The Private Coaches Who Make This Shift Will Become The Most Expensive Trainers In Their Local Area

If you're an elite private coach, this video should speak directly to you. If you're like a beginner business owner, haven't trained any clients, this is not gonna make sense and skip this video. So this is for the small percent of coaches that watch my YouTube channel that have an established business. You've been doing this for years and you know you want to have a more profitable type of training business and you want to be ultimately the most expensive option in your local town. Watch this all the way through. Now, I don't do any sort of scripted videos here. I'm just gonna speak to you from my heart and I've talked to too many coaches over the last five, six months from the start of this year that have reached out to me, that have established businesses. They're not nearly as profitable as they should be and today I want to explain what that issue is, how to solve it, and if you're wanting to actually get coaching on this, at the end of this video, I'll tell you how I can help you. So right now, there's this really big illusion that most coaches have, even if they're making between $10,000 and $30,000 per month and the illusion is if I have X amount of clients, I'm gonna make X amount of dollars every single month. Now, for a very small percentage of coaches in this industry that model does work. I have taught that model to so many people over the last 10 years and that model can work if you have your clients on like three, six, or 12-month types of commitments. Now, where that model breaks is if you don't have a good coaching program, meaning you sell a three-month thing and the clients don't want to renew. So that client is just doing something for three months. So their lifetime value is three months. That's not where you need your business to be. And the other thing that I see too is there's always a big drop-off with coaches that have that. So you might have 50 to 100 clients one month and then the next month, you lose like 10, 20 clients and so what you have to do is you have to replace those customers all the time. And I'm seeing this right now with a lot of coaches that run the membership model. It's set up towards like, yeah, you have a lot of clients but you lose a lot of clients so you have to like constantly be marketing. You have to constantly be getting new clients to replace the ones who are leaving and we don't want that type of business. We want stability. We want clients that pay and they're in your program for a long period of time and you can focus on their development. So it requires a mindset shift that you have to take about your business when you think about what's gonna be the most beneficial thing for your customers. Is it letting them do it month to month where it's this really flexible thing and they leave and then they come back six months later and these kids are worse than when they ended with you and you have to start all the way back over with them and it's this vicious cycle that too many coaches I talk to are dealing with this and this is why the model you have needs to change. All right, and I'm gonna make this hopefully as simple as humanly possible when I explain this to you and if you personally have questions, go below here, you can book a call with me. I'm happy to talk with you. Every single coach I work with right now, I work with them one-on-one and most coaches that get to me, I talk with them for an hour before we even have a sales call, right? So reach out to me if you personally have questions. Now, the new model and this is not, for me it's not that new because this is how I ran my soccer training business at the peak which was I sold a 12-month option. The goal back then was to sell parents on a paid-in-full type of transaction. I did have an option where they could pay monthly but the reason why the monthly for 12 months worked for me is because I was unbelievably strict with the parents. I had a contract. I enforced that contract. I was ruthless about that. If they wanted to stop midway through, it's like there were penalties and there were things that protected me and my business. Otherwise, they just paid in full and when they paid in full, it was like, great, you pay in full. I know you're doing this for this period of time and let's focus on the development. That's it. Initially, when I started consulting coaches, the biggest gap and biggest problem that I saw was, well, a lot of the people that were reaching out to me, they were just doing everything session by session. In my mind, I was like, well, the first natural step is to move away from that model and go into the monthly subscription where there's at least a three-month minimum type of thing because most coaches out there, if they're doing session by session, it's really hard for them to just make that leap of just selling a 12-month thing. That's just mentally really hard for people to wrap their minds around because they're just like, well, I'm making $75 per hour right now. How am I gonna get clients to pay me $5,000 upfront? It's hard for coaches to understand that. This is why at the beginning, I got all of the coaches that I was working with to start offering things where it was like, at the beginning, it was like three and six-month type of commitment. After that, it was like once coaches got comfortable with that, then we went to six and 12. Then the ones who got the most comfortable with that, we just only offered 12. If you look at my best clients I work with right now, the ones that I post results on Instagram, the ones that I post their interviews and case studies here on YouTube, it's like they all sell 12-month minimum types of programs where parents are paying upfront. And they either pay it upfront