Day 3

The Problem

Practitioners who offer a single flat-rate service or hourly pricing create three problems simultaneously. First, they eliminate the option for budget-conscious clients to enter the relationship at a lower investment level. Second, they fail to capture maximum revenue from clients who would pay significantly more for comprehensive service. Third, they provide no natural upsell path that increases lifetime client value.

Learning Objectives

• Design a three-tier service architecture with clear scope differentiation
• Name each tier using language that communicates value rather than just size
• Define exact deliverables, timelines, and boundaries for each tier

The Three-Tier Architecture

Every successful senior move practice operates with three distinct service tiers. The names matter. Avoid generic labels like "Basic," "Standard," and "Premium." Instead, use language that evokes outcomes and emotional benefits.

Tier One: The Foundation Service. Entry-level package focused on the essential physical move. Includes in-home consultation, floor plan review for the new residence, packing coordination, moving day supervision, and unpacking setup. This tier serves the senior who has already downsized possessions independently or has family handling the estate liquidation. Price range: $2,500-$4,500 depending on home size and distance.

Tier Two: The Comprehensive Transition. Complete move management including everything in Tier One plus pre-move downsizing assistance, sorting and organizing possessions, coordination of estate sale or donation services, home preparation for market, and full setup in the new residence including hanging artwork and arranging personal items. This is your standard offering and should represent 60-70% of projects. Price range: $5,500-$12,000.

Tier Three: The Concierge Relocation. White-glove service for complex situations: out-of-state moves, seniors with significant health limitations, high-value estate liquidations, or families where adult children are unavailable to participate. Includes everything in Tier Two plus travel coordination, senior living community research and placement assistance, family heirloom documentation and distribution, home staging coordination, and 30 days of post-move check-in calls. Price range: $12,000-$25,000+.

Your Assignment Today

1. Name your three tiers using emotionally resonant language specific to your market.
2. List exact deliverables for each tier. Be specific enough that a client could compare tiers and understand exactly what additional value each tier provides.
3. Write a one-paragraph description for each tier that an adult child could forward to siblings with the message "I think Mom needs Tier Two."

Key Takeaway

A three-tier architecture increases average project value by 25-40% compared to single-tier pricing because it gives clients a choice framework and makes the middle tier feel like the smart, balanced option.

Clozo Academy Proprietary Curriculum — The Move Management Growth System