direct Access to Me Between Sessions
Clients can reach out to me via text or email for questions or guidance between sessions.
Video & Aftercare Resources
I provide personalized aftercare resources, like video exercises, stretches, or digital wellness guides, based on their needs. These resources are meant to help them maintain their progress and integrate what we worked on into their daily routine.
Personalized Bach Flower Therapy (When Applicable)
For clients choosing a session that includes Bach Flower Therapy, a set of email communication is done prior to the session to customize the blend based on their specific needs. Clients leave with a month’s supply of their personalized blend.
yes !! This is powerful !! Irene thankyou for sharing , When i first increased my prices some of my loyal clients were like ” shocked” it made me feel like ihave to explain. or justify i felt awkward. when i jUst stood there and smiled : i felt its my business i can change anytime i want right ? i the therapeutic therapist they come tog et fixed in my area , i piut alot of hrs , sharpening my craft. ( i also believe if u beieve yourself. then your clients believe in you) SO right ! Mr Robert!!
A few of my free extras:
1. Text appt confirmations & reminders
2. Access to me via text & phone
3. Extra time to discuss goals, ask Qs, etc.
4. Full time for sessions
5. Evening, morning & Saturday appts
6. Water, premium chocolate, dog treat 🐾
7. Each massage is customized
8. Validation, motivational coaching
Thank you so much Irene! I’m realizing more and more, what an “inner game” it is, to be of service. And learning to make the invisible visible, is the way. When you “see” the value for yourself, your energy up levels … then, conveying your value can be natural and authentic. A client recently complimented me, saying I provide therapeutic massage at a whole new level … that there aught to be a word for what I do … she added that when she came in she was a bundle of nerves, and now she feels wonderful. A lot to unpack! The validation and support we provide our clients needs to be offered to ourselves, as well. Love this sprint! Irene, thank you from the bottom of my heart. ❤️
Audrey!
I’m thrilled you are loving the Ethical Fee Increase 10-day Sprint Challenge as much as I do!
The ‘inner game’ and understanding value really have monumentally changed therapist’s careers.
~ Irene
I hadn’t thought before of all the things I do that I hadn’t considered as extra value to my clients. A few of them include warming the table before they arrive, checking on their comfort level with the bolster and face cradle, and temperature of the room. Sending reminder texts or phone calls to those who don’t text. Extra time after the session for them to drink some water, and get grounded before driving home, and discussing how they felt after the session. And the list goes on!
As author Seth Godin taught me — “Make an invisible service visible!” When everything you do, Becky, is added up and compared to other practices, you’re clients are receiving a screeming deal for the level of attentio and detail you provide, at any price! ~ Irene
“When you have enough, you can be more generous to
those who might not be able to afford your services.”
I love this. My biggest mental block with raising my prices is that I really enjoy working with clients who can barely afford my services, and in some cases I have chosen to give discounts in order to keep clients on my books. If I charged more, I would be able to do that without feeling the hurt of the discount.
I just recently came back from maternity leave. In the 9 months leading up to my leave, I got lots of different massages trying to find someone that I could refer my clients to. I was appalled at how much people were charging (way more than me) and that they didn’t do things that I felt were common practice. Like, after getting on the table, they would come back in and immediately uncover me and start working. When I enter the room after my client has gotten on the table, I ask if the headrest needs to be adjusted, if the bolster needs to move, if the temperature of the table needs to change, if they’d like a heated eye mask/hot towel/aromatherapy, all asked whilst doing compressions over the sheet to introduce my touch. Another therapist I tried was 10 minutes late to our session and then didn’t extend the session past the original stop time, so I was penalized for her lateness. And then she asked me for referrals at the end.
Searching for another massage therapist to take care of my clients made me realize how much I was under charging. I am with them for the entirety of the experience. From booking, to intake, to making sure they’re comfortable on the table, to customizing treatment, to debriefing after the session, and then following up with them 2-3 days after their appointment.
Definitely lots to consider here. So much to think about!
It’s terrific you already see how much more professional, skilled, and attentive you are compared to ‘the competition!”
The goal of any business is to be financially profitable. Be sure your business income is high enough that you can volunteer or donate services if you wish!
Congratulations.
~ Irene
“Invisible services” that I currently give away… These are great thoughts I hadn’t really considered deeply before.
Last week I paid a lot of money (for me) for a massage, it was almost double what I charge. And I didn’t enjoy it at all. 😭 It made me realize just how much I offer my clients and how amazing I actually am!!!
I know I need to start marketing these facts, all the things I actually offer, but I don’t really know how to do it. 😵💫
It’s terrific you are realizing the value you provide to your clients, Annelise.
It’s an incredible paradigm shift when we step out of thinking we’re ‘just’ selling our time or clinical expertise!
