Sell With Authority The Expertise Discount: Why You’re Undervaluing the Work That Comes Easy, with Hannah Roth and Erik Jensen
Welcome to Sell With Authority — I’m Hannah Roth, Director of Strategy here at Predictive ROI — and your resident mad scientist. If you’ve been around a while, you’re probably used to hearing Stephen kick things off. But today’s episode is a little different — you’ve got me in the driver’s seat.
And I’ve got my strategic co-pilot joining me — Erik Jensen, our Chief Strategy Officer. Erik and I are in the trenches every single day with agency owners, helping them spot and fix the nine money-draining mistakes — those sneaky patterns that quietly erode your profit, your confidence, and your growth.
One of the biggest culprits we see over and over again is what we call the Expertise Discount. It’s what happens when you downplay your value because the work feels “easy” to you.
Erik and I are digging into how that mindset ties directly into multiple money-draining mistakes — and how it chips away at your distinction, creates confusion, and traps you in the underpricing cycle.
We’re giving you ways to reframe the value conversation — both in your own head and with your clients — so you can start charging what your expertise is truly worth.
What you will learn in this episode:- Why so many agency owners equate hours with value, and how this mindset leads to underpricing
- Why work that feels “easy” to you is often the most valuable to your right-fit clients — and why speed should command a premium
- The direct link between undervaluing your expertise and several of the 9 money-draining mistakes
- Practical ways to anchor your fees to outcomes — time saved, revenue unlocked, risk removed — instead of deliverables
- The subtle ways you may still be discounting yourself
- How to confidently raise rates, simplify your offer suite, and sell with clarity instead of apology
- Website: www.predictiveroi.com
- Visit our newly expanded Resource Library
- Join us in our free How to Fill Your Sales Pipeline Facebook Group
- Erik’s LinkedIn: http://www.linkedin.com/in/erik-jensen-b9946068/
- Hannah’s LinkedIn: https://www.linkedin.com/in/hannah-roth-387a6b223/
- Order your free paperback or Kindle copy of our Book: Sell with Authority