Is $8k under market actually scaring off clients? (G4 Heavy)

I need a sanity check from other brokers/operators here.

I have a direct mandate with a G4 Heavy owner (friend of mine). I'm pricing legs about $5k-$8k under the major brokerages because I don't have their overhead.

I just had a lead (NFL client) almost walk away because they thought the price was "too low" and assumed something was wrong with the metal.

Question for the group
When you have a massive price advantage, do you price it closer to market rate just to maintain "perceived value"? Or do you just undercut and explain the savings later?

I feel like leaving money on the table is stupid, but so is scaring off HNWIs who think "cheap = dangerous."