or they split it up through Klarna or Afterpay where if they choose that type of option, the coach gets all the money upfront and the parent pays Klarna and Afterpay instead of paying the coach directly. So that is the advantage now with the coaches that I work with is because they saw a 12-month thing, they're like, well, this is the investment. If you wanna split up the payment, you can. This is how we do it. Otherwise, you pay in full with a credit card or debit card. It doesn't matter how the parents pay, the coach gets paid upfront. And this is why if you have a 12-month option, you can charge significantly much more money than you would if you're charging for three months. And if you're doing a three-month minimum type of thing, you kind of have to resell to these parents every quarter to stay in your program. That's an extra job for you right now if you're running that model. Same thing with six months. It's like every six months, you have to kind of resell them in the program. I like 12 months because that buys you so much time to spend with the athlete that you're working with and it gets them way more committed to what you do versus something that's really short-term, right? So the newer model revolves around selling a 12-month only, right? And again, this is not gonna apply to every coach out there. This applies to you if you're established, you already have a lot of clients, been doing this for a while, and you know you're like legitimately a good coach and you can get great results with your clients. And if you wanna have more financial security with your business, this model is significantly better and I'm gonna prove it. So let's say right now you have, I'm just gonna use 50 clients, right? 50 clients, let's say you charge $300 per month. For some of you watching this video, that's gonna sound so high. I mean, I work with coaches that charge $500 per month on average, right? Now, does every coach that I work with do that? No, but there are some coaches that charge an absolute premium if they offer a monthly subscription. And so let's say though you have it where it's 300 per month, it's a three-month minimum type of thing. And we know that that customer's gonna pay $900 over three months. That's if their payment doesn't bounce, that's if they decide they don't wanna pause or they're not gonna use the excuse of, oh, we have practice or we're gonna need to stop training with you right now. There's a million objections and problems that can happen if people are on monthly. And if none of that happens, great, you make $900. But guess what? You have to go back to them probably on week 10 or 11 to resell them again into staying into your program. And even if they are on a legit contract, they're gonna give you some sort of notice that they're gonna cancel. But if a lot of people are canceling, then guess what? Like 60 days into it, you need to start marketing again and start getting a lot of new clients to replace the ones who leave. And when you sell a 12-month upfront, it's like they pay, that's it. They know the days and times of your training. They can either go online and self-select those or it's just mutually explained to them before they join that Tuesday's at four o'clock is the day and time for the rest of the year. And if you guys need to change it, we'll arrange that together on a Zoom call. And the communication, honestly, is like totally drops off with coaches that offer 12 months because they don't need to talk to their customers all the time. It's like they don't need to talk to them about billing, about scheduling. All that goes out the window. And when you offer the paid in full, you literally don't need to talk to your clients about money for an entire year. So imagine how much better you can get your clients over the course of that year and how much less stressful it is for you if you run that type of business versus every month you're worried about people renewing and every three months you're worried about following up with people to get them to continue with you because you have to continue to resell and convince people to stay versus the 12-month model where it's like, you can do this, or if you decide you don't wanna do this, then don't do it, right? It only attracts the committed types of families. And the way sports is going now, it's like every sport is year-round, basically. Like very few sports have this really long time period where there's nothing happening. So you should be modeling that in your business. You should be running a year-round training type of program that supports these athletes that are already doing their sport full-time, right? And this is why you have to really change how you think with your mindset about your business. When you hear me say this first off, it's because these shorter types of commitments that you're offering, those clients are not gonna get the same types of results as the ones who are training with you for 12 months. It's just, it's not even comparable, right? So here's a couple of things that I wanna try to hopefully encourage you with. So first is, if you know you wanna move away from the month-to-month model, and if that's 100% working perfectly for you, then don't reach out to me. Like if you have 100 clients, they all stay over the course of the year, everyone's credit card goes through, no one's pausing, no one's canceling. The chances of that are very slim, but if that's happening, don't reach out to me, right? Because you probably won't be receptive towards the type of change I want you to make, right? But if you're kind of in this rat race right now where it's like, all right, I have these clients, some of them bounce every month, I have to replace them. Like the thing I wanna encourage you with is you don't have to, it's your business, you