High Ticket Success Podcast - Dave Dubeau

In this episode of the High Ticket Success Podcast, host Dave Dubeau sits down with business coach Robin Waite to unpack why two businesses offering the “same” service can sit at wildly different price points. The lesson isn’t about luck, it’s about mindset, positioning, and packaging. Robin explains how high-ticket entrepreneurs think differently, design offers around outcomes, and build partnerships that multiply their visibility.

This article breaks down their conversation into practical steps for coaches, consultants, and freelancers who want to stop competing on price and start leading their markets.

What we Discussed on the High Ticket Success Podcast

1. Outcome pricing wins: Sell results, not hours, to stand out from commodity providers.
2. Mindset shapes markets: How you see your value determines how clients perceive you.
3. Social media ≠ sales: High-leverage visibility (podcasts, events, books) builds deeper trust.
4. Partnerships compound: Presence in the right rooms outperforms endless posting.
5. Offer structure matters: Combine outcome, proof, timeframe, and risk reversal for clarity.
6. Guarantees reduce friction: A bold promise makes high-ticket prices feel safer.
7. Funnels nurture trust: Move audiences from awareness to belief through consistent contact.
8. Start small, scale fast: Test one partnership or offer first, momentum grows with evidence.

Why Similar Services Are Priced So Differently

The Three Web-Designer Story (What It Reveals)

Robin shares his now-famous story of three web designers:

• Designer A sells time at a low hourly rate, takes too long, delivers poorly, and creates unhappy clients.
• Designer B is more skilled and efficient but still charges hourly, which caps what they can earn.
• Designer C sells an outcome, lead generation, backed by a performance guarantee, so clients happily pay a premium for results rather than hours.

Takeaway: Hourly pricing commoditises you; outcome pricing differentiates you.

Two Forces at Work: Mindset and Market Perception

1. Mindset: The way you perceive your own value determines how you price and package your offers. If you believe clients only pay for time, that’s what they’ll expect.
2. Market perception: Buyers who shop on price attract more bargain hunters. Shift your positioning to results and you attract clients who pay for impact.

Lead Generation: Why Partnerships Beat Posting

The Content Treadmill Is Often a Time Sink

Robin and Dave discuss how many entrepreneurs equate constant posting with visibility. Robin tracked a full year of his content efforts and discovered almost no new clients came directly from social posts. Repurposing and planning content had eaten up 20–30 hours per week, delivering “lottery-ticket” results.

High-Leverage Alternatives

Instead of chasing algorithms, Robin invested in platforms that create deep trust and compound visibility:

• Podcast appearances: One high-profile interview generated thousands of leads.
• Speaking engagements: Being on stage and engaging with audiences creates immediate credibility.
• Books and giveaways: A signed book becomes a tangible trust-building tool that keeps your brand on a client’s desk.

When executed consistently, these methods deliver fewer but far higher-quality leads with a much longer shelf life.

Framework for Building Partnerships and Meeting “Big Names”

A Practical, Repeatable Approach

1. List target people: Identify 8–12 individuals whose audience or credibility aligns with your goals.
2. Be present in their world: Attend their events, sit near the front, and show up repeatedly.
3. Add tactical value: Offer help, from sponsoring a small item to solving an operational gap.
4. Engage their team: Build rapport with assistants and staff who influence the decision-makers.
5. Make low-risk offers: Invite them to guest on your podcast, fill a last-minute speaking slot, or provide a practical favour.
6. Be generous without expectation: The most valuable partnerships often start with no ask attached.

Real Examples from the Episode

Robin explains how simple gestures, like bringing radio mics or sponsoring a boat trip, opened doors to collaborations and podcast opportunities. Repeated presence, not pushiness, created genuine connections that led to high-value introductions.

Packaging High-Ticket Offers

Core Components of a Premium Offer

A high-ticket offer must be clear, outcome-driven, and low-risk. Include:

• Outcome statement: A measurable promise (e.g., “20 qualified leads in 30 days”).
• Timeframe: When the client should expect results.
• Risk reversal: A bold guarantee or refund policy.
• Repeatable system: A delivery process that scales.
• Proof: Testimonials and case studies that quantify ROI.

Pricing Psychology

High-ticket clients evaluate return on investment, not hourly cost. A premium price becomes logical, even comfortable, when supported by proof and a strong guarantee.

The Funnel: From Podcast Listener to High-Ticket Client

1. Attraction: Offer a tangible gift (like a signed book) during a podcast or speaking engagement.
2. Opt-in: The listener fills out a form to request the gift, entering your funnel.
3. Nurture: A short, value-first email sequence builds familiarity and moves them to your other channels.
4. Group experience: Invite them to low-commitment workshops or coaching sessions.
5. Offer: Present your main program or consulting engagement at the right moment.
6. Close: Because they’re already warmed up, conversions are higher and smoother.

A Three-Month Blueprint (Practical)

Month 1 - Clarify & Package: Transform one core service into an outcome-driven offer with a bold guarantee. Collect proof to support it.

Month 2 -Strategic Visibility: Identify three podcasts or events that reach your audience. Attend one key industry event and begin outreach.

Month 3 - Partnerships + Nurture: Test a small partnership (sponsor, gift, or collaboration). Launch your book/gift funnel and short nurture sequence.

Balance short-term social activity for cash flow with 2–3 hours per week invested in partnerships that compound over time.

Common Objections & How to Handle Them"

I don’t have the audience.” You don’t need a huge following, just access to the right one through partnerships.
Start small; add value where you can. Relationships build faster than budgets.
Confidence compounds through small wins. Pilot one bold guarantee, gather results, and grow from there.

“I can’t afford sponsorships“I’m not confident.”

Conclusion

Moving from low-ticket to high-ticket isn’t about trickery or ego, it’s about reframing value and showing proof. Shift your offer to a measurable outcome, back it with a guarantee, and show up in the right rooms. Visibility isn’t about volume; it’s about relevance.

Over time, consistent partnerships, authentic generosity, and strategic funnels let you trade hours for outcomes, and get paid accordingly.