Let’s be honest, retreat leader—
Hearing “it’s too expensive” after you’ve poured your heart, soul, time, and energy into planning a life-changing retreat?
It stings. 

You feel the breath leave your body a little. The panic rises.
Do I lower my price? Did I market it wrong? Should I offer a discount?
Hold up, friend. Before you go down the discount spiral, let me offer you a much more powerful (and aligned) approach:

Let’s talk about how dealing with objections without spiraling, discounting, or taking it personally.

Because here’s the truth: objections don’t mean someone isn’t interested.
They often just mean the opposite; someone is interested, but uncertain—and that’s where your leadership comes in.

Objections Aren’t Personal. They’re Protection.

When someone says “it’s too expensive,” they’re not attacking your pricing.

They’re protecting their fear.
Fear of investing in themselves.
Fear of not following through.
Fear of it not being “worth it.”

And our job isn’t to fight the fear—it’s to help them feel safe enough to move through it.

Here’s my 3-part approach to dealing with objections in a way that’s respectful, powerful, and rooted in service:

 A Soft Place to Land

This is where you don’t meet resistance with more resistance.
You give their concern a cushion to land on.

Example:
Objection: “It’s too expensive.”
Soft landing: “Yes, being fiscally smart is so important.”

See what we did there?
No defensiveness. No justifying. Just acknowledging that money matters. (Because it does.)
This tells them: You’re safe here. You’re not being judged.

A Point of Agreement

Now that they’re not on the defense, meet them with something true for you, too.
This doesn’t mean you agree it’s too expensive—it means you share their value.

Example:
“Being fiscally smart is important to me too. I make a point to invest in things that truly align with my growth, and I don’t take those decisions lightly either.”

You’ve just shown you’re on the same team—not the opposite sides of a sale.
You’re both people who care about where your money goes.

Get Curious

Now that the conversation feels safe and connected, it’s time to gently explore what’s really going on.
Objections are rarely about money alone.

Ask something like:
“Before we dig into cost—what about the experience makes you feel like it’s too expensive?”
Or:
“Is it the total cost or the timing that feels off?”
Or even:
“I’m curious—what would make this feel like a ‘hell yes’ for you?”

Curiosity opens the door for honest conversation.
You may uncover that they’re scared to invest in themselves, have never done something like this before, or have made poor investments in the past.
Now you can meet that, not the surface-level “it’s too expensive.”

This is the power of dealing with objections with compassion and connection.

Objections = Opportunities

Here’s the thing, retreat leader—
Objections aren’t stop signs. They’re starting points.

When you approach them with compassion, curiosity, and clarity, you show up not as a salesperson, but as a guide.
And THAT is what builds trust, connection, and yes—bookings.

That’s the magic of truly dealing with objections—not dodging them, not fearing them, but guiding through them with heart.

Final Thoughts (From Someone Who’s Been There)

You’re not here to force anyone into anything.
But you are here to hold space for the discomfort that often comes before someone chooses transformation.

Your retreat is a powerful container. And your pricing? It reflects the value, time, energy, and soul you’ve poured into it.

Stand tall in that.
And when objections come up?
Give them a soft landing, meet them in their values, and get curious.
That’s where the magic happens. ✨

With you every step,
Shannon Jamail
Retreat Leader Mentor | Soft-Lan