Create an Offer Your Customers Will Accept
Sep 28, 2025
There’s one principle I keep returning to, especially when times are tight and volume slows down: It is Alex Hormozi’s “create an offer so good, people feel stupid saying no.”
I’ve seen this idea play out time and again, both as a consumer and as a service provider. The key is understanding human nature. People want value—they want to feel like they’re getting more than they’re giving up. That doesn’t mean slashing your fees or undercutting your worth. It means packaging your service in a way that clearly solves a problem and feels like a win.
Recently, I had a call from someone needing an appraisal for an estate. After talking through the situation, it became obvious they didn’t need a full 30-page report with photos, maps, and adjustments. They just needed a credible value from a qualified appraiser—something simple, but reliable.
So I offered two options: a full general-purpose report for $650 or a restricted, letter-style report for $350. Same professional opinion, different scope of work. No hidden fees, just transparency and clarity. The client chose the simpler option—and felt good about it. I saved time, they saved money. Everyone won.
You don’t have to be a slick salesperson to use this principle. Just know your client, listen to what they really need, and offer something that makes sense. It’s not about manipulating anyone—it’s about serving well and creating obvious value.
So, ask yourself: What could you offer that would make your client feel like saying no would be a mistake?
Figure that out, and you’re already ahead.
Check out The Appraiser Coach Podcast for more info on this topic:
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