don't have to continue with that model. Like if it's not working, if it's not optimal for you, you don't have to do that, right? There are different ways of running this type of business, and I'm not gonna sit here and say that my way of doing this is the best way for every single coach out there, because it's not, it's built for the right types of coaches that have the right sort of mentality that really like at the end of the day, their best interest is in their clients that they train because they want their clients to get the best results. And it's not just about the money. Now let's talk about the financial piece to this, all right? Because I'm just gonna use simple numbers. Let's say you charge $3,000 per year minimum, right? There are coaches I work with right now, I mean, there's a guy I work with right now that charges $20,000 per year, right? So let's move it back though. We're gonna move the goalposts back to 3,000. So let's say you charge $3,000 per year and you have a premium service, and this is for group training, right? It could be one-on-one. If it's one-on-one, you should be charging way more than that, right? But if it's group training, it's 3K per year, and the parent pays upfront, right? The way this model works is it's contingent on marketing and selling upfront types of clients, commitments. So I'll give you some like just really easy math to deal with, all right? If we take one person per week that buys a $3,000 package review, all right? That's $12,000 of upfront money that's in your bank, right? Now, if we reverse it, let's say there's one person per week that buys your $300 subscription, all right? That means that month you made $1,200. So you made literally 10% of the amount that you would make if you just charged upfront, right? That is very different. So we're talking about a monumental shift in the amount of money you earn per month versus getting $1,200 this month, next month, $1,200 from new people, and that money can compound if you're doing recurring. But we're not factoring in the people who are dropping out, the people that you have to replace, right? And so if you just dial in the math with me here, if over the course of the year of 52 weeks, and we take 50, let's just say you take two weeks off, you don't wanna sell anyone for two weeks, great. We have 50 weeks, we have a $3,000 package, that's $150,000 of upfront money. If you're selling a bare minimum $3,000 package, you could be charging way more than that. So if you're charging five grand, you're making a quarter million dollars, all right? 50 times five, yeah, you're making $250,000 of upfront money that's in the bank. It's not money that we're banking on, like, oh, I think we're gonna get it, or we're predicting to get it. No, it's people have already paid. And the cool thing about this is if you put clients on annual agreements, then that is an annual payment that they make. So if you really, really focus on client retention after that first year, these clients then compound. So these clients are way more reliable than the everyday month-to-month or session-by-session type of client. So you can see the difference. And this is why I only have really one interest at this point, and this is why I'm not creating a ton of videos on my channel anymore, because all the coaches that I work with are one-on-one, and it requires a lot of my time at this point. And my biggest interest is helping coaches move into this model. So the clients that you work with are, A, way more committed. You have a much more streamlined type of sales process, and you are not waking up at the beginning of the month and wondering, I need to go replace all these people that just canceled 10 minutes ago. It's no, it's like, I need to do a good job marketing. I need to get maybe four or five people per week interested and close at 25%, right? And if I can do that, I can make 150K by selling a $3,000 thing. If you're watching this and you're established, you know you can sell your thing for more than 3,000. I'm just using that as an example, right? I'm using that number as an example. And you could charge significantly much more than that, especially if you make your offer better. We can dig into what you're actually giving your clients at the sessions, away from the sessions. I mean, there's a lot of nuance and intangibles that go into this type of thing. This is why there's no one-size-fits-all thing anymore with this model. It is very custom towards you and your business. So if you're watching this and you legit want to talk with me, go right below this video, click on the link, read through that page. My stuff is built towards, you know, I want to help coaches become the most expensive, the most premium coach in their area. If you want to sell a low-ticket thing and get a lot of customers, I'm not your guy. I don't enjoy doing that because at the end of the day, I want your clients to get the best results and I want you to have a really stable and predictable type of business where you can rely on these high-ticket customers for a long time. And those high-ticket customers that you're getting, guess what? Their network, their friends that they have that also have a lot of money, those referrals that you get are a million times better than like a lower-ticket type of client, right? So that's it for today's video. Shoot me, or sorry, go below, tap the link, read through that page, book a call with me there, and I'm gonna text you before you have that call a lot of information that you need and I'll confirm or cancel the call with you. It's really simple and straightforward. I talk to probably five, 10 coaches per week at this point and I help a very small percentage of those people actually do what we're talking about in my program. So that's it. Catch you later. See ya.