Most pricing problems aren't pricing problems — they're agreement problems. This episode shows how clear agreements and upfront expectations let you raise prices, enforce late fees, and keep clients happy doing it.

Dave Worden breaks down the systems behind durable, profitable client relationships: building price increases into your agreements so they're expected, why every contract needs a late fee, and how to set expectations that kill scope creep before it starts. He also gets practical on AI for small business — why you're not as behind as you think, and how to use it as guardrails instead of a crutch.

In this episode:

• The pricing approach that makes clients comfortable with increases

• Why a late fee belongs in every contract — and how to frame it

• Setting expectations that stop scope creep

• Using AI as guardrails (and why you're not behind)

• The three levels of service and landing your first advisory clients

Episode 61

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