Hey Irene! 😊 Here’s how different price points might look for my clients with the new premium pricing:
$200/session: Clients get a personalized massage with hot stones, Biofreeze, hydroculator, and access to our Soft Tissue Recovery Lab. It includes stretching recommendations and comfortable amenities like table warmers and SAD (Seasonal Effective Disorder) lighting.
$500/session: Adds dry cupping, kinesiology tape, a percussion massage gun, and a session in the Exercise Lab. Clients also receive a personalized at-home program and detailed exercise recommendations.
$1000/session: A full-day wellness retreat with multiple therapies, including hot and cold stones, hydroculator, and private use of both the Exercise and Recovery Labs. This includes comprehensive insurance verification and billing support, premium refreshments, and a dedicated relaxation area with personalized music control.
$5000/session: The ultimate luxury experience with personalized consultations, advanced therapies, home visits, exclusive access to high-end facilities, and top-notch amenities like a temperature-controlled environment, 3-ply toilet paper, extremely clean bathrooms, and expertise from therapists with over 7 years of experience. Clients get everything listed plus extras like 24/7 support, recovery products for sale, and proactive insurance utilization information.
All of these years I’ve been neglecting the ridiculous amount of add-on amenities that are worth so much more than I thought. Definitely enjoying this 10 day sprint! It’s opening my mind in ways that I had hoped it would 🌟
Josh!
Fabulous, detailed breakdown of your different offers.
I’m thrilled after all your years of adding on amenities that are worth so much more than you thought, you’re seeing more potential in increased value = revenue.
My goal was to make it fun, so I’m excited you’re enjoying this 10 day sprint 🌟!
“Make invisible services visible” – This is definitely something I need to act upon. There are so many “extras” I’ve thrown in for years…now I realize my service is already much more robust than I realized…I need to articulate all the “extras” and feel confident in charging accordingly.
yes! It’s a really important–and yet overlooked aspect of business.
It’s also the “extras” that are perceived as nice by clients, but when highlighted take on a higher value!
I like the insights on what I am already doing that I am not charging for, this is helpful!
I’m glad you agree, Yulia.
There’s so much juicy goodness you’re probably including without recognizing it.
I offer a highly effective and efficient manner for my lymph drainage therapy service. One session with me is equivalent to 4-5 regular Manual Lymph Drainage sessions. Changing my perspective, I now plan to raise my fees as most clients initially see me 3-4 times for very successful outcomes.
A colleague is implementing many of these ideas and seeing great results. I’m ready….!
So fun! Glad you’re ready!
I like his energy. I just recently saw in a fb group someone asking about raising their fees/hesitant to do so, and many other commenters mentioned they actually attracted more business after doing so. It felt like another “sign,” or confirmation. 😄
I get a lot of referrals from a physical therapy practice and I work with therapist in that practice when they send me someone, I have never put a value on that. I also have a massage chair in my office and invite clients to come early and get a pre massage, I have never put a value on that either and one more is a candy jar in the reception area that I provide , I know my clients value that because when it gets low they freak out.
I can’t see charging $1000 for the services I provide now but I’m starting to see ways to add more value to my services and charge more than I currently do.
I know it’s crazy to think it’s possible that someone would pay $1k (if not higher) for a single session… but, it is possible and happens all the time.
I’ve been paid thousands as have many of my therapy business-acceleration coaching clients. Stay with me a minute…
It’s difficult to grasp because most people are thinking only in terms of a single session in a single therapy room, or something common along those lines. If you’re having a hard time believing how you might be able to charge a lot more… I invite you to step out of that reality and think bigger.
I’ll help you with an example:
One of my experiences of getting paid over $2,000 for a single session was way back in the year 1990. I was hired as a massage therapist at a Tahoe mansion for a client’s birthday party. The host (her husband) who hired me was not sure the schedule, so I was asked to stay for the day to be available as needed when the time was right for the client to receive her birthday massage gift. Because I was there all day, I got to enjoy the party, got paid very well, and had a fabulous time. (If I recall correctly, I think I got some new clients out of it, too from the other guests!) I was paid over $2k for that 90-minute massage (this was back when I was providing massage therapy services, which I don’t anymore).
Many therapists have been flown across the globe, provided sessions on private planes and yachts, at sporting events, trade shows, VIP boxes, and even simply in people’s homes, businesses, and events for clients or corporations who have enough money to pay for the experience and results! Do you see now, how you can charge higher fees when you think bigger for your massage therapy services?
Not every client will be able to afford the higher fees, but there are more than enough people willing and able to pay if offered the right solution for their situation. You can charge thousands of dollars when you create an entire experience for your clients and stop just selling your time by the hour. Good luck on your professional adventure and my wish is for you to make as much money as you desire, providing your amazing results for your clients.
I’ll have to think, believe of a good package to sell.
Amazing and inspiring to read this while out of town this morning. Thank you.