How To Sell Services To The Ultra Wealthy | Ep 957

March 31, 2026

AI Summary

5 min read

Alex Hormozi fields calls from two business owners seeking growth. Haley runs a $1 million revenue membership for crafters (mostly women 45+ making stickers), aiming for $3 million but stalled by ads costing $90 per acquisition while collecting only $60 upfront; lifetime value hovers around $385 with 93% retention on annual plans. Sarah offers interior design and wellness advisory to ultra-high-net-worth families and offices, at $1.6 million revenue targeting $10 million, questioning her pricing ladder.

Restructuring Membership Offers for Upfront Cash

Haley's five-day paid challenges ($10 entry) drive sales of a $27/month or $270/year membership, but only 10% choose annual, delaying ad profitability to six months. Hormozi advises selling only the annual during the event—positioned as the sole offer with 1-2 exclusive bonuses unavailable to monthly buyers. This targets consumers' $300-600 impulse window over five days of engagement.

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What you'll learn

1 (00:00) **Episode Intro** - Previews two calls: scaling a $1M crafter membership and $1.6M ultra-wealthy service business to $10M
2 (00:51) **Haley's Crafter Membership Overview** - $1M revenue from $27/mo or $270/yr membership, targeting 45+ women making stickers
3 (01:55) **Ad Profitability Diagnosis** - 6-month payback too slow for scaling despite positive LTV
4 (04:45) **Restructure Event Offer: Annual-Only Front** - Sell $270 annual as sole upfront option with 1-2 exclusive bonuses
5 (05:24) **Post-Event Mop-Up Campaign** - Retarget event attendees to $27/mo without key bonuses for residual sales
6 (06:10) **Physical Product Premium Upsell** - Bundle printer/paper kit to push $1K price and conversions
7 (09:32) **Sarah's UHNW Service Intro** - $1.6M interior design/wellness advisory for family offices, targeting $10M next year

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Show Notes

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Are you selling what your clients value or what you think they need? In this Q&A, Alex Hormozi helps two very different businesses break through their growth barriers. From scaling a membership model to creating high-ticket offers for ultra-wealthy clients, Alex offers the strategies necessary to increase revenue, streamline pricing, and boost customer loyalty.

In this episode

00:00 The sticker membership cashflow problem

04:39 Solution: selling the annual offer upfront

06:08 Adding physical products as bonuses

09:34 Pricing services for the ultra-wealthy families

12:54 Why the undifferentiated pricing ladder fails

14:00 Solution: adding an annual continuity to the offer

More Value:

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