Video summary
The central theme of this discussion revolves around a critical strategic decision for coaches: whether to increase their client load by adding more sessions or to raise their prices. The speaker argues that while raising prices is the correct move when demand is high and parents are constantly reaching out, adding new sessions is rarely the right answer for 99% of coaches. Most businesses operate well below their actual capacity because they fail to fill existing groups before expanding. For instance, a coach might have five or six training slots where only two children attend each session, yet they still consider adding more groups instead of maximizing the current ones. This approach often leads to unnecessary overhead costs, such as renting larger facilities or paying assistant coaches for underutilized time, which can erode profits rather than build them.
To truly scale a business effectively, the focus must shift from simply creating new time slots to optimizing the efficiency of existing groups and personnel. The speaker emphasizes that real growth happens when every current group is filled to its maximum capacity before introducing a new one. If a coach has reached this saturation point with their current setup, adding another session should not be done by the owner personally unless they wish to work alone; instead, it requires hiring an assistant coach to run the additional session. This model allows for significant scaling, where multiple coaches can manage three or four sessions per hour across various groups, potentially training hundreds of children weekly. By ironing out scheduling and capacity levels in this manner, a business can transition from a limited operation to one capable of handling massive volumes without compromising quality or profitability.
Ultimately, the decision to raise prices or add sessions should be dictated strictly by market demand rather than arbitrary expansion goals. If there is low demand and no parents are inquiring about the program, raising prices is a risky business move that could alienate the few existing clients. Conversely, when demand is strong, increasing prices is not only justified but necessary to reflect the value provided and to filter for higher-quality clients who appreciate the service. The recommended strategy is a clear two-step process: first, raise prices to ensure every group operates at full capacity, and only after achieving this level of saturation should the business consider adding new groups or time slots. This disciplined approach prevents the common pitfall of "jumping the gun" on expansion, ensuring that growth is sustainable and financially sound rather than just a reaction to having empty calendar slots.
Read the full video transcript
What's going on coach? Welcome back to
the channel. I'm going to answer another
question here that I got from a coach on
Instagram. He said, "Should I add more
sessions or raise my prices?" Now, this
is a really good question and I went
back and forth with this coach to look
at his specific situation. But I what I
want to do here is I wanted to give you
just kind of like a overarching concept
that I think can help you no matter what
situation you're in. Like if you're at
capacity or if you have assistant
coaches, to me it does not matter. So,
I'm going to try to answer this in a way
where if I was talking to you one-on-one
call, like I think this will bring a lot
of value to you. So, should you add more
sessions or raise your prices? I always
tell people when you're at demand, you
should be raising your prices, for sure.
You should be raising your prices. But
should we add more sessions? 99% of the
time the answer is no because you're not
at full capacity with your current
setup. So, for example, a lot of coaches
that get to me that have like 50 to 100
clients, what happens is they show me
their schedule. They're like, "Here's
the days that we train. Here's the group
setup. Here's how many kids are at each
group." And then when I look at it, I
start to spot like, "Okay, well like
you have like six sessions where there's
only like two kids and the capacity is
like eight to 10 kids in those
sessions." And they're asking me, you
know, "Should I raise the pricing or add
more sessions?" And the thing is, I hate
adding more sessions. I don't think
that's the answer for 99% of you guys um
unless you're completely capped out.
Most coaches never ever get their
business to where they're completely
capped out. Meaning like if you have
group training and it's groups of 10,
every single group you have has 10 kids.
And what happens is a lot of coaches
they jump the gun. They start new
groups, which if you're renting a
facility, that's more money for you.
If you have your own facility, like
that's not going to cost you more time,
but like ultimately you're giving more
flexibility to people that are going to
be in this new group and it's going to
take you time to build this new group
when what you should have been doing is
is fill up the current groups you have.
So, you're adding more time to your
calendar, which means more work for you
or more more work for an assistant coach
that now has to go run the session and
you have to pay them, too. So, the
overhead really goes up when you start
adding more sessions when you don't
absolutely need to, right? So, the big
thing is you want to be able to get
really good at being shrewd about this,
which is you need to cap out your
sessions. So, when you're on a sales
call with someone, you're organized
enough to know that okay, here's the
available days that are going to fit for
this person and I need to move them into
that. So, your model has to be set up in
a way where you can either take on more
kids in a group training or you are
capping yourself off and but you're
meeting capacity
with your training program. Let's say
you have met your capacity, right?
Great. Then adding another time slot is
the answer, but it shouldn't have to be
you going to do that time slot
unless you just want to purely run this
by yourself. It should be someone else
that can go run the training session for
you. At the end of the day, that's where
the real money is made with some coaches
that I work with that have assistants.
It's like they can run
three or four sessions per hour across
multiple coaches instead of three or
four sessions in three or four hours.
So, that's where you can like really
scale this business and there's a coach
I work with right now.
Like I mean, they're training over 100
plus kids because of how the scheduling
is set up and how the groups are set up
and the capacity level. Like all that
stuff is ironed out. So, I mean, you can
imagine they can train 400 700 kids per
week with that model.
Okay? So, when you think about your
situation, you know, should you add more
sessions or raise your prices? I always
say, if the demand is high, you should
be raising your pricing now. Because if
the demand is high, that means there's
parents reaching out to you constantly
about your program. And if you're not
willing to test a higher price, I don't
know what to tell you.
Cuz you should. Because you have nothing
to worry about if the demand is high. If
the demand is low, you have zero reason
to raise your price.
Like, that sounds very risky and it's
not a good business move to just raise
your price if you hear crickets. Like,
if no one's if no one's reaching out to
you about training. So, this is why
first we raise the price, we get
everybody to capacity, every group to to
capacity, and then only at that point we
start adding a new group. If you're
watching this and you want some more of
my one-on-one help and you want me to
like be on your business for an entire
year where I am coaching you through
this and getting you to the next level.
It's ideal for coaches that want to make
at least another $100,000 in the next 12
months.
Um some coaches can earn way more than
that. Uh some will do less.
Uh I don't know you. I don't know your
situation, but if you are hungry to
learn and you're coachable and you want
to get to the next level, I can assure
you
I think I could probably help. If you've
watched this video all the way through,
you've watched other videos of mine, you
understand my model, and you look at the
playlist, and you've seen the results.
Like, if you know that this is the real
thing, then go below here, go book a
call with me. It's a free call. It's an
evaluation call where I can get to know
you, better understand your business,
and see if I can help. And if that's the
case, we'll work together, and if not,
that's cool, too. See you later.