What to Sell and How to Sell It .

How Emerging Educators can package and price their expertise without secondguessing every step.

By Tamara Reid

You’re not new to this. You’ve been in treatment rooms, training rooms, and staff rooms long enough to know your stuff — inside out. Clients love you. Industry leans on you. And every second conversation seems to end with, “You should be teaching this.”

And maybe you’ve started to believe it. You know you’ve got something to say — and something worth sharing.

But then comes the hard part: what exactly do you sell?

And once you know that — how the heck do you price it?

That’s where a lot of incredible educators get stuck. Not because they’re not capable, but because suddenly they’re faced with 100 ideas, 1000 Instagram tabs open, and zero clarity on what’s right for them.

So, let’s take the noise out of it.

Before you create a course, offer a 1:1 session, or launch a masterclass… press pause.

And ask yourself:

“What do I actually want my work life to look like?”

Do you want to be on Zoom 3 days a week, or on the road presenting live? Do you want to build passive income with evergreen courses, or high-touch impact with small group programs? Do you want to sell to therapists and owners (B2C), or partner with brands and platforms (B2B)?

Because that will tell you what to sell. So, what does that look like, in practice?

Well, it might look like a $49 downloadable that helps therapists run better consults. Or $297 masterclass teaching brow artists how to retail without feeling pushy. Or a $2,000 short course helping new clinic owners nail their first hire.

It might also look like a brand partnership where you get paid $1,500 to speak on stage. Or create a co-branded retail training video. Or build a three-month mentorship program that lives on a brand’s learning portal.

There’s no one way to do this — and that’s the beauty of it. You can mix and match. You can scale. You can start small, test the waters, and build as you go. But you can’t price in the dark. And you can’t package a service you haven’t properly defined.

That’s where pricing gets sticky. Because here’s the thing: most of us were never taught how to price our services. We picked numbers based on what someone else was doing — or worse, based on what we thought people would “be willing to pay.”

But that’s not how you build a sustainable personal brand. That’s how you burn out.

So, let’s break it down.

Smart pricing starts by answering three simple questions:

- What does it cost you to live? (Yes, the rent, the bills, the Canva Pro subscription — all of it.)

- How much time do you actually have to give?

- What’s the transformation you’re offering — and what is that worth to someone else?

If you want to earn $100k a year, and you’ve got 20 hours a month to dedicate to paid work, then your pricing needs to reflect that. Simple math’s, big mindset shift.

From there, factor in your experience — the years on the floor, the results you’ve helped clients get, the value you bring to the table. It’s not about charging because someone else is… it’s about charging because you can deliver.

And just one more thing, while we’re here?

Be really clear on what’s included. If you’re offering a 90-minute session — is it recorded? Do they get a workbook? Is there email support? Clarity equals confidence (on both sides of the equation).

Also: don’t forget to account for travel, admin, prep, and energy. (Your energy is your most expensive asset — protect and price accordingly.)

The truth is, you don’t need to sell everything to everyone. You need 3–5 clearly positioned, properly priced offers that speak to the audience you want to serve.

That could be:

- A $27 download

- A $297 live masterclass

- A $3,000 brand retainer

- A $5,000 event partnership

It’s not about throwing spaghetti at the wall — it’s about strategic pricing, clear packaging, and confidence in your delivery.

If that’s something you’re ready to get serious about, then my online course Build It, Brand It & Bank It is where I’ll meet you.

We take all this (your lifestyle, your POD, your energy, your goals) and turn it into a personal brand and product suite that gets seen, sold, and taken seriously.

You already are a personal brand.

Let’s get you paid like one.

Tamara Reid www.insideindustry.co