Jennifer talks with Sarah Eppler, a Niche community member who used the Seven Figure Sales tools to rebuild her service suite around real profitability. After digging into the numbers and realizing her pricing didn’t reflect her actual time or overhead, Sarah reached out with questions, leading to a deeper look at how to make the math actually work. In this episode, they break down how to work backwards from your income goal, track your time, and price your services based on real labor, trip complexity, and client expectations. Sarah shares what surprised her most when mapping out her time, how she restructured and raised her trip design fees, and how that clarity completely changed her confidence in client conversations. You’ll also hear how to qualify clients upfront, reduce time drains like endless revisions and drawn-out timelines, and stop over-delivering in ways that hurt your bottom line.

After the episode, come continue the conversation inside the Niche community where we share real advisor strategies, trainings, and support. → JOIN NICHE

About Sarah Eppler:

Sarah is the founder of Sarah Eppler Travel, a luxury travel agency specializing in exclusive, meticulously planned experiences for busy professionals and their families. Before launching her business, she spent over 20 years as a marketing leader with various professional services and media companies, building revenue-generating marketing functions that aligned go-to-market strategies with how people actually buy. She brings that same commercial rigor to conversations about the foundational work that drives a profitable service business — knowing your audience, nailing your positioning, and building a pricing strategy rooted in real numbers.

sarahepplertravel.com

instagram.com/sarahepplertravel

Today we will cover:

(02:45) Sarah’s career pivot from B2B marketing to travel advisor
(05:30) Why doing the math matters; new packages and pricing
(12:40) Client reactions to charging fees
(16:00) Should you put your pricing on your website?
(22:40) Time tracking reality check; mapping your buyer’s journey
(30:10) Nice-to-haves vs. must-haves in your process
(35:10) What Sarah would do differently

204. How To Calculate Your Planning Fee with Sarah Eppler

TIQUE Talks: The Business Podcast for Travel Advisors