From Free to Fee: How to Transition Your Passion Project into a Paid Offering

“They Won’t Pay You If You Don’t Charge.”

If you’re like most student affairs professionals or educators, you didn’t get into this work for the money, you got in to make a difference. To mentor students. To create moments of belonging. To change lives.

But here’s the truth I wish I had learned sooner:
Your leadership deserves compensation, not just appreciation.

Let me explain.

Back when I was a hall director at the University of Michigan, I had the opportunity to help launch their First Year Experience program. I was passionate about student transition and engagement, so when they needed instructors for a new seminar course, I volunteered. Not to mention, I taught a social justice leadership course to resident assistants for two years, for free.

Even though teaching wasn’t part of my job description, I said yes. Not for a paycheck, but because I loved it. And that passion eventually led me to become a full-time lecturer, keynote speaker, and leadership coach.

But here’s what I now understand:
The things you love doing for free are often the exact things you can eventually charge for.
And at some point, if it takes you away from your family, your rest, or your well-being, it should also support your livelihood.

Leadership Lesson: You Model Sustainability Through How You Treat Your Time

In student affairs, we’re taught to give. To stay late for programs. To speak on panels. To mentor student leaders. To step up when no one else does.

And while that generosity builds trust, community, and campus culture, it can also blur the line between what’s sustainable and what’s expected.

Leadership isn’t just about what you give; it’s also about how you teach others to value your time, expertise, and impact. That starts with treating your own work as valuable.

When to Move From Free to Fee

If you’re already leading trainings, developing curriculum, or mentoring student leaders outside your job scope, this is your nudge. Here are three signs it’s time to start charging:

1. You’re Doing the Work Anyway

You’re the go-to person for leadership retreats, equity trainings, or first-gen retention. If you're regularly being asked to repeat a workshop or speak at another department’s event, you’ve got a product.

2. You’re Pouring Out Without Pouring Back In

You’ve started saying “yes” to programs or requests that cost you personal time—your evenings, your health, your family dinner. That’s a sign to restructure how you say yes—and to start attaching a fee to your outside-of-scope energy.

3. People Keep Asking for More

You facilitated something powerful, and now people are asking: “Do you do this for other campuses?” or “Can you train our team next?” That’s not just a compliment. It’s a cue. You’ve created demand.

How to Transition to a Paid Offering Without Burning Bridges

You don’t need to make a huge announcement or overhaul your role overnight. Here’s how to start small and scale with integrity:

Honor the Free Season

Acknowledge that the work you've done for free matters. You’ve been developing your voice, refining your process, and building trust across campus and beyond. Show that you care, like you were paid for it.

“Over the past few years, I’ve led student leadership trainings, facilitated DEI dialogues, and supported peer mentors, all because I believe in empowering students and staff.”

Name the Shift

You’re not charging because you’re done helping, you’re charging so you can keep helping without burning out.

“As I continue this work, I’m now offering a paid version of this training to support the time, energy, and customization it takes to deliver high-impact learning experiences.”

Pilot a Paid Offering

Instead of launching big, test your first offer with a small group. For example:

• Offer a 60-minute virtual leadership workshop to 5 campuses at a "value" rate.

• Create a mini digital toolkit for advisors who support student leaders.

• Host a “train-the-trainer” session for RAs or peer mentors for an extremely low rate.

“I’m currently offering this new session to a limited group at a founder’s rate of $250. This allows me to fine-tune the experience and keep it accessible as I build.”

Use Testimonials to Build Your Case

Once you’ve been paid and delivered results, ask for feedback and stories. Student affairs thrives on proof of transformation. Use that to raise your rate confidently.

⚠️ Quick Reminder: Check for Conflicts of Interest

Before you start offering paid services outside of your full-time role, make sure you review your current institution’s policies on outside employment or conflict of interest. Some universities and colleges require prior approval if you’re launching a side business, especially if it’s in a similar area to your job duties.

Ask yourself:

• Does this overlap with my current responsibilities?

• Am I using university resources (email lists, Canva templates, etc.)?

• Have I disclosed this to my supervisor or HR if required?

Transparency protects your integrity and your role. You’ve worked hard to build trust; make sure your business supports your leadership brand, not jeopardizes it.

Final Thought: Lead Like Your Energy Matters, Because It Does.

You got into this field to make a difference.
And you still can, without working for free forever.

As leaders in higher ed, we talk about equity all the time. That conversation must include how we treat our own time, talents, and boundaries.

Impact deserves income. Passion deserves protection. And leadership deserves to last.

Start charging. The movement will thank you.

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